Un-Billable Hour: Business Management Strategies for the Busy Lawyer Around the Community Table

In this episode’s discussions around the Community Table:  We present an extended conversation with guest consultants Robert Leitner and Philip Fairley as they guide a lawyer ready to grow her personal injury and Social Security law firm and discuss how to hire the right people for a developing case load. Does she need another legal assistant, or a medical records clerk, or an intake professional?  With some practices – such as the “work now, collect later” world of PI and Social Security – it’s possible to “grow broke” by pouring too much capital into the business while waiting for payment. These are complicated issues as one attorney struggles to do everything from adding new cases and practicing law to marketing, growing, and even managing human resources. Some staffers add to overhead, and some are virtual ATMs building your firm’s revenue.  Learn how customer relation management tools convert leads into clients. Efficiency could unlock the cash flow you need to build your practice and add attorneys or support staff. Plus, the importance of a truly targeted marketing platform. Mentioned in this Episode:ZillametricsJoin the next Community Table live. What’s on your mind?

Let’s talk about production and winning cases. It’s not only about acquiring new clients, but also acquiring new clients that can deliver results. A potential breakthrough using Artificial Intelligence, AI.How do we frame, understand, and implement the best of AI’s capabilities? Lawyers need to tread lightly, even as AI is becoming increasingly important in the field of law. Data is often “dirty,” unstructured, not built to serve. A properly “trained” AI program organizes these fields into useful information.  Guests Evyatar Ben Artzi and Gila Hayat are co-founders of Darrow.AI. Darrow's AI-powered Justice Intelligence Platform scans real world data to detect harmful events, determine the number of potential victims, predict the legislative outcome, and assess the financial value of a case to help firms locate and organize potentially important cases. No more chasing your tail or casting the widest net possible.Across the law, from financial misconduct to environmental protection to pharmaceuticals, there is data out there that creates patterns if you know where and how to look. Properly managing raw data may allow firms to find new clients and tell better stories more efficiently. Producing results starts before a case even walks through the door. Mentioned in this Episode:Join The Un-Billable Hour Community TableDarrow.aiDarrow blog

In this episode’s discussions around the Community Table:   Our first topic is how to use vacations – including your own breaks – to affirm company culture. How do you get away without fully abandoning ship and leaving your team to fend for itself? You encourage team members to take vacations to renew and regroup, but what about you as the leader of the firm? Company culture starts at the top.  Prevent your email and calendar from running your life and set your own priorities. Don’t let your email own you, and certainly don’t let your team run your life. You run your life. You run your firm. (It’s harder than that sounds When is it appropriate to let an employee know the relationship isn’t working and it’s time to part ways? And, what’s an appropriate severance package  Plus, let’s talk about how to grade support staff. Set expectations and reasonable goals so staffers know what’s expected and you know what to expect.Mentioned in this Episode:“Come Up For Air,” by Nick Sonnenberg“We Have Met The Enemy And He Is Us,” Pogo by Walt KellyJoin the next Community Table live! What’s on your mind?

Is your marketing missing a key component, say, a way to reach Spanish speaking audiences? Many attorneys miss a large segment of their community that wants legal services, if only they would reach out. Guest Hugo Gomez founded and leads Abogados Now, a digital marketing company that helps connect attorneys in the U.S. with the Spanish-speaking communities around them. This is about more than hiring a translator, this is about understanding different cultures and reaching out to them. Go beyond adding a “Google Translate” button to your website. What works in English often doesn’t work in another language. Even in Spanish the language and nuances vary from country to country, community to community. Think it doesn’t matter? The Spanish speaking market is the fastest growing segment in the U.S., and nearly 1 in 5 people in the country have connections to Spanish speaking communities. The numbers don’t lie. It’s a massive market. But it’s not easy, and it takes experts who understand the cultures. Reaching out, effectively, to the Spanish speaking markets in your area can be your competitive edge. Learn the steps you can take to establish an entirely new arm to your marketing and the services you provide and the people you help. Learn about adding a layer of authenticity, understanding, and honest representation. What works, where do you present yourself, and how do you reach these markets?Mentioned in this Episode:Law360, “Abogados Now Founder On Reaching Spanish Speakers”Join The Un-Billable Hour Community Table

In this episode’s discussions around the Community Table: Our first question turned into a collaborative discussion around the Community Table with input from several other lawyers. How does a longtime attorney with her own firm finally shake things up, turn operations over to someone else, and focus on strategy and the practice of law? It’s hard to let go of control, even with a consultant pitching in.How do you market when money is tight, cash flow is low, and you need more dollars in the door? Start by knowing your practice. What’s the underlying issue, what kind of ship are you leading? From there you can spot opportunities and focus on revenue and marketing.Thinking of making a pivot or expanding from your current area of practice to boost revenue? Consider what you enjoy doing and think about what areas of the law generate consistent, timely cash flow. Mentioned in this Episode:Gino Wickman, “Traction”Michael Morse, “Fireproof”Previously on the Un-Billable Hour, guest Michael Morse, “Your Firm? You Can’t Do It All (And You Shouldn’t Try)”ABA TechshowSMB TeamThe Rainmaker InstituteWealthCounsel estate planning softwareL. David Marquet, “Turn This Ship Around: A True Story of Turning Followers Into Leaders”L. David Marquet, video, guest “Texas Business Radio”Join the next Community Table live. What’s on your mind?

Marketing, acquiring new business, and growing your firm are all important. But ultimately, any law firm has to produce results to scale, and that comes down to who you hire and how you manage, develop, and collaborate with your team. Guest Luis Scott is the owner and managing partner of Bader | Scott Injury Lawyers. In addition to running a firm responsible for millions of dollars in verdicts and settlements, Scott devotes time to consulting with other firms to help them grow their own revenue. Based in Atlanta, Scott understands a competitive market for client acquisition, but also for employee acquisition. How do you find, hire, and retain the best team? Hear how Scott and his firm identified and hired employees, then turned the best into leaders, freeing senior partners to focus on strategy. The bigger a firm grows, the more important a strategic, mindful approach becomes. How big do you want to grow? Three million in revenue? Eight million? Bigger? Scott explains how he structures a firm and positions leaders and employees for success. Founders of any firm are only one person. After a threshold, there’s nothing more they can do by themselves. That’s where it’s vital to develop leaders who can oversee individual parts of the business, everything from litigation to HR to marketing. If you lead a law firm of any size, consider this episode your own, personal consulting session that will help you organize and focus your efforts on growing your revenue and expanding your reach. (Plus, you’ll learn “The Five Ps” of law firm management.)Mentioned in this Episode:Un-Billable Hour Community Table Figure Firm ConsultingThe Guts and Glory Show“The King of Growth,” by Luis Scott“It Has to Hurt,” by Luis Scott

In this episode’s discussions around the Community Table:  Interview questions to ask that help you understand an applicant’s true motivations. Questions that dig a little deeper. And how to accept those answers at face value. Ever had a terrible experience hiring someone? There are tools to help you avoid mistakes, but you have to learn how to use them. But there are no silver bullets. Go boldly, but tread lightly.  Dealing with a new hire who won’t complete required training? Can you really require someone to learn, and if they won’t, is that grounds to terminate the relationship? This question quickly drifts into some interesting territory.  And finally, how long can you keep a new attorney at your firm before they need to start returning a profit to the firm? Maybe while they learn the ropes, you can at least have them do something that delivers value. (You can only wait so long).  Mentioned in this Episode:Malcolm Gladwell, Revisionist History pageMalcolm Gladwell, “Hamlet Was Wrong”Using DiSC For HiringKolbeThe Predictive IndexMyers-Briggs personality testJay Henderson, Real Talent HiringReal Talent HiringWizehireJoin the next Community Table live. What’s on your mind?

In this episode, we’ll talk “big picture.” Are you ready to scale up, build your client base, and be more successful?   Guest Sam Mollaei is passionate about creating scalable law firms and helping others understand and implement his blueprint for going big while disrupting the traditional law firm model. He challenges firms to embrace automation, innovation, offshoring, and move beyond the old fashioned face-to-face, brick and mortar route. Mollaei employs the latest tools to beat the high cost of paid search, create efficient client intake processes, overcome SEO snags, find new ways around labor inefficiencies, and accelerate business development. And he’s just getting started as developments in artificial intelligence such as ChatGPT continue to evolve the business of law. Hear how Mollaei teaches firms to ride the wave instead of chasing it. Changes are coming fast, and everything is on the table. There’s a lot to learn, but adapting to this new environment is not an option, it’s the future. Be a part of it or be left behind.Mentioned in this Episode:Google AdsSeamless food delivery “Virtual Law Firm Secrets” ebookUn-Billable Hour Community Table

In this episode’s discussion around the Community Table:  Getting from “yes” to “signing the check.” How to accelerate and bullet-proof your sales cycle. Getting the client to go from agreeing to hire you to actually turning over that retainer. Vaccinating the recruiter. Preparing a third-party recruiter with responses to a prospective employee’s objections. How do you arm a recruiter for a prospect’s “Yeah, but I heard they …”   Stalking a specific type of client? Go where they are. If you’re the best in a niche field, where do you find the clients who need you, and how is that different from asking for referrals? And, Facebook vs. LinkedIn, your marketing dollars. Mentioned in this Episode: Previous appearance of Erik and Elliot Alicea on The Un-Billable Hour, “Marketing is Metrics: The Cost Of New Business Acquisition” Join the next Community Table live. What’s on your mind?

OK, you got the lead. The phone rang. But what happens next? How do you turn that lead into a client (and then retain that client for life)?Guest Philip Fairley is the founder of The Rainmaker Institute, a legal marketing firm dedicated to generating leads, and then turning leads into clients through a data-driven approach. You’re more than an attorney, you’re a business owner. Run that business. Develop repeatable processes for turning each call into a client. It’s not about more leads, it’s about more clients. Let’s Talk Trends:  It’s about video. Think multiple platforms, YouTube, Facebook, LinkedIn, email embeds. Every environment serves different needs. It’s not about more leads, it’s what you do with the leads. Answer your phone, return messages, be human. Do you have a “Director of First Impressions?” When on the phone, go beyond setting an appointment. Listen.  Automation, specialization, and drilling down into what you do and how you communicate with potential clients builds your business. Tell clients what makes your firm – what makes you – special.