In part three of our four-part series on sales, we are rejoined by How To MANAGE a Small Law Firm’s very own sales expert, Tania Music. In this episode, Tania shares how showing your current, former, and potential clients you care is a powerful strategy to grow your business.

We begin with a clip from RJon who introduces the concept of G.A.S. Calls, which stands for “give a shit calls.” These calls involve genuinely caring for your clients, checking in on them, and offering help or resources even if it doesn’t directly result in new business for your firm. By consistently showing clients that you care, you stay top of mind and increase the likelihood of future business and referrals.

Tania further expands upon this by offering practical and actionable tips for getting started with making G.A.S. Calls. She encourages law firm owners to involve their team, and make G.A.S. Calls a regular part of their law firm’s practice. She gives several examples of law firm owners who have seen massive growth after implementing G.A.S. Calls on a regular basis.

In this segment, Tania introduces an RJon clip from the Profit First for Lawyers audiobook studio session that addresses the importance of embracing law firm profitability and growth. He challenges the notion that lawyers want anything less than a fully successful business. RJon points out that a more successful law firm typically helps more people or provides greater value to the same number of clients.

Expanding on RJon’s perspective, Tania builds upon this idea by challenging the limiting belief that profit is bad or that staying small is more noble. Instead, she argues that profit is necessary for a law firm to achieve its full potential and make a greater impact. This approach benefits everyone – clients, employees, and the law firm owner’s family. This segment underscores the transformative mindset shifts necessary for law firm owners to build successful and impactful businesses, aligning with the core principles in the Profit First for Lawyers book.

G.A.S. Calls Script

How To MANAGE a Small Law Firm

Part 1: Sell Is Not Just Another Four Letter Word Ep 57

Part 2: Sales Mindset: It’s Not About You Ep 58