If you want your law firm to generate more revenue where do you start? Many lawyers try to work harder to generate more leads in the hopes that generating more leads will turn into more clients, which will turn into more money. In today’s episode we're going to talk about how that’s the worst approach to making more money and what the one approach you need to take to double your revenue in one year.

In this episode we discuss:

 

• Four things you need to stop doing and one thing you need to start doing in order to grow your revenue.

• Why working harder doesn’t necessarily produce more and better results.

• How more leads won’t help if you don’t know how to sell.

• That selling is not about you, but about the client.

 

• How stepping and fetching for your client does not build respect.
• Billing more work to make more money and how the math doesn’t work.
• The importance of consistency in…

Contact Info:

Scheduler:  https://meetme.so/LawFirmMentor 

Bio:

Allison C. Williams, Esq., is Founder and Owner of the Williams Law Group, LLC, with offices in Short Hills and Wall Township, New Jersey.  She is a Fellow of the American Academy of Matrimonial Lawyers, is Certified by the Supreme Court of New Jersey as a Matrimonial Law Attorney, and is the first attorney in New Jersey to become Board-Certified by the National Board of Trial Advocacy in the field of Family Law. Ms. Williams is a member of the New Jersey Board on Attorney Certification (NJBAC) – Matrimonial Committee, a New Jersey Supreme Court committee that determines eligibility of candidates to be certified as a recognized practitioner in the field of matrimonial law.

Ms. Williams has been named a Rising Star Attorney by the New Jersey Super Lawyers franchise continuously from 2008 – 2013, and has been named a Super Lawyer by that organization for 2014 – 2019. In 2016, she was featured in the Super Lawyers publication (Williams v. The Rubber Stamp), she has been named one of the Top 50 Women Super Lawyers in New Jersey from 2017-2019 and in 2019, was voted in the Top 100 Super Lawyers in the State of New Jersey.

Ms. Williams is an accomplished businesswoman. In 2017, the Williams Law Group won the LawFirm500 award, ranking 14th of the fastest growing law firms in the nation, as Ms. Williams grew the firm 581% in three years. Ms. Williams won the Silver Stevie Award for Female Entrepreneur of the Year in 2017.  In 2018, Ms. Williams was voted as NJBIZ’s Top 50 Women in Business and was designated one of the Top 25 Leading Women Entrepreneurs and Business Owners. In 2019, Ms. Williams won the Seminole 100 Award for founding one of the fastest growing companies among graduates of Florida State University.

In 2018, Ms. Williams created Law Firm Mentor, a business coaching service for lawyers.  She helps solo and small law firm attorneys grow their business revenues, crush chaos in business and make more money.  Through multi-day intensive business retreats, group and one-to-one coaching, and strategic planning sessions, Ms. Williams advises lawyers on all aspects of creating, sustaining and scaling a law firm business – and specifically, she teaches them the core foundational principles of marketing, sales, personnel management, communications and money management in law firms. 

She received her B.S., magna cum laude, and her M.S., summa cum laude, from Florida State University. She received her J.D., cum laude, from Syracuse University College of Law. 

Snip-Its:

00:08:53 – 42 Seconds

So working harder does have its limits, even for those of us that can put in 50, 60, 70, 80, 90 hours a week, there will be a cap to that. And the problem is we don't often know where that cap is. So when you create a strategy that says I'm going to work harder in order to get myself to that next place, you are always going to have a question mark as to how far you can go because your body and your mind require rest and rejuvenation to work at your best. And if you deprive either your mind or your body or likely both, of that rest, you are going to see not only diminishing returns, but you're going to hit a cap at some point. And let me tell you, the cap is not necessarily what we think it is, right.

00:18:07 – 40 Seconds

So a lot of those people that you would refer to the marketing company as bad leads are really not bad leads. They're just the subject of bad selling because you don't know how to sell, OK? And if you don't know how to sell and if you think of yourself as just a professional and not a salesperson, I hate to break it to you. If you own a business, you are in the business of sales. If you don't sell anything in your business, you don't have a business, you have a hobby. You have to sell people on the idea of working with you. And that does not mean convincing them or tricking them or persuading them. That means getting in touch with what their problem is and offering them a solution and doing it in a way that it's all about the client.