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.

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.

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

In this episode we are definitely not in Kansas anymore. Get ready for an action-packed and highly profitable episode with How To MANAGE a Small Law Firm’s own marketing wizard, Brian Horn.

Brian discusses effective marketing strategies for law firms and the newest marketing tool he is using to great effect, AI. He shares insights on leveraging AI, tracking ROI, managing vendors, and crafting targeted messaging to attract ideal clients.

Brian explains how he’s helping law firms integrate AI into their marketing efforts to create more targeted, avatar-focused campaigns. With custom prompts, law firms can generate personalized content for specific audiences, leading to increased conversions and revenue.

To attract their ideal client, Brian advises law firm owners to identify the commonalities among the clients they’ve helped the most and craft messaging that speaks directly to them. By being authentic and focusing on the people they genuinely want to serve, law firms can experience greater personal satisfaction and financial success.

Law Firm AI Prompt Tutorial with Brian Horn

How To MANAGE a Small Law Firm

As a lawyer, your education and expertise make you one of the smartest professionals in the world. However, when it comes to running a law firm, that same brilliant mind can sometimes be your own worst enemy. In this episode of the Profit First for Lawyers podcast, we tackle the issue many law firm owners face when they over-complicate their business plans. It’s time to put on your business owner hat and make decisions that will help you profitably manage your law firm.

The biggest challenge in helping law firm owners grow their business is getting them to believe it’s possible. Many sabotage their own success by believing that success is “for someone else,” making it more complex than it really is. However, the principles of building a successful law firm are simple and predictable. Listen in as RJon uncomplicates your path to business success with an informative explanation of The 7 Main Part of Every Law Firm: Marketing, Sales, Production, People, Physical Plant, Money & Metrics, and YOU!

Create A Business Plan To Maximize Your Profits Ep. 51 with Erika Ferenczi

The 7 Main Parts of Every Successful Law Firm Chapter 5 from the Profit First for Lawyers book

Business Plan Workbook

The 7 Main Parts of Every Successful Law Firm series based on Chapter 5 of the Profit First for Lawyers book is something long-time listeners will remember from the first season of the podcast. Links to these popular “Tea Time with Karli” episodes can be found below:

Ep. 9, Ep. 11, Ep. 13, Ep. 15, Ep. 17, Ep 19, Ep. 21, and recap Ep 23

Get ready to look into the crystal ball to see the stages of your law firm’s growth with Nichole Hanscom, Director of Special Projects at How To MANAGE a Small Law Firm.

Nichole breaks down the predictable stages of law firm growth with practical insight on the challenges and opportunities that come with each stage. When law firm owners know what to expect within each stage they can make more intentional decisions and minimize growing pains.

As law firms reach the higher stages of growth, owners have the freedom to choose their own path — whether that means continuing as CEO, transitioning to a founder role, or exploring new entrepreneurial ventures.

Podcast Resources & Weekly Newsletter

Secrets to Bookkeeping That Does Not Suck Ep 45 with Sherri Mansell

Profit First for Lawyers book

Problem-tunity Ep 49 with Beckie Moriello

How To MANAGE a Small Law Firm