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

“The Power of Now: A Guide to Spiritual Enlightenment,” by Eckhart Tolle

Getting Control of Your Practice (and Your Life). Beat Burnout, Live Better.

Tue, 24 Mar 2026 11:00:00 -0000

Lawyers, even busy lawyers, deserve to feel joy and satisfaction. Burnout, time management crises, and stress are signs that your business is running you instead of you running you. The secret may lie in better energy management and better focus on what makes us happier and more productive.

Guest Wendy Meadows runs a successful family law firm. But a few years ago, she realized her busy practice wasn’t as fulfilling as it could be. She turned inward and focused on what made her happy. She transitioned her practice from litigation to mediation. And she learned how to let herself experience her own successes and recognize the bright moments around her.

Meadows turned what she learned into a coaching practice and a top-selling book, “Sparkle & GRIT,” helping other attorneys reboot old habits and create purpose to build their best life. Learn to understand how you work best and what makes you happy.

Sometimes just spending five minutes on yourself at the beginning of the day can help you enjoy a more purposeful, and less stressful lifestyle. If you won’t “manage yourself,” it’s hard to manage a firm. Take a moment to reflect on your day prior, what made it a good day? Think about the upcoming day, what will you focus on? Make tomorrow the day you wake up feeling great.

Mentioned in This Episode:

Clio legal software

Legal Talk Network

Seat At The Table: How To Establish My Firm’s Brand (Series Premiere)

Tue, 10 Mar 2026 11:00:00 -0000

In this episode’s Seat at the Table, let’s dig into the bedrock of your business: Your identity. That’s what branding is, it’s defining yourself. Who are you?

If you’re starting a new firm, or trying to grow your existing firm, start with your brand. Do you know what it is? And is what you thought you wanted
One part of your brand is easy to express and hard to deliver. Do what you say you are going to do. If you promise something, if you pitch something, live up to that.
Build your business on results, on meeting clients where they are, and on meeting client demands and expectations. A slick website is meaningless if you are disappointing or even inconveniencing your clients.

Should you rebrand, or refresh your brand, or invest in branding? What is a brand? What’s your brand? Good intentions and hope are not a business plan. Do something tangible by defining your business and living up to your promises.

In this new Un-Billable Hour series, “Seat at the Table,” we dig into helping lawyers attract clients, build the business flow, and branding, all while turning your vision into reality, profit, and success.

New guest hosts Kristen David, Rob Leitner, and brothers Elliot Alicea and Erik Alicea are experienced pros in business development and marketing for law firms. With proven track records, they join host Christoper T. Anderson and dig into the real needs of growing firms.

If you’re getting started, hear how creating a brand – and building trust – sets you on the right path. Are you doing the things you say you’re going to do? It’s important to deliberately help potential new clients understand who you are and what you do (and avoid the most common branding mistakes startups trip over).

Mentioned in This Episode:

Michael Gerber “The E-Myth Revisited”

Pragmatic Institute

“Endless Referrals” by Bob Burg

Networking and Referrals, the Forgotten Marketing Channel

Tue, 24 Feb 2026 12:00:00 -0000

A part of the legal marketing landscape we don’t talk about enough is referral marketing. Sure, we focus on digital marketing, search engines, and paid advertising. But maybe one of the best – and cheapest – forms of marketing could be referral marketing, working with other layers who know, like, and trust us.

Guest John Reed is a former practicing attorney and the founder of Rain BDM, a marketing firm that helps lawyers build exceptional relationships. Hear how professionals learn and play “the referral game.”

Asking for referrals may not feel natural, even a bit awkward. But like any marketing campaign, it can be planned, initiated, and tracked. And it can be fun and rewarding. Don’t try to make a relationship “transactional,” just go out and meet and help people. Let it be more relaxed and natural.

Hear about the “four questions” and a personalized “grid” plan that can get the ball rolling when you meet another attorney. If you’ve struggled with building intentional relationships with other attorneys and expanding your network, you’ll want to hear this free “relationships 101” lesson from a proven, experienced pro.

Mentioned in This Episode:

“Never Eat Alone” by Keith Ferrazzi

Community Table: Explaining the Process to a New Client The Correct Way

Tue, 10 Feb 2026 15:30:00 -0000

In this episode’s discussions around the Community Table, explaining to clients what to expect, marketing, and getting your tech up to speed.

With new clients, take the time to set expectations and explain the process. Assumptions and miscommunication can lead to lower satisfaction when a client’s uninformed expectations don’t meet reality, even with a successful outcome
Starting with a clear explanation of the process can lead to more favorable outcomes. Will the case go to trial, our would a settlement be better? How much would one route cost vs. another? Give clients the big picture. Real life is not a television TV drama.
Is your marketing attracting the clients you want? Casting the widest net isn’t always the best choice. Explain who you are and what you do honestly. And then live up to those promises. (And for Heaven’s sake, get your tech in order. Clients today expect at least that: Hear the common tech shortfalls that turn clients off.)

Mentioned in This Episode:

Association for AI in Legal, A4l.law

What Can Today’s Tech and AI Do for You? Expert Insights (and Predictions)

Tue, 27 Jan 2026 12:00:00 -0000

The world of legal technology can seem overwhelming. Fortunately, we have a guide in Chelsey Lambert, founder and author at the legal tech education, consulting, and guidance platform Legal Tech Decoded, which features articles, reviews, and opinions on the latest in legal tech.

This episode is kind of about marketing, but kind of about operations, but also kind of about AI, because tech is coming for every aspect of your legal practice. What developments will drive your firm forward, and what’s smoke and mirrors?

Lawyers who’ve been in the business long enough have gone from reviewing cases on paper and in books, maybe even yellow legal pads, to the Internet revolution, to online research and filing, to today’s AI revolution. Is AI remaking the practice of law, or just the next progression? (Spoiler, it’s kind of a big deal.)

“I don’t know that we’ve ever trained lawyers how to buy technology in the first place,” Lambert says. Now add the complexity of AI, a tool you have to train, guide, and trust. Hear about the evolving world of legal tech, even developments you probably haven’t heard of, and the evolution of the profession, including the potential for non-lawyer ownership and private equity. Don’t fear or ignore the revolution, embrace it.

Mentioned in This Episode:

Community Table: Getting Teams on Track and On the Same Page

Tue, 13 Jan 2026 12:00:00 -0000

In this episode’s discussions around the Community Table, getting a worrisome associate, and the entire team, on track. Plus, communicating with clients and assuring them you have their back:

A manager struggles to help an associate manage tasks and produce work on time, could tools help through redundancies and accountability.
Daily “standups” or “scrums” can help legal teams clear logjams and stay on track. Christopher offers a concise explanation of how time management and accountability systems drive productivity.
Assuring clients you have their best interests at heart is vital, especially when they think you’re “part of the system.” What are “The Four Agreements” and how can they help you understand clients and communicate? Ask, listen, and explain.

Mentioned in This Episode:

“The Four Agreements” by Don Miguel Ruiz

Notion legal software

Book, “The Lean-Agile Way”

Scrum.org

Ask us anything for the Community Table. Leave us a question online!

What Would the Brand Do? Marketing Without a Big-Firm Budget

Tue, 23 Dec 2025 12:00:00 -0000

Every firm knows it should be marketing. But go deeper. How should you be thinking about your firm’s own individual goals, brand, and budget?

If you’re at a smaller or mid-size firm, you don’t get a pass on marketing. You still need to reach potential clients. But you’ll have to do it on a smarter, scaled level. Guest Erika Steinberg spent decades developing marketing strategies for large firms, then she formed her own company, CMO2go, which helps smaller and mid-size firms develop and execute marketing strategies that fit their budgets.

Don’t feel overwhelmed by the word “strategy” or be intimidated by the very idea of marketing. Strip it down to the essentials and take it step by step. A good marketing brainstorming can help you not only focus your strategies but also understand your firm’s goals and target audience.

Are you committing the sin of “random acts of marketing?” Find out on this episode of the Un-Billable Hour.

Join the next Community Table discussion live! Always the third Thursday of the month at 3pm Eastern.

Community Table: Client Relations From First Call to Alternative Fee and Payment Methods

Tue, 09 Dec 2025 12:00:00 -0000

In this episode’s discussions around the Community Table, recorded in person at the October 2025 ClioCon legal tech conference:

After a new client comes on board, within a week, your team needs to check back in. This is your chance to delight. If there’s an issue, a misunderstanding, or a question, this is an opportunity fix it. Delighting a client is always better than simply satisfying a client.
The right team answering incoming calls is vital. But how do you outsource that? How do you pay someone and where do you find them? And when is it time to hire your own, in-house, full-time employees to convert those calls to clients?
Modern times lead to modern solutions. Today’s buy now, pay later tools can help your firm retain clients by helping them manage payments. Alternative fee arrangements work, and innovative payment methods can remove barriers to attorney/client relationships.

Ask us anything for the Community Table. Leave us a question online!

Join the next Community Table discussion live! Always the third Thursday of the month at 3 p.m. Eastern.

Mentioned in This Episode:

Clio Capital

LawPay

Affirm buy now pay later

Sunbit buy now pay later

Highlights from ClioCon 2025

Ask us anything for the Community Table. Leave us a question online!

What Are You Working For? Money, or Wealth. There’s a Difference.

Tue, 25 Nov 2025 12:00:00 -0000

Today’s episode is about you and your mindset as it pertains to generating wealth through your business. Guest Lauren A. Klein was a corporate attorney when she came to a crossroads, would she follow the corporate path and accept a paycheck, or strike out on her own and build wealth on her terms.

She started by asking questions about how lawyers make money and build wealth. What does it actually mean to make partner at a firm? And she came to the conclusion that there had to be more, that she could do better on her own, knowing full well, as she says, running a law firm is “not for the weak of heart.”

In addition to driving the elder law and estate planning firm Flourish Law Firm she co-founded with her best friend, she’s also the host of the podcast “The Wealthy Law Squad.” She learned from corporate law that getting a salary and spending it on lifestyle isn’t wealth. Wealth is investing, creating tools that generate passive income, and building net worth.

What can you invest in today that gives you the financial freedom to do whatever you want later? A “wealth mindset” is about creating freedom, not being chained to the golden handcuffs of a paycheck. What are you working toward?

Join the next Community Table discussion live! Always the third Thursday of the month at 3pm Eastern.

Mentioned in This Episode:

The Wealthy Lawyer Squad podcast

Ask us anything for the Community Table. Leave us a question online!

Community Table: From ClioCon 2025, Navigating a Tech Show

Tue, 11 Nov 2025 12:00:00 -0000

In this episode’s discussions around the Community Table, recorded in person at the October 2025 ClioCon legal tech conference:

When you attend a legal tech conference such as ClioCon, how do you keep from being overwhelmed by the firehose of information and new tech tools. AI? E-discovery? Vendors? Marketing? It’s a lot.
Working in a rural area, it can be difficult to find and hire new attorneys. Step up your recruiting marketing and consider that with today’s remote tools, maybe your next hire doesn’t have to live in your region.
When hiring a non-attorney salesperson, how do you prepare them? Trying to teach them “the law” can be both irrelevant and perilous. Listening to potential clients and demonstrating how your firm can solve their problems is what matters.

Join the next Community Table discussion live! Always the third Thursday of the month at 3 p.m. Eastern.

Mentioned in This Episode:

Highlights from ClioCon 2025

“Who: The A Method for Hiring” by Geoff Smart and Randy Street

Ask us anything for the Community Table. Leave us a question online!

AI Is Shaking Up the Legal Field (But Humans Are Still Vital)

Tue, 28 Oct 2025 11:00:00 -0000

AI helps us do a lot, and a lot faster. But there are still tasks that need the human touch. Guest Jens Erik Gould is the founder and CEO of the Amalga Group, a specialized staffing outsourcing service that helps tech and legal businesses (among others) find and employ cost-saving staffing services outside the United States but located close to the country, a function known as “nearshoring.”

With services available in Latin America, close to the United States, Amalga Group helps legal services providers and law firms with tasks such as record retrieval, paralegal services, discovery, transcription, and legal assistance. By employing teams in Latin America, employers get a similar time zone and a close cultural fit.

AI is making great strides accomplishing routine tasks such as contract review, document retrieval, billing, and summarization. But AI can’t (yet) match the human capacity for making ethical decisions, understanding and solving nuanced problems, and finding creative answers.

Hear where Gould sees AI making gains and where it falls short and how law firms still need trained staffers to ensure accuracy and professional results, and how firms can adopt a hybrid model that leverages the capabilities of both AI and human near-sourced staffing. What will the new model look like, and how will successful firms meld tech and people?

Join the next Community Table discussion live! Always the third Thursday of the month at 3pm Eastern.

Mentioned in This Episode:

Ray Kurzweil, “Singularity” books at Amazon

Forbes article

Community Table: Origination Fees for New Hires, “It Gets Weird”

Tue, 14 Oct 2025 11:00:00 -0000

In this episode’s discussions around the Community Table:

How do you implement origination percentages when a new attorney joins the firm. What’s important is clarity, making sure everyone knows who originated the case (and how, including prior websites, phone numbers, and relationships) and how those payments will be calculated.
What if your new hire has a few existing cases in the pipeline? Can a new hire continue to work independently to wrap up existing cases on the side? Would these cases involve your professional liability policies or include the new hire using the legal software your firm pays for?
On any team, different members prefer different communication channels. But it’s important to develop consistent policies. Consistency matters because in a law firm, speed of retrieval trumps speed of information flow. The ability for any member to see the entire case at a glance is vital.

Ask us anything for the Community Table. Leave us a question online

Join the next Community Table discussion live! Always the third Thursday of the month at 3 p.m. Eastern

Mentioned in This Episode:

“Come up for Air,” by Nick Sonnenberg

Ask us anything for the Community Table. Leave us a question online

Lights, Camera, Marketing! Making a Better Impression on Camera.

Tue, 23 Sep 2025 11:00:00 -0000

How you appear on camera is how you appear to future clients. And today, you’re pretty much always on camera. Guest Kerry Barrett, an Emmy Award-winning television journalist, helps attorneys present their best self on camera, whether that’s on a Zoom call, on YouTube, or when being interviewed by a TV crew. Project authority, build trust, and attract high value clients through video.

As Barrett says, that “little red light” can seem like the devil. It’s hard to avoid looking camera shy and stiff. But she taps into 20 years of on-camera experience to coach and guide attorneys. Being on camera doesn’t come naturally, it takes training and practice.

Barrett’s lessons apply across the board, whether you’re a lawyer offering an expert opinion, a law firm marketer producing content, or an attorney coaching clients to appear on video in recorded depositions.

Think it’s not important? The reality is that today we’re all pretty much on camera all day. You are how you look, and connecting with your audience matters. When the camera turns its eye on you, do you look genuine and engaging, or do you look like you’re reading a hostage note? Improving your video skills is no longer an option.

Join the next Community Table discussion live! Always the third Thursday of the month at 3pm Eastern

Mentioned in This Episode:

“'I’m not a Cat': Lawyer Gets Stuck on Zoom Kitten Filter During Court Case,” The Guardian

Previous appearance on the Legal Talk Network “The Caitlin Clark Experience; Being a Camera-Ready Professional; and ‘Candid Camera,’” on The Legal Toolkit podcast

Community Table: Ditching Billable Hours, Maximizing Earning Potential

Tue, 09 Sep 2025 11:00:00 -0000

In this episode’s discussions around the Community Table:

The Un-Billable Hour takes on a very real move away from the “billable hour.” As Christopher says, the billable hour “is the worst thing that ever happened to law.” Clients pay for results, not time. Examine alternative fee structures as technology changes the practice of law.
Young lawyers looking to maximize lifetime earnings have choices. Big firm partnership track or solo practice? Ask yourself if you have the “fire” under you to build a practice from nothing, because there’s no ceiling on earnings when you build your dream. But if that’s not you, maybe the big law firm path is right.
No matter where you are, knowing where you want to get to is hard. Christopher explains how charting a career path takes a real, conscious effort, and it can change over time. Make time for contemplation and move with purpose.

Ask us anything for the Community Table. Leave us a question online,

Join the next Community Table discussion live! Always the third Thursday of the month at 3pm Eastern

Mentioned in This Episode:

InfoTrack

InfoTrack Legal Up 2025

Ask us anything for the Community Table. Leave us a question online

Niche Marketing, a Podcast About Marketing Through Podcasting

Tue, 26 Aug 2025 11:00:00 -0000

Did your firm “set and forget” its marketing strategy? Today’s marketing has evolved beyond Google ads and billboards. Finding new, niche channels can tap new markets. Imagine a firm still relying solely on a Yellow Pages ad, that would be crazy. Times change.

Guest Carrolee Moore is the CEO and chief strategist at the Podcast Pitching Society, a firm dedicated to matching experienced experts to influential podcasts hungry for guests. Connect to listeners in your target audience, listeners who don’t know (yet) that they want to work with you. And pay you.

Moore helps clients stand out as thought leaders, experts, and trend setters. If you’ve been listening to The Un-Billable Hour (celebrating its 200th episode right here), you know the value of podcasts. Maybe you’ve been that captive audience listening on your commute or your morning jog. Learn to become a sought-after guest and to turn those appearances into revenue.

These are tips some traditional marketing agencies don’t want you to hear. Don’t hide your business or your expertise. You have wisdom to share, so get out there and shout. Reach new audiences that want to hear from you and hire you.

Join the next Community Table discussion live! Always the third Thursday of the month at 3pm Eastern

Community Table: Live From InfoTrack Legal Up Conference

Tue, 12 Aug 2025 11:00:00 -0000

In this episode’s discussions around the Community Table:

Growth is the big issue firms repeatedly face. Set reasonable expectations and know what you want. Is it revenue growth? Why? Is it a lifestyle? What does that look like? Growth without a destination in mind is a fool’s errand. As Christopher says, “Clarity of purpose aligns everything.”
It’s vital to start planning for the future when you know your firm is at capacity, but you just can’t justify hiring more staff (yet). You feel pressure to expand, but you’re afraid of overextending. Make a detailed plan, don’t guess, and trust the process.
Burnout. There’s no reason or excuse for it. Burnout stems from unreasonable expectations for yourself and others. Know your limits. Running yourself into the ground to meet unreasonable demands helps no one. Not you, and not your clients.

Mentioned in This Episode:

Ask us anything for the Community Table. Leave us a question online

Join the next Community Table live. What’s on your mind?

InfoTrack

InfoTrack Legal Up 2025

Join the next Community Table live. What’s on your mind?

The Future of Law, Understanding the “Big Picture” in a Changing World

Thu, 31 Jul 2025 15:15:00 -0000

When running a law firm, it’s vital to know what’s important. Results? Production? Call it “everything.” When we explore the future of law, it’s important to talk about the whole picture. Today, that means AI, money, financing, and results. Guest Dan Lear, VP of Partnerships at InfoTrack shares his insights.

It starts with understanding the “hemispheres” of the brain and understanding yourself and how you think. The world is moving from a “left brain” logical type of approach to a more holistic, creative approach, tapping unconventional, big picture skills. The narrow approach learned in law school and practiced in the past is due for an upgrade.

There’s a lot going on. Will AI make you more productive, or will it jam you up? Understanding today’s legal landscape and the new era of work demands your attention.

Lear digs into how fast things are changing. AI is rewriting the very tech we use, and you can’t escape it, only keep up. Take a new look at the future of work, and, equally important, the future of money, outside funding, and the practice of law as a business.

Mentioned in This Episode:

Clio legal software

Clio, Daily Matters, “Dan Lear, Chief Instigator of Right Brain Law”

“The Free-Time Paradox in America,” The Atlantic, Derek Thompson

Books by Ray Kurzweil, Amazon

The Matrix, trailer

“The End of Lawyers,” Richard Susskind

Claude AI

“The Prize,” on Amazon

Legal Talk Network team

Community Table: Candidates With Grit But Not Experience. Plus, Resolving Employee Communication Problems.

Tue, 08 Jul 2025 15:15:00 -0000

Host Christopher T. Anderson and team are at the Community Table. Real answers, no script. In this episode, a job candidate is a great cultural fit but doesn’t have the skills. And, what about an employe who doesn’t communicate like you?

EPISODE NOTES:

In this episode’s discussions around the Community Table:

A law firm owner finds an associate candidate who seems like a good “culture” fit and has great qualities. There’s potential, but not the experience and skills for this position. Does the firm take a chance and invest, find another role for the candidate, or look for a more polished attorney?
What to do with an employee who doesn’t fit the office culture and struggles to communicate with coworkers? Even worse, efforts to develop communication skills fall flat. Can this ever work out? Christopher’s insights will surprise you.
Where do you stand on the old mantra “hire slow, fire fast?” The panel challenges assumptions and adages that somehow seem to hang on.

Ask us anything for the Community Table. Leave us a question online.

Join the next Community Table live. What’s on your mind?

REFERENCES MENTIONED:

“Extraordinary Attorney Woo,” Wikipedia

Malcolm Gladwell’s Revisionist History podcast

Join the next Community Table live. What’s on your mind?

AI, Not Taking Over the Practice of Law, But Changing It

Tue, 24 Jun 2025 11:00:00 -0000

AI is real and it’s rapidly advancing the practice of law. Guest Austin Brittenham is the co-founder of the legal AI company 2nd Chair. As an attorney, he recognized the inefficiencies that plague the legal profession and put his background in computer tech to work to create an AI platform that both recognizes the unique challenges facing lawyers – including security and confidentiality – while speeding workflow and maximizing output.

AI has been put to work in a lot of "lawyer-adjacent” areas of law such as web design, intake, and billing, but Brittenham recognized the need for a model that helps lawyers practice actual law.

He says AI won’t replace lawyers, but it may change how lawyers are viewed. If AI can automate mundane tasks, such as drafting paperwork, attorneys may be able to get back to their traditional role of a true “counsellor,” providing meaningful guidance.

Hear about what’s coming in the future and, more importantly, what’s here now. Start slowly, learn the state-by-state rules, and see where you can get in the game. If you’ve been curious about AI and how it will change the practice of law, you’ll want to catch this episode.

Mentioned in This Episode:

“The Singularity Is Nearer: When We Merge with AI,” by Ray Kurzweil

“The Singularity Is Near: When Humans Transcend Biology,” by Ray Kurzweil

ThomsonReuters CoCounsel AI

Community Table: Alternative Fee Structures, Virtual Receptionists, and a Second Office

Tue, 10 Jun 2025 11:00:00 -0000

In this episode’s discussions around the Community Table:

To meet client demand, firms are exploring alternative fee structures, such as flat-rate billing. Clients are paying for results, not hours. Today’s tech, including AI, can make your firm more efficient and settle cases faster. Hear how you can experiment with different fee structures and where they may, or may not, work.
Do you need a real receptionist, or can you get by with an outsourced, virtual one? There can be advantages. Clients today expect more, including 24/7 availability. Virtual receptionists can be available around the clock, and modern technology can offer lower costs, greater capacity, and add-ons such as multiple languages.
As your firm’s footprint expands, you may consider opening an office in a new territory. Dig into the pros – and many cons – of expanding your reach and the creative alternatives to physical office space (even sending a ride-share company to pick up distant clients and bringing them to you).

Mentioned in This Episode:

Ask us anything for the Community Table. Leave us a question online!

Join the next Community Table live. What’s on your mind?

Previously on The Un-Billable Hour, “No More Billable Hours: The Move To Value-Based, Results-Based Pricing”

Posh virtual receptionist

Ruby virtual receptionist

Previous appearance on The Un-Billable Hour, “Business Development: Planning and Practicing”

Be That Lawyer, Insider Tips to Building Your Firm, Becoming a Rainmaker

Tue, 27 May 2025 11:00:00 -0000

In this hands-on, in-the-trenches episode about real business development, learn the secrets to acquiring and signing new clients from law firm advisor Steve Fretzin, author of the new book “Be That Lawyer: The 101 Top Rainmaker Secrets to Growing a Successful Law Practice.”

Fretzin, an accomplished author, business strategist, and podcaster, works with law firms big and small to help them prioritize goals, build their business, and achieve measurable, repeatable successes.

Business development is more than buzzwords such as “branding” or “marketing,” it’s about the entire, intentional path to creating a business that is always growing, always producing. It’s the process of becoming the lawyer that everyone knows and everyone goes to: a rainmaker. As Fretzin says, “Be that lawyer.”

Hear about “sales-free selling” with a thoughtful, insightful approach to learning what clients need before you start pitching a service. Develop a checklist, a map, for building your business that you can put to work today. Developing a business can be confusing, with a lot of moving parts. Fretzin explains how it all comes together.

Mentioned in This Episode:

Books by Steve Fretzin

Join the next Community Table live. What’s on your mind?

Community Table: The Five Commandments of Law Firm Marketing

Tue, 13 May 2025 11:00:00 -0000

In this episode’s discussions around the Community Table:

Grappling with a marketing refresh? Start with understanding you are an experiment of one. Asking someone else what’s working for them is a doorway to blind alleys. There is nobody just like you, so explore all options, ask yourself what you want to get out of it. You can’t copy what someone else does.
Learn and live “The Five Commandments of Marketing.” Have a call to action, know what you want to get back for the marketing spend, evaluate your results, learn from the outcome, and commit to the full process (don’t skip a step).
Hiring a marketing agency is tricky. Manage the agency. Don’t let them take over. Hold them accountable with weekly meetings and reports. Make sure the agency has worked in your field and knows your market. Understand where your money is going, what amount of your spend buys marketing and what pays the agency.

Mentioned in This Episode:

Seth Godin Legal Marketing Blog

Seth Godin previous appearance on Legal Talk Network’s “New Solo” podcast, “What New Solos Can Learn From Han Solo”

Ask us anything for the Community Table. Leave us a question online

Join the next Community Table live. What’s on your mind?

Rebranding: Define Your Firm, Define Your Practice

Tue, 29 Apr 2025 11:00:00 -0000

Not too long ago, law firms were discouraged from using trade names and “branding” themselves. But the world has changed, and branding today is a key part of your success. Is it time for your firm to get serious, or even consider a “rebranding?”

Guest Jim Heininger, “The Rebrand Man,” founded and leads the firm Rebranding Experts. He is an experienced, highly successful brand consultant and brand activator. Branding, he says, is your strategic business accelerator, a “jet pack to success.”

Don’t confuse branding with marketing. It goes deeper. Who are you? What’s your culture? What do people think about when they hear your firm’s name, and what do they expect from you? Hear how far you can go with your brand (and how far you should).

Whatever you do, take a few minutes to soak up this insightful consultation with a branding expert who will get you thinking about who you are, what you stand for, and everything from your firm’s name to your message and culture.

Mentioned in This Episode:

“Jim Heininger: The Art of Rebranding,” YouTube

“Your Rebranding Launch: Not The Finish Line But The Starting Point,” by Jim Heininger, Forbes

Bravanti

The Un-Billable hour podcast website

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Community Table: Firing an Employee, Ever-changing Marketing, and Moving to a New City

Tue, 15 Apr 2025 11:00:00 -0000

In this episode’s discussions around the Community Table:

An attorney realizes she’s waited too long to fire someone and knows there may be repercussions. But sometimes, the cost of keeping a problematic employee outweighs the consequences of letting them go. What’s best for the firm? What if you can’t fill the position and work piles up?
Nothing stays the same, even in marketing. Attorneys question the value of “pay per click” online advertising. Hear what firms are seeing, especially in Google ad words. Is the “golden age” of pay per click over? As rules change, you are one algorithm change from trouble. Communicate with your marketing team and diversify.
Imagine if you had to move to a new city, or if you simply wanted to. If it’s not a corporate gig, and you’re hanging out a shingle, it takes some work to ramp up. Network, network, network. Develop a marketing plan that ensures your name gets out and clients can find you.

Ask us anything for the Community Table. Leave us a question online

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Tax Strategies That Look Forward, Not Backward. Keep More, Pay Less.

Tue, 25 Mar 2025 11:00:00 -0000

It’s tax time. No, we’re not referring to a specific date. For your business, every day is tax time. Guests Jackie and Adam Williams are married and co-own Pennywise Tax Strategies, a firm focused on helping small businesses navigate tax codes to keep more of their hard-earned money. Jackie Williams is a CPA and veteran tax specialist, and Adam Williams is an attorney and serial entrepreneur who became frustrated with large tax bills.

Managing a business and your business taxes is more than handing over a stack of receipts to an accountant once a year. Many business owners don’t know enough about the tax system and miss opportunities to maximize earnings through intentional tax strategies throughout the year. Look at the future, not the past, when you think about taxes.

Payroll, cash flow, metrics, records all matter and all fit together every day, not just at the end of the tax year. This requires a shift in your mindset. Keep more of your money, reinvest it in your business, and get more out of life.

Tax strategy is not just for billionaires, it’s for you. Understand incentives baked into the tax code and how you can use tactics including the switch from sole proprietor to LLC or S Corp structures. Think this isn’t for you? Wait until you hear how much money, real money, you can save. Hear the actionable things you can start doing today.

Mentioned in This Episode:

The Un-Billable Hour podcast website

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Community Table: The Difference Between a Manager and a PLA

Tue, 11 Mar 2025 11:00:00 -0000

In this episode’s discussions around the Community Table:

PLA? Professional law firm administrators. What you need to know and what they do. It’s not an office manager and it’s not an administrative assistant. Hear why you might need a PLA. As your firm grows, are you spending more time “running the business” than attracting clients and winning cases? Maybe you need a PLA.
While we’re at it, how about a non-attorney salesperson. Someone who is passionate will build your firm beyond simply sales. Propelling your brand is as important as getting a signature on the dotted line. Compensation, goals, motivation, there are so many factors.
Understanding the difference between “wealth” and “money” is critical to your business. Money spent builds client lists (SEO, advertising, Google ranking), but building a referral network through a solid reputation builds wealth that never stops. One takes cash, one takes time, effort, and commitment.

Mentioned in This Episode:

Ask us anything for the Community Table. Leave us a question online.

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Association of Legal Administrators

The Un-Billable hour podcast website

Embrace The Metrics. What’s Working (And Who’s Paying The Bills?)

Tue, 25 Feb 2025 12:00:00 -0000

We all try, but who really measures? Who’s paying you on time? If you don’t know, it’s hard to know if the business is working. It comes down to cash flow. And, frankly, lawyering is a business.

Guest Karl Maier is a CFO and a business advisor at Abunden. He specializes in helping growing business manage systems and cash flow and putting it all into measurable terms. As you grow, you must know if the cash flow is growing. Maier helps businesses spot problems they aren’t facing today but may need to confront six months down the road.

A growing business can appear profitable in the short term and still face a cash flow problem down the road. Paying staff and keeping the lights on as you grow requires cash and timely client payments. It’s a delicate game. You need to be sure clients are paying, and sometimes that’s elusive.

If you’re a growing firm, or you want to be a growing firm, this episode will get you thinking. And it should. Nobody gets excited about spreadsheets – especially lawyers – but if you’re intent on growing your business, you must do this.

Mentioned in This Episode:

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Community Table: Work the Room! Actually Networking at a Networking Event

Tue, 11 Feb 2025 12:00:00 -0000

In this episode’s discussions around the Community Table:

Getting the most out of your next networking event means actually networking with new people, not simply socializing with the people you already know. It’s OK if you don’t love networking events, but you do need to go to them.
Your next networking event starts before you get to the door. Do some research, get in touch with the leaders of the program prior to the day. Introduce yourself in an email and let them know how eager you are to meet them and others.
Consider making your own name tag, something that clearly communicates who you are. Maybe even wear a distinctive article of clothing, something that makes it easy for others to remember you. “She always wears yellow,” or “He has the red pocket square.” (And please, carry business cards!)
Knowing how to network isn’t a given. If you’re in a leadership position at your firm, take a moment to teach younger associates how to work the room and develop connections. They don’t teach this in law school.

Mentioned in This Episode:

USA 500

Ms. Esquire

Ask us anything for the Community Table. Leave us a question online

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“She Thinks Big” by Andrea Liebross

Becoming “Future You.” Tools To Get YOU Moving In 2025

Tue, 28 Jan 2025 12:00:00 -0000

Don’t think of December as the end of the year. Think of it as a chance to plan ahead for an exciting, purposeful, and opportunity-filled new year.

Guest Andrea Liebross is the founder of her own firm, Andrea Liebross Coaching. She believes setting and achieving big audacious goals are best tackled through the implementation of solid systems, real goals, and the right (and ambitious) mindset.

Are you getting where you want to go? Too often, we set our own limits. We stay safe and we stay small. We do things the way we’ve always done them because it’s safe. Hear how setting “big” goals and stretching your thinking helps you become “future you.” Give yourself permission to find out what you really want and where you want to be. And then make a plan to get there.

Learn about Liebross’ “Think Big Toolkit” and the five components that can help you become “future you.” Don’t wait for things to happen to you, make the things you want happen.

Mentioned in This Episode:

Podcast “She Thinks Big”

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Community Table: Off On The Right Foot In 2025

Tue, 14 Jan 2025 12:00:00 -0000

In this episode’s discussions around the Community Table:

New year, new plan. And that’s the key: plan. Don’t stumble blind into 2025, instead hear what the experts say about reviewing the previous year and setting goals for the new one. Don’t keep doing the same thing and expecting different results.
Sometimes your ship needs a rudder. If you need a COO, an “executive officer,” to manage the practice, part-time help is available. Experienced administrators take a load off your shoulders and teach others how to set a course and get where you want to go.
What to do when an associate can’t manage retainers and payments? Being a good lawyer is only part of the job, making sure the firm gets paid is the other part. Sometimes an associate isn’t good at communicating financial information with a client. But if you’re a business owner, you have a responsibility to make sure the firm makes money.

Mentioned in This Episode:

Association of Legal Administrators

Ask us anything for the Community Table. Leave us a question online

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“Rich Dad, Poor Dad,” by Robert Kiyosaki

Think Strategy. Making the Most of Your Firm for You and Your Team

Tue, 24 Dec 2024 12:00:00 -0000

Guest M.C. Laubscher is the founder of Producers Wealth and an author, speaker, and podcaster who aims to help business owners create and build wealth for themselves, their families, and their team.

How do you look at the path to building your firm and your wealth? It’s not intuitive. It takes thought, effort, and time. How’s your cash flow, and how much time do you spend thinking about it? Sometimes as a business owner you get so caught up in the day-to-day that you may not be spending enough time working on your financial picture. Hear how finance, scale, and cash flow management can build your business. And make no mistake, a law firm is a business.

Hear about the small things you can do within your business that make your business work for you.

There may be no greater return than investing in your own business. Never doubt what you can do if you believe in yourself and your business. Hear how you can allocate capital more effectively for greater returns from your own business. As Laubscher says, “You don’t have to be a Rockefeller to do what the Rockefellers do.”

Mentioned in This Episode:

“Loan on a Life Insurance Policy,” Investopedia

Producers Wealth, Un-Billable Hour page

“Get Wealthy For Sure” by M.C. Laubscher, free with paid shipping

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Community Table: Setting Real Goals (And Taking Some Time For Yourself)

Tue, 10 Dec 2024 12:00:00 -0000

In this episode’s discussions around the Community Table:

There’s a time to take stock and reset. Understanding what you value and your internal motivations will help you guide your law firm’s growth. Think about what gets you out of bed and into the office each day. For most, it’s more than money. Know the difference between growing and truly building. Purpose and intentional goals matter more than billing.
It’s the holiday season, and who doesn’t want to take off work for an extended period to be with friends and family. But for law firm owners and leaders, the question is how? Set the pieces in place that will allow you to turn over the business to employees, such as an established chain of command and communication expectations. Try a test period to see how things go when others have to step up and run the office.
And finally, let’s talk about recognizing and coming to grips with “red flags” from a job candidate. Sometimes … you just know.

Mentioned in This Episode:

Ask us anything for the Community Table. Leave us a question online

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The 2024 Clio Cloud Conference in Review

Get Comfortable, Get Busy: Networking And Media Relations. Yes. You. Can.

Tue, 26 Nov 2024 12:00:00 -0000

What can you do to attract more business to your firm? Let’s talk about acquisitions through networking. Guest Janet Falk, Ph.D., is a communications professional with more than 30 years of experience helping small and solo firms get better at finding (and signing) more clients. Falk is the chief strategist at Falk Communications and Research.

This is a free lesson in media and public and personal relations, from being the “go-to” for news reporters, mastering marketing communications, and acquiring new clients through personal relationships. This is all about meeting and exceeding your business goals. Falk is a frequent author, speaker, and an industry-leading communications consultant.

How do you shape a news story that boosts your case? Who are you trying to reach in the media, and how do you get out front? How do you keep your firm top-of-mind? How do you present yourself at networking events?

Even if you’re a secret introvert, this episode is for you. You can “get out there” and build your business, make connections, attract referrals, and tell your story. Learn techniques to prepare and benefit from networking events from the minute you walk in the door. These are valuable tips you won’t find anywhere else (hint, it includes the two things you must bring to any event).

Mentioned in This Episode:

Five Fast Tips to Maximize a Media Interview, by Janet Falk

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Community Table: 2024 Year End: What’s Your Business Plan for 2025?

Tue, 12 Nov 2024 12:00:00 -0000

In this episode’s discussions around the Community Table:

Returning Guest Danielle Hendon, CPA, founder of 4 Corners CFO, explores what lawyers and law firms should, and should not, be doing in the fourth quarter of 2024. Learn the common mistakes firms make as the year winds down.
Take the time to understand the story your business “numbers” are telling you. Do you see where your business is going and what you should be thinking about as you forecast for next year? Be intentional about your growth. Don’t let things “happen to” your firm, make them happen.
It’s OK to spend as needed at the end of the year, especially if you’re thinking of taxes. But you’ve got to be looking ahead, too. What’s important, how do you manage a budget, understand what’s budgeting and what’s forecasting? Don’t spend just for short term tax advantages, plan for the unexpected too.

Mentioned in This Episode:

Danielle Hendon, previously on the Un-Billable Hour, “Is Your Small Firm Missing A Chief Financial Officer? Rent One.”

4 Corners CFO, “A Framework to Reveal Your Path to Profit”

The Un-Billable Hour, Legal Talk Network

Quickbooks

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Today’s Tech: Tools, Not Toys. What You Need Now.

Tue, 29 Oct 2024 11:00:00 -0000

Let’s talk about technology and how it fits into your practice. Fact is, the old yellow pad and document boxes are no longer your friends. Your clients expect you to use technology to be more efficient and effective.

Guest Richard “Rich” Dukes Jr. has gone paperless. So has his entire South Carolina law firm. Today’s tech drives efficiency whether that’s in document review, witness preparation, or even courtroom presentation.

Hear how Dukes evaluates each evolution of tech tools, how he decides if they will truly elevate his productivity, and how easy they will be to introduce to his colleagues and incorporate them into his practice.

Time is an attorney’s most valuable commodity. Technology can give you more time. Coming next, AI. Dukes has some ideas of where artificial intelligence may upend the next generation of legal tech tools. Put down the pen and pad and start working smarter today.

Mentioned in This Episode:

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Community Table: The ROI of hiring. Landing Potential Clients. And Incentives.

Tue, 15 Oct 2024 11:00:00 -0000

In this episode’s discussions around the Community Table:

The ROI of hiring. It’s important. You may think hiring someone, say a paralegal, will cost you money. Successful firms won’t consider hiring someone if they don’t already know they’re going to make money. Firms use benchmarks to weigh the cost of a new hire against anticipated additional revenue. This is math, not “gut feeling,” and you can do it! Listen to find out how.
Dive into the results of a legal industry “secret shopper” study by Clio. The scientific data shows law firms stink at answering calls, responding to emails, and even monitoring chatbots. The first rule of success? When a potential client knocks, open the door. Can AI help?
How do you incentivize a high performing team? What kind of rewards are appropriate? And if your team is already firing on all cylinders, what else can you incentivize? Hear how you can help high performers earn more and grow by finding new tasks where they can take over and excel.

Mentioned in This Episode:

Moneyball, what your firm can learn about ROI from a movie about baseball

Google local search ads, be better

Tips for better Google reviews

Listen to the On The Road episode featuring Joshua Lenon

Join the next Community Table live. What’s on your mind?

Clio For Clients app

Cliocon 2024

No More Billable Hours: The Move To Value-Based, Results-Based Pricing

Tue, 24 Sep 2024 11:00:00 -0000

Guest Shaun Jardine is an unapologetic disrupter in the world of pricing and billing by lawyers and law firms. He’s leading the charge to move from traditional billable hour pricing – charging for time – to the emerging revolution of value-based pricing. Charge for the results you achieve for your clients, not the time you spent getting there.

Are you still charging for time? Why not base your pricing on your experience, your wisdom, your education, the outcomes your clients want, and everything you bring to the table. Clients don’t want your time, they want their problems solved.

It’s not “the way we’ve always done things,” but Jardine explains why change is inevitable. As technology, notably AI, accelerates the practice of law, why should a lawyer charge less – fewer billable hours – for achieving results faster and more efficiently?

The move to value-based pricing isn’t like flipping a switch. It will take effort, and it will involve your entire team, from HR to marketing, to lawyers and paralegals. But in a changing world, sticking with the old ways may not be an option. This fascinating conversation will ignite your curiosity and challenge you to think differently.

Mentioned in This Episode:

Charles Proteus Steinmetz

“Ditch The Billable Hour! Implementing Value-Based Pricing in a Law Firm,” by Shaun Jardine

American Bar Association Rule 1.5: Fees

RACI methodology of change management (free download)

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Community Table: Managing Communications As Client Volume Grows

Tue, 10 Sep 2024 11:00:00 -0000

In this episode’s discussions around the Community Table:

Growing pains. As you bring on new clients, it can be hard for an overburdened team of lawyers and paralegals to manage client communications. Hear how texting can help bridge communication needs, how a virtual receptionist can fill gaps, and how a standing schedule of update calls and a task assignment system can ensure clear communications between lawyers and clients.
·What is the “rhythm/parking lot” method for managing client communications? Combined with allowing clients to schedule their own appointments online and chat functions, this system can take pressure off your staff.
Be honest and direct with your clients. Set expectations and ask clients if your expectations and theirs align, so they know how the case will proceed. And if a client “emergency” arises, be sure your staff asks the right questions and fully understands the situation so they can provide clear details to the attorney.

Mentioned in This Episode:

Cliocon 2024 (discount code, “actfast”)

Clio For Clients app

Google Chat

Vonage

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Is Your Small Firm Missing A Chief Financial Officer? Rent One.

Tue, 27 Aug 2024 11:00:00 -0000

How are you doing? Not you, personally, your business. Do you know? Because many small businesses, including small law firms, don’t have a true CFO, someone who doesn’t just do your taxes, but who helps you understand your business, your bottom line, and your future.

Danielle Hendon is the founder and CEO of 4 Corners CFO, bringing the benefit of “big business” financial analysis to entrepreneurs and business owners at a cost they can afford. She and her firm are “fractional CFOs,” providing the analysis and planning you need to stabilize your business, develop consistent revenue models, and grow with a goal in mind.

Hendon helps businesses, like yours, evaluate where they are, how things are doing, what your “real profit” is, and how to set and move toward goals.

Allocating overhead, hiring, understanding gross and net profit, and growing with purpose is all doable. Hear about “bottom-up budgeting,” understanding cash flow forecasts and how a CFO, even a part time CFO, can help spot red flags and build the pillars that will lift your business.

Mentioned in This Episode:

4 Corners CFO

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Community Table: CRMs, Hiring Done Right, and Value vs. Discounts

Tue, 13 Aug 2024 11:00:00 -0000

In this episode’s discussions around the Community Table:

Adding a Customer Relationship Management (CRM) program for your law firm? Hear the struggles one small firm is facing as it looks to automate CRM duties. Start with knowing what you need, how you’ll keep up with clients and follow up on leads. Software is just a tool. Without a plan, it’s useless. Start with a “sequence of contact” (and no BS).
“Misfiring” when you hire a new associate can be a headache (and expensive). How do you make sure it’s a good fit before you hire, instead of learning you made a mistake later? Treat recruiting as marketing. Start with a clear message. Know what you want and tell people.
Are you offering discounts? Here’s the thing: people don’t always want discounts; they want value. A good deal isn’t about money, it’s about service. Give clients more, don’t charge less. Make them feel special. (Do you know what a lagniappe is?)

Mentioned in This Episode:

“Origin and Meaning of the Word Lagniappe”

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Special Episode: Get Real. Stop Kidding Yourself. Make Your Firm Profitable

Tue, 23 Jul 2024 11:00:00 -0000

In this special, high-energy episode, we’re getting down and dirty and talking about fixing your firm. Consider this is a “visit to the doctor.” What’s ailing your firm? Guest RJon Robins is the founder and CEO of the firm How To Manage A Small Law Firm. He fixes things. Get real about the cost of client acquisition, marketing, revenue building, financial control, and finally your life as a business owner.

Start with knowing that when you hang out a shingle, you run a business. You just happen to be a lawyer. Lots of lawyers have gone through what you’ve gone through. How do you turn your passion for the law into a profitable business?

Hear how you can focus on the fundamentals of running a real business. Law firms are simple, at their core. Don’t overthink it. Lawyers have been running businesses for a thousand years. Learn the core nuggets that will drive your business. No fads, just the honest realities of business. No excuses.

Learn how your firm can serve you, instead of you sacrificing for your firm. Get fired up, take charge, and get ahead.

Mentioned in This Episode:

Join the next Community Table live. What’s on your mind?

Profit First for Lawyers, by RJon Robins

RJon Robins Podcast

How To Manage A Small Law Firm, Free Resources

Community Table: Troublesome Employees, Offshoring, and Atypical Marketing

Tue, 09 Jul 2024 11:00:00 -0000

In this episode’s discussions around the Community Table:

A firm owner dealing with discipline problems stemming from her firm’s understaffing is frustrated. Feeling they have the upper hand, some employees are taking advantage of the situation. How can the owner regain control?
What’s the best way to staff up? In-office, remote, or even offshoring some tasks? Christopher and guest Joey Seeber of Level Legal share tips about building a team, from in-house to offshore.
An attorney wants to know if he should borrow to expand his firm in a competitive market. It’s OK to borrow money, but only if you start knowing how you plan to pay it back and what you expect in return.
Evaluating the results of an affinity or educational marketing plan when there’s no direct call to action. It all comes down to new client acquisition and the Five Commandments of Marketing!

Mentioned in This Episode:

Legal Soft

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Engagement for Law Firm Leadership: Get the Most From Your Team

Tue, 25 Jun 2024 11:00:00 -0000

Law firms often focus on revenue generation, client retention, and financial performance. But guest Tracy LaLone says true success is driven by the (very real) people who work at the firm. Firms that fail to engage and recognize their people, she says, can never reach their full potential.

LaLonde is a corporate trainer who focuses on engagement within law firms. She has more than 30 years’ experience in corporate training and helps firms focus on the involvement, commitment, and enthusiasm workers feel for their workplace.

Surveys show only 30% of American workplaces are considered “engaged.” So, there’s room to grow if you know how important engagement is to your firm’s success. How eager are employees to get to work each day? How valued do they feel? Are you focusing on billable hours at the expense of your team’s wellbeing and sense of purpose?

LaLonde explains how she targets law firm burnout and underperformance through her Hierarchy of Engagement, a pyramid of workforce factors including pay, performance, and perks; work/life balance; and a shared purpose. Learn key tips you can put to work at your firm today to nurture engagement and achieve peak performance.

Mentioned in This Episode:

“The Joychiever Journey: Evade Burnout, Surpass Your Goals and Out-Happy Everyone” by Tracy LaLonde

Joychiever Hierarchy of Engagement

Joychiever Quiz: Are You a Good Manager?

“First, Break All the Rules,” and other titles from Gallup

ALM

“Getting Started With Local Service Ads,” LSA explained, Google support

Community Table: Branding vs. Marketing (And How to Use Both)

Tue, 11 Jun 2024 11:00:00 -0000

In this episode’s discussions around the Community Table:

A lawyer who’s falling behind wants to know why her leads are down. Should she focus on “branding” or “marketing,” and what’s the difference? While they are both part of attracting new business, they aren’t one in the same.
Branding is important. Be authentic. Who are you? What are your values? You can’t fake it, you live it. And you don’t make it up as you go, you intentionally think about who you are and develop a consistent look, tone, feel, values, and mission across your firm.
Messaging, marketing, and a clear call to action is something different. It costs money. Pay per click, local service ads, billboards, and more are about delivering a compelling message that drives potential clients to call you. Learn the “Five Commandments of Marketing.”

Mentioned in This Episode:

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It’s About You: Surviving (And Thriving) In Your High-Stress Career.

Tue, 28 May 2024 14:00:00 -0000

Guest Charlène Gisèle is a former big-firm litigator turned professional high-performance coach. This show is about you. It’s about you being your best, taking better care of you, and avoiding burnout and other health issues.

It’s no secret, the legal profession is a field filled with stress. Deadlines, precision, scheduling, marketing, and running a business. It’s a lot for anyone to handle. Gisèle helps her clients improve their well-being, increase productivity, and maintain a sustainable practice.

It’s great to set goals, even ambitious goals, at the start of every new year. But don’t forget to take a moment to make a plan for yourself and how you’ll keep going, day after day, with so much weight on your shoulders.

Hear how Gisèle used her own experience and a lot of professional research and training to develop a coaching method that helps stressed professionals enjoy their life and stay healthy. “You can have all the success in the world,” she says, “but if you’re not going to be around to see it, how much success is that truly going to be?” Do you feel stressed? Exhausted? Isolated? Do you know the symptoms of burnout? This is a podcast for you. You are not alone.

Mentioned in This Episode:

Charlène Gisèle's Podcast

E-book, “Breathwork For Cognitive Performance,” by Charlène Gisèle

“Burn-Out An ‘Occupational Phenomenon:’ International Classification Of Diseases,” World Health Organization

“Who: The A Method for Hiring,” by Geoff Smart and Randy Street

Community Table: Hiring Your First Employee And A “Second In Command”

Tue, 14 May 2024 11:00:00 -0000

In this episode’s discussions around the Community Table:

Who should a solo attorney hire first? You’re building your firm. Who’s the next person you add to add (and you want avoid the wrong hire)? For starters, what do you need? Where are you wasting time? From there, “hiring is marketing,” it’s crucial you attract the largest pool of great candidates.
How do you prepare a job candidate for your hiring process? Start by being transparent. It’s that easy. “Hey, here’s our process, it may be different from what you’ve done before.” The important thing is to find what’s not only right for you, but what’s right for the new hire. And if they start by questioning your process, move on.
How do you introduce your “second in command” to your team? Maybe that’s the wrong question. “Second” in command suggests you still want people to report to you. You don’t. The whole idea is to offload daily decisions so you can focus on strategy and bigger things. There’s no “second in command,” there’s the “here’s the new person in charge for all of you.” Your language can sabotage your intentions.

Mentioned in This Episode:

“Hamlet Was Wrong,” a transcript, from Malcolm Gladwell discusses “hiring nihilism”

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The Nexus of Intake and Marketing. Convert Leads Into Clients

Tue, 23 Apr 2024 11:00:00 -0000

Marketing and sales are keys to building your business. But where do they meet? It takes two to tango, and “Intake” is the junction. Good intake is always worth the effort.

Guest Bo Royal is co-founder of Pareto Legal and has worked with several Fortune 1,000 companies and scores of law firms. He specializes in helping small and medium sized law firms build their business and strengthen their intake process.

Data tracking and quality matters. Follow the trail, understand how the marketing funnel is working and where to get prospects in the door and sign that retainer. Intake is about nurturing inbound leads – the results of your advertising and marketing – and turning them into clients.

Intake can make or break all of your marketing and sales efforts. Don’t build a “leaky bucket.” You worked hard, and spent a lot, to develop leads. This is an important episode that can help you go that last mile from generating interest to capturing revenue. Track the “journey” of every prospect. It’s not luck, it’s a process.

Mentioned in this Episode:

Pareto Legal

Pareto PPC LinkedIn

Lawmatics

Needles legal software

Hubspot

Clio Grow

Google Analytics for beginners

Paxton AI for legal profession

Community Table: Real AI Uses For Legal Work, Marketing ROI, and Paid Consultations

Tue, 09 Apr 2024 11:00:00 -0000

In this episode’s discussions around the Community Table:

AI is all the rage in the public media, but how are lawyers using it in real life? For starters, it can help you with written communications. Tone down an angry brief or client communication. Write advertising or blog communications. Even create Excel formulas. (But remember, it’s a tool, not a replacement for your skills!).
How do you convey the value of a paid consultation? Help clients understand what they get by paying for a professional consultation. Sometimes it starts with an explanation that every case is different, and only a paid consultation can explore all available options before hiring an attorney. Tell prospects what they can expect from you and your conversation is more than a sales call.
Marketing is important. And it’s expensive. How do you know when you’re getting the right ROI? It takes some math. Do you know how much you’re spending and how many paying clients are a direct result?

Plus, the risks and rewards of posting your firm’s phone number prominently. Sometimes putting your number out there generates spam and time-wasting calls when a simple online scheduling tool could be more efficient. What’s right for you?

Mentioned in this Episode:

ChatGPT 4

“Michael Cohen Says He Unwittingly Sent AI-Generated Fake Legal Cases To His Attorney,” NPR

Microsoft Excel

“PPC For Lawyers: It's About Cost Per Client, NOT Cost-Per-Click,” Lunch Hour Legal Marketing on Legal Talk Network

“Getting Started With Local Services Ads,” Google

Calendly

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Good Growth (And Bad Growth): Build Your Business Intentionally

Tue, 26 Mar 2024 11:00:00 -0000

Business and professional growth are at the core of your business. This episode is about growth. Growing your business intentionally. Are you working “for your business” or “in your business?” Guest and growth guru Rick Watson helps business owners – like you – go beyond daily tasks to focus on real growth.

Watson started his consulting dynasty with a dream and twenty bucks in his pocket. He’s now the successful owner of several businesses, including a half billion-dollar registered investment advisory, and he’s the founder the National Referral Network. He walks the walk and provides solid insights.

Learn to think like an entrepreneur, not a practitioner. Don’t set artificial limits on your business. This is a deep dive, and it may force you to think. It’s about culture, goals, hiring, and about directing your firm and your future with purpose. If you’re on a treadmill running daily operations and chasing leads, you may be letting your business and your opportunities slip away. Separate good growth from bad growth, cut the mundane tasks, and energize your firm today.

Mentioned in this Episode:

Video, “The Growth Minded Accountant: A Firm Worth Building With Rick Watson”

Book, “A Firm Worth Building: Running a Better Professional Business,” By Rick Watson

BlueShark Digital Marketing

Community Table: How To Measure Your Hiring, Avoid The Bull$#!*.

Tue, 12 Mar 2024 11:00:00 -0000

In this episode’s discussions around the Community Table:

We start with an attorney who wants to balance hiring and firm growth. What happens when you hire “too much” team for the work or have “too much work” for the team? It’s a delicate dance. Start with a business plan and control the one thing you can, the number of cases you accept. It’s OK to say no to a new potential client. (Plus, find out what Christopher calls a “bull$#!* plan”).
What happens when you haven’t explored new ways to market and you fall behind? No use crying over spilt milk, but honestly, get on it. You start from where you are. Understand what you’re doing, what’s working, and what’s failing. A swift kick in the pants may get you motivated.
And how do you help a long-standing employee establish some metrics, mainly a minimum billable hour requirement? Be straightforward, but it’s a balancing act. Sometimes you gotta be cruel to be kind (in the right measure).

Mentioned in this Episode:

Empirical360

What are LSAs? (Local Service Ads)

Join the next Community Table live. What’s on your mind?

The Human In The Machine, “Natural” VS. “Artificial” Intelligence

Tue, 27 Feb 2024 12:00:00 -0000

Production and technology are inextricably intertwined. That doesn’t mean online tech replaces the human touch. It means today’s tech tools can help you better serve clients. But you still need to ask, anticipate, listen, and deliver. Guest Joey Seeber – an experienced litigator and the founder of the legal tech consulting and implementation company Level Legal – explores how tech and humans work together.

The legal world has become a digital jungle. Virtually everything is digitized. But untangling the bits and bytes and preparing them for courtroom presentation takes know-how and careful thought. There is no longer simply “acceptance” of technology; instead, technical competence is expected.

The trick is finding the perfect point where tech meets the human touch, allowing lawyers to best serve clients and to meet needs and understand things that go unsaid. From eDiscovery to AI, the tools are out there. But the human application of those tools makes the real difference. How well do you understand your role as a human in a high-tech world? What makes you stand out? Hear some great tips about using the right tech while bringing your own special touch to surprise and delight your clients.

Mentioned in this Episode:

Hitchhiker’s Guide To The Galaxy

Legalweek 2024

The Atlantic, “You Can’t Simply Decide To Be A Different Person” by Amanda Mull

Community Table: The Dos and Don’ts of Law Firm Resolutions For 2024

Mon, 12 Feb 2024 16:00:00 -0000

In this episode’s discussions around the Community Table:

It’s a new year. The “Dos and Don’ts of New Year’s Resolutions.” It’s OK to set goals, heck, it’s great. But be reasonable, mindful even. There is no “magical thinking” that everything will change if you wish it. Review your past, understand yourself, share your vision. And if you need an unbiased opinion, ask someone.
The dreaded sales slump isn’t cause for panic. If something has changed, your conversions fall off a cliff, take a deep breath and a logical approach. Don’t dash around like a squirrel in the road. You’ll find the flaw and correct it.
Building your team isn’t easy, but if you take an open approach, you can do it. Interviewing a prospective team member is a marketing process – from both sides. You want to learn as much as you can about each other. If you have to spend some time and money getting it right, there’s nothing wrong with that.

Mentioned in this Episode:

Join the next Community Table live. What’s on your mind?

Legal Tech, The End Of The Law As We Know It?

Tue, 23 Jan 2024 12:00:00 -0000

Technology has quickly become a topic that touches everything in the legal world. You can’t escape it. While learning to embrace the latest in legal tech is vital to the success of your firm, it doesn’t have to be overwhelming.

We’re talking on this episode about how today’s emerging tech trends impact every aspect of your law firm – from client acquisition, to producing results, to generating profit – with guest Colin Levy, an author, speaker, and leader in the world of legal tech.

But just buying a tech package won’t deliver value. Incorporating today’s new tech tools, understanding how they work, and truly understanding them (and then actually using them) is what drives value. Take the time to understand what you need, what problems you’re solving, then seek out the tech that actually gets you to your destination.

Things are changing, and the rate of acceleration is accelerating, and we’re just getting started. Imagine AI drives the pace of change even faster. Before our eyes, technology is redefining what it means to be a lawyer.

Mentioned in this Episode:

Malbek

“Handbook of Legal Tech,” by Colin Levy

https://www.amazon.com/Legal-Tech-Ecosystem-Innovation-Advancement/dp/B0CKCZTLWW

Legalweek 2024

Seth Godin, “The Mythical Head Of Marketing”

Community Table: Keys to an Effective Landing Page

Tue, 09 Jan 2024 15:40:00 -0000

In this episode’s discussions around the Community Table:

Building an effective landing page is critical to making the most of your pay-per-click marketing dollars. Getting “clicks” is one thing, but then what? Hear how to craft a landing page that drives visitors to the next step: hiring you. Go beyond “call now.” Show why you’re the lawyer for the job. What makes you different?
Referrals can be a big part of building your business, but getting them takes careful marketing and effective business relationships. It’s a two-way street. Be a friend to have a friend. It comes down to communication: if done well, it can be your cheapest marketing tool
Building your business strategically helps you manage cash flow. If your practice area is too broad, you may be spreading your time across too many channels. And that can lead to cash shortfalls throughout the year. Understand what your business is really about and focus on that.
You’re thinking of breaking away from a firm and starting your own practice? Hear some real-world advice from lawyers who have been there, done that.

Mentioned in this Episode:

Seth Godin’s blog

Join the next Community Table live. What’s on your mind?

Separating The Wheat From The Chaff In Legal Tech (And AI)

Tue, 26 Dec 2023 12:00:00 -0000

How to choose the legal tech that’s right for your firm, and how to reject the rest, without getting overwhelmed. What’s denying yourself and what’s overindulging? It can be overwhelming.

Guest Jared Correia helps law firms understand available technology and separate what’s helpful from what’s simply bright and shiny.

Correia looks at software from several angles: Intake, e-signature, customer relationship management, and performance monitoring. All are important, but how do they fit together? Ask yourself what you like about the software you have, and what do you hate, then what do you want, and finally what do you need.

Most firms probably don’t need all the hardware they have in the office, including the servers and data storage. The cloud – data management by firms that specialize in secure data management – is the future.

Learn the secrets of the “Core Four” of software: Productivity; Accounting; Case Management Software; and Customer Relationship Management. Hear how these bedrock systems are the foundation of any successful firm. Wait … what about what about AI?

Mentioned in this Episode:

Legal Toolkit podcast

On The Road podcast

“Twitter In One Hour For Lawyers” By Jared Correia

Filevine

Previous appearance on the Community Table “Community Table: Using Vacations to Strengthen Company Culture”

Community Table: Establishing Office Computer Policies (Think Security)

Tue, 12 Dec 2023 12:00:00 -0000

In this episode’s discussions around the Community Table:

A firm owner needs a computer policy for employees both in-office and working from home. What policies should she have for damage to the firm’s computers and client security? There’s insurance for physical damage. More important is protecting client data if a laptop is stolen or hacked. How can you protect client confidentiality, both for staff in the office and working from home? Is a contract IT team the answer?
How do you split tasks between two admins? Hear how you can divide tasks to match each employee’s area of excellence. Carving out niches so each employee delivers maximum value creates a foundation for growth.
You’ve hired a new employee, but they aren’t catching on. How much time do you allow before you know it’s not working, and you need to let them go? There is a reasonable period to expect results. It’s OK to be patient and retrain as needed, but don’t carry dead weight.

Mentioned in this Episode:

Join the next Community Table live. What’s on your mind?

Training Lawyers For Success || Meeting The Need For Legal Education

Tue, 28 Nov 2023 12:00:00 -0000

Throughout his career in “big law” and fintech, guest Abdi Shayesteh struggled with the legal profession’s lack of formal training. “It was sink or swim” with every new challenge, he says. There had to be another way to help associates become better lawyers.

Law school may not fully prepare graduates to practice law, and the old apprenticeship model – learning on the job – has fallen apart as new lawyers are expected to produce billable hours from the start, and clients expect to pay for results, not teaching new lawyers.

After practicing law for years, Shayesteh founded AltaClaro, an online platform built to train law school graduates how to actually practice law by applying practical skills training in a structured, online environment. Attorneys deserve better, and so do clients.

Hear how AltaClaro’s approach combines experiential learning techniques to help attorneys build skills and confidence in a low-risk environment. Lawyers learn, do, and review at their own pace with practice documents, contracts, and clients. Then they go through each exercise with a live, experienced, vetted professional.

New attorneys get the skills they need, and firms get the fully trained associates they want.

Mentioned in this Episode:

WizeHire Legal Recruiting

Community Table: A Compensation Plan For Associate Referrals

Tue, 14 Nov 2023 12:00:00 -0000

In this episode’s discussions around the Community Table:

We start with an attorney who wants to create a fair referral compensation policy for his associate, a “grinder” who does everything asked. Recently, through a contact, the associate started bringing in new business. How does a firm set up a referral fee schedule? What’s fair to the associate and the firm?
How to create effective, inviting “meet the attorney” videos as a relationship-building step with potential clients. What to include? What topics? How personal? Where do you post them on your website, or do you control when a potential client sees these?
When it’s time for a managing attorney or a director of operations, start by understanding the duties of each position and the experiences needed. One position requires a background in law; the other needs experience running a business (that includes facilities management, finance, and the overall operation of your office).

Mentioned in This Episode:

Robert’s previous appearance on the Community Table “Community Table: Using Vacations to Strengthen Company Culture”

LinkedIn Talent Solutions

Join the next Community Table live. What’s on your mind?

In The Niches: Advanced SEO That Fuels Your Firm

Tue, 24 Oct 2023 11:00:00 -0000

When it comes to law firm marketing, what is “niching?” Guest Chris Dreyer founded and leads the Search Engine Optimization (SEO) marketing firm Rankings.io. In a thoughtful, in-depth interview, Dreyer shares how to make your law firm stand out in a crowded field when you stop trying to be everything to everyone.

Be memorable. Share what makes you special.

SEO is often portrayed as sorcery, but it’s not. It’s math, it’s work, and it’s attention to detail. Learn about the “Four C’s” of online marketing and what makes your firm stand out when a potential client types a need into a search engine: Content, Capital, Collaboration, and Code.

Dreyer explains what makes websites work, what makes content special, and how putting yourself out there as an expert in a specific area drives referrals and attracts attention.

A focus on SEO doesn’t work overnight. It’s a long-term play, but the benefits build on themselves and stock a client pipeline that can grow your firm as your reputation and visibility compound your efforts. Trying to “game the system” doesn’t work. There’s no substitution for sincerity, authenticity, and hard work.

Hear how you can get started and stay focused (and some common mistakes you can avoid) from an industry expert with a history of helping firms find new clients.

Mentioned in this Episode:

"Niching Up: The Narrower The Market, The Bigger The Prize," by Chris Dreyer.

SurferSEO

HARO, Help A Reporter Out

Fivrr

Upwork

"How To Get Rich: (Without Getting Lucky)," by Naval Ravikant.

Malcolm Gladwell

John Morgan Explains Morgan & Morgan’s Marketing Strategy, YouTube.

Join The Un-Billable Hour Community Table: Eventbrite.

Community Table: When It’s Time To Grow, What To Do Next?

Tue, 10 Oct 2023 11:00:00 -0000

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:

Zillametrics

Join the next Community Table live. What’s on your mind?

Using AI To Land Better Cases? Why Not?

Tue, 26 Sep 2023 11:00:00 -0000

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:

“Come Up For Air,” by Nick Sonnenberg

Darrow.ai

Darrow blog

Community Table: Using Vacations to Strengthen Company Culture

Tue, 12 Sep 2023 11:00:00 -0000

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:

“We Have Met The Enemy And He Is Us,” Pogo by Walt Kelly

Join the next Community Table live! What’s on your mind?

Lost In Translation? Marketing To Spanish Speaking Communities

Tue, 22 Aug 2023 11:00:00 -0000

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”

Michael Morse, “Fireproof”

Community Table: Making Changes And Getting Paid

Tue, 08 Aug 2023 11:00:00 -0000

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”

Previously on the Un-Billable Hour, guest Michael Morse, “Your Firm? You Can’t Do It All (And You Shouldn’t Try)”