Grow Your Law Firm

Liz Wendling is the rainmaking attorney coach and the author of 6 books! Attorneys from all over the world seek her out when they want to discover how to be more confident and fearless in their practice and client development, lead generation and lead conversion process.

Liz Wendling combines a rock-solid sales background with a passion for coaching and the result is a powerful, new way to understand how to sell in today’s crowded marketplace. Her innovative approach will support you in opening doors, closing sales and building relationships.

Liz is a much sought after business consultant, sales expert and emotional intelligence coach. She is straightforward, practical, and sassy and helps professionals innovate, modernize and master their sales approach, language, and process. Because what worked reasonably well a decade ago is now miserably outdated and inadequate.

Liz is known for her energetic programs, presentations and business-building superpowers that transform professionals into wildly successful sales rock stars!

What you’ll learn about in this episode:

• How Liz works with her client attorneys and law firms to help them modernize their lead generation approach to keep pace with today’s market
• Why today’s consumers are savvier, and why it is important for attorneys and their firms to sell to these consumers in a way they appreciate
• Why the first five minutes of an initial client consultation is the “make or break” moment that determines whether the potential client becomes a client
• Why the best way to close with a client is to manage the conversation and do everything right from the start, and why there is no “magic closing technique”
• Why following up using the right strategy and the right language with the right frequency is powerful
• What critical mistakes firms make and why it is important to differentiate themselves, make a true connection, and go beyond marketing
• Why making generic declarations about baseline expectations like “we treat every client with care” does nothing
• What three steps Liz recommends attorneys take that can help them get more client conversations

Resources:

• Website: www.therainmakingcoach.com
• The Rainmaking Mindset for Attorneys by Liz Wendling: https://amzn.to/2VNU9CF
• LinkedIn: www.linkedin.com/in/lizwendling/

Additional Resources:

• PILMMA Join Page: www.pilmma.org/marketing-lawyers-law-firm-management/

Welcome to episode 191 of the Grow Your Law Firm podcast, hosted by Ken Hardison. In this episode, Ken sits down with Michael Mills, the Managing Director of Business Design Corp to discuss how to go from chaos to clarity and building a process-driven law firm.

Michael Mills is an entrepreneur and visionary who has revolutionized the way businesses approach process implementation. With an impressive track record in the business world, Michael has made a significant impact through his entrepreneurial endeavors and expertise in process implementation.

Michael has owned several successful businesses, including multiple software companies and a consulting firm. His extensive experience in these ventures has provided him with valuable insights into the intricacies of building and scaling companies.

Recognized as one of the pioneering Certified E-Myth Coaches in the United States, Michael worked alongside a team of talented CECs to assist numerous business owners, both large and small, in transforming their companies into process-dependent organizations.

Drawing upon his extensive knowledge gained from years of E-Myth experience, Michael spearheaded the development of The TouchStone Business System in 1994a groundbreaking web-based application specifically designed for process organization and implementation.

This innovative system has been installed in thousands of businesses worldwide, empowering them to streamline their operations and achieve greater efficiency.

As the Managing Director of Business Design Corporation and TouchStone Business Systems, Michael continues to make a profound impact in the field of process implementation. With over 25 years of industry experience, his expertise is unparalleled in this niche. Michael and Business Design Corporation stand out as the foremost authority in leveraging processes to optimize business outcomes.

What you’ll learn about in this episode:

• Importance of having well-defined processes
• Why you should get started with building out processes
• Learn how to write easy-to-follow processes
• How to transition from People to Process dependency

Resources:

eBook: https://bit.ly/BDCFiveStepPlan

www.linkedin.com/in/michael-mills-BDC

https://www.businessdesigncorp.com/

https://www.facebook.com/BusinessDesignCorp

https://www.youtube.com/@BusinessDesignCorporation

https://twitter.com/TouchStoneBDC

Additional Resources:

https://www.pilmma.org/aiworkshop

https://www.pilmma.org/the-mastermind-effect

https://www.pilmma.org/resources

https://www.pilmma.org/mastermind

Ken Hardison has fought for people’s rights as a trusted personal injury lawyer for over 35 years. His ethics, integrity, and passion for his clients helped to build one of North Carolina’s most successful firms, Hardison & Cochran, and a successful Social Security disability firm, Carolina Disability Lawyers, in Myrtle Beach, South Carolina. Now, as owner and publisher of the law firm management website, Law Practice Advisor, and founder and president of PILMMA, Ken devotes his time to helping attorneys build their own preeminent law practices with proven marketing strategies and management resources. Ken has been recognized as one of the top 100 Trial Lawyers in North Carolina and is a member of the exclusive Million Dollar Advocates Forum. Systematic Marketing is his tenth book. Ken has authored 5 books on marketing and managing law firms. He is a sought-after speaker throughout the country on marketing and managing law firms.

Ken is known as the “Millionaire Maker” due to his coaching clients doubling and quadrupling their law practices and income following Ken’s practice growing advice and insights.

Ken lives in North Myrtle Beach, SC where he enjoys playing golf and fishing when he is not helping lawyers grow their practices.

What you’ll learn about in this episode:

• Why writing a book is easier than you may think and serves as a fantastic way to market your law firm
• Why a book can help you stand out from your competition and position you as a trusted expert and resource for your prospective clients
• How there are eleven different ways to leverage your book to generate new clients and double your referrals
• Why 20% of past clients won’t refer you no matter what, 20% will always refer you, and it’s the other 60% that you need to help refer you
• How a book can help you not just generate clients directly but also can encourage other professionals to refer you
• How interview-style infomercials on local TV or radio stations can be a great, inexpensive way to leverage your book
• How you can repurpose the content in your book in numerous ways including in blog entries and tip sheets
• What publication options are available to help you get your book printed, and how you can even license books directly from PILMMA
• Why you should write your book at the seventh-grade level, and why it doesn’t matter much if the people you give your book to actually read it
• Why including “questions you should ask when evaluating a lawyer” in your book can position you to be the logical choice, and why a title that catches interest is critical

Resources:

• Hemingway Editor: www.HemingwayApp.com
• PILMMA Publishing: www.pilmma.org/publishing

Additional Resources:

• PILMMA Super Summit: www.pilmma.org/pilmma-super-summit-2020/
• PILMMA’s free Coronavirus Survival Kit: www.pilmma.org/free-resources/
• Strategic Attorney Coach: https://www.pilmma.org/strategic-attorney-coach/
• PILMMA Join Page: www.pilmma.org/marketing-lawyers-law-firm-management/

1. Elevating Team Performance with Kolbe®'s Personalized Insights
   • Discover how personalized Kolbe® scores can transform team dynamics and boost communication.
   • Learn how the tool identifies and addresses potential conflicts and communication barriers, setting the stage for a harmonious work environment.
2. Maximizing Team Potential Through Operational Strengths
   • Delve into Erica's perspective on the tool's emphasis on operational strengths over traditional metrics.
   • Explore the benefits of aligning team members with roles that match their strengths, fostering peak performance.
3. Crafting Efficient Teams Through Role Alignment
   • Uncover the strategy behind role alignment, identifying trends and strengths crucial for efficient teams.
   • Learn how matching individuals with roles based on their natural strengths can significantly enhance team cohesion and productivity.
4. Revolutionizing Hiring Practices with a Strategic Approach
   • Explore the impact of combining multiple assessments, including Kolbe®, IQ tests, and the DISC test, in creating a comprehensive candidate profile.
   • Understand how this strategic hiring approach ensures candidates are aligned with specific role requirements, setting the stage for success.
5. Resolving Team Conflicts Through Kolbe®'s Power
   • Discover the transformative power of the Kolbe® Assessment Tool in enhancing team dynamics and operational efficiency.
   • Why leveraging the Kolbe® assessment is deemed one of the most effective ways to understand and address potential conflicts within the team.