In this episode we hear RJon talk about an often overlooked yet critical aspect of running a successful law firm: Systems, Processes, and Procedures. If you previously found episode 13 helpful, you are in for a real treat as RJon expands upon the concept of the 3rd part of the 7 Main Parts of Every Successful Law Firm: Production. This episode builds upon that foundation offering a more in-depth look at why developing robust systems is the key to creating a law firm that can run efficiently without constant owner intervention.

“Your systems don’t need to be perfect. If you wait till your systems are perfect, your systems will be useless.” – RJon Robins

– Page 34 & Ep 13: The 7 Main Parts of Every Successful Law Firm: PRODUCTION

– Profit First for Lawyers curated resource page

– Leave us a review on Apple, Spotify, Audible or wherever you listen to your favorite podcasts

–  Buy your copy of Profit First for Lawyers

In this episode we look at the critical aspects of building and retaining a superstar staff for your law firm.  Nichole Hanscom, Director of Special Projects at How To MANAGE a Small Law Firm makes a return visit to the show. Nichole, drawing from her extensive experience, shares invaluable insights on recruiting top talent, implementing effective onboarding processes, and developing essential leadership skills. She challenges law firm owners to rethink their hiring strategies, the long-term benefits of hiring experienced attorneys, and the power of specialization.

This episode offers a roadmap for transforming your law firm into an A-plus business that attracts and retains A-plus talent. Whether you’re struggling with high turnover or looking to take your team to the next level, Nichole’s wisdom and actionable tips will help you build a thriving, profitable law practice.

If you want A-plus employees, you have to start building an A-plus business. You have to become an A-plus leader.

– Ep 53 with Nichole Hanscom: Stages of Law Firm’s Growth

– Profit First for Lawyers curated resource page

– Leave us a review on Apple, Spotify, Audible or wherever you listen to your favorite podcasts

–  Buy your copy of Profit First for Lawyers

In this episode we look at the critical aspects of hiring, training, and managing your law firm’s staff. RJon pulls back the curtain on what all law firm owners should know about building and managing their team. When done well your staff will go from a source of stress to one of your most valuable assets. So, whether you’re struggling with hiring fears, battling high turnover, or simply feeling overwhelmed by day-to-day management, this episode is your roadmap to creating an A-team that will propel your firm to new heights. Get ready to discover how to turn your law firm from a prison cell into a joy-filled, profit-generating machine.

“If someone isn’t growing with your organization every month, every quarter…your organization isn’t really doing its entire job.” – RJon Robins

– Ep 15 The 7 Main Parts of Every Successful Law Firm: Part 4 – People Audio | Video

– Profit First for Lawyers curated resources page

– Leave us a review on Apple, Spotify Audible or wherever you listen to your favorite podcasts

– Buy your copy of Profit First for Lawyers

In this bonus episode of the Profit First for Lawyers podcast, we hear about the common pitfalls law firm owners face and how to overcome them. This episode is packed with actionable advice by experts from How To MANAGE a Small Law Firm and law firm owners to help you grow your business.

In this episode we hear RJon fired up on The Lawyer Millionaire podcast hosted by Darren Wurz. RJon drills into the driving force behind his mission to liberate law firm owners and why he wrote the book Profit First for Lawyers. He shares his definition of a successful law firm and explains why taking your profit first is crucial not just for the law firm owner’s wellbeing, but also for providing the best service to clients.

RJon breaks down the three key elements that define a successful law firm:

RJon argues that taking profit first is an ethical obligation, not just a nice-to-have. Clients expect and deserve to have a lawyer who is in the right frame of mind to provide the best possible service. Financial struggles and the resulting stress and distractions prevent lawyers from showing up as the best possible versions of themselves for their clients, which also has a negative impact on their family and personal life.

Resources & Newsletter

How To MANAGE a Small Law Firm

Connect with Darren Wurz, Wurz Financial Services / The Lawyer Millionaire

We are taking a mid-season break after this episode to bring back some of your favorite segments from the first season. Stay tuned for updates and behind-the-scenes content on our social media channels and in our newsletter. We’ll be back in June with even more great content!

In the final part of our four-part series on sales, RJon explains how our subconscious can interfere with sales calls, creating a tornado of self-doubt and negative self-talk. He stresses the importance of controlling the inner voice and maintaining a calm (and boring) approach to sales.

RJon uses ice cream flavors to demonstrate that when clients focus on the outcomes they desire, price becomes a secondary concern. He illustrates this by walking a How To MANAGE a Small Law Firm member through an exercise that showcases the flexibility of pricing based on what they do or do not value.

Sales Call Script

Ep 52: Fear of Success

Ep 7: You Are Exhausted…Or Are You?

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

Part 3: G.A.S. Calls: How to Sell Legal Services To Repeat Clients Ep 59

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

We continue our four-part series on sales by examining the mindset culprits that could be preventing law firm owners from increasing their conversion rates. In this episode, RJon pulls no punches as he drills down to the core of what makes a successful sale. Turns out, it’s not about you.

RJon states that the technique of selling is simple and can be taught in just a few minutes. What is not so simple is the mindset of selling. Something, which can be overcome when sales is reframed from a focus on your needs to a focus on the client’s needs.

RJon identifies four main mindset issues that often hinder sales success:

By focusing on understanding the client’s needs and reasons for buying your services, you can become a more effective sales professional and ultimately grow your law firm.

Sell Is Not Just Another Four-Letter Word Ep. 57 with Tania Music.

Sales Conversion Process Resource

We’re kicking off a four-part series on a topic most law firm owners either love or love to hate: sales calls! Not to worry, we’ve got Tania Music, How To MANAGE a Small Law Firm’s very own sales expert leading the way.

Tania shares her journey into sales and how she learned that a true sale is about helping people and connecting them with the solutions they need. She stresses that the goal of a sales conversation should be to leave the prospect better off, with more clarity and understanding regardless if they choose to work with your law firm.

Tania breaks down four key steps to a successful preliminary sales conversation:

She also advises law firm owners to slow down, get curious, and focus on the prospect’s needs and desires rather than jumping straight into problem-solving mode.

Tania addresses the common misconception that having non-attorney salespeople is unethical. She clarifies that as long as the salesperson is not providing legal advice and the attorney reviews the case before accepting it, there is nothing unethical about this approach. In fact, it can be more ethical because it allows the firm to help more people by removing the attorney as a bottleneck in the sales process.

In this segment, Tania introduces a humorous clip of RJon emphasizing the importance of having a non-attorney salesperson in a law firm. His practical advice encourages law firm owners to focus on legal work and maintain a better work-life balance. Building on this concept of work-life balance, Tania shares her own experience implementing similar principles. She expands upon finding her own balance when she took a month off, which led to significantly positive changes in her life. This segment reinforces the importance of making strategic staffing decisions that can improve overall quality of life.

Sales Conversion Process Resource

How To MANAGE a Small Law Firm

In this episode, we hear a clip from a marketing interview RJon did with Draye Redfern from the Daniels-Head Insurance Agency (DHIA), one of a 12-part webinar series. The concepts and strategies RJon shares are time-tested and can help law firm owners increase their ROI while making better use of their marketing budget.

RJon talks about why focusing on marketing fundamentals like Direct Response Marketing are instrumental in building your business. Even when new trends or technology are gaining momentum, he advises against getting swept away (and distracted) from your core messaging and ideal client avatar. Instead he suggests testing out the latest marketing trends while maintaining proven marketing.

When working with marketing agencies, small law firm owners need the ability to track and measure all marketing dollars. RJon points out that some marketing agencies fail to ask crucial questions about your target audience, ideal client, and the law firm’s unique value proposition. This approach can lead to unpredictable, unsatisfactory, and costly results.

Full Marketing Webinar on DHIA Website

Profit First for Lawyers Resources

How To MANAGE a Small Law Firm