On today’s episode Jake has sales and intake conversion guru Tony Le of the Law Firm Mentor on the podcast to discuss why most law firms ignore potential client conversion rates, where he has seen the biggest gains in intake with the firms he has coached, tools that are available for increasing sales, the biggest mistakes intake specialists and attorneys make during a consult that decrease conversion rates, and the #1 questions a law firm owner should ask related to improving their conversion rate. Tony is an absolute sales machine and has worked with criminal defense owners to produce significant revenue gains and a better quality of life. If you are looking to be able to help more of the potential clients that call your office this episode is a must listen!

Upcoming Webinar:

If you enjoy today’s episode, Tony will be leading a webinar on Sept. 5 at noon entitled: 3 Game-Changing Shifts to Maximize Criminal Defense Conversions

Your phone is ringing, and your website forms are filling up — but if you’re not converting those leads into consultations, you’re leaving money and market share on the table. In this high-energy, one-hour webinar, we’ll dive into three essential conversion strategies every criminal defense firm must master: lightning-fast response times, consult-worthy lead qualification, and trust-building follow-up that closes the deal. You’ll discover how to remove the friction in your sales funnel, optimize intake for speed and persuasion, and position your firm as the only choice in a crowded market. This isn’t theory — these are field-tested fixes that win business in the toughest practice area.

Sign up at: https://share.hsforms.com/1rvgcFUF-R-S9X5mxbrTknA549gk

On today’s episode Jake has rising legal star Benjamin Waldman of King Law on the podcast to discuss building client trust, utilizing the catchall mitigating factor in DWI sentencing, building a personal brand within a law firm, and working through imposter syndrome. Benjamin’s passion for criminal defense work is built around the intimacy of the attorney client relationship. If you are a lawyer who loves criminal defense work this episode is a must listen!

This week Jake continues his 5-part Dojo (“the place of the way”) series by reflecting on the places where legal education occurs and how to become a better student of the law within those spaces. If you want to be an expert in a field, according to Malcolm Gladwell, you need to put in 10,000 hours of practice. Jake discusses how to utilize the spaces of learning whether that’s your car, the attorney lounge at the courthouse, your reading chair, a virtual presentation, or a live CLE. Get ready to enter the classroom with Jake on today’s episode!

This week Jake continues his 5-part Dojo (“the place of the way”) series on maximizing your time by mastering your calendar space. This is the most exciting episode of the series for Jake, because he believes that if you can master your calendar you can go from being a mediocre to guru lawyer and from middling firm owner to thriving entrepreneur. If you want to be more productive and fulfilled as a legal professional don’t miss this week’s episode!

This week Jake continues his 5-part Dojo (“the place of the way”) series on maximizing your office space. If you spend 20 hours a week in your office for 50 weeks a year, then you are in your office for 1000 hours annually. Making sure your office space is uplifting and clean is essential to avoiding professional burnout and maximizing your work time. If you want to be more productive and fulfilled as a legal professional don’t miss this week’s episode!

The NC DWI Guy is finally back and kicking off a 5-part DWI essentials training series. The translation for the Japanese word “Dojo” is “the place of the way.” In this series Jake identifies fertile training ground for becoming a better DWI warrior. In today’s episode, Jake discusses the importance of the consult for establishing trust and growing your business and gives practical tips on how to become a better communicator and converter in your consult. Get ready to train in the DWI Dojo!

Just because an issue on a DWI case is novel, doesn’t mean it’s not worth pushing. If you want to give yourself the best chance of presenting a nuanced issue to a district court judge, Jake shares 5 tips to give your client the best chance of success. If you want to be the lawyer that provides cutting edge criminal defense and looks at a case from every angle, this episode is for you!

You are in for a real treat when you tune in to today’s conversation with Tony Scheer. After graduating from UNC Law, Tony began his legal career in 1992 as a law clerk for a federal judge. After his clerkship, Tony spent four years as an ADA in Mecklenburg County, before entering private practice where he has passionately devoted his last 27 years to defending individuals charged with crimes ranging from traffic tickets to first degree murder. Tony shares his playbook for vigorously defending cases from day one, and why attacking a case from the outset is critical to helping your client achieve the optimal outcome.

Why is running your practice so hard? Regardless of whether you have been in business a week or entering your twentieth year of firm ownership, the challenges you face in running your practice can keep you awake at night. On today’s episode Jake looks at three major obstacles facing small business owners (the law school mindset, lack of feedback loop, and a constantly changing market) and how to overcome them. Get ready to make practicing law easy(ish)!

On today’s episode Jake continues his series on increasing your conversion rate by telling you how to answer your client’s objections, even when they are unspoken. Learn how Jake has been able to uncover the unspoken objections of potential clients, and how to craft your response to the same. If you want to help more clients in the courtroom you have to get hired on more cases, so don’t miss these tips to help you increase the number of clients who retain you as their attorney.