Webinar: How to Get 7 Figure Injury Cases without Spending a Dollar

John Fisher is a medical malpractice attorney for plaintiffs in New York.

John Fisher will show you how to build a seven-figure injury law practice on a shoe-string budget.

Webinar Title: The Secrets of Lawyer-to-Lawyer Referral Based Marketing
When: Wednesday, 21 February 2018, at 2:00 PM Eastern
Hosts: John Fisher and Larry Bodine

Click here to register for this webinar

Attendance is free, but space is limited.

Where do you get your best cases? It’s no secret, you get your best cases from lawyer referrals. Then, why do lawyers have no systems for lawyer referrals?

This is really important. 98% of lawyers have no system for lawyer referrals. I’m going to show members of The National Trial Lawyers how to do it.

This system for lawyer referrals costs (almost) nothing and I’m going to show you everything. No secrets will be held back!

  • “What would it be like if you didn’t have to spend another dollar on mass marketing?”
  • “What would it be like if your overhead was paid…2 years ahead of time?”
  • “What would it be like if your clients never complain and think you’re an absolute rock star?”

What if you had a system that would (almost) guarantee a steady stream of high-quality referrals from lawyers…while reducing your marketing budget?

What if you had the freedom to pick only the best cases, while leaving the crappy cases for others?

How would you like to be a superstar among lawyers without spending another dollar on marketing?

John Fisher will show you how to build a seven-figure injury law practice on a shoe-string budget. If you are not getting the cases you want, you need to attend this webinar.

Getting More from Your Staff Than You Could Ever Dream Possible

woman balloon dream employee

Once your staff knows that you care about their dreams, they will walk through walls for you.

By John Fisher

It’s a problem that’s a constant struggle for you.  Your employees come late, leave early and surf the web at work.  You want your staff to have an ownership mentality, but you can’t give them an equity stake in your firm.  You decide you have to pay your staff more money.

You raise their salary or give them a fat bonus. And your staff is effusive with their appreciation, but you quickly realize that the pay raise and bonuses don’t change a damn thing.  Your staff is doing the same things they were doing before the bump in pay, and you’re ready to give up.

An Irrefutable Truth that Lawyers Ignore

You come to the same conclusion that all lawyers inevitably reach: money doesn’t motivate.  Rewards and penalties may motivate in the short-term, but they won’t do squat for your law practice over the long-haul. If you’re not a believer, read Daniel Pink’s book, Drive, about the futility of motivating with rewards and penalties (a/k/a “carrots” and “sticks”)—yes, there are actual studies backing this up.

John Fisher is a medical malpractice attorney for plaintiffs in New York.

John Fisher is a medical malpractice attorney for plaintiffs in New York.

Perhaps you’re ready to give up and accept what you’ve got or fire your lazy, unmotivated staff. You think there’s no way that you can motivate your staff—either they’re hard-working and committed to your clients or they only show up for a paycheck. But you’re ignoring the one thing that your staff wants more than anything else: a strong, unequivocal sign that you care about them, personally and professionally.

You’re thinking, “This guy Fisher is nuts—of course, I care about my team.”  No doubt that you compliment your staff when a big case settles and perhaps you take them to lunch or throw a birthday party. But what you’re doing is the bare minimum—your staff still won’t work harder or become more invested in your practice.

The Power of Dreams for Your Staff

Everything you do is motivated by dreams. Your dreams are why you work weekends and stay at work long after everyone else has gone home—you’re trying to build a better life for your family. Your dream might be to retire early, take a month-long vacation to Europe or send your kids to an Ivy League school, but did you ever bother to think that your staff has dreams too?

The dreams of your staff might be as simple as owning their own home or taking a trip to Europe.  The dreams of your staff may seem simple and easily attainable, but for your staff, their dreams are the reason they’re living.  Once you tap into your staff’s dreams, you discover what motivates them and why they come to work.

If you can find out what your staff’s dreams are—and help them achieve their dreams—you’ve discovered the key to unlocking the power of dreams.  Your staff will know that you’re not using them just to get rich—you care about their future and you’re got a specific strategy to make their dreams come true.  Once your staff knows that you care about their dreams, they will walk through walls for you.

Step #1: The Dream Book

Get the Slides and Recording of John Fisher’s “The Secrets of Lawyer-to-Lawyer Referral Based Marketing

You begin by asking your staff to list their dreams in a journal that you give them (the “Dream Book”).  You explain that your staff’s participation the Dream Manager Initiative is completely optional, but for those willing to take a chance, you will take the leap with them.  Show your Dream Book to your staff and tell them about the biggest dreams that you have—not just for your practice, but your personal goals too.

Ask them to set aside a couple of hours to write their dreams in their Dream Book.  Tell your staff to dream without limitation—no dream is too big—and write their dreams in a sort of stream of consciousness.  Ask them to write 100 dreams in their Dream Book in any sphere of their life from spiritual, intellectual, physical, material or emotional.  As each dream is added to the Dream Book, tell your staff to write the date of the dream.

Once they’ve got a list of 100 dreams, ask your staff to add time frames of each dream.  A short-term dream (“ST) is one that can be accomplished in less than 12 months; a moderate-term dream (“MT”) can be achieved between 1-5 years; and a long-term dream (“LT”) will take more than 5 years. Your staff should write “ST”, “MT” or “LT” next to each of their 100 dreams.

Step #2:  Hire a Dream Manager

Ask your staff to pick one dream that is most important. Sure you can’t conquer the world, but you can help your employee achieve the most meaningful dream. Hire a Dream Manager (a/k/a Life Coach) to meet once a month with your employee to create a plan for achieving her dream—these are “Dream Sessions”.

Let’s say the biggest dream of your receptionist is home ownership.  Your employee meets with the Dream Manager to discuss a financial plan to save money from each paycheck for the down payment and continues having Dream Sessions with the Dream Manager for 30 minutes every month to review her progress.

“When we stop dreaming, we start dying.” — Matthew Kelly, The Dream Manager

The Dream Manager will hold your employee accountable and make sure she’s complying with the plan.  After six months, your employee is on her way to fixing her credit rating, saving money for a down payment and hiring a realtor to find her first home (something no one has done in her family).

Step #3:  The Dream Fund

You tell your staff that you want to invest in their dreams.  You create a Dream Fund and set aside some cash from every settlement into the Dream Fund. Maybe you’re adding $1k from each settlement to the Dream Fund, but you’re showing your employees that there is money to help pay for their dreams.

When the Dream Fund is ready, you explain to your staff that they will vote to allocate the cash toward specific dreams.  Let’s say your secretary dreams of a 3-week Italian vacation—the Dream Fund doesn’t pay for the entire trip and you don’t give her a check.  You pay for the airfare to Europe for her and her spouse, but if she doesn’t go, she can’t tap into the Dream Fund.

“Having dreams is what makes life tolerable.” — 1993 movie, “Rudy”

Money doesn’t motivate your employees, but if you help them achieve their dreams, they will reward you with dedication and commitment.  There is nothing more powerful than helping your employees achieve their dreams!

A Crazy Idea that Might Actually Work

For some of your employees, your law firm is not the ideal fit for their dreams and professional aspirations.  Tell the ambitious 22-year old receptionist that you hope she moves onto a bigger, better job and you will help her. Perhaps you give your receptionist money from the Dream Fund for paralegal school or college.

“The pursuit of dreams creates passion, energy, enthusiasm and vitality.” — Matthew Kelly, The Dream Manager

Your receptionist might leave for bigger challenges, but you’re showing your staff that you care about them, even if this means they leave for greener pastures.  You will be rewarded with a staff that kicks butt and is devoutly loyal to your practice.  And even when your receptionist leaves, you’ve built goodwill with your staff that they will pay back in spades through their loyalty and commitment.

Make Dreams Your Unique Hiring Proposition

Don’t keep the Dream Manager Initiative to yourself—make the Dream Manager Initiative one of the core benefits of employment with your firm. In your advertisements for a new secretary, show the candidates that you care about their dreams.

We believe in your dreams and making your dreams come true.  We want you to set new dreams and surpass them.

You will receive:  Dream Manager Initiative with a Dream Manager at your disposal (cost is 100% covered).

Once job candidates find out that you believe in dreams and the fulfillment of their dreams—both personal and professional—they will be knocking down your door for an interview.

The Dream Manager Initiative for Your Kids

Every child should have a Dream Book and a Dream Manager.  Sit down with your kids and ask them to write down their dreams, put deadlines on each dream and review their Dream Book as often as they can. You can be their Dream Manager!

It’s a beautiful thing when your kids and spouse know exactly what their dreams are and have a plan for achieving them.  And once your kids know that you’re committed to making their dreams come true, they will pay you back with hard work, top grades in school and just maybe a lesson in the Dream Manager Initiative that they can pass onto their children. You’re creating a legacy that will live long after you’re gone.

Your Secret Weapon for Conquering the Internet

law news, legal news, news for consumers

At first glance, it was just another web page with the boring, mundane details about a malpractice settlement. It took about 30 minutes to write the copy for the web page. It seemed unlikely that anyone would find the post worth reading…then new clients began calling.

99.99% of people could care less about the new case result/article. A new web page about a malpractice settlement arising from a doctor’s failure to treat atrial fibrillation is boring and uninteresting, unless you have A-Fib (atrial heart fibrillation). Does anyone really care about the story of a malpractice case arising from the failure to treat A-Fib?

The phone calls piqued my curiosity. The internet must be flooded with content about A-Fib, or so I thought. A quick look revealed that there were virtually no articles on the internet covering the rights of injury victims arising from their doctor’s failure to treat A-Fib. The floodgates opened with calls from stroke victims whose A-Fib had not been treated. Voila! New clients were signed up.

Esoteric Web Content is Internet Gold

What if you create a niche within a niche by writing web articles about a unique aspect of a car wreck—let’s say the non-deployment of an airbag in a frontal head-on collision. You give all of your information away in as much detail as you can about the non-deployment of airbags. Your web page might only be interesting to a tiny number of persons, but if they have a case involving the non-deployment of an airbag, you are the authority.

“Traditional marketing and advertising is telling the world you’re a rock star. Content marketing is showing the world you’re one.” — Joe Pulizzi, Epic Content Marketing

Let’s say you’ve got a unique skill that separates you from the pack of lawyers–you’re a former truck driver and you want truck wreck cases. Rather than bragging about your background as a trucker, you share the wealth of information in your head about truck wrecks. Your web articles give explicit, concrete examples showing how the black box in the tractor can make the difference between winning and losing and how the injury victim can extract the data from the black box. Web visitors will love you for giving away your secrets…and who do you think they’ll hire?

One Basic Rule for Lawyer Websites: Quality over Quantity

Many lawyer websites are crammed full of worthless content that no one will ever read. There may be dozens, or even hundreds, of pages on your website that not a damn soul has read. These useless web pages are a complete waste and should be deleted from your website now. Better yet, if you have web pages with ten or fewer visits, they are garbage–eliminate them!

There is one simple, irrefutable truth: it is not the number of web pages on your website that makes a difference. If you have hundreds or thousands of website pages with crappy, useless content, your website is worthless. Even 1 web page that is chockful of valuable, insightful information is a 10X better than 30 web pages that suck. It’s not the quantity of website pages that matters — it is the quality of your web content that is king.

On the web, 85% of articles are less than 1,000 words, but studies show that 2,000+ word articles earn the most links, shares on social media and maximum organic traffic. Short articles and blog posts are rarely indexed by Google–Google favors in-depth content.

Evergreen web content provides highly detailed, educational information that gives away your best secrets. This could be a blog post, article or a Frequently Asked Question—it doesn’t matter where you post the evergreen content, just that you post it. Your evergreen web content should be in-depth (1,000-2,000 words), and contain images, bullet points, sub-headings and ideally, video. (Check out the blog posts at www.UltimateInjuryLaw.com for weekly “evergreen” content for lawyers).

“The more in-depth and informative your content is the better your results will be.” — Neil Patel

How to Build Evergreen Content on Your Website

Begin by identifying the ten most popular web pages on your website—these are the web pages that are driving the most traffic to your website. It’s a good guess that the top ten pages on your website consist of (in order of their popularity):

  • The Home Page,
  • Landing Page for Each of Your Practice Areas,
  • Your Professional Biography Page

These are your Top Ten pages of your website because they are jam-packed with information, contain photos, video and images and provide evergreen content that is insightful and educational. Once you know what’s working, you want to update and refresh the content on these web pages. The internet is highly visual, so you should begin by adding images, photos or video to these web pages only to your TOP TEN web pages.

Letting the World Know about Your Evergreen Web Content

Your next assignment is to add internal and external links to your Top Ten web pages. An internal link is a link to another page on your website and an external link is a link to a different website (yes, that’s okay—your website is not a resource if you only have internal links to your website).

You want to keep the visitor engaged on your website and view your site as resource that will answer their questions. (Check out the “Resources” at www.BrainandSpinalCord.org).

You should boost your Top Ten web pages by adding links to those pages from old and new posts on your website. When you add a new blog post, add a Call to Action at the end of the post asking the visitor to click the link to one of your Top Ten web pages, i.e., “Want to learn more about bacterial endocarditis, click this link.” Tell the web visitor exactly what you want them to do (“Download my free E-Book by clicking this link.”)

Make sharing your content on social media extremely easy by adding sharing buttons (“Click to Share”) at the top and bottom of the web page to make it easy for visitors to “share” the web page with their friends and followers.

Your Secret Weapon for Conquering the Internet

An email newsletter is the number one content promotional tool on the internet. Your email subscribers are made up of people who love what you’re doing and want your new posts and articles. Every time you post a new blog or article to your website, your email subscribers will receive your new content in their inbox. With email newsletters, you’re not hoping that your visitors will come back to your website—you’re guaranteeing it!

Email subscribers are more likely to share your content with their network and “like” and “share” your content on social media. You can build an email subscription list into the thousands and you’ll have metrics showing the open rate for every new email sent to your email subscribers.

Build the number of your email subscribers with a pop-up box that appears 45 seconds after every website visit. The pop-up box should include a free offer of a downloadable pdf version of an article or guide in exchange for the visitor’s email address.

Making Content Creation for Your Website Brain Dead Easy

You’re super busy and you don’t have time for this internet stuff. Rather than working to write new web pages, you should out-source content creation for your website to a law student.

Go to the Bar Review of the nearest law school and ask the students if they will write content for your website. There’s a good chance they’ll write better content than you and for a $12 an hour, you’ve got a team of legal scholars just chomping at the bit to write for your website.

The Smart Numbers for Your Website’s Success

Create an account with Google Analytics and use Google Analytics to track website traffic to your Top 10 web pages. At the first of every month, you should need to track 3 things:

  • Number of unique visits to your Top Ten web pages
  • Average length of time that visitors are spending on your Top Ten website pages, and
  • Total number of unique website visitors to your website.

When you add fresh content to your Top Ten web pages, you’ll see improvement in the # of website visits, bounce rate (% of website visitors who leave your website after visiting the entrance page) and length of time at your website.

A Harsh, Brutal Reality…About You

98% of lawyers reading this will do nothing. Internet marketing is not what you do and you’ll stick to your “lawyer work”. Problem is that you won’t have any lawyer work if your website isn’t bringing new cases to you. Either you adapt to the changing realities of the digital world or die. You’ve got the tools for a powerhouse lawyer website in your hands—what you choose to do with this information is up to you.

 

Lawyers Learn How to Succeed at This One-Time Event

John Fisher is a medical malpractice attorney for plaintiffs in New York.

John Fisher is a medical malpractice attorney for plaintiffs in New York.

By John Fisher.

There is little doubt that I was in the right place…and there was nowhere else I wanted to be.

A small group of about 20 small business owners were meeting at the corporate headquarters of Infusionsoft, one of the fastest growing companies in America, to collaborate and share business ideas.  The business executives came from Australia, England, South Africa and the across the U.S. for a special 2½ day workshop, The Elite Forum, with the founders of Infusionsoft, Clate Mask and Scott Martineau.

Over the course of the 2½ days, Clate and Scott held back no secrets in sharing their story how they took their small, start-up business from their dingy apartment basement to one of the leading companies in America in five years.  And during this workshop, I met business owners across the world who had built multi-million dollar businesses from scratch, and were at the Elite Forum to take their businesses to a higher level.

I was exposed to new business ideas and strategies that I had never heard before.  I could not believe I was lucky enough to be in the same room with these amazing internet gurus, executives and wealth creators, and I soaked in everything I could from this group of ultra-successful business owners.  I left Infusionsoft filled with new ideas for the growth and management of my law firm.

A Small Surprise When I Got Home

When I returned home to New York, my excitement was brimming when I told my wife about my incredible experience. But finally my wife told me to stop talking and asked, “How much did this cost?”  When I told my wife that it “only cost $10K,” her eyes opened wide and she questioned why I would spend so much on “just another seminar”.  Without hesitation, I gave the most honest answer I could, “It was the best $10,000 I ever spent”.

There is where the concept for the Mastermind Experience began.  Through my exposure to the ultra-successful business owners at the Elite Forum, I realized that lawyers don’t have to struggle and make tons of mistakes to build a successful law business.  It doesn’t have to be as hard as we make it.  What if we could learn the best marketing and management techniques from top lawyers so we can accelerate our growth, duplicate the success of the most successful lawyers and build the law firm of our dreams?

Very few masterminds cater to trial lawyers, and Larry Bodine, Esq. and I decided to change that.

Duplicate the Mindset of the Successful

Only 2 seats remaining. Register now before you miss your chance to attend.

The Mastermind Experience will give you the same experience that I had at the Elite Forum.  You will get actionable, practical advice from top lawyers that you can implement immediately in your practice.  You will study the most successful lawyers and begin duplicating their best practices for marketing and managing your law business.

The Mastermind Experience is the place you will want to be if you want to:

    • Become aware of the new possibilities around you and get to new levels of success.
    • Find and create new solutions for your biggest obstacles in marketing and management.
    • Discover how to dominate your market in ways that are ethical and promote our profession.

Sometimes you need to be taken out of your element for a day to improve who you are and what you do. The Mastermind Experience will do that and more for you.

The Mastermind Experience will be held Novmeber 19 at the elegant Union League Club in Chicago.

The Mastermind Experience will be held November 19 at the elegant Union League Club in Chicago.

Are You Happy with the Status Quo?

Recently, I was in court in the Bronx when a young lawyer told me that he had an opportunity to write a column for a magazine with 20,000 subscribers that is mailed very month to his ideal clients.  The monthly column would give the young lawyer instant celebrity status with thousands of his prospective clients and the article would only take a couple of hours a month to write. Sounds like a golden opportunity for a young lawyer looking to grow his law business, right?

The young lawyer told me that he is so busy at work that he “doesn’t have time” to write the monthly articles and he passed up this opportunity.  I was dumbfounded.  98% of lawyers are so focused on the technical legal work (i.e., depositions, paperwork and trials) and spend almost no time on the far more important work of building our law business.  But if you don’t take time to think about building your law business methodically, you won’t have a business. You’ll be just like every other lawyer just waiting for the phone to ring with your next case.

A Lesson from an Ultra-Busy Young Lawyer

Just like the young lawyer in the Bronx, most lawyers never follow through with their goals.  Lawyers get lost in the busy work of paperwork, depositions and trials and almost never set aside a solid day to think about the future of your law business. And that’s a problem because success comes to those who give it the most attention.

“Only the paranoid survive.” Andy Grove, Intel

I’m willing to bet that you would love to be at the Mastermind Experience, but you haven’t applied for one reason: you’re too busy.  Your schedule is full of depositions or a trial on November 19th and you can’t find time to take a full day committed to creating a strategy for the long-term success of your law business.

But keep in mind one thing: Most lawyers are socially programmed to settle for less.  But be wary of those who say you’ve done enough.  Now is not the time for rest and vacation—now is the time to take action to create strategies for the long-term success of your law business.  And the Mastermind Experience will help you do that, and more.

Do What Other Lawyers Refuse to Do

The Mastermind Experience isn’t another seminar where you sit, take notes and listen—it’s a workshop and you will be expected to work, share your knowledge and collaborate with other highly successful lawyers.  The Mastermind Experience will be perfect for you if you answer “YES” to these questions:

      • The Mastermind Experience, Nov. 19, ChicagoAre you tired of wondering where your competitors get all their ideas?

 

      • Do you ever feel like your law firm is in a rut and you need a good kick the pants?

 

      • Do you know you’re capable of making more money, but you can’t see past your day to day?

 

Just like my experience at the Elite Forum, you will discover new strategies and ideas that you’ve never heard before, and you’ll leave with a specific plan that is actionable and can be implemented immediately for the growth your law business.

And here’s the missing piece that you’ll find at no other seminar or workshop: you will be held accountable following the Mastermind Experience with scheduled Accountability Online Sessions with Larry Bodine, Esq. and I.  We’re going to take so much massive action with you to put you head and shoulders above your competitors.

Put Your Website under a Microscope

Larry Bodine

Larry Bodine

At the Mastermind Experience, Larry Bodine, Esq. will put your website under the microscope (or in this case a large projection screen) and analyze and critique your website.  Larry will tell you exactly what you have to do in plain, non-technical language that you can understand and implement immediately.

Larry will show you specifically how to get new clients and make money from your website.  And you’ll leave the Mastermind Experience with a specific action plan for your website from the nation’s top internet consulting expert and a small army of 18 other high-achieving lawyers who have “been there, done that”.

Just in case that’s not enough, you’ll have all the time you need to ask questions and strategize with Larry and your new friends at a special post-event dinner at Smith & Wollensky (our treat).  The only thing you need to do is apply at www.MastermindExperience.com before we’re sold out.

A Special Gift for You

Power of a System by John Fisher 250Hey, even if you can’t find time for the Mastermind Experience, I want to help you discover the top systems and policies for operating a multi-million dollar injury law practice and avoid the common mistakes along the way to the injury practice of your dreams, so I invite you to request a FREE copy of my Amazon best-selling book, The Power of a System: How to Build the Injury Practice of Your Dreams.

Even the best lawyers (like you!) need an extra advantage, and I want to make sure you have my book in hand as soon as possible to help you build your ideal injury law firm.  Request The Power of a System: How to Build the Injury Practice of Your Dreams online now at www.MastermindExperience.com, or you can request your signed, hard cover copy by sending an email to JFisher@FisherMalpracticeLaw.com or calling 845-802-0047.

We’ve Only Got a Few Seats Left

So what are you waiting for? Now is the time to take action before the Mastermind Experience sells out (we’re close to full already). You can apply at www.MastermindExperience.com and if you have any questions, you can email us at jfisher@fishermalpracticelaw.com.

Apply at www.MastermindExperience.com

The Mastermind Experience isn’t designed for millionaires.  The Mastermind Experience is designed to MAKE millionaires.  The price is only $699 and there are no discounts or early bird specials.  If you don’t see all of the value that you’ll get from the Mastermind Experience, you’re not the right lawyer for this one-of-a-kind event.

You can attend by application only for a simple reason: Larry and I don’t want just any lawyers at the Mastermind Experience—we’re looking for the crème de la crème of our profession who are willing to share their best advice and top secrets for marketing and management.

We can’t wait to help you build the injury practice of your dreams.

P.S.: As of this writing, we’ve only got a few seats left.  See you there?

What They’re Saying

“We have decided to implement the vast majority of John’s ideas into our firm.”

Richard Jans, Director of Operations, Lippman Law Offices, P.A., Orlando, FL


“You will discover how to break down each and every part of your practice and maximize efficiency at your firm.”

Jim Hacking, Esq., St. Louis, Missouri


“I kid you not, I plan to implement many of the policies and procedures immediately upon my return to my office on Monday.”

Nick A. Ortiz, Esq., Pensacola, Florida


“John has included every detail that you need to turn an OK law practice into a GREAT successful business.”

Steven I. Gottlieb, Esq., Kingston, New York


“Not only does he walk you through step-by-step of the nuts and bolts of a law practice, but he shares with you exactly how he did it.”

Michael Wadler, Esq., Houston, Texas


“You’re a marketing genius, and I’m fully on board with the system.  Not to sound corny, but it’s also an inspiration.”

Charles G. Smith, Esq., Mount Kisco, New York


“John Fisher is a brilliant businessman.”

Frank H. Bailey, Esq., Rogers, Arkansas


“John Fisher has offered a rare ‘peak behind the curtains’ of a successful injury law firm.”

James Parker Layrisson, Esq., Ponchatoula, Louisiana


“John Fisher has figured out how to run a modern law firm, which means his overhead is low, but his capacity for high quality work is extremely high.

John leverages technology, but—more importantly—he has a solid system.  And he has meticulous documented his system, and graciously made it available to any other lawyer who might want to use it.”

Ernest S. Svenson, Esq., New Orleans, Louisiana


“John’s development and implementation of automated systems in his law practice is quite impressive.”

Karl W. Seelbach, Esq., Austin, Texas


“John’s advice is on point and if followed, will improve your life.”

Michael S. Waddington, Esq., Houston, Texas 

How You Can Become Donald Trump (Without the Funky Hair Weave)

By John FisherProtectingPatientRights.com and UltimateInjuryLaw.com.

How You Can Become Donald Trump (Without the Funky Hair Weave)It’s easy to brush off Donald Trump as a loud, obnoxious blow-hard. The Donald’s off-the-cuff comments about women and foreigners are tough to stomach, but if you look past his sexist and xenophobic diatribes, there might be a thing we can learn from this loud-mouth.

Why you should want to be The Donald


Let’s begin by examining The Donald’s average day.  Trump isn’t surfing the web at work or checking email or text messages. The Donald’s workday is carefully orchestrated to eliminate distractions and every minute of his day is planned.

Trump has an army of executive assistants who answer his phones and respond to emails and make sure his time is limited to work on his priorities—not someone else’s. The Donald limits his time to speaking only with power-brokers to build his real estate empire and he delegates everything else.

If The Donald has 5 executive assistants, shouldn’t you have at least one? You’re not Trump and maybe you don’t want his high-flying lifestyle, but you still want to find a way to squeeze more time into your workday and get more work done, right?




The Mastermind Experience on November 19 in Chicago

The Mastermind Experience is limited to only 18 highly motivated, proactive, and willing-to-work lawyers. Once we accept 18 applications, that’s it. Visit http://mastermindexperience.com today.

The Power of Elimination: Just Say “NO”


Trump manages his day by saying “NO” to almost everything. Everyone is competing for your time and trying to force their way into your workday. The demands for your time could be a fundraiser or coaching a mock trial team, but keep in mind: The Donald would say “NO” to everything that doesn’t advance his priorities, and so should you.

“Just think for a moment
of all of the stuff that you’re doing
that you don’t need to be doing.”
Rory Vaden, Procrastinate on Purpose

Every time you say “yes” to something, you are simultaneously saying “no” to something else. It’s damn hard to say “no” because you want to be well-liked, but you’ll be more respected by your peers when you say “no”.


Eliminating Distractions with Your Rules of Communication


Write a list of the things that you can eliminate from your schedule. Let’s start with the basics—if you want to be productive, you have to eliminate the ultimate time-vampires. There should be no:

  • Web-surfing
  • Email
  • Texts
  • Unscheduled phone calls


 

You create Rules of Communication with your clients and make sure your staff is following your system for client communication. There will be no unscheduled phone calls and you won’t respond to emails or text messages from your clients when they violate your rules. If you don’t enforce your rules, you can’t expect your clients to follow them.

“Sometimes what you don’t do
is just as important as what you do.”
Greg McKeown, Essentialism: The Disciplined Pursuit of Less

Ask your clients to sign your Rules of Communication at your first meeting and remind them of your communication rules with email auto-responders. Whenever a client sends you an email, the auto-responder sends a gentle reminder, “Our Rules of Communication are attached as a friendly reminder.”


Putting Your Law Firm on Autopilot with Automation


With your Rules of Communication, you’ve eliminated the busy work of answering phone calls and responding to emails. You’re focused on working on your priorities, instead of someone else’s. But you still need to communicate with your clients and let them know that you’re working on their case. This is where you automate everything you can.

When a new client contacts you, you have an automated sequence of emails that explain the process that for evaluating their case. The introductory email contains a video explaining the three-step process consisting of your process for (a) getting the medical records, (b) reviewing the medical records with an expert, and (c) making a decision to accept or reject.

“Automation is to your time
what compounding interest is to your money.”
Rory Vaden, Procrastinate on Purpose

Your email explains the time that it takes to complete each aspect of the case evaluation. You’re giving your clients instant feedback as soon as they send their first email or call your office. And even after the initial contact, you can automate the client communication as your case evaluation progresses.


Automating your law practice with a customer relationship management (CRM) software is a game-changer. Infusionsoft is a system that combines email marketing, customer relationship management and e-commerce all in one place. I use Infusionsoft for just about every aspect of my law firm, including:

  • New client inquiries (our “365 day nurture campaign”)
  • Status updates to current clients for potential and active files
  • Book sales
  • Email newsletters
  • My wife’s judicial campaign


 

After you decline a new case, you can automate the follow up with a sequence of emails relevant to the initial inquiry. If a new client calls about a delay in diagnosing cancer, you send a series of emails through your CRM about cancer screening and prevention. With an automated system, you’re staying top of mind with clients long after you declined their case, and who do you think they’re going to call with their next case?                                                     

Become a Master Delegator


You have to get over the idea that you have to do everything. Your paralegal or secretary should be responding to your email and mail and you should never answer the phone unless your client has a scheduled appointment.

“You are always paying someone to complete a task.
You are either paying someone else at their rate of pay,
or you are paying yourself at yours.”
Rory Vaden, Procrastinate on Purpose

What are the things in your office that only you can do? Write the list and delegate everything else! For starters, you should delegate:


  • Drafting discovery responses and demands
  • Responding to mail and email
  • Answering phone calls from opposing counsel
  • Speaking with clients about the status of their case


 

You know you can do the work faster and better than anyone, but that’s the type of thinking that will get you in trouble. Perfection is the enemy—good enough is better. Just think of all the free time you’ve got once you’ve eliminated, automated and delegated your work.

Building for Tomorrow (and Multiplying Your Time)


Don’t get caught up putting out the emergencies that pop up. You must ALWAYS be thinking long-term by creating policies and systems that will give you more free time tomorrow.

“Anything you create a process for today
saves you time tomorrow.”
Rory Vaden, Procrastinate on Purpose

What can you do right now that will create more free time tomorrow? Here’s some food for thought:


  • An Office Manual setting forth your policies,
  • A Position Contract spelling out what is expected of each employee,
  • An organizational chart assigning individual roles, and
  • Creating forms for your pleadings, discovery responses and release authorizations


 

But aren’t you just creating more work for yourself with this policy stuff? Just think about how much time you spend every day answering the same questions. With policies, your staff has answers for almost every issue and your office operates on auto-pilot while you’re on vacation or in trial.

Your Biggest Impact Activities

What can you do right now that will have the biggest impact on your law practice? It’s not returning phone calls or responding to emails. The highest and best use of your time is business development, i.e., getting more of the “A” cases. Everything falls into place when you’ve got an inventory of “A” cases.

Take this one step further: what activities do you do that are the highest and best use of your time for business development? Everyone’s different, but yours might be:

  • Creating a content creation strategy for your website,
  • Nurturing relationships with your referral partners through newsletters (print and email), books and speaking events, and
  • Updating referral partners about the status of a referral
  • Once you’ve defined the activities that are the highest and best use of your time, you know what to focus on, and what you have to eliminate or delegate. Life gets a whole lot easier when you define those activities that are the highest and best use of your time.


 

Take this one step further: block out time in your day (as you would a scheduled appointment) that is limited to working on your highest and best use of your time. Give yourself permission to block out 3 hours in the morning to focus on the work that is the highest and best use of your time and don’t allow a single interruption.

This is not really time management—it’s self-management. It’s so hard disciplining ourselves to do the things we know we should do. But when you become intentional and protective about your time, you become a lot more like the over-bearing politician with the funky hair weave…and just maybe on the road to building a better law firm.




John Fisher

ABOUT JOHN FISHER


John Fisher a personal injury lawyer practicing in Kingston, NY — see www.protectingpatientrights.com and www.UltimateInjuryLaw.com. John’s practice is limited to the representation of victims of catastrophic and substantial personal injuries, including the victims of cerebral palsy, Erb’s Palsy, birth injuries, delay in cancer diagnosis, heart attack and stroke misdiagnosis, legal malpractice, suicide prevention, undiagnosed infections, medication errors and nursing home neglect and abuse.

He is author of “The Power of a System: How to Build the Injury Law Practice of your Dreams,” available for purchase at his website,www.ultimateinjurylaw.com. Ben Glass, Esq., the nation’s leading authority on law office marketing and development calls the book, “amazing”. This 334-page hardcover book is chock full of the technical, managerial and entrepreneurial “how to” secrets to building a multi-million injury law practice. When you buy the book at www.ultimateinjurylaw.com, it will be sent to you via Federal Express (at no extra charge) and you will receive a FREE three-month subscription to my monthly newsletter for lawyers, Lawyer Alert. If you’d like to get a FREE chapter of my book about internet marketing for lawyers, go to www.ultimateinjurylaw.com, and you can request an instant electronic copy of Chapter 22 (“How to Turn your Website into a Client Magnet”).

How To Win Your Next Personal Injury Trial

How To Win Your Next Personal Injury Trial

By John FisherProtectingPatientRights.com and UltimateInjuryLaw.com.

Trial work is not for the faint of heart. You work night and day preparing your personal injury case for trial and no matter what you do, your fate rests in the hands of a group of six complete strangers. You hate giving up control to these strangers who stare at the ground and fold their arms across their chest, but you’ve got no choice. Sleepless nights are part of the job description for trial lawyers.

Many trial lawyers just pray for a settlement. But you’re not a “settling lawyer”—you’re a “trial lawyer” and trials are what you do for a living and you’re damn proud of it. And settling for pennies on the dollar of your case’s true value is just plain wrong.

So you don’t even think of a settlement. You focus on presenting the best possible trial you can and you hunker down and get ready for trial. But it’s easy to get distracted by other “stuff” — an occasional dinner with your spouse and kids and, oh yeah, your other clients. You pull your hair out and think, Does it have to be this hard?

Streamline Your Trial with 5 Witnesses or Fewer

The Mastermind Experience on November 19 in Chicago

The Mastermind Experience is limited to only 18 highly motivated, proactive, and willing-to-work lawyers. Once we accept 18 applications, that’s it. Visit http://mastermindexperience.com today.

There is one basic rule that trumps all others for plaintiffs’ lawyers: the longer the trial takes, the worse it will be for your client. Jurors have lives too and they don’t want to be sitting around in court. If your trial takes longer than one week, there’s a good chance you will lose the jurors’ attention and the outcome will be predictable.

Your goal is to streamline your case. Begin by avoiding witnesses who are not completely essential to your case. Even in the most complex cases, if you can’t try your case with five witnesses or fewer, you’re not streamlining your case and it’s virtually guaranteed that you’ll bore the wits out of the jurors…and lose the trial.

Make a game out of parsing down the number of witnesses. Okay, your clients must testify and you’ll need a treating physician and in most cases an economist. If you’re thinking about adding some fluff witnesses, just ask: Do you really need them? If not, get rid of them—jurors hate cumulative and redundant trial testimony and ultimately, your client will pay the price.

Get to the Point as Quickly as Possible

Keep trial testimony short and to the point. The attention span of the average juror is nine seconds—which means you’ve got just seconds to get to the point. Forget asking about the witness’s hobbies—think, what are the two or three points you need to make with the witness and get right to it.

If your client rambles during his testimony, you have to rein him in. You have to cut off your client during his testimony and keep his testimony on point without meaningless BS. Even if you have to be rude with the witness, you have to keep the testimony brief and on point.

courtroom trialThe best trial testimony of expert witnesses often takes 30 minutes. What’s better than watching a trial lawyer and an expert who know exactly where they’re going? Heck, it’s better than a Broadway play. You’re showing the jury that you respect their time and you know what you’re doing.

Whatever you do, never overstate your case. If your client has medical or psychological conditions that are unrelated to his injury, admit to the jury that, “We’re not claiming your dementia was in any way caused by the crash [never use the ugly word, “accident”]”.

Your 12-Week Plan for Trial

Twelve weeks before trial, you should map out a week-by-week plan of things that need to get done to prepare for trial. Sit down with your paralegal and secretary and set up a plan for what each person must do:

  • Serve a motion in limine re: client’s criminal convictions.
  • Edit video depositions of defense employees for trial presentation.
  • Conduct a focus group on any comparative fault issue.
  • Meet with your trial consultant.

Serve your proposed jury charge, statement of contentions and verdict sheet for the submissions to the court.

Review the 12-Week Plan every week with your staff to make sure everyone’s doing what they’re supposed to do. Adjust and make changes to the 12-Week Plan as necessary, but don’t let your other cases get in the way of your trial preparation. One week before trial, you and your team will be locked, loaded and ready for trial…and you won’t be scrambling to get stuff done.

You should stipulate into evidence all of your exhibits with defense counsel before trial. The exhibits should be pre-marked by the court reporter, admitted into evidence by stipulation with defense counsel and offered into evidence before your trial begins. Phew, you’ve got one less thing to worry about.

Trying Cases on a Budget

Get firm budgets for all of the expenses of the trial. For expert witnesses, the budget should include:

  • Expenses for travel and hotel.
  • Fee for their review of the medical records and deposition transcripts.
  • Fee for one day of trial testimony.

 

Don’t let the expert off with a ballpark estimate of their fees. Get the budget in writing from your client so if he hits you with an enormous bill after the trial, you’ve can hold his feet to the fire for overbilling you. You must know exactly what the trial is going to cost and you should have a firm budget of trial expenses at least one week before trial.

Show Me, Don’t Tell Me

Jurors remember very little of what they hear and a much more of what they see. You want to get the jury to visualize everything.

“I hear and I forget. I see and I remember.”

–Confucius

Medical illustrations and timelines are just scratching the surface of Show Me, Don’t Tell Me. Have your client’s personal aide show you how she bathes and toilets your disabled client—yes, have them bring the toilet and do a mini-Show and Tell. Now the jurors are getting an inside seat to your client’s everyday problems.

Most trial lawyers forget the jury after opening statements. Big Mistake! You want to make the jurors part of every part of the trial and look at the jurors when you cross-examine defense witnesses. Jurors will love you for making them a part of the trial and they will reward you with eye contact, nods of their heads, and just maybe they won’t doze off.

Don’t be the Biggest A-Hole in the Courtroom

If the defense expert is a humble, mild-mannered octogenarian, you should return the witness’s humble, mild disposition with a soft cross-examination. The jurors will hate you for bullying a nice, elderly man and you never want to come across as a bully with lay witnesses, such as nurses, school teachers and dog walkers.

Don’t object unless you absolutely have to.

If the defendants’ expert witness is a nice, humble academic type, you will get more concessions with a soft, gentle approach than an overbearing, arrogant cross-examination. The trial is not about you and the jurors don’t care if you win petty debates with the defense expert.

Don’t object unless you absolutely have to. Jurors think you are hiding something with objections and wonder why they’re not allowed to hear all of the evidence. Focus on one day at time and when you’re tired, go to bed. You’re useless to your client if you’re a zombie in court.

Your Secret Weapons for Trial

Okay, I know you get this stuff–be prepared and don’t be an idiot in the courtroom. But the #1 biggest mistake made by trial lawyers is that they do all of this alone—that’s right, you’re too proud to ask for help. I won’t do a trial without the advice of a trial consultant (the best trial consultant I know is Steve Shultz, Esq.)

But don’t stop there—use focus groups to get insights into the questions that the jury will ask and how they will perceive your exhibits and evidence. Focus groups cost some cash, but if you won’t spend $500 for your next case, you shouldn’t have accepted the case.

If you don’t have the cash for a trial consultant or a focus group, get trial transcripts of the trials conducted by the best trial lawyers. Law school libraries and state law libraries have trial transcripts of almost every appellate case and it is worth a few hours to see how the best trial lawyers hold shop.

A Bonus Gift for You

If you’d like to see a prototype of our 12 Week Plans for Trial, just send an email to our world-class paralegal, Corina Skidmore at cskidmore@fishermalpracticelaw.com with the subject line, “Send me your 12 Week Plan for Trials.”


John Fisher
John Fisher a personal injury lawyer practicing in Kingston, NY — see www.ProtectingPatientRights.com and www.UltimateInjuryLaw.com. John’s practice is limited to the representation of victims of catastrophic and substantial personal injuries, including the victims of cerebral palsy, Erb’s Palsy, birth injuries, delay in cancer diagnosis, heart attack and stroke misdiagnosis, legal malpractice, suicide prevention, undiagnosed infections, medication errors and nursing home neglect and abuse.

He is author of “The Power of a System: How to Build the Injury Law Practice of your Dreams,” available for purchase at his website,www.ultimateinjurylaw.com. Ben Glass, Esq., the nation’s leading authority on law office marketing and development calls the book, “amazing”. This 334-page hardcover book is chock full of the technical, managerial and entrepreneurial “how to” secrets to building a multi-million injury law practice. When you buy the book at www.ultimateinjurylaw.com, it will be sent to you via Federal Express (at no extra charge) and you will receive a FREE three-month subscription to my monthly newsletter for lawyers, Lawyer Alert. If you’d like to get a FREE chapter of my book about internet marketing for lawyers, go to www.ultimateinjurylaw.com, and you can request an instant electronic copy of Chapter 22 (“How to Turn your Website into a Client Magnet”).

Why Lawsuits Take Forever…and What You Can Do About It

By John FisherProtectingPatientRights.com and UltimateInjuryLaw.com.

Why Lawsuits Take Forever…and What You Can Do About ItGo back in time to your first big case. You’re just a couple of years out of law school and a 30-something injury victim comes walking into your office. Within minutes of chatting with your new client, you quickly realize that you just might have your first injury case with huge damages, clear liability and oodles of insurance coverage. You can’t contain your enthusiasm and have to rush home to tell everyone.

You have a vision for this lawsuit. Unlike your run-of-the-mill back injury cases, you will push this case through discovery and get it to trial in no time flat. You just know that a big payday is waiting for you, but you won’t see a penny until the case gets to trial. Nothing will stop you—you’re locked, loaded and ready to kick some ass!

You have big dreams for this case, but once you file the lawsuit, you find that the defense is not quite playing ball with you. The defense lawyers aren’t available for depositions for 6 months and they serve pro forma discovery responses that seem like they were copied and pasted from other cases. That’s right, defense counsel isn’t cooperating and it seems that your vision for getting this lawsuit to trial quickly is nothing but a pipedream.

The Goal for Every Lawsuit

Let’s begin with a simple, irrefutable truth: you will not get paid until the trial. Even in the most clear-cut, obvious cases, the defense will not pay your client until the day of the trial (or a day before trial).

This leads to one inescapable conclusion: your only goal is to get your case to trial as quickly as possible. The sooner you get your case to trial, the sooner you will get paid. Let’s get busy then crafting a system for getting your best cases to trial.

Avoiding Delays and Adjournments

You can expect the same thing in every lawsuit—the defense will not schedule depositions of the parties until they have a complete set of your clients’ medical and employment records. And you can’t blame them, the defense lawyers have a job to do and without all of the medical and employment records, they won’t even give you a proposed date for depositions.

“If you know what outcome you desire, the next step is to identify what type of behaviors will produce that outcome.”

Matthew Kelly, Off-Balance

The first step to avoiding delays is the Pre-Litigation Checklist. The pre-litigation checklist is an itemized list of every medical, employment and exhibit that you will need for trial, including:

  • Pre and post-accident medical records,
  • All employment records, including W-2 statements and income tax returns for the past 5 years,
  • Criminal background search,
  • Photographs of the client’s injuries, and
  • Social media searches for incriminating statements and photos.

 

Your secretary begins collecting these records on your Pre-Litigation Checklist before you file the lawsuit. Yes, it usually takes a couple of months to get these documents, but it will be at least that long before the defense serves an answer and discovery demands. You’re not hustling to respond to the defendants’ discovery demands, you’ve got everything and you provide discovery responses that give the defense everything.

Being Proactive in Discovery

Don’t wait to serve the medical and employment records with the plaintiff’s discovery responses. As soon as you receive the defendants’ answer, you should serve a complete set of your client’s medical records and release authorizations to defense counsel. For paperless offices (and there is no excuse if you’re not), this is as simple as burning the medical and employment records onto a compact disc and dropping the CD in the mail with the release authorizations.

Now, there’s no excuse for delaying or postponing the depositions—the defense lawyers have everything they need within days of their first appearance in the lawsuit. But make no mistake about it, the defense will almost always tell you that they don’t have a part of the records they need for depositions and that’s when you gently remind them that you gave them everything MONTHS AGO.

So-Order Everything!

The Preliminary Scheduling Conference is your chance to impose strict so-ordered deadlines for the completion of discovery. But most plaintiffs’ lawyers agree upon outside dates for the completion of discovery that is 8-12 months away. Big mistake!

At least one week before the Preliminary Scheduling Conference, you should send a fax/email to defense counsel asking them for alternative dates that the defendants are available for their depositions. You inform defense counsel that you will ask the Judge to impose specific so-ordered dates for the depositions of the defendants and you wish to schedule dates in advance of

The Preliminary Scheduling Conference

The Preliminary Conference Order should specifically contain dates for everything from depositions, original chart reviews, site inspections and the defense medical examination (yes, always use “DME”—not the bogus term, “IME”). With specific so-ordered dates for discovery, depositions and paper discovery cannot be adjourned by defense counsel without the Court’s approval. How’s that for a roadmap for getting your case to trial!

Forcing the Defense to Comply with Discovery

Almost invariably, you will receive a set of pro forma discovery responses from the defense lawyer that contain a list of meaningless, boilerplate responses. The defense lawyer will object to virtually all of your discovery demands as seeking privileged or confidential information and even when they don’t, the discovery response will state that the “information will be provided later in a supplemental response”.

As soon as you receive the defendants’ discovery responses, your secretary should review the responses to determine what’s missing. Remember, a response of “will be provided later” is not really a response. Follow up with a letter to defense regarding their worthless discovery response and insist upon a meaningful response.

“Systems drive behaviors. Certain behaviors lead to certain outcomes.”

Matthew Kelly, Off-Balance

You want to document everything and follow up with another letter if the defense does not respond to your letter. The defense won’t comply with discovery unless you hold their feet to the fire and don’t let them off easy—if the discovery response was due on July 8th, remind them. If you are lax about discovery, you can’t expect anything more from defense counsel.

No Adjournments Allowed!

It’s easy to adjourn depositions with your busy schedule and sometimes you just want a break. When you’re thinking about consenting to the defendants’ request for an adjournment, kick yourself in the ass! If you consent to one adjournment, the Preliminary Conference Order becomes meaningless.

BE TOUGH! Tell the defense lawyer that the Court has specific so-ordered deadlines and you cannot adjourn anything without a Court Order. And remember, the defense counsel will inevitably blame you for failing to comply with some aspect of discovery and you have to be ready to respond, i.e., “We gave you a complete set of medical and employment records and release authorizations 6 months ago and you have everything you need to proceed with depositions. Are you serious?”

Measure Everything!

We have a checklist of our Key Performance Indicators that measure the number of days that it takes for the most important parts of discovery. By measuring your performance, you’re not just hoping for the best—you’re holding you and your team accountable.

“The thing that continually amazes me about the very best companies in the world is that they measure everything.”

Matthew Kelly, Off-Balance

In your Key Performance Indicators, you should specifically measure the number of days:

  • Between the receipt of the defendants’ answer and the service of the plaintiffs’ discovery responses,
  • Between the service of the plaintiffs’ discovery responses and the completion of the depositions, and
  • Between the service of the defendants’ answer and the filing of the note of issue.

 

The days that it takes to complete these 3 milestones are documented in our Key Performance Indicators, as each milestone is reached. Each milestone has a specific goal that we strive to reach. Hey, we’re not perfect, but when we don’t reach our goals, we analyze the problem so we identify where the delays occurred and how they can be avoided next time.

A Little Gift for You

No, there is no magic potion for getting your case to trial quickly, but there are systems for avoiding the most common delays. The Pre-Litigation Checklist and the Key Performance Indicators are part of a system for getting your case to trial and we’re happy to share them with you. If you’d like a Word file of our checklists, just send an email to the world’s greatest paralegal, Corina Skidmore, at cskidmore@fishermalpracticelaw.com.


John Fisher

ABOUT JOHN FISHER

John Fisher a personal injury lawyer practicing in Kingston, NY — see www.protectingpatientrights.com and www.UltimateInjuryLaw.com. John’s practice is limited to the representation of victims of catastrophic and substantial personal injuries, including the victims of cerebral palsy, Erb’s Palsy, birth injuries, delay in cancer diagnosis, heart attack and stroke misdiagnosis, legal malpractice, suicide prevention, undiagnosed infections, medication errors and nursing home neglect and abuse.

He is author of “The Power of a System: How to Build the Injury Law Practice of your Dreams,” available for purchase at his website,www.ultimateinjurylaw.com. Ben Glass, Esq., the nation’s leading authority on law office marketing and development calls the book, “amazing”. This 334-page hardcover book is chock full of the technical, managerial and entrepreneurial “how to” secrets to building a multi-million injury law practice. When you buy the book at www.ultimateinjurylaw.com, it will be sent to you via Federal Express (at no extra charge) and you will receive a FREE three-month subscription to my monthly newsletter for lawyers, Lawyer Alert. If you’d like to get a FREE chapter of my book about internet marketing for lawyers, go to www.ultimateinjurylaw.com, and you can request an instant electronic copy of Chapter 22 (“How to Turn your Website into a Client Magnet”).

The Lost Art of Lawyer-to-Lawyer Referral Based Marketing

The Lost Art of Lawyer-to-Lawyer Referral Based MarketingBy John Fisher, a medical malpractice plaintiff’s attorney in Kingston, NY, see www.ultimateinjurylaw.com and www.protectingpatientrights.com.

You want the big cases through glamorous, self-promoting ads that make you look like a superstar. You justify the huge outlay of cash with the occasional big case that strikes gold. And you think life is good, you’re making some cash and paying the bills.

If you’re happy, you can stop reading now. But for some, the self-promotion of some lawyers is too much. You want a more dignified approach to building your law practice and you don’t have the megabucks to compete with big guns of lawyer marketing. And let’s face it, if you do what every other lawyer is doing, you’ll be like them: fighting for the crappy cases.

The Mastermind Experience on November 19 in Chicago

The Mastermind Experience is limited to only 18 highly motivated, proactive, and willing-to-work lawyers. Once we accept 18 applications, that’s it. Visit http://mastermindexperience.com today.

Lawyer Referrals are Marketing Gold

Where do you get your best and most profitable cases? Are your best cases from your website or TV and radio ads? No! You get your best cases from lawyer referrals. That’s right, lawyers who have prescreened the case for merit, obtained the medical records for you and told the new client that you are perfect for their case.

You know that you wouldn’t exist without lawyer referrals. A single relationship with an influential, prominent lawyer can send referral after referral to you for the rest of your career and you’re not paying a penny for TV or billboard ads. You get good liability cases, spend no money on marketing and get high-quality clients who think you’re a rock star. There’s almost no way you can screw this up!

We should all be focusing on getting more lawyer referrals, right? Okay, then then why do you have no system for getting more lawyer referrals? You just hope that lawyers will think of you and you thank your lucky stars for any referrals. But you’re just relying on blind luck for lawyer referrals and this is really no system at all.

Your Online “Co-Counsel Program”

Begin by adding a unique landing page of your website for lawyer referrals (“Our Co-Counsel Program.”) Check out the “Co-Counsel Program” on the website of Shapiro, Appleton & Duffan, P.C., a Virginia Beach PI firm. The Shapiro firm lays out their “4 step process when working with co-counsel referrals” and includes testimonials from their referral partners. The Co-Counsel Program shows they are serious about protecting the rights of their referral partners.

But don’t stop there. When new cases are referred, send an email to your referral partner explaining the process for reviewing the case and protecting their rights to a referral fee. Perhaps you send an email with a guide for your new referral partners, How to Protect Your Rights to a Referral Fee, that shows them how to protect their rights to a referral fee and negotiate the best fee division.

Once you’ve got the ball rolling, follow up with your referral partner with periodic updates. Every case has important milestones, such as filing of the lawsuit, etc., and you should automate the process for sending case updates through a Customer Relationship Management software program (I love Infusionsoft!). Your referral partners will never complain that you are giving too much information.

Building Equity with Your Referral Partners

Once you’ve done a preliminary review of the case, send an email to your new referral partner with your evaluation. I do this one thing every day to keep our referral partners informed. Perhaps you explain that you’ve reviewed the medical records, discussed the case with an expert and the next step in the process of evaluating the case.

I know what you’re thinking, you’re busy and you don’t have time for updates to your referral partners. But you don’t have to conquer the world—just focus on just a single case update once a day. Your referral partners will love you for this and even if you don’t accept their referral, you’re building equity with them that virtually guarantees that you’ll get their next referral. This one thing will instantly set you apart from 99% of lawyers who ignore their referral partners.

How to Get New Referral Partners

Here’s a radical concept: don’t spend another penny on traditional forms of lawyer marketing (i.e., yellow pages, TV and radio) and focus 100% of your marketing budget on lawyer-to-lawyer referral-based marketing. Sound crazy? But if your return on investment on referral-based marketing blows away traditional marketing, shouldn’t you at least give this some thought?

You begin by giving 100% value to your referral partners. Hold seminars and workshops for your ideal referral partners that help them grow their law practices or prepare for trial. Face-to-face marketing is, and always will be, the best form of marketing and with speaking events, you are an instant celebrity.

Write a definitive guide that is 8-10 pages containing your top marketing and management advice for lawyers.

Give value that no one else is. You might offer seminars about internet marketing (all lawyers want a great website) or conduct workshops like the Jury Project that shows lawyers how to use focus groups for trial preparation. Give tons of value to your referral partners and ask for nothing in return. You should videotape every speaking event, and Voila! Now you’ve got new video that you can segment into 8-10 new video clips on your website, social media and YouTube.

Instead of telling the world how great you are, help your referral partners grow their practices with a book that contains your best secrets. The key: give everything away. Don’t hold back any secrets and your referral partners will crave the information. Your book will be the cornerstone for all of your lawyer-to-lawyer marketing and you will be the beneficiary with a pipeline of referrals.

No time for a book? Write a definitive guide that is 8-10 pages containing your top marketing and management advice for lawyers. Better yet, create a website for your referral partners (i.e., UltimateInjuryLaw.com) that contains your best management and marketing tips or create a LinkedIn group (i.e., Building a Better Injury Practice) and become the moderator of your tribe of fans.

Nurturing your Relationship with Referral Partners

It’s not enough to make a good first impression—you have to cultivate and nurture every new referral partner. A monthly, hard copy newsletter that provides your referral partners with marketing and management tips is the #1 weapon in your referral-based toolshed.

A monthly newsletter will keep you front and center with your referral partners, and they will post your newsletter on bulletin boards and share them with their buddies. With a fulfillment provider and graphic designer, a monthly newsletter will only takewo hours of your time. And if you don’t have two hours to write a newsletter, the growth of your law practice means little to you (and that’s a damn shame!).

A weekly email newsletter is a great way to share your blog posts and extra articles that won’t fit on your monthly newsletter. An email newsletter is a great way to build a herd of raving fans and nurture your relationship with your referral partners.

Party Like it’s 1999

Get crazy with a party for your top referral partners—maybe a Blues Cruise on the Hudson River, or a happy hour at your micro-brewery. Let your hair down and give your referral partners some props in a fun, casual setting.

Not enough cash for a party? Drop off some bagels and donuts for your top referral partners with a handwritten note showing your love. Handwritten letters cost less than a buck and add a unique, personal touch. No one is doing any of this stuff and that’s precisely why it works.

Become a Rock Star with Lawyers

Join the bar associations within 60 miles and write articles for their newsletters. Bar Associations are always looking for new articles for their newsletters and if you’re halfway decent, you just expanded your reach to hundreds (if not thousands) of prospective referral partners every single month…and it won’t cost you a penny. Now, you’ve got an audience of thousands of prospective referral partners.

Tell the Executive Director of a county bar association that you have a special seminar/workshop that you’re offering for free to their members. Most bar associations will jump on your offer and here’s the beauty of this—the bar association will promote your event for its members. Now, your event/workshop has the endorsement of the bar association and they will promote the hell out of your event.

Write articles for prominent lawyer websites, such as Lawmarketing.com or PersonalInjury.com, and watch your tribe grow. Your article’s presence on a prominent lawyer website will give you credibility and add high-ranking links to your website.

A Brutal Challenge for You

Does this stuff work? Well, you’ll never find out while you’re on the sidelines. But I’m willing to bet 98% of you won’t do a darn thing. My challenge to you: prove me wrong. And if you’ve got some crazy, unconventional marketing tactics for lawyer-to-lawyer marketing, share them with the world (or at least a friend or two)…and watch your bucket fill up with new referrals.


 

About John Fisher

John Fisher a personal injury lawyer practicing in Kingston, NY –see www.protectingpatientrights.com and www.UltimateInjuryLaw.com.

John Fisher a personal injury lawyer practicing in Kingston, NY

John Fisher

John’s practice is limited to the representation of victims of catastrophic and substantial personal injuries, including the victims of cerebral palsy, Erb’s Palsy, birth injuries, delay in cancer diagnosis, heart attack and stroke misdiagnosis, legal malpractice, suicide prevention, undiagnosed infections, medication errors and nursing home neglect and abuse.

He is author of “The Power of a System: How to Build the Injury Law Practice of your Dreams,” available for purchase at his website, www.ultimateinjurylaw.com. Ben Glass, Esq., the nation’s leading authority on law office marketing and development calls the book, “amazing”. This 334-page hardcover book is chock full of the technical, managerial and entrepreneurial “how to” secrets to building a multi-million injury law practice. When you buy the book at www.ultimateinjurylaw.com, it will be sent to you via Federal Express (at no extra charge) and you will receive a FREE three-month subscription to my monthly newsletter for lawyers, Lawyer Alert.

If you’d like to get a FREE chapter of his book about internet marketing for lawyers, go to www.ultimateinjurylaw.com, and you can request an instant electronic copy of Chapter 22 (“How to Turn your Website into a Client Magnet”).