How to End Up with "Too Many Clients": Build BIG PIPELINES of High-Value Clients Flooding Your Phones!
Join with hundreds of like-minded, ambitious solo and small firm attorneys as you gain the methods and tools currently generating double- and triple-digit growth in America’s most enjoyable and interesting solo and small law firms...
If you are looking to rapidly add new revenue to your bottom line...
If you want to dramatically upgrade the quality of clients coming in to your practice...
Or if you are a serious attorney-entrepreneur who wants to sit at the top of your law firm and be the VISIONARY instead of the day-to-day worker...
Pay very close attention to the opportunity in front of you to learn from top experts in new client generation for law firms!
The Details: When, Where & Who
WHEN: October 3-5, 2019 (early start on the 3rd, concluding by 3 PM Eastern on the 5th)
WHERE: Arlington, Virginia, at the Renaissance Capital View Hotel (mere minutes from Reagan National Airport with hotel shuttle available)
WHO: I’m sharing a highlight list of names with you on the further down the page. There are brand new faces and a return of trusted resources to grow your practice!
The Best Pricing for the 2019
"Too Many Clients" Summit!
"Too Many Clients" Summit!
Meet Your “Too Many Clients” Prosperity Guides!
Here are the sherpas, guides, and experts prepared to share everything that is (and is not) working in the world of law firm marketing. They all have special expertise in either driving new business to your practice or helping you maximize the revenue you get from those new clients...
Owner and Founder of BenGlassLaw
In the past three years, my law firm quadrupled the revenue in an underperforming practice area, hired two new attorneys (including one of my sons), moved into a brand-new office that roughly doubled our square footage, and increasingly allowed me to move into the CEO/visionary role I most enjoy.
This is all prelude to the simple fact of how I got there: revenue, generated by clients, produced by marketing. Yes, there has been high-level work on staffing, refining the long-term vision, and a great deal more. However, the foundation is great marketing, from the advertising to the phone answering to the in-office experience – and everything in between.
At this year’s Summit, you’re in for a hot-off-the-presses examination of the state of modern marketing with yours truly.
I will show you the methods I use to not only increase revenue in my practice but to put more money in my bank account than ever before. Yes, this will go well beyond the marketing, because I want you to personally experience the financial benefits. It’s not enough to simply scale up a practice if it only adds more headaches to your life. Instead, you and I will explore the PROFIT generation side of marketing.
How do you attract the highest-value clients? How do you turn those clients into rabid referral sources? And how do you turn this growth into money in your pocket? All will be answered at the Summit!
Chief Marketing Strategist and Expert Direct Response Marketer
Those inside Great Legal Marketing’s membership know Charley well. For nine years, he has grown from a marketing assistant to being my steadfast number two. Inside the walls of membership, attorneys rely on him to clearly communicate marketing strategies and opportunities.
Arguably, the most important thing Charley delivers to members is a consistency in his principles. There are plenty of Millennials out there who would gladly exploit the latest fads to make a quick buck, but Charley stays steady with a focus on time-tested, real-world marketing that generates actual results. I trust him with my marketing, as do the members who enjoy access to his advice.
You will hear from Charley how to build a FULL MARKETING FRAMEWORK that allows you to explode the results of any advertising opportunity. There are at least six key cogs in your marketing machine that can be replaced or refurbished to dramatically increase the quantity and quality of clients. Each one will be dissected, examined, and reassembled to your tremendous benefit during this year’s “Too Many Clients” Summit!
Additionally, Charley will perform a "Live Build" of a full marketing campaign with the online marketing director of BenGlassLaw and Great Legal Marketing, Tifiny Swedensky! This all but guarantees you walk away with a tactical plan of action to attract "Too Many Clients!"
Co-founder, CEO, and publisher of Mascot Books and Amplify Publishing
After starting his career as a Washington lawyer, Naren launched Mascot Books in 2003 with the publication of his first book.
As an author himself (How to Sell a Crapload of Books: 10 Secrets of a Killer Author Marketing Platform), Naren understands the game-changing ability of launching the right book for your business. As a publisher, he’s well-versed in the market factors that determine a project’s ultimate level of success. Naren’s more than 15 years of publishing experience have made him an expert in the editorial, production, distribution, and marketing arenas.
It’s worth mentioning that my newest book – and the most intimate discussion of raising a successful family and running a successful law firm – is being published by Mascot Books. The process has already been excellent, and I asked Naren to share his insights into authorship in the modern age and all of the advantages that come with being “the guy/gal who wrote the book on it.”
Founder and CEO of Crisp Video Group
Multiple years in a row on the INC 5000 fastest-growing private companies. Multiple years of “best place to work” awards in Atlanta. Michael knows how to run a business. He knows how to scale up a business. He is someone who determinedly put himself on the map with his company, Crisp Video Group.
Additionally, Michael is an “outsider insider.” His company does a ton of video and marketing work for law firms, so he is well aware of our profession and the market in which we operate. However, he is not an attorney himself and runs a non-legal company, giving you a fresh take on building a business. It is critical that every law firm owner look outside our profession for inspiration, and I am confident you will get that when you hear from Michael.
Vice President of Ngage Legal
As the VP of Ngage Legal, Alex has been a resource to countless Great Legal Marketing members who want to get more leads from their website traffic. This year, I asked Alex to share his advice on the future of live chat and how law firms can capture more leads in an ever-evolving internet marketing ecosystem.
Potential clients will skim through more websites than ever before in the quest to find “the right attorney.” You must have a system in place to Stop the Shop and engage with the person. Most websites leave it up to guesswork and just hope for a phone call. My own website employs a series of systems to get a client to interact with us – one of those key systems is live chat. Alex will help you understand why live chat is important and who it is best suited for. This could, quite seriously, be a $10,000 per month swing for you. There are actual stories of attorneys adding that kind of revenue to the practice by finally turning all that web traffic into what really matters: real, paying clients.
Founder and CEO of The Julian C. Gomez Law Firm
As a personal injury attorney (and long-time member of Great Legal Marketing), Julian has stayed at the forefront of beating the warning drum about autonomous vehicles... aka self-driving cars.
These developments have potential wide-ranging repercussions for our entire profession. Personal injury attorneys who focus primarily on car accident claims are all preparing for a dramatic collapse in potential clients. It is a serious threat to your ability to make money. You need to be prepared to maximize your current cases and to diversify your portfolio in the future.
Think it’s just car accident attorneys who need to be concerned? You would be dead wrong. Self-driving vehicles will affect disability cases, workers compensation claims, and more. Fortunately, Julian will host a breakout session at the Summit to help you better understand the implications of a self-driving future.
Founder and CEO of Foster Web Marketing
Those who have been around GLM and the Summit know Tom well. Whether or not you are a client of Foster Web Marketing, you have benefited from Tom’s long-time insight in the online legal marketing world.
Over two decades of working on the front lines of web development, he has seen it all. I mean it. Search engine optimization has come a long, long way over those 20 years, and it gives Tom a historical perspective on shifts in the industry. That’s why he is back once more to share what attorneys can expect to change in the coming years.
One of the best reasons to listen to Tom is that he not an internet-only guy. He views your website as a HUB. It is a central place, but it not the only place where marketing happens. He will show you how to merge the offline and online worlds to make sure your marketing transitions seamlessly between the two. (The transition point from offline to online is a critical juncture that often causes failures with advertising.)
Founder and Owner of Bookkeeping Etc, Inc.
If you’re getting too many clients, you absolutely need to know how to manage all that money. Law firms have unique scaling struggles when it comes to balancing revenue and staffing – your largest source of overhead.
You don’t want to staff up too quickly and drain your personal account to make payroll, but you can’t always wait for the money to come in. Mastering your financials plays a huge role in better management of your firm.
Jill spoke to my MasterMind group about the Profit FirstTM methodology a few years ago, and for many it helped them radically change how they handle their financials, resulting in better profit and smarter decisions. You want to put more money in your pocket. That’s where Jill comes in. She can show you a reliable path to turning revenue into actual profit and using your numbers to make smart decisions about your practice.
President of Nifty Marketing
Two years ago, Mike brought a representative from Google with him to do a special Q&A breakout session. His info and presentation style was so well received, I knew this was a person I wanted to have back.
Last year, he had audience members developing blisters at the pace they were writing notes. And this year, he will be a vital contributor to the “Too Many Clients” concept.
Mike is the President of Nifty Marketing, which includes NiftyLaw. He is the author of Winning at Local Search and a partner at LocalU, which provides beginner to advanced conferences in the realm of local search marketing. Mike founded Nifty in 2009 and it has been recognized by Inc. as one of the fastest growing companies in America. He started in the world of internet marketing during a college course at BYU-Idaho. The course was designed to start an online business and try to sell something online. Being from Idaho, Mike chose huge Idaho potatoes and started selling 50lb boxes around the country. More and more people began asking for consulting which lead to Nifty becoming a full digital marketing agency with verticals in legal and... pest control! (I’m sure there’s a joke I can make at our profession’s expense there, but I’ll leave it alone for now.)
Founder of Success Technologies
The always electric and entertaining Dave brings with him decades of experience as an attorney... and a negotiations/interrogation expert for US intelligence organizations.
He is just as likely to tell you about a wild encounter with a tiger in Thailand or an odd exchange with foreign forces as he is to share his law firm’s marketing strategies. And that is a good thing, because there is a lot to learn from both parts of Dave’s well-traveled life!
Dave is an expert marketer who keeps great company, including folks like Perry Marshall and Frank Kern. Best of all, he is always testing and inventing campaigns for his own law firm, yielding immense amounts of data – numbers he uses to make it even better the next time around.
I wouldn’t keep bringing Dave back if audiences didn’t enjoy him so darn much, and I am as excited as ever to put the unpredictable antics and vaunted expertise of Dave to work for YOU. (Of course, you actually have to be there to get it.)
Owner of The Newsletter Pro
Shaun is one of the most impressive business owners I've met. His company, The Newsletter Pro, made it to #120 on the Inc. 500 just on the power of developing a done-for-you newsletter program.
Shaun is devoted to helping business and practice owners increase their referrals by nurturing their list. Plus, he is a "practice what you preach" business owner who provides fantastic customer service to his own clients - it's no surprise that more and more GLM members are choosing Shaun as their newsletter provider.
What can you learn from Shaun? Every attorney needs to know how to develop a close connection with current and past clients. They should be a reliable source of referrals. However, most attorneys fail to handle this relationship effectively. With just a few ideas from you Shaun, you could realistically double the number of referrals you receive from past clients!
DR. ELYSE KEMMERER WHITE, PHD
Chief Science Officer
Dr. White is responsible for planning and running formal clinical studies as well as performing ongoing evaluations of clinical outcomes for all clients.
In addition, she leads the charge in assessing and implementing new technologies – keeping the company at the forefront of optimal brain performance. Prior to joining the Neurocore executive team, Dr. White received her Ph.D. in Neuroscience from the University of Michigan, where she also completed a post-doctoral fellowship in the Psychiatry Department, investigating the interactions among nutrition, stress and mental health. Following a second fellowship in Medical Innovation, Dr. White co-founded the Ann Arbor-based medical device company Tangent Medical Technologies, which was recently acquired by ICU Medical.
More Coming Soon!
We will continue to update this page and add more speakers as we confirm them!
Control Your Future and Fortunes!
The ability to attract more of the right clients is your FIRST path to success. It all starts with marketing. You can’t hire new team members unless you have the revenue to support the new hire, which comes from getting more clients through... marketing. Your ability to attract high-value clients is dependent on... marketing. If you want to move to a bigger space, open a new office, upgrade your software systems, or just about anything else, you need money, which comes from paying clients, which you get more of through... marketing.
Instead of marketing according to the current fads, use a system built specifically for solo and small firm attorneys that relies on age-old principles and extremely well-tested strategies currently growing law firms just like yours...
“Too Many Clients” Strategy #1: Set the Criteria
Among the most potent marketing methods available to law firms, “setting the criteria” is simple to understand but difficult to master.
The premise is easy. You give potential clients a way to evaluate who is and who is not a good attorney for their legal issues. Imagine a car dealer handing you a checklist of the 15 things you should ask a salesman about every vehicle you test drive. The list is an immensely powerful tool, but the real money is made in making sure you live up to and far exceed the criteria. Your law firm can immediately improve the conversion rate of leads into clients with this tool... find out how to discover it and dozens of other powerful marketing mechanisms later in this letter!
“Too Many Clients” Strategy #2: Make the Common Seem Uncommon
By merely making the mundane seem like a thrill ride, you can magnetically attract the interest of your best potential clients. Take a look at the health and wellness sphere. They bend like circus contortionists to make the old look new. Blueberries went from being a good side dish at breakfast to a “Superfood!” High-intensity interval training has been rebranded so many teams, I can’t keep count. In the fast food world, Ray Kroc happily touted the cleanliness of McDonald’s bathrooms.
There are things your law firm does that seem common and simple to you. However, to someone who has never hired an attorney before, they may be revolutionary – or just a great relief!
“Too Many Clients” Strategy #3: Specific Targeting of Google Ads
Why do most Google pay-per-click campaigns fail? It is often due to poor targeting parameters.
Whether your ads are outsourced or done in-house, you could be losing thousands of dollars due to some simple errors. Negative keywords, behavioral targeting, re-targeting, and more all play roles in how well the ads perform. It’s not as simple as showing ads to people who type in “workers comp lawyer.” Fortunately, I have experts on speed dial who are excited to show you how it should work in your practice. They will reveal their secrets at this year’s Summit!
“Too Many Clients” Strategy #4: Deadlines and Limited Quantity (Scarcity)
This particular strategy often flusters attorneys who first employ it. After all, how can you possibly set a deadline except the statute of limitations on a personal injury case? It turns out that in every practice area, you can employ “scarcity” to encourage faster responses from potential clients. It can be as simple as limited opportunities to set an appointment creates an urge to work with you. Why? Because people prefer working with the best, and the best attorneys are ones who are actually busy.
Also, if you want this to WORK, you need to enforce it. No bending or breaking your rules. This allows for future violations of the policy on a case-by-case basis, weakening the scarcity process. For example, you will see a deadline for registering for the Summit. It is 100% real. Miss it, and you’re out of luck.
“Too Many Clients” Strategy #5: Expert Objection Handling
Hiring an attorney is like any other major purchase choice. Think back to buying your first car or your first home. It was a stressful time, and you had to be persuaded to make the purchase. There were many objections in your mind – and it wasn’t just the price. The ability of the salesperson to put your mind at ease was critical to the process.
Your clients experience these moments as well. They want to know they are making the right choice. After all, if they choose you, they really can’t choose another attorney for this issue. By erasing doubt in their minds, you can both convert a lead into a client more effectively, while also creating a client who is more likely to refer everyone they know to your practice!
“Too Many Clients” Strategy #6: Master “Benefits” Copy
Fans of Gary Halbert know the concept of “features versus benefits” in copywriting. However, it is often underused – despite its incredible power. If you are new to the idea, here is a good example:
Feature = torque (and horsepower) of a pickup truck
Benefit = easily pull your camper up the mountain to your favorite overlook
This copywriting technique will magically turn bad advertisements into excellent client attraction tools. See exactly how to employ this method at this year’s “Too Many Clients” Summit... and I guarantee the “benefits” copywriting strategy will play a big role in your imminent success!
“Too Many Clients” Strategy #7: Sort Leads Through Filtered Funnels
If you already get too many leads, the next step is making sure you give the needed time and attention to the best ones. Your first recourse is setting up a filtering system that allows potential clients to self-select into the property category. By asking just a few simple questions of leads, you can start sifting for gold and gems, instead of picking through every bit of sand.
The hidden advantage to this concept is you actually put clients at ease by giving them a customized experience. Think about buying a car and going through the sorting process on CarMax. You are happier because you only end up looking at what you want.
My intake system uses an incredible filter system for personal injury cases. It allows our attorneys to focus on only the best leads, while still providing top-notch service to the others. Want to see how it works? I will show you at the Summit.
“Too Many Clients” Strategy #8: Total Authority Positioning
You want every possible lead to see both you and your whole law firm as authorities in your sphere of influence. This is about more than publishing information. It includes the operations and systems to back up your claims. Total Authority Positioning comes from a top to bottom approach to how your law firm presents its message and then executes on the promises you make.
My own law firm uses at least seven different “authority markers” to put my staff and me in control. That last word – “control” – is important, because your clients desperately want you to be in control. While they are responsible for certain decisions, your ability to confidently guide them makes a titanic difference in your positioning. Do you want to know what those seven authority markers are, and how my law firm uses them? You’ll have to be at the Summit in October!
“Too Many Clients” Strategy #9: Cooperative Conquering of Markets
Big Law continues its march into every corner of the country. Many solo and small firm attorneys bemoan the reach of these large entities. This isolates each and every one of us, making us easier prey for Big Law. By forging alliances within our marketplaces, solo and small firm owners can create a network that far outpaces the abilities of Big Law to spend money on wasteful advertising. After all, we outnumber them by a wide margin.
Big Law is Napoleon. The march to conquest by them seems inevitable. However, an encounter with larger numbers at Waterloo and failed maneuvers by his lieutenants ultimately did in history’s biggest little man. (He was actually of average height for the era, but it’s more fun to embrace the myth.) We need to band together. At This year’s Summit, I’ll show you how I increased my network size significantly – plus how I profit from it.
Don’t forget every other attorney at the Summit is a like-minded entrepreneur with goals that look and sound just like yours. You will find you best partnerships at the event. Many come back every year as a reunion with a special group of friends that actually “gets it.” This is the place for attorneys like you!
There Are 5 Types of Attorneys
Who MUST Attend This Event...
Who MUST Attend This Event...
This year’s Summit is for lawyers who are serious about making more money and improving their lives. I tend to attract attorneys who are ready for advanced success thinking and strategies – ideas well beyond anything offered by a traditional lawyer organization. I know that this Summit will rapidly improve the success for...
Lawyers who are just starting to build up the marketing for their practices as they look to improve profits and cash flow. You will learn how to build effective Great Legal Marketing-style marketing from the ground up.
Lawyers who are frustrated with their current marketing and tired of wasting their money on schemes that just haven’t panned out. We work year-round to identify the top opportunities for attorneys to market their practices better.
Lawyers with already successful practices who want to gain another edge over their competition. This could be in the form of a major upgrade to how you attract new leads or a few smart tweaks to your intake (read: sales) process to improve the conversion rate of people signing with your firm. It could be online. It could be offline. Or it could just be an alteration in how you manage your people. You WILL find something new at this LIVE EVENT.
Lawyers who hit a plateau and are looking for fresh opportunities. It may be time to expand into a new niche within your primary practice area or to open a new office in another city. Either way, you will need scalable marketing that can quickly allow you to dominate, however you maneuver.
Lawyers who are excellent technicians but need real, “WHAT WORKS?” guidance in marketing. You have probably become fed up with so-called “marketing experts” trying to scare some dollars out of you without ever having spent a single day marketing a real, live, law practice. The “Too Many Clients” Summit is put on by a lawyer (yours truly) for lawyers.
Picture How Your Success Will Affect the People Who Matter Most to You...
Imagine sitting in the auditorium at your son’s or daughter’s high school graduation, knowing you have saved enough money to attend his/her college of choice.
Think about taking the dream vacation to Italy with your husband or wife without feeling the need to call your office every two hours.
Imagine creating jobs for local moms and college students who would love an opportunity to work at your office.
There are so many ways that your success can impact the lives of the people around you - your family, your friends, your community. These are the people who you lift up as you lift yourself up.
Successful people become engines of success for the people around them.
How would it make you feel if you were able to more easily provide for the emotional and financial security of your own family?
Or to become an entrepreneurial role model for your son or daughter who is thinking of starting his or her own business?
Your time is the only irreplaceable asset that you have. If three days in Arlington, Virginia, could give you years or decades of extra time making a greater impact in your world, wouldn’t that be worth it?
The Best Pricing for the 2019
"Too Many Clients" Summit!
"Too Many Clients" Summit!
The Greatest Guarantee
You’ll Ever See! ©
You’ll Ever See! ©
I want to remove all doubt and risk from the equation for you because I know this event has unbelievable potential to change your life. So, instead of the usual guarantee, I’m going to GO BIG. This is the Every-Dollar-Covered Guarantee... no cent spared.
At any time during the event, if you truly believe what you are learning cannot benefit your law firm, fill out the Greatest Guarantee You’ll Ever See © form and receive:
- Every penny back on the price you paid for tickets.
- A full refund on every nickel of travel expenses (yes, even a first-class flight if that is what you took)
- All the dimes you paid for your hotel will be paid back (for the nights stayed surrounding the event itself)
- And every quarter you spent on food while in Arlington, Virginia for the event.
Also, you will receive a $500 check made out to a family member, key employee, law partner, or someone else who was affected by you being away from the office.
I think you will agree, this is me truly putting my money where my mouth is.
NOTE: There are a couple exclusions. You will not receive a refund if you must be booted from the event for being disruptive or if you cause any problems or trouble during your stay that cause you to be ejected. You will also not receive a refund if it is deemed you decided to “run up the bill” and try to take a vacation on our dime. This guarantee is for good faith players who are in the room and take the event seriously.