A CORE VALUE of Giving Back: A LIFELONG TRADITION LEADS TO A LIFE - CHANGING CAREER - “My mom is a lifelong YMCA... 12 Productivity Tips When Working from Home: As I write this, many law firms are shutting down their physical offices and having... Continuity of Care: Reassuring Clients You’re Prepared for COVID-19: The coronavirus outbreak has affected law firms around the country to varying degrees. In... Value/Price Equation Drives Hiring Decision, Client Loyalty: How much can you charge your clients? - You probably know lawyers who charge a fortune... Managing Remote Employees During the Coronavirus Pandemic: The coronavirus pandemic had led employers around the country to move employees to remote... Treat Your Credibility as Central, Not Peripheral: The lawyer preparing their case likely goes through a long list of, “What will they... Coronavirus Cancellations. 7 Tips for Hosting Virtual Meetings.: In the first quarter of 2020, we have experienced an unprecedented change in how we... Community News – April 2020: Johnson Fistel is pleased to announce that Reed F. Baker joined its San Diego office.... A Relentless Pursuit of Excellence: You can’t check your principles at the door when you arrive at the workplace. And you... How to Launch a Law Firm Podcast in 6 Steps: If “Podcasts are the New Black for Law Firm Business Development,” as has been...
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Value/Price Equation Drives Hiring Decision, Client Loyalty

Value/Price Equation Drives Hiring Decision, Client Loyalty

How much can you charge your clients? You probably know lawyers who charge a fortune for their services and their clients happily pay it. At the same time, you probably know lawyers who have to fight for every dollar they earn. What is the difference between these lawyers? Often, it comes down to the value/price […]

Turn Negatives into Positives Using the Contrast Principle

Turn Negatives into Positives Using the Contrast Principle

No lawyer has all positive qualities. When prospects think about hiring your services, they see both strengths and weaknesses. Positive qualities that distinguish you from other lawyers are your competitive advantages. Negative qualities are your competitive disadvantages. Naturally, you hope prospects conclude that your positives outweigh your negatives. And to help make your case, you […]

Collection Problem? No. Sales Problem

Collection Problem? No. Sales Problem

“The sale isn’t complete until the last dollar is collected.”  This wisdom is imparted to all new salespeople on Day One of their selling career. If you struggle to collect what you bill, you have a sales problem. The collection problem is merely a symptom, and a consequence, of the underlying sales problem. When you […]

Create and Implement Videos into Your Marketing Strategy

Create and Implement Videos into Your Marketing Strategy

The popularity of videos has increased significantly over the years with the desire of the consumer to get quick, visual and engaging content. Not only do videos help to develop more leads, but they can improve SEO and search rankings; increase engagement with target audiences; build trust by giving potential clients the opportunity to see […]

The 3 Main Reasons for Using LinkedIn

The 3 Main Reasons for Using LinkedIn

How many times have you gone to an event, maybe a conference or a business after hours, or even just a social event with friends, and a new acquaintance sends you an invitation to connect on LinkedIn? You might have seen the notice in a LinkedIn email or on the app itself. Maybe you collected […]

Check for Weak Links in Your Marketing Program

Check for Weak Links in Your Marketing Program

9 Weak Links That Can Break Your Marketing Program 1 Delivering a sales message. Overcome this weak link by delivering an educational message. Your message must educate your prospect about his problems and the solutions you can provide. If your message sounds like a sales pitch—or if you sound or act like a salesperson—your program is […]

THE FIRE LAWYERS. Singleton Law Firm Fights for Fire Victims.

THE FIRE LAWYERS. Singleton Law Firm Fights for Fire Victims.

“One of the things I love about my work is that we represent families in times of their greatest stress, particularly when we represent people with losses due to fires. When people come to us, they’re in a very difficult situation. By the time the case is over we have assisted them in rebuilding their […]

18 Marketing Myths Most Lawyers Believe

18 Marketing Myths Most Lawyers Believe

1. “My marketing’s most important purpose is to promote my services.” False! The most important purpose of your marketing is to establish that you can be trusted. Most of us don’t do business with people we don’t trust. While your prospect is considering whether to hire your services, he is also trying to determine whether […]

Content Marketing and Blog Trends for Lawyers in 2020

Content Marketing and Blog Trends for Lawyers in 2020

Like almost everything else in business, there are cycles of what clients want to read at blogs written by attorneys and law firms. In 2020, the most important development in content marketing trends for attorneys will be that the preferences of clients is changing—again. As a result, lawyers and law firms need to adjust their […]

It’s Not Stalking if You’re Offering Value to Your Clients

It’s Not Stalking if You’re Offering Value to Your Clients

We conducted a business development training workshop last week that included one-on-one coaching with each of the participants. The purpose of the coaching sessions is to take the training, advice and exercises from the sessions and make them personal and relevant to each participant’s practice, prospects and clients. As part of the pre-work, we ask […]

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