Grow Your Law Firm

Sam Glover is the founder of Lawyerist.com, the best place for lawyers to learn how to start, manage, and grow a modern law practice, and home to the community of innovative lawyers building the future of law. Sam is also the host of The Lawyerist podcast, a long-running series with more than 250 episodes about the future of lawyering and law practice. Every week Sam and his co-hosts Aaron Street and Stephanie Everett have conversations with successful lawyers and other creative people helping to shape the future of law practice. Additionally, Sam is an expert and respected speaker on successful small-firm law practice, and the co-author of The Small Firm Roadmap: A Survival Guide to the Future of Your Law Practice. What you'll learn about in this episode: What trends Sam has identified that outline the future for the small, consumer-focused law firm Why small firms need to realize that people want to pay less, consumer expectations have changed dramatically, and lawyer alternatives are creating pressure on firms Why Sam feels that firms should be charging more for their work but cutting costs so that it doesn't affect the amount clients pay Why Sam feels that there is still resistance and pushback across the legal landscape against the idea that practicing law is both a profession and a business What traits small firms need to be focusing on to survive and find success in today's highly competitive legal environment Why firms need to focus on their clients' needs and predict and find solutions for clients' pain points Why empathy, self-awareness, and adaptability are important traits that a law firm owner needs to have to stand out from the competition Why adopting new technologies and software aren't enough, and why it is important to be strategic and future-proof yourself when embracing new tech Why it is important to consider the unique needs of your firm when considering adopting new software, and why Clio is becoming the ubiquitous industry standard Why setting clear, shared goals between yourself and your partners is an important first step to growing your firm Additional Resources: Lawyerist website: https://lawyerist.com Lawyerist Small Firm Scorecard: https://lawyerist.com/community/scorecard/ The Small Firm Roadmap by Aaron Street, Sam Glover, Stephanie Everett and Marshall Lichty: https://amzn.to/35rwE3R LinkedIn: www.linkedin.com/in/samglover/

Ken Hardison has fought for people's rights as a trusted personal injury lawyer for over 35 years. His ethics, integrity, and passion for his clients helped to build one of North Carolina's most successful firms, Hardison & Cochran, and a successful Social Security disability firm, Carolina Disability Lawyers, in Myrtle Beach, South Carolina. Now, as owner and publisher of the law firm management website, Law Practice Advisor, and founder and president of PILMMA, the Personal Injury Lawyers Marketing & Management Association, Ken devotes his time to helping attorneys build their own preeminent law practices with proven marketing strategies and management resources. Ken has been recognized as one of the top 100 Trial Lawyers in North Carolina and is a member of the exclusive Million Dollar Advocates Forum. Systematic Marketing is his tenth book. Ken has authored 5 books on marketing and managing law firms. He is a sought-after speaker throughout the country on marketing and managing law firms. Ken is known as the "Millionaire Maker" due to his coaching clients doubling and quadrupling their law practices and income following Ken's practice growing advice and insights. Ken lives in North Myrtle Beach, SC where he enjoys playing golf and fishing when he is not helping lawyers grow their practices. What you'll learn about in this episode: Why it is important to set aside several hours a week to work on business development, strategy, marketing and other things that will benefit your firm What "time vampires" are, why they are counterproductive, and how to defeat them to reclaim extra time in your week What the "Got a minute?" vampire is, and how to get a copy of Ken's "Got a Minute Meeting Schedule" template Why "email vampires" can be a tremendous drain on your time, and why checking your email only twice a day can get rid of them How to stop "unexpected call vampires" from interrupting your workflow, and why callers should be working to your schedule Why the best use of the extra 1-2 hours a day freed up by eliminating time vampires is to work on your business, and how to get a copy of Ken's "Today's Checklist" template Why delegating work to others can be a valuable practice that helps your day become more efficient Why changing your habits requires consistent action, and what benefits you can gain from eliminating your time-wasting habits Additional Resources: Website: www.pilmma.org Email: ken@pilmma.org

Ken Hardison has fought for people's rights as a trusted personal injury lawyer for over 35 years. His ethics, integrity, and passion for his clients helped to build one of North Carolina's most successful firms, Hardison & Cochran, and a successful Social Security disability firm, Carolina Disability Lawyers, in Myrtle Beach, South Carolina. Now, as owner and publisher of the law firm management website, Law Practice Advisor, and founder and president of PILMMA, the Personal Injury Lawyers Marketing & Management Association, Ken devotes his time to helping attorneys build their own preeminent law practices with proven marketing strategies and management resources. Ken has been recognized as one of the top 100 Trial Lawyers in North Carolina and is a member of the exclusive Million Dollar Advocates Forum. Systematic Marketing is his tenth book. Ken has authored 5 books on marketing and managing law firms. He is a sought-after speaker throughout the country on marketing and managing law firms. Ken is known as the "Millionaire Maker" due to his coaching clients doubling and quadrupling their law practices and income following Ken's practice growing advice and insights. Ken lives in North Myrtle Beach, SC where he enjoys playing golf and fishing when he is not helping lawyers grow their practices. What you'll learn about in this episode: Why a lack of strategy on getting to your goals is a problem many law firms experiences and how to overcome it Why law firms need to have a clear vision on what they hope to accomplish, and how to define your vision Why putting the right systems in place is critical for achieving the results your firm is looking for Ken shares the major "aha!" moments he experienced that opened his eyes to the importance of systems and processes What tools PILMMA uses to streamline their processes and systems, and how systems help keep your employees from "holding you hostage" Why it is important to set benchmarks and deadlines, and why accountability for meeting those goals is vital Why you need to meet the highest and best use of your time, focusing only on what is relevant and delegating the things that don't matter as much Why focusing on one thing is more effective and productive than attempting to multitask and divide your attention Why good management, accountability, proper feedback, and giving your team the right tools are important for success Why a lack of effective marketing is a problem for many firms, and why firms need to have a differentiator that sets them apart from their competition Additional Resources: Website: www.pilmma.org Email: ken@pilmma.org

Ken Hardison has fought for people's rights as a trusted personal injury lawyer for over 35 years. His ethics, integrity, and passion for his clients helped to build one of North Carolina's most successful firms, Hardison & Cochran, and a successful Social Security disability firm, Carolina Disability Lawyers, in Myrtle Beach, South Carolina. Now, as owner and publisher of the law firm management website, Law Practice Advisor, and founder and president of PILMMA, the Personal Injury Lawyers Marketing & Management Association, Ken devotes his time to helping attorneys build their own preeminent law practices with proven marketing strategies and management resources. Ken has been recognized as one of the top 100 Trial Lawyers in North Carolina and is a member of the exclusive Million Dollar Advocates Forum. Systematic Marketing is his tenth book. Ken has authored 5 books on marketing and managing law firms. He is a sought-after speaker throughout the country on marketing and managing law firms. Ken is known as the "Millionaire Maker" due to his coaching clients doubling and quadrupling their law practices and income following Ken's practice growing advice and insights. Ken lives in North Myrtle Beach, SC where he enjoys playing golf and fishing when he is not helping lawyers grow their practices. What you'll learn about in this episode: Why mindset is the number one key to building a successful practice, and how a technician mindset and an entrepreneurial mindset differ Why focus and a sense of urgency are important to help you execute on your plans and achieve your goals Why it is important to leverage your strengths and talents while delegating your weaknesses to others Why surrounding yourself with key people with the right skills and the ability to say "no" to you is the fourth key to success How implementing the right systems into your practice can help streamline your work and significantly increase your productivity Why you need to know your numbers such as your cost-per-case, average fee, conversion rate, overhead, and other key metrics Why you need to differentiate yourself and your practice from your competition, and how to go about doing so What the "theory of preeminence" is, and why it is important for you and your firm to practice it Why key number nine is to never fall in love with your law firm, instead fall in love with your clients Why you should always strive to continue learning new things, stay ahead of the curve, and adapt to new changes and technologies Why you need to be a great leader, coach and mentor to your team, setting an example for them to follow Additional Resources: Website: www.pilmma.org Website: www.hemingwayapp.com Website: www.firstdraft.biz Email: ken@pilmma.org

Ken Hardison has fought for people's rights as a trusted personal injury lawyer for over 35 years. His ethics, integrity, and passion for his clients helped to build one of North Carolina's most successful firms, Hardison & Cochran, and a successful Social Security disability firm, Carolina Disability Lawyers, in Myrtle Beach, South Carolina. Now, as owner and publisher of the law firm management website, Law Practice Advisor, and founder and president of PILMMA, the Personal Injury Lawyers Marketing & Management Association, Ken devotes his time to helping attorneys build their own preeminent law practices with proven marketing strategies and management resources. Ken has been recognized as one of the top 100 Trial Lawyers in North Carolina and is a member of the exclusive Million Dollar Advocates Forum. Systematic Marketing is his tenth book. Ken has authored 5 books on marketing and managing law firms. He is a sought-after speaker throughout the country on marketing and managing law firms. Ken is known as the "Millionaire Maker" due to his coaching clients doubling and quadrupling their law practices and income following Ken's practice growing advice and insights. Ken lives in North Myrtle Beach, SC where he enjoys playing golf and fishing when he is not helping lawyers grow their practices. What you'll learn about in this episode: What surprising percentage of clients would be willing to give you a referral… if you showed them how to do it and made the process easy Why it is important to develop trust and a referral mindset in your clients while you're representing them, right from the beginning Why it is important to create a client advisory board or panel from your list of clients for the last five years, and how to form such a panel How to use psychology to make existing clients and potential new clients feel important, through using an unpublished "backdoor phone line" and VIP cards Why newsletters are effective referral tools to build relationships and encourage clients to stay aware of your firm and your brand How to put together a great-sounding, informative, helpful and client-focused newsletter, and why a frequent, consistent newsletter is key Why writing a book focused on your subject matter helps position you as an expert and can help generate referrals How to use your 50-60 page book to differentiate yourself and set yourself apart from your competition Why using these referral systems consistently is the key to generating a great number of referrals through these methods Additional Resources: Website: www.pilmma.org Website: www.hemingwayapp.com Website: www.firstdraft.biz Email: ken@pilmma.org

Ken Hardison has fought for people's rights as a trusted personal injury lawyer for over 35 years. His ethics, integrity, and passion for his clients helped to build one of North Carolina's most successful firms, Hardison & Cochran, and a successful Social Security disability firm, Carolina Disability Lawyers, in Myrtle Beach, South Carolina. Now, as owner and publisher of the law firm management website, Law Practice Advisor, and founder and president of PILMMA, Ken devotes his time to helping attorneys build their own preeminent law practices with proven marketing strategies and management resources. Ken has been recognized as one of the top 100 Trial Lawyers in North Carolina and is a member of the exclusive Million Dollar Advocates Forum. Systematic Marketing is his tenth book. Ken has authored 5 books on marketing and managing law firms. He is a sought-after speaker throughout the country on marketing and managing law firms. Ken is known as the "Millionaire Maker" due to his coaching clients doubling and quadrupling their law practices and income following Ken's practice growing advice and insights. Ken lives in North Myrtle Beach, SC where he enjoys playing golf and fishing when he is not helping lawyers grow their practices. What you'll learn about in this episode: Ken Hardison's background as a legal entrepreneur How you can leverage legal marketing and management tactics to grow your firm Why creating the right strategy will help you increase profitability, decrease stress, and create a balanced life The by-lawyers for-lawyers format for exploring marketing and management solutions Weekly on-point topics that will help you compete in today's market