How Do Some Solicitors Grow Their Law Firms Faster Than Others?

Would you like to know what separates the solicitors who tick along year on year, doing perfectly fine without ever quite reaching their potential, from those who seem to grow easily and substantially year on year?

You might think that it is because they are always undertaking the latest, cutting edge marketing tactics that allow them to surge ahead, but I can assure you that it isn’t that. There are rarely, if ever, any ‘new, cutting edge’ marketing tactics, just refinement of old ones, so it isn’t that.

As a marketing man, you might expect me to say that it is because they keep spending more and more money on marketing to get their dramatic growth results, but it isn’t that either. Some of these ‘superstar solicitors’ do not spend any vast amounts of money on marketing at all.

Maybe it is because they attend more conferences or read more books to keep learning? No, it isn’t that one either.How Do Some Solicitors Grow Their Law Firms Faster Than Others?

Would you like to know what it is?

Quite simply, it is that they agree to a plan to follow and then they consistently, week on week, month on month, take action to implement that plan.

They take action even if they do not sometimes feel like doing it, or ‘do not have the time’.

I put ‘do not have the time’ in italics because everyone always has the time; the difference is that my superstar solicitors know this and ensure that they always find the time to do what needs to be done, whilst those not achieving the growth that they would like to see blame ‘not having the time’ for their failure to take action.

There are some very simple ways to find more time and I share these with my clients so that they never use the ‘time’ argument on me because they know that I will not entertain it.

Instead, they find the time, take the action and see the results; consistently!

Next week I am going to share with you how you can receive all of my ‘trade secrets’ in one hit so that you can ensure 2020 is the best year yet for your law firm.

Until then, I wish you a very happy, successful and profitable 2020!

Case Study

From biggest fee earner to no fee earning whilst doubling turnover

I’d been looking for somebody to help me with marketing for a while, and I came across Nick on Google.

That was three years ago, and in that time it’s fair to say that he’s had a massive impact on my business, and my life as a result.

In the early days, my goal was simple and specific: increase the turnover of the business so that I could take more money out of the business.

I had an amount in mind, and I expected it to take years to get there, but when I achieved it in just six months, it began to dawn on me that this guy really knew what he was talking about.

As a result of that early success, and with Nick’s help, I realised that my expectations were too low, and what I could actually achieve, with the right thinking and guidance, was far beyond what I’d ever imagined.

What Nick saw – and what he made me see – was that my business had fantastic potential, but to realise that potential, things needed to change.

Even before Nick got involved, we were getting a decent volume of leads, but it was what was happening to the leads that was the problem.

We weren’t tracking them, there was no process in place and to top it all off, we didn’t have a clear pricing structure, which meant that we were nowhere near as profitable as we could be.

And that’s where Nick came into his own. He built us a bespoke lead generation and sales process, and the results were staggering.

We pretty much doubled our turnover, allowing me to build a four-person sales and marketing team that gets us more leads and more sales.

Of course, Nick’s Google Adwords expertise has been a key part of our growth, and today it’s a hugely profitable marketing pillar for us.

But regardless of the medias or mechanisms we’ve used to grow over the last three years, it’s been Nick’s rock solid marketing plan that underpins it all.

He’s stopped me trying this and that, and got me to focus on the things that’ll have the biggest impact on the business.

And I think there’s a lot more to come – we still haven’t implemented everything that Nick has given us to do, and when we do, I reckon we’ve got around another £250,000 of revenue per year to add to our figures.

And it’s not just the business that’s seen a transformation – it’s been a personal transformation too.

When Nick first got involved, I was the biggest fee earner, and consequently I was reluctant to stop getting involved in cases.

Nick eventually made me see that if I was serious about growing this business, that needed to change and as time has gone on I’ve taken on less and less work – now I don’t do any of it.

And I only wish I’d done it earlier, because the result has been me having more time to build the business, and spending time with the people that are important to me.

Not only that, but the business is stronger, because it’s much less dependent on me.

Nick was right about that one, as he has been about pretty much everything else – it pains me to say it, but it’s true!

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