Watch the YouTube version of this episode HERE

Are you looking to invest more time and money into marketing your firm? In this episode of the Maximum Lawyer Podcast, Jim Hacking and Tyson Mutrux interview Brian Glass, a personal injury lawyer from Fairfax, Virginia. Brian shares his journey in the legal field, and the shift in marketing that he has done with his firm, Ben Glass Law.

Brian shares some insights on his firm’s strategic shift from digital marketing to referral marketing, which has impacted the performance of his firm. Digital marketing involves putting money into running ads or commercials for a business. This only works if you have a team ready and able to take floods of calls from potential clients. Since most clients are calling to inquire, many will skip from firm to firm if that initial intake process is lacking. A shift to referral marketing involves putting money into a relationship management person whose job is to foster relationships with people who are most likely to refer others to the firm. Depending on how much money the firm is making, referral marketing might be more feasible and manageable.

Nurturing these relationships is so important if referral marketing is the avenue a firm chooses to go down. There needs to be a process in place to figure out where to search for potential clients who can refer people. This can be cold calling or cold emailing people within your postal code or city limits and meeting them one on one. Whether it's a coffee chat or a lunch, it is crucial to make personal connections with those who have a wide range of networks.

Take a listen.

Jim's Hack: Read the book No Ego by Sy Wakeman. The book is about cutting down on workplace drama and what solutions can be implemented to create a better culture.

Brian’s Tip: Read the book The Comfort Crisis by Michael Easter, which talks about how comfortable people are in their day to day lives and how to move away from the mundane.

Tyson's Tip: Choose a theme for each month and encourage your team members to share something related to that team.

08:39 The decision to shift from digital marketing to referral marketing, and the results of this change

05:54 Building relationships and prioritizing family time

10:59 Referral relationship management strategy

14:16 Role of the relationship manager

19:05 The importance of evaluating processes and seeking innovative approaches in law firm operations

Tune in to today’s episode and checkout the full show notes here.

Connect with Brian:

• Website
• LinkedIn
• Instagram
• brian@benglasslaw.com

Watch the YouTube version of this episode HERE

Are you a law firm owner who is looking to integrate technology into your processes? In this episode of the Maximum Lawyer Podcast, host Tyson Mutrux discusses the transformative role of video messaging in his law firm.

Video messaging platforms are great tools to use in law firms as they can cut out lengthy emails and conversations. Tyson provides insight on a few applications that are great for lawyers. One of these platforms is Dub, which allows you to record yourself while reviewing documents. For example, if you are reviewing a document that requires feedback, you can open up the document using Dub and record yourself providing feedback in short clips. It is an easy and efficient way for clients to hear your voice. It is also perfect to use when responding to clients as it provides a unique way to update them on files.

Listen in to learn more!

02:17 Various ways law firms can use video messaging, including sending case status updates, onboarding new clients, explaining legal concepts, appointment reminders, client meetings follow-ups, requesting client testimonials, holiday greetings, and explaining documents and more!

Tune in to today’s episode and checkout the full show notes here.

Watch the YouTube version of this episode HERE

Are you a law firm owner who avoids having tough conversations? In this podcast episode, Jim Hacking and Tyson Mutrux engage in a candid discussion about the challenges of having difficult conversations. They share personal experiences and struggles, and talk about ways to overcome fears of handling tough conversations in the workplace.

Having tough conversations in the workplace is an unavoidable thing, especially if you are a business owner or have a team of employees that you oversee. Jim and Tyson talk about where the fear stems from. For Jim, it stems from the need to control the outcome of a particular situation. If you say something in a certain way, you may be able to control the outcome. But, in reality sometimes things just need to be said in order to not let situations get out of hand. For Tyson, he struggles with sugar coating conversations and not truly letting someone know how he is feeling. This can lead to conversations that never amount to anything significant.

Jim and Tyson share a few ways to approach difficult conversations so you don’t avoid them. One thing to do is try to see things from the other person’s perspective. For example, if an employee did something that you do not like, try to understand why they may have done it to begin with. Maybe they made a decision based on a lack of training or they did not have the adequate resources to do their job.

Take a listen to learn more!

05:01 The challenges and personal experiences with difficult conversations in the workplace

06:14 Exploration of the fear and control associated with having difficult conversations

10:17 Emotional regulation and self-reflection during difficult conversations

13:20 The middle path in handling difficult conversations

14:17 Importance of considering different perspectives during difficult conversations

18:05 Strategies for dealing with dishonesty during difficult conversations

20:04 Importance of active listening and follow-up questions

23:10 Using a technique to identify and address emotions before engaging in challenging discussions

Tune in to today’s episode and checkout the full show notes here.