Mastering the Million-Dollar Law Firm Formula from Ken Hardison, Founder of PILMMA

Join Sasha Berson as he speaks with Ken Hardison from PILMMA.

👉 Sasha and Ken explore

— Ken Hardison shares his journey from growing up poor to building successful law firms and helping other lawyers. 

— Ken emphasizes the importance of learning from others and being willing to invest in oneself. 

— He shares his belief in the power of betting on oneself and taking calculated risks. 

— Ken Hardison shares his insights and experiences on building a successful law firm and enjoying a great life. 

— He emphasizes the importance of having a winning character and the impact it has on achieving success. 

— Ken also discusses the key elements necessary for building a successful law firm, including grit, good people, strategy, execution, and cash flow. 

— He highlights the significance of focusing on what you love and the importance of measuring and managing your marketing efforts.

👉 Takeaways

— Starting a law firm with limited resources is possible with determination and hard work.

— Grassroots marketing and cross-selling can be effective strategies for growing a law firm.

— Learning from other successful lawyers and experts can accelerate growth and save money.

— Believing in oneself and taking calculated risks is essential for success in the legal industry. Having a winning character is crucial for achieving success in any endeavor.

— Building a successful law firm requires grit, good people, a sound strategy, effective execution, and proper cash flow management.

— Focus on what you love and enjoy doing to ensure long-term success and fulfillment.

— Measure and manage your marketing efforts to maximize their effectiveness.

— Cash flow is essential for the survival and growth of your business.

📰 About Ken Hardison

Ken Hardison, the founder and president of PILMMA (Personal Injury Lawyers Marketing and Management Association), has an impressive background in the legal field. With over 27 years of experience practicing injury law, he built one of the largest Personal Injury Law Firms in North Carolina. Although retired from practicing law, Ken remains actively involved, consulting with his former partner Ben Cochran on firm marketing. PILMMA, the organization he created, has become a multi-million-dollar association exclusively for injury and disability lawyers, with members spanning the United States, Canada, and Australia.

📞 Connect with Ken Hardison:

• Website: https://www.pilmma.org/

• LinkedIn: https://www.linkedin.com/in/kenhardison/

• Twitter: https://twitter.com/PILMMAorg

• Email: info@pilmma.org

📞 Connect with Sasha Berson:

• LinkedIn: https://www.linkedin.com/company/grow-law-firm/

• Instagram: https://www.instagram.com/grow_lawfirm/

• YouTube: https://www.youtube.com/@growlawfirm

• Facebook: https://www.facebook.com/growlawfirm

• Email: info@growlawfirm.com

• Phone: (312) 854-7724

#LawyerWebsite #LawyerSEO #LawFirmMarketing

If you enjoyed today’s show, please leave a review and subscribe so you never miss an episode. For more information and links to all of the resources mentioned in today’s episode, visit https://growlawfirm.com/

Join Sasha Berson as he speaks with Jonathan Fitzgarrald from Equinox Strategy Partners

👉 Sasha and Jonathan explore:

— The importance of networking and building relationships in the legal profession.

— The follow-up process: the need for persistence and multiple interactions to secure new business.

— The nonlinear nature of relationship building and the time it takes to develop trust.

— The difference between suspects and prospects in networking.

— The role of accountability partners and the challenges of being accountable without external pressure.

👉 Main takeaways from the episode:

— Successful relationship building takes persistence over many interactions, not just isolated meetings. Building trust is a long-term process.

— Lawyers should focus on a select few (around 15) key connections who can provide work or referrals. It's not necessary to network with a large number of people.

— Following up consistently is crucial in securing new business. While only 50% of lawyers follow up after an initial meeting, it takes an average of 12 to 15 interactions for a potential client to hire a lawyer.

— Relationship building requires varied and consistent interactions to stay top of mind with key connections. Different methods such as lunches, emails, social media engagement, events, and webinars should be used.

📰About Jonathan Fitzgarrald:

Jonathan Fitzgarrald, Managing Partner of Equinox Strategy Partners, provides strategic counsel to help lawyers and law firms drive revenue and increase market visibility. With over 15 years of experience in sales and marketing at top law firms, he has developed proprietary strategies resulting in up to 20% increases in firm revenue. Jonathan is a renowned presenter and quoted expert in major publications, empowering others through motivational coaching and leveraging his background in international humanitarian work and high-tech leadership.

📞Connect with Jonathan Fitzgarrald:

• Website: https://equinoxstrategy.com/ 

• LinkedIn: https://www.linkedin.com/in/jonathanfitzgarrald/ 

• Facebook: https://www.facebook.com/EquinoxStrategy 

• Email: JFitzgarrald@EquinoxStrategy.com

📞Connect with Sasha Berson:

• LinkedIn:  https://www.linkedin.com/company/grow-law-firm/

• Instagram: https://www.instagram.com/grow_lawfirm/ 

• YouTube: https://www.youtube.com/@growlawfirm

• Facebook: https://www.facebook.com/growlawfirm 

• Email: info@growlawfirm.com 

• Phone: (312) 854-7724

#LawyerWebsite #LawyerSEO #LawFirmMarketing

If you enjoyed today’s show, please leave a review and subscribe so you never miss an episode. For more information and links to all of the resources mentioned in today’s episode, visit https://growlawfirm.com/

Join Sasha Berson as he speaks with Marcus Sheridan from IMPACT

👉 Sasha and Marcus explore:

— The power of addressing customer concerns, fears, and issues through text and video content.

— How creating valuable content can lead to increased website traffic, phone calls, and revenue.

— The importance of lawyers becoming media companies and utilizing video content to stand out in the competitive legal industry.

— The impact of AI, such as ChatGPT, on the legal industry and the importance of creating authentic and valuable content to win clients' trust.

— The challenges of choosing the right attorney and the importance of building trust through effective communication and showcasing human qualities.

— The value of creating content consistently and being a part of the content creation process to ensure authenticity.

👉 Main takeaways from the episode:

— Creating engaging content that addresses common client questions and concerns through various formats like text and video can help build trust and generate more business leads.

— In the current digital landscape, law firms need to view themselves as media companies to expand their online presence and services in order to stay relevant and competitive.

— Potential clients will research firms online through websites before contacting them. Hence, the content and experience on a website are important for standing out from other options and orienting clients during the vetting process.

📰About Marcus Sheridan:

Marcus Sheridan is an internationally renowned keynote speaker known for his transformative business philosophies. In the late 2000s, he helped turn around a struggling pool business by developing its online presence and obsessively answering customer questions through blogs. This led him to advocate his "They Ask, You Answer" content marketing strategy.

His book of the same name has inspired thousands of entrepreneurs globally. With a gift for storytelling and a passion for helping others succeed, Sheridan speaks vividly about how focusing on customers and creating engaging content can boost any business. He continues disseminating his philosophies through presentations, writing, and his marketing agency IMPACT.

📞Connect with Marcus Sheridan:

• Website: https://www.impactplus.com/ 

• LinkedIn: https://www.linkedin.com/company/1210178 

• Facebook: https://www.facebook.com/impactbnd 

• Twitter: https://twitter.com/Impactbnd

📞Connect with Sasha Berson:

• LinkedIn:  https://www.linkedin.com/company/grow-law-firm/

• Instagram: https://www.instagram.com/grow_lawfirm/ 

• YouTube: https://www.youtube.com/@growlawfirm

• Facebook: https://www.facebook.com/growlawfirm 

• Email: info@growlawfirm.com 

• Phone: (312) 854-7724

#LawyerWebsite #LawyerSEO #LawFirmMarketing

If you enjoyed today’s show, please leave a review and subscribe so you never miss an episode. For more information and links to all of the resources mentioned in today’s episode, visit https://growlawfirm.com/

Join Sasha Berson as he speaks with Melanie Leonard, CEO of streamlined.legal

👉 Sasha and Melanie explore:

— The advantages of using Clio as a practice management software, highlighting its user-friendly interface, excellent customer support, and ease of extracting and migrating data.

— The underutilization of features within practice management software and the significant impact they can have on a law firm's business.

— The benefits of complete implementation of practice management software and specific examples of how it has improved law firm operations.

— The efficiency achieved through document automation and the time saved in drafting documents.

— The need for continuous improvement and the ongoing value of investing in the development of AI systems to stay competitive in the legal industry.

👉 Main Takeaways from the episode:

— Implementing document automation, particularly in closing documents, significantly reduces drafting time, leading to substantial time savings.

— Integrating workflow functions, such as task lists, can shift law practice from reactive to proactive, resulting in a better quality of life for themselves and their team.

— Automation can change the valuation of a law business, making it more attractive for potential buyers or investors.

— Efficient use of AI and practice management software can replace the need for hiring additional lawyers, leading to increased productivity.

📰About Melanie Leonard:

Melanie Leonard is a renowned attorney, entrepreneur, and expert in legal practice management software. After graduating from Chicago-Kent College of Law in 2002, she practiced at mid-sized firms before founding her successful real estate law practice in 2006. As an early adopter of Clio, Melanie became one of the first Clio Certified Consultants, helping firms optimize their use of practice management software. In 2018, she sold her law practice to focus on her passion and established streamlined.legal. Within two years, it became a highly sought-after consulting firm, earning Clio's Partner Led Excellence Award in 2019 and 2020.

📞Connect with Melanie Leonard:

• Website: https://streamlined.legal/ 

• LinkedIn: https://www.linkedin.com/in/melanieleonardesq/ 

• Facebook: https://www.facebook.com/streamlined.legal/ 

• Email: melanie@streamlined.legal

📞Connect with Sasha Berson:

• LinkedIn:  https://www.linkedin.com/company/grow-law-firm/

• Instagram: https://www.instagram.com/grow_lawfirm/ 

• YouTube: https://www.youtube.com/@growlawfirm

• Facebook: https://www.facebook.com/growlawfirm 

• Email: info@growlawfirm.com 

• Phone: (312) 854-7724

#LawyerWebsite #LawyerSEO #LawFirmMarketing

If you enjoyed today’s show, please leave a review and subscribe so you never miss an episode. For more information and links to all of the resources mentioned in today’s episode, visit https://growlawfirm.com/

Join Sasha Berson as he speaks with Steve Gordon, Founder of Million Dollar Author

👉Sasha and Steve explore:

— Successful book launches and leveraging professional networks for support.

— Building an effective marketing process ("book ATM") to maximize the book's impact through advertising and social media.

— The power of books as lead generation tools, offering value, low risk, and cost-effective client capture.

— How books can attract new clients and boost revenue for law firms.

— Unveiling the "unique mechanism" concept in a book, guiding clients from problems to a better future.

— Efficient book writing strategies, including roadmap creation, focused writing sessions, and the subconscious mind's contribution.

👉Main takeaways from the episode:

— Books are one of the most effective marketing assets for lawyers because they build trust and credibility with potential clients by demonstrating subject matter expertise in a low-risk, low-cost format.

— A well-executed book launch can immediately generate new leads and clients by activating a lawyer's professional network and revealing "hidden deals" within their referral sources.

— Treating the book like a long-term marketing asset by continually repurposing and promoting its content provides an ongoing stream of leads that requires little ongoing work from the lawyer, paying dividends for years to come.

📰About Steve Gordon:

Steve Gordon is an accomplished entrepreneur who achieved the position of CEO at the age of 28. Over the past two decades, he has dedicated his expertise to mastering the art of selling high-value services. As the editor of four highly regarded business newsletters, Steve's insights reach a global audience of CEOs, professionals, entrepreneurs, and sales experts. He provides consultancy services to companies spanning 30 industries, all of which specialize in selling premium products and services within trustworthy selling environments. As the founder of The Unstoppable CEO, he also hosts a popular podcast. He has authored four bestselling books, including "Podcast Prospecting," "Unstoppable Referrals," "Exponential Network Strategy," and "The Follow-Up Formula."

📞Connect with Steve Gordon:

• Website: https://milliondollarauthor.io/ 

• LinkedIn: https://www.linkedin.com/in/gordonsteve/ 

• Twitter: https://twitter.com/steve_gordon 

📞Connect with Sasha Berson:

• LinkedIn: https://www.linkedin.com/company/grow-law-firm/ 

• Instagram: https://www.instagram.com/grow_lawfirm/ 

• YouTube: https://www.youtube.com/@growlawfirm 

• Facebook: https://www.facebook.com/growlawfirm 

• Email: info@growlawfirm.com 

• Phone: (312) 854-7724 

#LawyerWebsite #LawyerSEO #LawFirmMarketing

If you enjoyed today’s show, please leave a review and subscribe so you never miss an episode. For more information and links to all of the resources mentioned in today’s episode, visit https://growlawfirm.com/

Join Sasha Berson as he speaks with Laurie Gilbertson, CEO of Tribeca Blue Consulting

👉Sasha and Laurie explore:

— The need for law firm owners to develop leadership and communication skills beyond legal education.

— Ways for lawyers to assess their communication style from both their own and others' perspectives.

— Why firms that recognize the importance of communication are good to work with.

— How everyday micro-communications are opportunities to practice communication skills.

— Techniques for improving communication amongst business partners such as asking open-ended questions.

— The importance of making employees feel heard, seen, and valued through communication to improve retention and advocacy.

👉Main Takeaways from the Episode:

— Law firm leaders struggle most with communication within their own organizations, not with opposing counsel or judges. Improving internal communication is critically important.

— Developing leadership and communication skills is essential for law firm success but these soft skills are rarely emphasized in legal education which focuses more on technical skills.

— Fostering a culture of openness, transparency and authentic engagement where employees feel truly valued and heard is key to increased advocacy, productivity, retention and the long-term health of the organization.

📰About Laurie Gilbertson:

Laurie Gilbertson is a former New York City sex crimes, organized crime, and homicide prosecutor, television legal analyst, educator, and entrepreneur. She is the CEO & Founder of Tribeca Blue Consulting, a firm that specializes in helping professionals communicate with clarity, confidence, and creativity in public speaking, presentations, sales pitches, trial, and media appearances.

With her diverse background and unique skills, Laurie combines a lawyer's attention to detail, insider tips and tricks from her decade in New York City courtrooms, and expertise in helping top attorneys and judges develop compelling material. 

📞Connect with Laurie Gilbertson:

• Website - https://www.tribecablueconsulting.com/ 

• LinkedIn - https://www.linkedin.com/in/lauriegilbertson 

📞Connect with Sasha Berson:

• LinkedIn:  https://www.linkedin.com/company/grow-law-firm/

• Instagram: https://www.instagram.com/grow_lawfirm/

• YouTube: https://www.youtube.com/@growlawfirm

• Facebook: https://www.facebook.com/growlawfirm

• Email: info@growlawfirm.com

• Phone: (312) 854-7724

#LawyerWebsite #LawyerSEO #LawFirmMarketing

If you enjoyed today's show, please leave a review and subscribe so you never miss an episode. For more information and links to all of the resources mentioned in today's episode, visit https://growlawfirm.com/ 

Join Sasha Berson as he speaks with Joey Coleman, Founder at Design Symphony

👉Sasha and Joey explore:

— The correlation between employee happiness and a law firm's financial success for improved bottom-line results.

— Why law firms should prioritize creating a remarkable employee experience.

— The onboarding and training processes for new employees and how they need improvement if the firm lacks structured onboarding processes.

— The importance of client and employee experience and their interconnection.

— The need for law firms to adopt a human-centered approach to human resources.

👉Main takeaways from the episode:

— The annual attorney turnover rate in law firms in the United States is 18.4%, resulting in substantial financial losses due to the cost of replacing employees and lost productivity.

— Law firms should shift their focus from being merely competitive to becoming employers of choice by investing in employee happiness and well-being.

— Many law firms lack a structured onboarding process, leading to a less-than-ideal experience for new employees. Implementing a well-designed onboarding program can enhance employee engagement and retention.

📰About Joey Coleman:

Joey Coleman is a renowned expert in customer experience design and the Chief Experience Composer at Design Symphony, a customer experience branding firm. With almost twenty years of experience, Joey has helped numerous organizations retain their best customers and employees, transforming them into enthusiastic advocates. As an award-winning speaker, Joey has delivered captivating keynotes and workshops at national and international conferences, competing against top authors, business leaders, and internet celebrities. He is the author of the highly acclaimed book, "Never Lose a Customer Again," which reached the #2 spot on the Wall Street Journal bestseller list. Joey's diverse background includes working in the White House, defending "alleged" criminals and traveling to over 51 countries. He is passionate about assisting businesses in creating remarkable experiences for their customers and employees.

📞Connect with Joey Coleman:

• Website: https://joeycoleman.com/ 

• LinkedIn: https://www.linkedin.com/in/joeycoleman1/ 

• Facebook: https://www.facebook.com/joey.coleman.18/ 

• Twitter: https://twitter.com/thejoeycoleman 

📞Connect with Sasha Berson:

• LinkedIn: https://www.linkedin.com/company/grow-law-firm/ 

• Instagram: https://www.instagram.com/grow_lawfirm/ 

• YouTube: https://www.youtube.com/@growlawfirm 

• Facebook: https://www.facebook.com/growlawfirm 

• Email: info@growlawfirm.com 

• Phone: (312) 854-7724

#LawyerWebsite #LawyerSEO #LawFirmMarketing

If you enjoyed today's show, please leave a review and subscribe so you never miss an episode. For more information and links to all of the resources mentioned in today's episode, visit https://growlawfirm.com/

Join Sasha Berson as he speaks with Moshe Amsel, Founder of Profit with Law

👉Sasha and Moshe explore:

— How to grow a law firm from $500K in revenue to $3-4M by hiring more attorneys. Each additional attorney can bring in $1M in revenue.

— The importance of setting goals to create generational wealth through a profitable law business, instead of just achieving a comfortable lifestyle.

— How most lawyers remain relatively "poor" by overcomplicating growth and just drifting without purposeful plans.

— Why law firm owners should focus on profitability (40-50% margins) instead of just revenue growth.

— Investing in people (attorneys, marketers) and marketing is essential for scaling, even if it seems risky initially due to perceived costs.

👉Main takeaways from the episode:

— Law firm owners need to shift their focus from just revenue growth to profitability, aiming for 40-50% profit margins rather than drifting and assuming 3-4% growth is successful.

— Growing a law firm means investing in people like additional attorneys who can each generate $1M in revenue, even if it seems risky initially due to perceived hiring and marketing costs.

— Be willing to invest in your business, such as hiring attorneys and investing in marketing, even if it means taking on some level of risk.

— Get out of the mindset of being an "attorney" and embrace your role as a business owner unlocking your firm's full potential.

📰About Moshe Amsel:

Moshe Amsel, the founder and CEO of Profit with Law, is a seasoned business executive with over 20 years of experience in the IT industry. With an MBA degree and a proven track record in Sales and Marketing, having closed over $30 million in sales in a single year, Moshe brings a wealth of expertise to the legal industry. He is passionate about helping law firm owners achieve substantial growth and profitability, with a focus on creating generational wealth. Moshe also owns DreamBuilder Financial, an accounting practice where he provides business advisory and tax strategy services to his clients.

📞Connect with Moshe Amsel:

• Website: https://www.profitwithlaw.com/

• LinkedIn: https://www.linkedin.com/in/mosheamsel

• Facebook: https://www.facebook.com/profitwithlaw

• Twitter: https://twitter.com/moshe_amsel 

📞Connect with Sasha Berson:

• LinkedIn:  https://www.linkedin.com/company/grow-law-firm/

• Instagram: https://www.instagram.com/grow_lawfirm/

• YouTube: https://www.youtube.com/@growlawfirm

• Facebook: https://www.facebook.com/growlawfirm

• Email: info@growlawfirm.com

• Phone: (312) 854-7724

#LawyerWebsite #LawyerSEO #LawFirmMarketing

If you enjoyed today's show, please leave a review and subscribe so you never miss an episode. For more information and links to all of the resources mentioned in today's episode, visit https://growlawfirm.com/ 

Join Sasha Berson as he speaks with Jay Ruan, Founder of Ruane Attorneys at Law LLC

👉Sasha and Jay explore:

— The importance of having the right systems in place to help a law business scale and provide better customer service.

— The significance of creating a brand of authenticity on social media for building relationships and sharing valuable content is more effective than just trying to generate leads.

— The approach to social media marketing, which involves sharing stories about the positive impact the law firm has had on people's lives, as well as donating to local charities and involving clients in the process.

— The value of building relationships with other law firms and professionals in the industry is stressed to develop a network of referral sources and lead to more business opportunities.

— What prioritizing customer experience and providing value to clients does for a law firm.

👉Main takeaways from the episode:

— Implementing systems allows lawyers to take themselves out of the equation for delivering services and delegate tasks to others, which enables them to service a greater number of people faster.

— Social media platforms offer an opportunity to develop an authentic brand and build relationships with potential clients. Instead of solely focusing on obtaining leads, the goal should be to establish a genuine connection with the audience.

— Engaging with other law firm owners and business owners provides valuable insights and solutions to common challenges.

📰About Jay Ruane:

Jay Ruane is an experienced Chief Executive Officer and DUI defense lawyer with over 24 years of experience at Ruane Attorneys at Law. He has also worked as a Public Defender and DUI Defense Lawyer at the Office of Connecticut Public Defenders. With a Doctor of Law degree from the University of Connecticut School of Law and a Bachelor of Arts in History from the University of Scranton, Jay Ruane combines legal expertise with a dedication to his client's defense.

📞Connect with Jay Ruane:

• Website: https://www.ruaneattorneys.com/ 

• LinkedIn: https://www.linkedin.com/in/jayruane/ 

• Facebook: https://www.facebook.com/attorneyjayruane 

• Twitter: https://twitter.com/ruaneattorneys

📞Connect with Sasha Berson:

• LinkedIn: https://www.linkedin.com/company/grow-law-firm/ 

• Instagram: https://www.instagram.com/grow_lawfirm/ 

• YouTube: https://www.youtube.com/@growlawfirm 

• Facebook: https://www.facebook.com/growlawfirm 

• Email: info@growlawfirm.com 

• Phone: (312) 854-7724

#LawyerWebsite #LawyerSEO #LawFirmMarketing

If you enjoyed today's show, please leave a review and subscribe so you never miss an episode. For more information and links to all of the resources mentioned in today's episode, visit https://growlawfirm.com/ 

Join Sasha Berson as he speaks with Mike Alder, Founder of AlderLaw

👉Sasha and Michael explore:

— The importance of unconditional giving without expectations of how your money will be used or whether people will take advantage.

— Having no ego is difficult, but focusing on your blessings rather than being better than others helps.

— Building a supportive network by thanking others, helping without expectations, and connecting people.

— Developing consistent habits, behaviors, and mindsets to improve oneself rather than competing with all others.

— How focusing on competing with just the top 5-10% in your industry who maintain consistency can lead to success.

👉Main takeaways from the episode:

— Develop an attitude of unconditional giving and helping others. Focus on serving people's needs rather than conditions or personal gain.

— Cultivate self-awareness by reflecting on areas where you can improve and recognizing there are always people better than you in some way.

— Build a strong foundation through healthy routines of mindset, behaviors, self-care, and gratitude. Outperform just 5-10% of your industry by consistently maintaining a dedication to excellence.

📰About Mike Alder:

Mike Adler is a top trial attorney and owner of AlderLaw, a leading Los Angeles firm representing plaintiffs in personal injury, business torts, and employment litigation cases. He is known for his unwavering commitment to his clients and dedication to pursuing justice. As an underdog advocate, Adler takes pride in being personally involved in every case his firm takes on and has earned a reputation for achieving significant settlements and verdicts.

He is also a well-renowned speaker and published author on trial strategy. He is dedicated to supporting other trial attorneys, maintaining a 9,000-deposition database and an expert witness directory that he provides to up-and-coming lawyers at no charge.

📞Connect with Mike Alder:

• Website: https://alderlaw.com/ 

• LinkedIn: https://www.linkedin.com/in/michaelalder/ 

• Facebook: https://www.facebook.com/mike.alder.58 

📞Connect with Sasha Berson:

• LinkedIn: https://www.linkedin.com/company/grow-law-firm/ 

• Instagram: https://www.instagram.com/grow_lawfirm/ 

• YouTube: https://www.youtube.com/@growlawfirm 

• Facebook: https://www.facebook.com/growlawfirm 

• Email: info@growlawfirm.com 

• Phone: (312) 854-7724

#LawyerWebsite #LawyerSEO #LawFirmMarketing

If you enjoyed today's show, please leave a review and subscribe so you never miss an episode. For more information and links to all of the resources mentioned in today's episode, visit https://growlawfirm.com/