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The Law Practice Doctor - Podcast

The law practice doctor podcast is the place to get the easiest most practical and profitable ways to grow your firm and still have a Life! Its mission is to help solo and small law firms succeed.
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The Law Practice Doctor - Podcast
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Now displaying: June, 2015
Jun 29, 2015

In this week’s episode of The Law Practice Doctor, Sam Gaylord interviews Tom Schwab, who is an experienced entrepreneur, writer, and speaker. Tom empowers entrepreneurs and small business owners to use digital tools to build a scalable automated sales and marketing machine that delights not only the customers but also the business owners. Tom runs the Inbound for E-Commerce agency, which helps to develop high potential customer rates and implement inbound strategies.

 

Main Questions Asked:

  • What are the problems you typically see when you meet with a new client?
  • What are some of the strategies you talk about with clients?
  • What are some of the other ways you recommend to stand out from the crowd?
  • What tools do you recommend for your clients?

 

Key Lessons Learned:

  • Figure out who you want to market to, how you want to engage them, and what you want to say to them.
  • Attorneys are business people who happen to practice in the area of law. The job is as a sales person to supply a good quality service.
  • We are all in e-commerce as we are trying to attract visitors and turn them into customers and delighted advocates.
  • Regardless of whether you are a lawyer, brick and mortar store, or online, the strategy remains the same.

 

New Client Problems

  • New clients are often confused in how to use the tools and get progress.
  • Clients know they can work hard, are smart, and have the tools, but they just need a plan and strategy to put it all together.
  • The first question is, “What kind of customers do you want?”
  • Figure out who your ideal buyer persona is.
  • The person you want to focus on is the person who is so happy that they go out and find you more customers.
  • We all know in our gut who the negative buyer persona is and the customer that we don’t want.
  • Too often we get crazy customers because we market to them.
  • When you know who you are going after, it makes it clear as to what social media you need to be on.

 

Demographics, Psychographics, and Avatars  

  • Figure out your avatar client. Put a name to it, demographic and psychographic, and do everything you can to get thousands of that type of person.
  • Once you have the avatar, you will know ‘who’ you are serving.
  • The demographics is what the census bureau knows about you (age, income, marital status).
  • The psychographics are the things that your best friend knows about you (where you get your information from, how you make your decisions, what influences you’re your desires and aspirations).

 

Strategy

  • Stand out from the crowd. How are you going to differentiate yourself?
  • We buy from people we know, like, and trust. This comes from someone connecting with us.
  • Content is a great way to connect such as via video, blogs, and podcasts.
  • Automation should help and amplify us, not replace us.
  • Content, be it putting up simple videos where your customers are, e.g. Facebook.
  • People are searching Google and YouTube looking for answers. If you have the answer, then you’ll get the trust.
  • If you start to stand out, you’ll be seen as the leader and authority.
  • How can you identify your customer, connect with them, then start to serve them in order to build trust.

 

Stand out from the Crowd

  • Content is King, but context is God. Make sure whatever you do focuses on who you want to connect with.
  • Any content should be written from a person to a person and have a next step or call to action.
  • Find out where your buyers are and what kind of content they like. Test out the engagement.
  • Answer the questions that people ask you. If one person asks, then others will search too.
  • Your customers and Google want fresh content.

 

Tools

  • We have great tools, so if we understand how to use them, they can amplify what we do.
  • Where do you want your business to go? Look at the tools and see how they can support you in getting there.
  • Content Management System (CMS) – This can be a website on WordPress.   
  • Communication System – MailChimp and Constant Contact. This allows you to capture information when someone fills out a form.
  • Analytics – Google Analytics. Measure and find out what works and what doesn’t. What gets read the most and where are people spending the most time.
  • Amplification – From social media. Be aware where your customers are.
  • A more expensive tool won’t make you better; it will simply amplify what you do.
  • Assess what the tools can do and how they fit in your life.

 

Thank you for listening! If you enjoyed this podcast, please subscribe and leave a 5 star rating and review in iTunes!

 

Links to Resources Mentioned

TM Schwab

Inbound for E-Commerce

Fiverr

SpeakwRite (app)

Jun 22, 2015

In this week’s episode of The Law Practice Doctor, Sam Gaylord interviews Dr. Ken Nedd, who is a practicing medical doctor, an international keynote speaker, and bestselling author of The Power Over Stress. Dr. Nedd treats stress-related disorders in one-to-one clinical settings and corporate settings. He is a highly sought after expert in the areas of stress and happiness and during talks about managing the body and the mind.

 

Main Questions Asked:

  • What are some of the common diagnosis you see amongst attorneys that come to you with regards to stress and anxiety?
  • What is stress?
  • What are stress solutions for lawyers?

 

Key Lessons Learned:

  • In a recent study of 12,000 employees from 105 professions, lawyers ranked number one in the area of depression, anxiety, and stress.
  • 63% of lawyers are stressed and a lot report ‘major stress’, which is a lot higher than the general population.
  • It is okay to aggressively do your job, but there are also mechanisms by which to still have a life and not be stressed. 
  • Physical symptoms depend on the physiological weakness.
  • Job hours per week is a predictor of job stress, which has to do with heart attacks.
  • Women who work for female lawyers and work more than 45 hours a week are 5 times more likely to get sick and report stress.
  • No amount of success in your professional life can make up for failure in your health. So as you work and put in the hours, know that you are working to create a great life and happiness.
  • If you constantly work and worry, your body will become inflamed, which effects memory and the propensity to develop cancer.

 

What Is Stress?

  • Everybody is talking about stress but few people understand what it really is.
  • Stress is the way one responds physiologically when the circumstances they are faced with are beyond their ability to cope.
  • Human beings are the only animals with the capacity to focus awareness inwards on the body as well as outwards.
  • Perception is the gateway to stress.

 

Stress Solutions for Lawyers

This is the basis of autogenic training that assists in resisting the pressures of life from harming the coronary arteries and the immune system. Do the following to create the habit over a 30-day period:

 

A) Arousal

  • When you feel tension coming on, survey your body for arousal.
  • Watch your arousal and lower the tone of the sympathetic nervous system.
  • Look at what’s happening, make a fist, tense your body, and feel it.
  • Take a breath through your nose, hold it, and as you breathe out release the tension.
  • Relaxation is not something you ‘do’ but rather something that you ‘allow’ to happen.
  • Focus is about following one path until you reach success.

 

B) Breathing

  • Breathe in a way to relieve your stress.
  • Breathing in slowly through your nose, hold it for 3 seconds, then breathe out through your mouth.
  • Use your mind to feel the tension out of the body.

 

C) Physiology

  • When you’re stressed, the blood moves away from your arms and legs. This is where the term ‘cold feet’ comes from.
  • Use the mantra, “My arms and hands are heavy and warm.”

 

D) Decide

  • Decide you are going to be happy no matter what.
  • Happiness is a decision so decide to be happy.
  • A study spanning 50 years showed that people who lived long are:

i) Are very committed to what they do

ii) Exercise

iii) Have emotional competence (happiness)

 

Happiness

  • Happiness is the antidote to stress, and has biochemical consequences.
  • If you don’t want to smile, just twist your mouth upwards and you will get the same affect as if you were smiling on your own.
  • If you are happy, your brain will function better.

 

Thank you for listening! If you enjoyed this podcast, please subscribe and leave a 5 star rating and review in iTunes!

 

Links to Resources Mentioned

Dr. Nedd

60 Second Stress Solutions For Lawyers

Power Over Stress

Jun 15, 2015

In this week’s episode of The Law Practice Doctor, Sam Gaylord interviews Scott Brenner who is the managing partner of Dylewsky, Goldberg and Brenner. The Stanford based accounting firm specializes in the auditing of municipalities, manufacturing companies and not for profit organizations.  Scott has personally developed and taught curricula at fortune 500 companies and during the podcast discuss what to look for when hiring a bookkeeper, common problems small businesses face, internal controls and reporting. 

 

Main Questions Asked

  • What questions should I ask when looking to hire a bookkeeper?
  • What other resources are good for finding a bookkeeper?
  • What are common problems you see when you meet with new small business clients?
  • What specific internal controls you use in your own practice?
  • Talk about reports and what needs to be in them.
  • What are common guidelines for small companies in terms of getting on the right track?

 

Key Lessons Learned

  • The ‘Quickbooksification of America’ is thinking you can do the accounting but getting bogged down.
  • It costs more to unravel bad bookkeeping than it does to do it right the first time.
  • Stop trying to be everything and be what you’re good at.
  • Scott encourages people not to do their own books in the beginning.
  • Being a professional is knowing when to hire another professional to do something for you.

 

Hiring a Bookkeeper

  • Start by speaking with the accountant/CPA whom does your tax work.
  • Ask questions about the bookkeepers expertise in the software you use.
  • Discuss what understanding the bookkeeper has of the legal industry.
  • Ensure the bookkeeper understands the trust account.
  • Quickbooks has a Pro Advisor Network where you can source bookkeepers.
  • The National Association of Bookkeepers is a good resource for finding bookkeepers.
  • Colleagues and business owners are the best source of referrals for good bookkeepers.

 

Common Problems in Small Business

  • Not doing it right from the starting point.
  • Mixing personal and business finances e.g only having one credit card that is used for personal and business transactions.
  • Lack of internal controls.

 

Suggestions & Internal Controls  

  • Leverage credit cards and points programs. You are going to spend the money so why not make it work for you.
  • Review your credit card and bank statement on a monthly basis.
  • Fraud control is 9/10 perception.
  • If someone knows you are watching they are less likely to take money.

 

Reporting

  • A good accounting system is all about getting you data to make better decisions in the business world.
  • If you don’t get good reports on a consistent basis then your bookkeeper is simply processing paperwork.
  • Accounts receivable is the lifeblood of the organization so make sure they are not getting out of control.
  • Keep accounts payable current.
  • Don’t act as a bank and loan clients money. Ensure payments are received in 30-45 days or stop work.
  • The operating and income statements are more important than the balance sheet, which is a snapshot in time showing what you own, owe and what is leftover in equity.
  • Look at your income statement in comparison to prior years and how you performed. This particularly applies to cash and where you are now as compared to the same time last year.

 

Thank you for listening! If you enjoyed this podcast, please subscribe and leave a 5 star rating and review in iTunes!

 

Links to Resources Mentioned

Dylewsky, Goldberg and Brenner

sbrenner@dgbcpas.com

 

 

Jun 8, 2015

In this week’s episode of The Law Practice Doctor, Sam Gaylord interviews Aaron Walker, who is a businessman and life coach that has inspired many through his leadership, mentorship, and consistent pursuit of excellence. Aaron enjoys helping others, and believes that experience is a great teacher. Thirty-six years of entrepreneurship and marriage has afforded him a wealth of experience. During the show, Sam and Aaron discuss the meaning of success, significance, empowerment, and how to choose your trusted advisors.

 

Main Questions Asked:

  • Who would you recommend somebody have by their side as trusted advisers to start their business venture?
  • What is a mastermind group, and how do you find them to be affective?
  • What are your suggestions for trying to get through difficult times?
  • How does somebody go about defining for themselves what success is?
  • How do you empower someone into the direction they should be going?

 

Key Lessons Learned:

Trusted Advisors

  • A trusted advisor is someone who doesn’t have financial interests and isn’t a family member. 
  • Trusted advisors are non-biased and have nothing to lose or gain, so they will tell you the truth.

 

Success

  • Success has different meanings to different people, and for many it is financial freedom and stability.
  • It is important to decide what success means to you, and don’t keep moving the bar so you can actually attain it.
  • Success is having an engaging family and meaningful relationships.
  • Having a great, clear conscious, knowing you have treated people well and done the right thing on a daily basis.
  • Good health.
  • Meaning and purpose.
  • Being content without being complacent.
  • Having a clear sense of direction.
  • Ensuring you receive good council and a clear sense of direction.

 

Significance

  • This is a completely different frame of reference you need to get in that enables you to look outward rather than inward.
  • Look around and take the opportunity to invest in others.
  • Meeting the needs of others.
  • Helping others when they can’t pay you.
  • Being available to aid others when it’s not convenient to you.
  • Customer service and providing above and beyond the minimal requirements.
  • Give because you want to, not because you should.
  • Placing personal wants of yourself aside for the benefit of others.
  • Delay your own personal gratification for the greater good, whether that be your children, civic responsibility, church, or law practice. 
  • Have the foresight to invest in long-term matters that will impact generations to come.
  • Engage with people by looking them straight in the eye and stop waiting for your turn to talk.
  • Most people are thinking about what they are going to say next rather than really engaging with the person in front of them.

 

Empowerment

  • Most people live their lives reactively, not proactively.
  • What are some of the things you would do for free?
  • Choose something realistic that you enjoy and can monetize.
  • A lot of people have great ideas but where they fall short is implementation.
  • If you don’t know what you want and it’s not measurable, dated, and written, then it’s just a dream. 
  • Motivation is an exhaustible resource, so you need a plan instead.

 

Thank you for listening! If you enjoyed this podcast, please subscribe and leave a 5 star rating and review in iTunes!

 

Links to Resources Mentioned

Free Document Downloads

View From The Top

Iron Sharpens Iron

Aaron@viewfromthetop.com

Jun 1, 2015

In this week’s episode of The Law Practice Doctor, Sam Gaylord interviews Josh Turner, who is the founder of Linked Selling, which is a B2B marketing firm specializing in fully outsourced LinkedIn lead generation campaigns. Josh’s company also operates Linked University, which isan online training program for LinkedIn marketing. During the show, Sam and Josh talk about the problems people face when first using LinkedIn, tips for success, and how best to use groups and advertising.

 

Main Questions Asked:

  • What exactly is LinkedIn?
  • Does LinkedIn have the ability to use video?
  • What are the common diagnosis of problems you see when people enter LinkedIn?
  • What are some of the prescriptions for success?
  • What are some things you can do to systematize prospecting?
  • Is there a way in LinkedIn to search for specific referral partners?
  • What are the best ways to go about connecting with people on LinkedIn?
  • Talk about LinkedIn groups, how they work, and why they are affective.
  • Is there a connection with being able to do a webinar and LinkedIn?
  • Does LinkedIn have the capability to buy ad space?

 

Key Lessons Learned:

  • Social media helps position businesses as leaders in their market and to leverage that authority to generate leads and increase sales.
  • LinkedIn is a professional online business network and the place you go to connect with your colleagues, alumni, and business contacts.
  • LinkedIn can be used as a recruiting tool and job search; however, Josh uses it to help people get in front of prospects and develop business, market, generate leads, and increase sales. 

 

Using LinkedIn

  • 40% of users visit the LinkedIn site at least once a day.
  • Design a top of mind campaign that will position you in front of all of your connections as well as other prospects within LinkedIn. This allows you to stay in front of people in a ‘non-salesy’ way.
  • There are ways to keep your name in front of targeted prospects on a daily basis.
  • Share status updates and group postings, whether that be your own content or curated.
  • It’s not possible to upload video natively within LinkedIn, but you can embed video.
  • Structure your headline so it announces who you serve, how you serve them, and the benefit that they get after working with you. Answer the question ‘what’s in it for them?’
  • Using the advanced people search function allows you to search for anyone based on anything they might have listed in their profile. E.g. If you are looking for IP attorneys, search for anyone with ‘IP’ in their profile and the word ‘attorney’ in their title.

 

Diagnosis of Problems

  • People don’t have a plan.
  • Un-compelling profiles that don’t speak to the benefits that the person brings to the table.
  • Not using the headline to tell people what you do or your area of expertise. 
  • Being in groups and interacting with competitors rather than perspective clients.

 

Prescriptions for Success

  • Set aside 20 minutes per day to use LinkedIn, and reach out to a certain number of new prospects by inviting them to connect or meet up in person. 
  • Proactively bring new prospects into your funnel on a regular basis and constantly build connections.
  • Have a system for how to convert new prospects into real world, face-to-face relationships.
  • Develop a ‘prospect profile’ and have a clear definition of whom you are targeting.
  • Create a one-page cheat sheet with all the demographic data you will use to identify your clients or prospects within LinkedIn.
  • Systematize by using saved searches and having your scripts pre-formatted in templates for different types of approaches to connect with people.
  • Take the time to develop a relationship and position yourself as someone to know, like, and trust by providing good resources and valuable content.
  • Entice people to go to your website and share content from your website on a regular basis.

 

LinkedIn Groups

  • These are communities of like-minded people who are engaged in discussions, networking and the sharing of content.
  • It is possible to join up to 50 groups, each of which are focused on geographic area, industry, interests, or job positions. 
  • Distributing content in groups is a great way to keep your name in front of a lot of people on a regular basis.

 

LinkedIn Advertising

  • There is a self-serve platform for advertising similar to Facebook, but it’s not quite as robust yet it is less complicated.
  • LinkedIn advertising gives you access to a set of people you can’t reach on Facebook.
  • In LinkedIn ads you can target anyone based on what they have listed in their profile.

 

Thank you for listening! If you enjoyed this podcast, please subscribe and leave a 5 star rating and review in iTunes!

 

Links to Resources Mentioned

Linked University

Linked Selling

Connect: The Secret LinkedIn Playbook

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