Episodios

  • Key Insights to Intake Hiring and Training - Chris Mullins - PILMMA Spotlight 2025

    Key Insights to Intake Hiring and Training - Chris Mullins - PILMMA Spotlight 2025
    Apr 27 2025
    Chris Mullins, The Phone Sales Doctor, joins us today to discuss her upcoming PILMMA roundtable – Intake. You can spend millions of dollars on marketing and have it be all for naught if your intake team is dropping the ball. Afterall, your intake sales specialists are the first warm introduction between your law firm and your prospective clients. They need to not only collect the right information, but they need to do so while showing empathy and compassion to people experiencing trauma. On this episode, we talk about: What to look for when hiring intake sales professionals How to train intake sales professionals for each type of case Big mistakes law firms make with their intake specialists Visit Chris Mullins here: https://www.linkedin.com/in/chrismullinsphonesalesdoctor/. We’ll be at PILMMA Super Summit 2025: https://optimizemyfirm.com/pilmma-2025/. See all episodes or subscribe to the Personal Injury Marketing Minute here: https://optimizemyfirm.com/podcasts/. Transcript coming soon.
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    22 m
  • Processes and Systems to Maximize Profit - Lawrence LeBroq - PILMMA Spotlight 2025

    Processes and Systems to Maximize Profit - Lawrence LeBroq - PILMMA Spotlight 2025
    Apr 27 2025
    Attorney Lawrence LeBrocq, CEO and Managing Partner of Garces, Grabler and LeBrocq PC (GGL), joins us today to discuss Processes and Systems to Maximize Profit in a Personal Injury Law Firm. He'll be speaking at the PILMMA Super Summit this year. There are many skill sets that come into play when growing your firm. It is easy to oversimplify it. One might think, “I’ll invest in marketing, get more clients in the door, then add more attorneys once I have the business growing.” While those are all important, there is a crucial piece missing for maximizing profitability long-term: systems and processes. Without these in place, you risk costly inefficiencies, poor client relationships, and employee burnout. In this episode, we discuss: Processes to maintain consistent communication with clients Systems and checklists for streamlined workflows Setting standards to prevent under-settling cases Visit Lawrence LeBrocq online here https://ggllawyers.com/our-attorneys/lawrence-a-lebrocq-esq/. We’ll be at PILMMA Super Summit 2025: https://optimizemyfirm.com/pilmma-2025/. See all episodes or subscribe to the Personal Injury Marketing Minute here: https://optimizemyfirm.com/podcasts/. Transcript coming soon.
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    31 m
  • Steps to Scale Your Law Firm - Greg & Jany Ward – PILMMA Spotlight 2025

    Steps to Scale Your Law Firm - Greg & Jany Ward – PILMMA Spotlight 2025
    Apr 26 2025
    As we continue our Spotlight on PILMMA series, Attorneys Greg Ward and Jany Martínez-Ward of join us to discuss the strategies and pitfalls lawyers face as they scale their practices. The Ward Law Group has grown significantly, and has offices in both Miami and New York. Growth is exciting — but without the right foundation, it can become a nightmare – leaving you with damaging scars. But real success isn’t just about getting more clients — it’s about scaling the right way. In this episode, we cover: The mindset shifts that are required to grow Core systems and processes for scaling your firm How to hire and manage the right employees for your firm’s values Visit The Ward Law Group online here: https://www.855dolor55.com/. We’ll be at PILMMA Super Summit 2025: https://optimizemyfirm.com/pilmma-2025/. See all episodes or subscribe to the Personal Injury Marketing Minute here: https://optimizemyfirm.com/podcasts/. Transcription coming soon.
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    40 m
  • Mistakes Lawyers Make Video Marketing - Cindy Speaker - PILMMA Spotlight 2025

    Mistakes Lawyers Make Video Marketing - Cindy Speaker - PILMMA Spotlight 2025
    Apr 26 2025
    Cindy Speaker, CEO of Speaker Media and Marketing, joins us today as we continue our "Spotlight on PILMMA" series. At the PILMMA Super Summit 2025 conference, she will be discussing the Best Strategies for Business Marketing. But today, she will be walking us through some of the bigger mistakes lawyers make along the way. Using videos in your marketing strategy just makes sense. People are regularly searching for videos to summarize complex issues. Google is even starting to prioritize videos in search results. You just have to start doing it. In this episode, we discuss: What types of content to make in your videos Legal and ethical missteps while making videos (so you don’t get sued) Cliché tropes to avoid so that you don’t blend in with all of the other lawyers Visit Cindy online here: https://cindyspeaker.com/. We’ll be at PILMMA Super Summit 2025: https://optimizemyfirm.com/pilmma-2025/. See all episodes or subscribe to the Personal Injury Marketing Minute here: https://optimizemyfirm.com/podcasts/. Tanscript:
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    18 m
  • Committing to Goals - No Matter What - Sterling Hawkins - PILMMA Spotlight 2025

    Committing to Goals - No Matter What - Sterling Hawkins - PILMMA Spotlight 2025
    Apr 23 2025
    Sterling Hawkins joins us today to discuss his “No Matter What” approach to success. This mindset has helped him grow through some of the most challenging transitions in his life, and he is sharing this mindset with the PILMMA community as the keynote speaker. Growth is uncomfortable, but it is an inevitable part of change. This is unavoidable if you want your law firm to grow. But how do you navigate the discomfort so that you can thrive in your firm and successfully achieve your goals? In this episode, we discuss: Sterling’s “No Matter What” approaching that stems from unwavering commitment to goals Embracing and growing through discomfort The importance of external accountability This episode and the next several will feature PILMMA speakers in our “Spotlight on PILMMA” podcast series. Visit Sterling online here: https://www.sterlinghawkins.com/. We’ll be at PILMMA Super Summit 2025: https://optimizemyfirm.com/pilmma-2025/. See all episodes or subscribe to the Personal Injury Marketing Minute here: https://optimizemyfirm.com/podcasts/. Transcript: Welcome to the personal injury marketing minute where we quickly cover the hot. Topics in the legal marketing world. I'm your host, Lindsey Busfield. As business owners, we didn't just wake up one morning and go, I think I'll be a lawyer, or I think I'll run an SEO agency. We had visions for success. We had inherent goals, even if they weren't 100% hashed out. Maybe your goals have shifted over time, or maybe you've reached your initial goals and are building on the results. Either way, you are listening to this podcast because you want more. Not only that, but you're willing to take steps and time out of your day to learn how to get to your next level. Continuing our Spotlight on Pilma series, Sterling Hawkins:, Pilma's keynote speaker, joins us today to discuss his upcoming presentation on his no-matter-what approach to success. STERLING HAWKINS: Thank you so much for joining us today, Sterling. Lindsey, thanks for having me on. I'm looking forward to diving in together. Lindsey: Absolutely. Well, let's get started with a bit about yourself and about your background. STERLING HAWKINS: Yeah, of course. Well, I... I grew up a fifth-generation retailer in my family's supermarket. From there, I got into the entrepreneurial software tech world and got pretty lucky early on. I mean, don't get me wrong, we worked really hard as well, but the first company I founded became part of this Apple Pay before Apple Pay. Lindsey: Nice. STERLING HAWKINS: And we raised hundreds of millions of dollars. I thought it was only a matter of time until I'd crowned myself the next Steve Jobs. But when the housing market collapsed, our investment dried up, and things went a totally different direction for me. Lindsey: Yeah, that will absolutely make a big shift, and unless you are able to pivot out of that, you can really get bogged down with that first big dip. STERLING HAWKINS: Totally. And I did get bogged down for a number of years, just sitting in my self-doubt and self-pity and everything else. But what I started to realize is that that failure was an opportunity. We learned a lot of things as an organization, what to do in a culture, and then just for myself, what I need to do as an individual to grow. And it was reflecting on some of those really hard, even dark times that kind of gave me the tool set first for myself, and then for organizations I worked with all over the world to help them grow, regardless of the circumstances. In other words, no matter what. Lindsey: Well, nobody wants to listen to a motivational speaker, if you will, that hasn't failed hard, because why would anybody who has just succeeded over time be able to speak to business owners and attorneys who are struggling, who are here because they don't have all the answers?
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    19 m
  • Unleash Higher Performance from People - Jay Henderson - PILMMA Spotlight 2025

    Unleash Higher Performance from People - Jay Henderson - PILMMA Spotlight 2025
    Apr 23 2025
    Law firm hiring expert, Jay Henderson, joins us today as we continue our Spotlight on PILMMA series. Having the right people in place makes all the difference when it comes to scaling your law firm. Obviously, each role requires a different skillset. Beyond that, each person has unique requirements to keep them performing at an optimal level. This can include management style, motivations, and overall corporate culture. In this episode we discuss: The benefits of assessments prior to making hiring decisions The “Road to Money” process that helps unlock big profits Identifying revenue gaps that can be addressed through better hiring and management processes This episode and the next several will feature PILMMA speakers in our “Spotlight on PILMMA” podcast series. Visit Jay Henderson online here: https://www.jayhenderson.org/. We’ll be at PILMMA Super Summit 2025: https://optimizemyfirm.com/pilmma-2025/. See all episodes or subscribe to the Personal Injury Marketing Minute here: https://optimizemyfirm.com/podcasts/. Transcript: Lindsey: Welcome to the Personal Injury Marketing Minute, where we quickly cover the hot topics in the legal marketing world. I'm your host, Lindsey Busfield. One of my favorite quotes is hire hard, manage easy. This is such a simple concept, but makes a world of difference in the long-term operations of your business. The same is true whether managing a CEO agency, law firm, or even a Dairy Queen. You simply cannot thrive as a business. Without having the right people in place doing the things that need to be done. We are continuing our Spotlight on Pilma series with hiring expert Jay Henderson:. At the upcoming Pilma conference, Jay will be discussing how law firm owners can earn new profits by unleashing higher performance from their people. Thank you so much for joining us today, Jay. Jay Henderson: My pleasure. Thank you. Lindsey: Well, tell us a little bit about yourself and about your hiring agency. Jay Henderson: So, I'm in Raleigh, North Carolina. As I have just learned, you're right up the street from me, which is awesome. And I've been helping law firms for about 15 years make excellent hiring decisions. You know, get the best people in the door that they can. Avoid the problems. That's really where you start. If you can avoid the problems, you're going to default straight into a better team immediately. Right? So, yeah, working with law firms for about 15 years. And speaking of Pilma. But I got into working with law firms because of Ken Hardison. So that has been a great, great connection and relationship. I consider Ken a good friend. In fact, he's from Raleigh. So I met him in Raleigh. So that's that, you know, outside of business. So that's how that worked. But yeah, so it's a lot of fun. I love working with my law firm clients. I pretty much only focus on working with law firms. And that's it. Lindsey: That's great. Yeah, we just had Ken on the show a couple of weeks ago. And what a great guy. He's got some great vision and a huge heart for helping out attorneys, clearly, as you do as well. And so what is it about the legal profession that drew you in and made you want to focus on that for hiring purposes? Jay Henderson: Well, it was a pretty selfish decision, actually. I, well, 2008, 2008. In 2009, I was doing a lot of management consulting work with Cisco Corporation. They happen to have a big campus, as you know, right up the street from us. And so then the economy sort of went sideways, as we all know, a little bit. And I stepped back and I asked, where am I unique and different, where I can add value in the world and be super helpful? And in fact, Ken and I were sitting right here in this office, and we were talking about the different industries that are struggling and what people are going to do to, you know, pivot, which was a big COVID word.
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    23 m
  • Compete with the 800LB Gorilla - Trey Harrell - PILMMA Spotlight 2025 Podcast

    Compete with the 800LB Gorilla - Trey Harrell - PILMMA Spotlight 2025 Podcast
    Apr 23 2025
    Trey Harrell from Charleston’s Trey Harrell Law Office joins us today to discuss his upcoming PILMMA presentation on how to compete with that 800lb gorilla. Every law firm has different goals. Some want to be the big fish in their small pond. Some want to be the big fish in a big pond. Others are happy just to have a few really great cases a year. Either way, law firms need to attract cases in order to meet their goals. In today’s episode, we discuss how small firms can capture a sliver of the market, how to build a brand by leaning into your authentic personality, and how to create consistent, authentic content across different platforms. This episode and the next several will feature PILMMA speakers in our “Spotlight on PILMMA” podcast series. Visit Trey online here: https://treyhelps.com/about/. We’ll be at PILMMA Super Summit 2025: https://optimizemyfirm.com/pilmma-2025/. See all episodes or subscribe to the Personal Injury Marketing Minute here: https://optimizemyfirm.com/podcasts/. Transcript: Welcome to the Personal Injury Marketing Minute, where we quickly cover the hot topics in the legal marketing world. I'm your host, Lindsey Busfield. Law firms come in all shapes and sizes and have different goals to match. Some firms want to dominate their area, while others would be happy getting just a handful of really great cases every year. Regardless of the goal, every law firm wants to get their piece of the pie. But some... Locations make that challenging, especially when you are competing against the giant-sized law firms spending millions of dollars every month to dominate their area. How can a smaller law firm compete against them to get even a bit of attention? Trey Harrell:, founding partner of Trey Harrell: Law Office in Charleston, joins us today to discuss his PELMA topic, Competing Against the 800-Bound Gorilla. Thank you so much for joining us today, Trey. Trey Harrell: It's my pleasure. Thanks for having me. Lindsey: Well, tell us a little bit about yourself and about your law firm. Trey Harrell: Yeah, we run a small three-day attorney shop in Charleston, South Carolina. We represent clients all over the Palmetto State. We've been open for about five years. I've been practicing a lot longer than that. Before we opened up this firm, I was a special assistant United States attorney, a federal prosecutor. So, you know, we did our time for the government and then decided to go out on my own. And here we are today. Lindsey: That's great. Well, talk to us about some of the challenges that you see, you know, especially when you have some of these monster personal injury firms that are kind of encroaching on your market. Trey Harrell: Yeah. The hardest part of dealing with one of those big firms is their budget is at such a massive level. And then being able to saturate the market that they do in the way they do is just such a challenge for us to deal with. So you got to be really smart and very strategic in how you market and how you go about getting the clients because you can't, you don't have the dollars to waste on a bad TV commercial or a bad billboard. You've got to be very strategic in what you do. Lindsey: Right. You're not going to be able to go toe to toe against them using the same methods that they're using or else you're going to be bankrupt in an hour. Trey Harrell: But see, there's also a kind of a benefit to that is because they're spending so much money, they have to bring in so much revenue in so many cases. I think a lot of problems. Problems with a lot of small lawyers, particularly when they're starting out. They try to compete with the big dogs. We all know who I'm talking about, right? They try to go head to head with them. You don't need the whole pot, right? You don't even need half the pot when you're a small law firm. You need just a little sliver.
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    17 m
  • Thrive with Virtual Assistants - Raquel Gomes - PILMMA Spotlight 2025

    Thrive with Virtual Assistants - Raquel Gomes - PILMMA Spotlight 2025
    Apr 22 2025
    In today’s Spotlight on PILMMA series episode, Raquel Gomes, the founder of Staffi, joins us to discuss how hiring virtual assistants can help law firms support their operations. This episode and the next several will feature PILMMA speakers in our “Spotlight on PILMMA” podcast series. As law firms scale their practices, having the right support staff in place is essential. Now, more than ever, law firms have options when it comes to how to fill these roles. You can opt for a traditional route of having someone in office. You can hire remote workers who still work for your firm directly. You can hire agencies and outsource responsibilities. Or you can hire virtual assistants who are managed by an outside company. In this episode, we discuss: How hiring the right team can give lawyers time freedom What roles can virtual assistants fill The financial benefits of hiring virtual assistants Visit Raquel online here: https://getstafi.com/what-is-stafi/. We’ll be at PILMMA Super Summit 2025: https://optimizemyfirm.com/pilmma-2025/. See all episodes or subscribe to the Personal Injury Marketing Minute here: https://optimizemyfirm.com/podcasts/. Transcript: Welcome to the Personal Injury Marketing Minute, where we quickly cover the hot topics in the legal marketing world. I'm your host, Lindsey Busfield. In the age of remote hiring, we are well beyond the need to exclusively have employees in office, or even in the same state. While some roles are helpful to fill on location, you can streamline operations and find substantial savings by filling the positions with virtual assistants. Continuing our Spotlight on PILMA series, Raquel Gomes of STAFI joins us today to discuss her upcoming PILMA presentation, How to Thrive with VAs. Thank you so much for joining us today. Raquel Gomes Thank you for having me. So, let's start out, tell me a little bit about yourself and about STAFI. All right, so I grew up in the south of Brazil in a very traditional family where my father was an entrepreneur and my mom was fully dedicated to her family. And I heard often that because I was a woman, I had to choose. I couldn't have everything I wanted from life. And my mom, she lived her life like that. And I love and admire her to death, but she's an incredible lady. But that never sat well with me. That really created an inner fire. And I studied psychology actually to challenge those limiting beliefs. And I decided early on that my mission was to help women believe that they can get to live a full life with everything they dream and desire. She We've We've done it. it. well done. While having the time to do the things we love, while being able to be present for our families, while being able to stop working to go get my daughter from school, because that's what I cherish, and, you know, to take on those guilt-free vacations where you can bond with your family and friends, and I feel that time is our most valuable asset, and being able to be present is the most expensive luxury there is, and if you're doing everything yourself for your business, you're killing yourself. That's not a life that I want for me, and it's not a life that I want for any law firm owner out there either. And that's what we do at STAFI. We provide you with the support that your business needs in order for you to be able not only to grow your businesses financially, but also to be able to live the life of your dreams in your own terms. And we do this by providing the best talent there is in Latin America. They're fully bilingual, college-educated, trained, and ready to go. And we also Go one step further and provide you the support to alleviate you from onboarding, training, and managing of that VA because the truth is, anyone can tell you that they can get you good VAs, but then it's on you to onboard them, to train them, to coach them, and to incorporate them into your firm.
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    19 m
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