Most law firm owners think they need to handle everything themselves to grow. Hiring a fractional Chief Marketing Officer can help you scale faster and smarter without the cost of a full-time executive. In this conversation with Carl Downey of Complete Law Marketing, I reveal how law firms can use fearless marketing strategies to attract better cases and build stronger operations. We discuss how AI is changing Google search, why YouTube is becoming more important for visibility, and how knowing your numbers leads to confident decisions. Carl also explains how firms are using referrals and in-house content to grow consistently while staying focused on clients.

Key Topics

01:32 – Carl’s journey from direct mail to founding Complete Law Marketing and becoming a fractional CMO

05:28 – Why law firms should consider fractional leadership roles to scale efficiently

07:37 – The importance of stepping out of multiple roles and creating a true accountability chart

09:30 – How EOS and books like Get a Grip and Fireproof help firms run better

11:34 – Biggest trends in law firm marketing today: AI search results and zero-click answers

13:00 – Why YouTube is gaining dominance and what it means for law firms

14:04 – How Google is defending its search dominance with AI overviews

16:06 – The shift toward zero-click marketing and how it affects law firm visibility

17:43 – Why impressions and queries matter more than clicks now

19:28 – The traits of high-performing law firms: knowing your numbers and fearless marketing decisions

21:06 – Case study: two attorneys launching an estate planning firm with bold marketing moves

22:53 – Why early adoption of new ad formats leads to better case acquisition

24:03 – Building strong referral networks with local businesses and professionals

26:15 – The power of having a dedicated marketing coordinator to drive local referrals

27:15 – One step every law firm should take now: creating authentic, in-house content

27:59 – Turning blogs into videos that answer client questions and boost visibility

29:08 – How answering real client questions builds trust and attracts cases

30:18 – Carl’s daily productivity routine based on The Miracle Morning

31:35 – Recommended business book: The 12 Week Year for driving quarterly performance

32:37 – Go-to daily newsletter for staying on top of business trends (The Hustle)

34:09 – Carl’s ideal clients: fearless law firms ready to invest in marketing growth

34:53 – How to connect with Carl via completelawmarketing.com

Resources Mentioned

Books

• E-Myth by Michael E. Gerber - https://a.co/d/9KJRPU3 
• Traction by Gino Wickman - https://a.co/d/3tXLLB4 
• Fireproof by Mike Morse and John Nachazel - https://a.co/d/i6H4EhB 
• The Miracle Morning by Hal Elrod - https://a.co/d/3iwKq0x 
• The 12 Week Year by Brian P. Moran and Michael Lennington - https://a.co/d/bEgMT2E 
• Meditations by Marcus Aurelius - ​​https://a.co/d/6v6EMz0

Technology / Platforms

• YouTube - https://www.youtube.com/ 
• HubSpot – The Hustle Newsletter - https://thehustle.co/ 

About our Guest:

Carl Downey is the President of Complete Law Marketing (CLM), a full-service outsourced marketing partner dedicated to helping small and mid-sized law firms grow without the overwhelm of managing it all in-house. With a background in strategic marketing and a deep understanding of the legal industry, Carl leads CLM in delivering tailored solutions that simplify the marketing process for attorneys. Under his leadership, CLM acts as a Fractional CMO for law firms, providing expert strategy and execution across key areas including marketing operations and vendor management, website development and SEO, PPC and local advertising (TV, radio, outdoor), social media and blogging, online reputation management, and brand identity, awards, and PR.

Carl’s mission is simple: to help law firms implement the right strategies, manage the right tools, and generate the right kind of signed cases. Whether a firm is just getting started or ready to scale, Carl and his team make marketing feel effortless so attorneys can stay focused on practicing law.

https://completelawmarketing.com/ 

About Jay Berkowitz:

Jay Berkowitz is a best-selling author and popular keynote speaker. Mr. Berkowitz managed marketing departments at: Coca-Cola, Sprint and McDonald's Restaurants, and he is the Founder and CEO of Ten Golden Rules,  a digital marketing agency specialized in working with attorneys.

Mr. Berkowitz is the author of Advanced Internet Marketing for Law Firms, The Ten Golden Rules of Online Marketing and 10 Free Internet Marketing Strategies that went to #1 on Amazon.  He is the host of the Ten Golden Rules of Internet Marketing Webinar and Podcast. He has been profiled by the Wall Street Journal, The Business Journals and FOX Business TV.

Mr. Berkowitz was selected for membership as a TITAN for Elite Digital Marketing Agencies, he is the recipient of a SOFIE Award for Most Effective use of Emerging Media, and a Special BERNAY’s Award.

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