How a Coerced Confession Led to a Wrongful Conviction

On September 7, 1988, Marty Tankleff ^[1], a high school senior, woke up to find his adoptive parents brutally beaten and stabbed in their Long Island home. Despite a complete lack of physical evidence pointing to him, the investigation quickly focused on Marty as the primary suspect. 

In fact, the only evidence against Marty was a coerced confession. After hours of questioning, Marty eventually confessed to the crime, but then quickly recanted. Despite his recantation, Marty was convicted and sentenced to 50 years to life in prison for the murder of his parents – a conviction based solely on a coerced confession.

A Decades-long Battle for Freedom

Over the next ten years, Marty worked tirelessly with a team of lawyers, investigators, and advocates to appeal his case. Despite repeated setbacks, they refused to give up. Eventually, more and more evidence emerged to prove Marty’s innocence. Several witnesses came forward who implicated another suspect, and forensic testing revealed that the DNA on the murder weapon did not match Marty’s.

Finally, in 2007, Marty’s legal team was successful in securing a new trial, and in 2008, after almost two decades behind bars, Marty was finally released.

_{[1] Martin Tankleff is currently the Peter P. Mullin Distinguished Visiting Professor at Georgetown University, an Adjunct Professor of Law at Georgetown Law Center, and Special Counsel to Barket Epstein Kearon Aldea & LoTurco, LLP – one of the firms that helped obtain Marty’s exoneration.}

From Wrongfully Convicted to Criminal Justice Advocate

Marty’s case is a tragic example of the flaws within the criminal justice system. Despite the lack of physical evidence and the inconsistencies in his confession, Marty was wrongfully convicted and sentenced to a lifetime in prison. His story is a powerful reminder of the importance of fighting for justice and the need for reform within the criminal justice system. 

Today, Marty is a free man, a defense attorney, professor of law, and leading voice for the innocent. He has dedicated his life to advocating for criminal justice reform and helping others who have been wrongfully convicted. 

Dive Deeper into False Confessions and Hear Marty’s Story on the California Innocence Project Podcast

Listen to Marty’s full story on the California Innocence Project Podcast. Episodes will offer an in-depth look at the issue of false confessions; including the psychological and legal factors that can lead to eliciting false statements, along with a firsthand account of Marty’s incredible story.

California Innocence Project Podcast

In 2002, Brian Banks was a 17-year-old high school football star with a promising future ahead of him. Unfortunately, his life took a drastic turn when he was falsely accused of kidnapping and raping a female classmate. Despite maintaining his innocence, the combination of poor legal counsel, lack of investigative work, and a broken justice system resulted in Banks being convicted and spending over five years in prison for a crime he did not commit.

Banks’ story is a powerful example of the injustices that can occur within the criminal justice system. His incredible story of wrongful conviction – and eventual exoneration – is the focus of the latest series of Legal Talk Network’s new “California Innocence Project Podcast”. 

A Promising Football Star’s Tragic Turn of Events

In his junior year at Long Beach Poly High, Brian dominated the football field as a linebacker.  He had verbally accepted an offer to play at the University of Southern California (USC) with a full ride scholarship. At just 16-years-old, Brian had everything in the world to look forward to; however, all of this came crashing down when he was falsely accused and wrongfully convicted of raping a fellow classmate, Wanetta Gibson. 

A False Accusation and an Impossible Choice

Although there was no DNA found on the accuser or her clothing, no eye-witness testimony, and no other evidence to support Gibson’s claims, Brian was arrested for the crime. After months of awaiting trial, Banks was urged to take a plea deal by his lawyer, who believed that he would be unable to win his case in court. At just 17-years-old, Brian was being tried as an adult. He faced an impossible decision – either fight the charges against him and risk spending 41 years-to-life in prison, or accept a plea deal for a shorter sentence, and serve time in prison for a crime he did not commit. 

Out of fear and pressure from his lawyer, Brian pleaded no contest to the charges and was sentenced to a decade of prison and probation. Brian went to prison on his 18th birthday, marking the first day of what would be a long and challenging five-year prison sentence. 

From Exoneration to the NFL: Brian Banks’ Incredible Journey

After his release from prison and nearly a decade after the alleged crime, Banks’ accuser reached out to him on social media. She confessed to Brian and his legal team that she had lied. With the help of the California Innocence Project – and his accuser’s recanted testimony – Banks was able to have his conviction overturned in 2012. 

Following his exoneration, Banks sought to resume his dream of playing football. In the summer of 2012, Brian received tryouts with several NFL teams, including the Kansas City Chiefs, San Diego Chargers, and San Francisco 49ers. Banks signed with the Atlanta Falcons on April 3rd, 2013. And although he only played four preseason games with the Falcons before being released, Banks was able to fulfill his lifelong dream of playing in the NFL.  

Raising Awareness and Inspiring Change

Unfortunately, Brian’s story is just one of many. He was a victim of false accusations and wrongful conviction, and lost over five years of his life as a result. His story is a powerful reminder of the importance of fighting for justice, and a testament to the strength and resilience of the human spirit.

By sharing his story, Banks is helping to raise awareness about wrongful convictions, the systemic issues within our criminal justice system that contribute to these injustices, and  inspiring others in their fight for freedom.

Injustice can happen to anyone, at any time, and Uriah Courtney’s story is a tragic example of this. In 2006, Uriah was wrongfully convicted of raping and kidnapping a 16-year-old girl, a crime he did not commit. At the time of his arrest, Uriah was only 25 years old. Despite having an alibi for the time the crimes were committed, multiple sources to confirm this alibi, and the complete lack of reliable evidence, Uriah was sentenced to life in prison – primarily based on the mistaken eyewitness identification.

The Journey to Justice: Uriah Courtney’s Story of Overcoming Wrongful Conviction on Legal Talk Network’s Debut Episode

The first series release of Legal Talk Network’s newest wrongful conviction podcast, the California Innocence Project, shares the story of Uriah Courtney, his journey of being wrongfully convicted, and his eventual exoneration by The California Innocence Project after spending nearly eight years in prison.

From Wrongful Conviction to Redemption Through DNA Evidence

For Uriah, life in prison was a nightmare. He was away from his family, his friends, and the world he knew. But amidst all the pain and turmoil, Uriah never lost hope. His chance at justice came when The California Innocence Project took on his case in 2010. The California Innocence Project is a non-profit organization that provides free legal representation and investigative services to those who have been wrongfully convicted.

After over eight years in prison, new DNA evidence was able to prove Uriah’s innocence, and in June 2013, all charges against him were dismissed and he was released from prison. Uriah’s case highlights the flaws in the criminal justice system, including the unreliability of eyewitness identifications and the significance of timely access to DNA evidence. 

“I think that if the evidence hadn’t been preserved…it’s likely there would have been no hope for me,” said Uriah Courtney. “It’s possible I could have died in prison.”

Life after Exoneration

Today, Uriah is a free man and a vocal advocate for justice reform. He frequently speaks about his experience of being wrongfully convicted, the trauma he endured, and the importance of fighting for justice. Uriah’s story has also inspired him to co-author the book “Exoneree,” which is an honest and open account of his time spent in prison and how he made it through.

Uriah’s story is unfortunately not unique. According to the National Registry of Exonerations, there have been over 2,800 exonerations in the United States since 1989. Many of these exonerations are thanks to advances in DNA evidence, as well as the work of organizations like The California Innocence Project that are dedicated to writing these wrongs and giving those who have been wrongfully convicted a second chance at life.

Legal Talk Network, the leading legal podcast network, announces the launch of ‘California Innocence Project Podcast:’ stories of wrongfully convicted men and women who spent decades in prison for crimes they did not commit. 

“The injustice suffered by so many innocent people is heartbreaking,” said Legal Talk Network Executive Producer Laurence Colletti. “I simply had no idea how often wrongful convictions occurred. Working with the California Innocence Project on this podcast has been an incredibly humbling experience. Learning about their fights for freedom has given me new inspiration about the practice of law. The work they do truly matters.”

California Innocence Project Podcast’s episodes will include first-hand accounts from the exoneree, as well as discussion on the common ways innocent people end up in the system including DNA, false confessions, and junk science. Legal Talk Network sourced experts in evidence, prosecutors, lawyers, documentarians, and the exonerees themselves. Exoneree stories will include football player Brian Banks and Amanda Knox. 

“We are pleased to find a partner in Legal Talk Network who has taken the time and care to get the word out about the people trapped in a wrongful conviction, and explain the work our attorneys did to free them,” said Michael Semanchik, Managing Attorney for California Innocence Project, and host of the podcast. “We hope that by talking about the exonerees, we can raise awareness of the need for criminal justice reform and inspire others to get involved in this important work.”

The California Innocence Project works to free innocent people wrongfully convicted of crimes through the work of staff attorneys, law student interns, and pro bono attorneys. Since its founding in 1999, the organization has exonerated 38 individuals who collectively spent hundreds of years in prison for crimes they did not commit. 

“The California Innocence Project Podcast on the Legal Talk Network will provide an invaluable platform for the public to understand the struggles and victories of exonerees,” says Jack Newton, CEO and Founder of Clio. “It’s time for society to confront the injustices that persist within our legal system and work together to create a more equitable future for all. By providing our software, we hope to contribute to a more efficient legal process and empower the California Innocence Project to reach even more individuals in need. It is our hope that through these stories, we can help prevent future wrongful convictions.”

Early episodes of California Innocence Project Podcast: 

• Uriah Courtney: wrongfully identified and convicted of kidnapping and rape in 2005. Uriah served eight years before the victim’s clothing was re-tested for DNA, and the resulting DNA pointed to the real perpetrator who went on to commit additional crimes that landed him in the national DNA database.
• Brian Banks: wrongfully convicted in 2002 of rape at age 17 after being wrongly accused by a high school acquaintance. Brian was pressured into a plea deal only to have his accuser recant her testimony after his release. 
• Martin Tankleff: wrongfully convicted in 1999 of murdering his parents. Tankleff was coerced into falsely confessing to the crime after hours of intense questioning and sentenced to 50 years to life in prison.

California Innocence Project Podcast, produced by Legal Talk Network, is available now on all major podcast platforms, including Apple Podcasts and Spotify.

About Legal Talk Network:

Legal Talk Network is a leading podcast network that covers a wide range of legal topics, including legal news, practice management, and career development. With a diverse roster of hosts and guests, the network is committed to advancing the legal profession by providing quality educational content and fostering a community of legal professionals who are passionate about improving the practice of law. For more information visit legaltalknetwork.com.

About the California Innocence Project:

The California Innocence Project is a non-profit organization based in San Diego, California, working to free innocent people who have been wrongfully convicted. Since 1999, the Project has exonerated 38 people who have spent years in prison for crimes they did not commit. The California Innocence Project is dedicated to ensuring that the innocent are freed, the guilty are held accountable, and the justice system is fair for all. For more information visit: californiainnocenceproject.org.

About Clio:

Clio is transforming the legal experience for all by creating the world’s leading cloud-based technologies for law firms. Firms of all sizes and practice areas use Clio products—Clio Manage, Clio Grow, and Lawyaw—to manage firm operations, streamline billing and payments, automate legal documents, and improve client experiences. As a result, Clio is helping lawyers and their clients better connect throughout the legal process. 

Media assets available at: legaltalkenetwork.com/media

Media Contacts:

Paige Locke
Marketing Manager
Legal Talk Network
plocke@legaltalknetwork.com

Michael Semanchik
Managing Attorney
California Innocence Project
michaelsemanchik@gmail.com  

Laurence Colletti
Executive Producer
Legal Talk Network
lcolletti@legaltalknetwork.com 

Legal Talk Network, the leading legal podcast network, announces the launch of ‘California Innocence Project Podcast:’ stories of wrongfully convicted men and women who spent decades in prison for crimes they did not commit. 

“The injustice suffered by so many innocent people is heartbreaking,” said Legal Talk Network Executive Producer Laurence Colletti. “I simply had no idea how often wrongful convictions occurred. Working with the California Innocence Project on this podcast has been an incredibly humbling experience. Learning about their fights for freedom has given me new inspiration about the practice of law. The work they do truly matters.”

California Innocence Project Podcast’s episodes will include first-hand accounts from the exoneree, as well as discussion on the common ways innocent people end up in the system including DNA, false confessions, and junk science. Legal Talk Network sourced experts in evidence, prosecutors, lawyers, documentarians, and the exonerees themselves. Exoneree stories will include football player Brian Banks and Amanda Knox. 

“We are pleased to find a partner in Legal Talk Network who has taken the time and care to get the word out about the people trapped in a wrongful conviction, and explain the work our attorneys did to free them,” said Michael Semanchik, Managing Attorney for California Innocence Project, and host of the podcast. “We hope that by talking about the exonerees, we can raise awareness of the need for criminal justice reform and inspire others to get involved in this important work.”

The California Innocence Project works to free innocent people wrongfully convicted of crimes through the work of staff attorneys, law student interns, and pro bono attorneys. Since its founding in 1999, the organization has exonerated 38 individuals who collectively spent hundreds of years in prison for crimes they did not commit. 

“The California Innocence Project Podcast on the Legal Talk Network will provide an invaluable platform for the public to understand the struggles and victories of exonerees,” says Jack Newton, CEO and Founder of Clio. “It’s time for society to confront the injustices that persist within our legal system and work together to create a more equitable future for all. By providing our software, we hope to contribute to a more efficient legal process and empower the California Innocence Project to reach even more individuals in need. It is our hope that through these stories, we can help prevent future wrongful convictions.”

Early episodes of California Innocence Project Podcast: 

• Uriah Courtney: wrongfully identified and convicted of kidnapping and rape in 2005. Uriah served eight years before the victim’s clothing was re-tested for DNA, and the resulting DNA pointed to the real perpetrator who went on to commit additional crimes that landed him in the national DNA database.
• Brian Banks: wrongfully convicted in 2002 of rape at age 17 after being wrongly accused by a high school acquaintance. Brian was pressured into a plea deal only to have his accuser recant her testimony after his release. 
• Martin Tankleff: wrongfully convicted in 1999 of murdering his parents. Tankleff was coerced into falsely confessing to the crime after hours of intense questioning and sentenced to 50 years to life in prison.

California Innocence Project Podcast, produced by Legal Talk Network, is available now on all major podcast platforms, including Apple Podcasts and Spotify.

About Legal Talk Network:

Legal Talk Network is a leading podcast network that covers a wide range of legal topics, including legal news, practice management, and career development. With a diverse roster of hosts and guests, the network is committed to advancing the legal profession by providing quality educational content and fostering a community of legal professionals who are passionate about improving the practice of law. For more information visit legaltalknetwork.com.

About the California Innocence Project:

The California Innocence Project is a non-profit organization based in San Diego, California, working to free innocent people who have been wrongfully convicted. Since 1999, the Project has exonerated 38 people who have spent years in prison for crimes they did not commit. The California Innocence Project is dedicated to ensuring that the innocent are freed, the guilty are held accountable, and the justice system is fair for all. For more information visit: californiainnocenceproject.org.

About Clio:

Clio is transforming the legal experience for all by creating the world’s leading cloud-based technologies for law firms. Firms of all sizes and practice areas use Clio products—Clio Manage, Clio Grow, and Lawyaw—to manage firm operations, streamline billing and payments, automate legal documents, and improve client experiences. As a result, Clio is helping lawyers and their clients better connect throughout the legal process. 

Media assets available at: legaltalkenetwork.com/media (embargoed until March 31)

Media Contacts:

Paige Locke
Marketing Manager
Legal Talk Network
plocke@legaltalknetwork.com

Michael Semanchik
Managing Attorney
California Innocence Project
michaelsemanchik@gmail.com  

Laurence Colletti
Executive Producer
Legal Talk Network
lcolletti@legaltalknetwork.com 

Helmed by Co-Chairs Gyi Tsakalakis and Jeannine Lambert, the 2023 ABA TECHSHOW returned to the Hyatt Regency in Chicago (March 1-4). This marks the 2nd year of in-person gatherings for this legal technology conference since the Pandemic waned. In a good way, this year’s event felt more like business-as-usual. Regardless of someone’s tech knowledge, there were plenty of programs and access to experts giving a leg-up on law firm operations. Legal tech companies were more than happy to discuss products and services making the practice of law easier/more profitable. In addition, knowledgeable speakers (usually attorneys) generously shared their secrets to running better firms and getting the most out of practice life.

At last check, the Expo Hall was nearly sold to capacity. In terms of the vendors, there were small booth offerings for newly minted start-up companies as well as larger spaces for the more established companies. Hosted by long time legal technology journalist Bob Ambrogi, day one’s opening event was the 7th annual start-up pitch competition for companies in the legal tech space. This year’s winner was Universal Migrator, a company that makes migrating practice management or document management platforms simpler.

As for our podcast coverage, we were excited to talk with expert speakers about topics like Non-Fungible Tokens (NFTs), the Metaverse, Web 3, and A.I. Like many others out there, we’ve heard about Chat GPT’s use of artificial intelligence and this year’s ABA TECHSHOW gave us an opportunity to learn much more about it. On the regulatory front, we also hosted a discussion about the ABA’s Model Rules of Professional Conduct 5.4 and 5.5 (Fee Sharing, Law Firm Ownership Models, and Unauthorized Practice of Law). For a complete list of our podcast episodes and notable guests, please see below:

‘The Lowdown’

Conference Chair Gyi Tsakalakis stops by to give a quick run-down of the event and gives advice on how to get the most out of this annual gathering. Stay tuned for a little timeless Stoic Wisdom.

‘Insights From the Legaltech Visionaries Panel’

Top Entrepreneurs in Legal Tech (Jack Newton, Kimberly Bennett, Jazz Hampton, & Erin Levine) sit down to discuss the ethos of innovation, overcoming fear, and motivational advice for making dreams come true…

‘Integrations In Law Practice’

Catherine Stock and Tressa Schultze discuss the value and benefits for their customers following the integration of MyCase into Infotrack.

More Episodes… Coming Soon

Notable Guests (in alphabetical order):

• Kimberly Bennett – (Co-Founder of Fidu)
• Jazz Hampton – (CEO & GC of TurnSignl)
• Erin Levine – (Founder of Hello Divorce)
• Jack Newton – (Founder and CEO of Clio)
• Tressa Schultze – (Director of Product in Legal Software & FinTech)
• Catherine Stock – (Partnerships Manager at InfoTrack US)
• Gyi Tsakalakis – (President of Attorney Sync)

After a long slumber in the doldrums of virtual gatherings, the Clio Cloud Conference returned to real life in Nashville, Tennessee. Needless to say, this legal tech community was long overdue to catch up and collaborate with dear friends and colleagues. So much had changed since the last in-person conference in San Diego during 2019. Despite the multi-year Covid-pause, new attendance records were reached with 2,000 participants on-location and 1,000 tuning in from the virtual world. 

True-to-form, the “Clions” invested far outside the bell-curve on amenities, speakers, and educational programming. This year’s conference was set against the gargantuan backdrop of the ‘Gaylord Opryland Resort & Convention Center’, a nine acre indoor facility equipped with its own river, water park, and fun-faux town square under a gigantic glass atrium. 

As for the speakers, the Keynotes included former Solicitor General Neal Katyal, ‘The Art of Gathering’ author Priya Parker, ‘Influence: Science and Practice’ author Robert Cialdini, and of course Clio Founder/CEO Jack Newton.

In addition to learning better ways to use the Clio Practice Management Platform, particpants had access to a variety of educational sessions designed to make legal practice more profitable, efficient, and enjoyable. 

For our part, we recorded 18 short-format podcasts loaded with economic data/trends about the legal profession as well as ways for generating more business in your law firm. If you want to learn more about marketing your firm, building automations into your legal work, or what today’s client really want… you’ve come to the right place. All of these episodes are linked below.

Lastly, we had the great privilege of getting early access to the 2022 Clio Legal Trends Report. This free annual publication is easy-to-read and offers unparalleled insights about the legal profession. In my humble opinion, this unique report is a must-read for anyone who owns or manages a law firm. Among the many data points included are the following:

• Billing rates by practice area and location
• Client preferences for delivering legal services
• Billing methods that increase collections
• Economic factors impacting the legal profession
• Work flows and software
• Key Performance Indicators (KPIs)

Episode List:

Insights from Clio’s 2022 Legal Trends Report

Amid inflation, rising interest rates, and volatile employment markets, Clio takes a look at how global trends have impacted business and productivity among law firms.

What Lies Ahead for Legal with Jack Newton

The world of lawyering has surged in spite of the pandemic, but new adversity looms. Fears over inflation, war, hiring markets, and a recession have left many attorneys wondering how to prepare for the coming months.

Hire for Success – Best Practices for Growing Your Team

If you’re working way more hours than you want to, it’s time to hire someone new! Hiring another lawyer for your firm lightens your load, lessens the likelihood of burnout, and makes you more money. Kristin Tyler shares insights on current hiring trends and outlines how to connect with the right talent for your team. 

How to Design Scalable Legal Services

No matter your practice area, smart planning can help you grow your business. Co-hosts Christopher Anderson and Laurence Colletti talk with Tim Parlatore about creating a scalable law firm.

Lessons Learned from Starting a New Law Firm

Why start your own law firm? –Freedom, a creative business model, providing a unique client experience… and the list goes on! Sharing highlights from their panel discussion, Austin Pantaleo, Lindsey Egan, and Joe Gibson talk through vital lessons learned while starting up their law firms and give their top strategies for success as a solo attorney.

The Benefits of a Legal Blog

Legal blog posts are great tools for building relationships with potential clients because they create trust, credibility, and allow you to create a personal connection with your clients.

Decision Science with Nika Kabiri

Bad decision making is a very human problem, but that doesn’t mean we can’t override our natural tendencies and make successful choices. Host Stephanie Everett taps into Nika Kabiri’s insights on science-based decision strategies. 

How to Use PR to Build Your Law Firm’s Brand

Even small firms can use PR to their advantage. Joe Patrice talks with Pamela Smith about leveraging PR strategies for firms of any size.

Automating Workflows with Zapier

Avoiding busywork should be at the top of your to-do list, and automation is the best solution. Foojan Shabrang and Scott Hamilton offer tips for getting started with Zapier to automate your workflows.

How to Get Paid for Your Legal Services—Without the Chase

Creating a happy path from intake to invoice makes getting paid a lot easier, but how do you get there? Hosts Laurence Colletti and Stephanie Everett talk with Adrian Francis and Raquel Trinidad about client billing without the hassle.

How Content Creation Can Grow Your Law Firm

Strategic messaging helps your community understand why they want you to be their lawyer. Tune in to Laurence Colletti’s conversation with Camille Moore and Phillip Millar to learn how to take the plunge into online content creation and grow your brand.

Innovation in the Courts with Judge Schlegel

The pandemic was a driver for change in justice systems around the globe, but one court’s innovative and inexpensive approach is worth a closer look. Judge Scott Schlegel manages what may be one of the most advanced courts in the United States for delivering justice online. 

Reisman Award Winner Andrew Rudder – Best New Law Firm

Reisman Award winner Andrew Rudder talks with host Patrick Palace about his path to becoming a lawyer, including some of the unique experiences and challenges he has faced as a black attorney.

Reisman Award Winner Geeta Daswani – Excellence in Client Service

“A great client experience should be at the core of what you do.” – Geeta Daswani, winner of the Excellence in Client Service Reisman Award, talks with podcast host Patrick Palace about her firm’s best practices for thoughtful and efficient client interactions. 

Finding Balance – How to Make the Most of Your Time

How much can we really get done in a day? Christopher Anderson talks with Clio presenter Olivia Vizachero about how to become a consistent, confident manager of your schedule.

How to Succeed with Social Media Marketing

Love it or hate it, social media is where you need to be to get noticed by modern consumers. Gyi Tsakalakis chats with Michelle Fonseca-Kamana and Adam Juratovac about developing online presence to strengthen credibility and reach new clients. 

Managing Client Expectations for Long Term Success

Lack of communication and surprisingly large bills are often major sources of complaint for law firm clients, but it doesn’t have to be that way! Attorneys Shreya and Colin Ley share their simple strategies for managing client expectations and providing a better customer experience.

If you can spare a minute, you can immediately make more money practicing law. If that sounds too good to be true, allow me a moment to curry favor…  Inspired by their annual Legal Trends Report, we’ve partnered up with Clio to produce short podcast segments chock-full of digestible bites designed to turbo-charge your law practice instantly. In a minute or less, we delve into what factors separate profitable practices from those struggling to survive.

Long term growth is about small things done consistently over time. From technology that increases billables to crafting that ideal client experience, we distill the nitty gritty and dish it out to your ear in 60 seconds or less. Getting curious? If so, join us for the next installment of the ‘Clio Legal Trends Report Minute’ now being featured in these select shows: 

The thought of starting your own firm appeals to many attorneys at some point in their career. But there are several things you should consider before you quit your current firm and start your own. 

Depending on whether you’re just starting out in your career, or have been a lawyer for some time, your challenges may vary. So how do you know if you should start your own law firm? And, what are some tips you should consider before going solo?

What to Consider Before Starting Your Own Law Firm

1. Know Your Why – Have a Mission Statement

“If a man knows not which port he sails, no wind is favorable.” If you do not know why you’re starting your own practice, then no amount of time, money or effort will guarantee success for your new firm. Your “Why” for starting your own law firm will be the driving force behind many of the major choices you make; including how you design your law practice, the clients and cases you take on, your company culture, growth plan and more. It will also be your main motivation when challenges arise.    

You have to know where you’re going. What is your why? What do you want your law firm to be?…Write out a company mission statement for your firm. What it is you want to be known for? What do you want to strive towards? What will be your guiding principles? This mission statement – your why – will be the thing that guides you throughout the law firm startup process. 

2. Set Some Goals

To build a successful, profitable and valuable law firm, you need to have some goals. What do you want to achieve in your solo law practice? Your initial goals can be as simple as determining: What sort of clients do you want to attract? What types of cases do you want to take on? How many attorneys would you like to have in your firm? How much revenue do you want to make? Do you want to go to court? All of these questions can help define your law firm goals, and further establish your law firm’s business plan. 

Tip: Write your goals down. “People who very vividly describe or picture their goals are anywhere from 1.2 to 1.4 times more likely to successfully accomplish them.” 

3. Plan Your Finances – How are You Going to Pay Your Bills?

Perhaps one of the most important questions to consider before starting your own law firm is – How much is it going to cost? Starting your law firm can be expensive, and there are a lot of initial expenses to consider. However, having a good plan in place, implementing the right technology, cutting down on overhead costs, and engaging with the right business partners are all ways to decrease your startup law firm expenses.   

How to Cut Your Overhead Costs

For solo practitioners, lower overhead costs usually means better profit margins and a boosted bottom line. But how do you determine what costs to cut, and what expenses are essential to running your law firm? 

Some of the biggest overhead costs a new law firm can consider reducing in its initial startup are the costs of commercial building space and office administration. 

• Commercial Building Space: Do you need a full time office space for your solo practice? Surprisingly, only about 60% of solo practitioners utilize commercial office space. Taking advantage of shared office space and work locations can dramatically cut your starting overhead costs. Remember, a law firm is not necessarily the building, office supplies or physical stuff…it’s the people you have, the work you do and the relationships you build.

• Office Administration: If you’re starting out small, then having someone come in part time to do the books and catch up on admin items can be highly advantageous and inexpensive for your law firm.

How Solo Practitioners Can Leverage Tech to Be More Successful

Running a solo practice or small law firm certainly comes with its advantages and disadvantages. Often, one of the biggest disadvantages for a solo practice is the limited access to resources, such as associate attorneys, support staff, and office equipment. Fortunately, new innovations in legal technology have provided solos and small law firms with several tools to increase their firm’s productivity and lower overhead costs. Tools such as TranscriptPad, DocReviewPad, Elementor, Typeform and more help solo practitioners and small law firms be more competitive without having to staff additional help. 

Establish Good Relationships with an Accountant, Bookkeeper and Banker

The old adage of: ‘Money comes in occasionally and goes out continuously,’ can be very true when starting your own law firm. That’s why it is important to have established relationships with a good accountant, bookkeeper and/or banker. You need people in your corner to help handle the day-to-day tasks of recording financial transactions, and providing insight and analysis into your business operations, decision-making and financial well being. 

4. Have a Marketing Plan in Place

Getting a steady flow of clients when you first start your law firm is essential to your success. But how do you attract new clients to your firm? And how do you build awareness for your new business? Creating a law firm marketing plan helps take the guesswork out of promotional efforts by providing direction and structure to marketing activities. 

Think about what marketing strategies fit your firm’s overall vision, objectives and budget. Who are your primary target clients? What marketing channels do they utilize? What strategies are most likely to work? And what marketing initiatives make the most sense with your marketing budget? Select a few repeatable marketing tactics that fit your law firm’s growth goals and that you can use to reach your target market (i.e. networking, referrals, content marketing, social media, newsletters, advertising campaigns and more).

FOR MORE TIPS ON STARTING YOUR OWN LAW FIRM, LISTEN TO:

After two years of riding high on a post-pandemic wave of stunning financial growth, some in the legal industry are now bracing for a recession. And while a recession might be a worrying prospect, it also presents some great opportunities for law firms and their business. 

Making good decisions ahead of time and taking actions now can help ensure that your law firm not only survives during tough economic times, but thrives. Here are some ways your firm can better prepare for a coming recession, grow in your business,  and engineer your own soft landing – no matter what happens.

1. Protect Your Cash Flow and Customer Base

Two lifelines that must be protected when trying to recession-proof your law firm are: cash flow and customers. Without a healthy inflow and outflow of cash, your firm fails. Decreasing expenses is key to controlling your outflows of cash. And maintaining positive relationships with your customers and clients will help you retain and grow your business.

2. Diversify Your Law Firm’s Offerings

As part of the services industry, it is important for law firms to look at what services they offer and how they offer them. Your law firm can become more efficient and more effective with more diversification in your legal services. Diversifying your law firm’s offerings can help further reduce risk for your business if/ when a recession occurs. Expand your services to more audiences, extend your service(s) portfolio and diversify your workforce strengths. Ultimately, diversifying allows your law firm to deliver more services in more ways to even more clients, resulting in greater and more diversified revenue streams. 

3. Invest in the Right Technology

By being forward-thinking and investing in the right technology for your firm, you can save money, be more efficient, better serve your clients and better focus on the day-to-day activities that contribute to your bottom line. 

4. Invest in Yourself and Your Business

While recessions certainly bring several challenges, they also present several economic opportunities for lawyers and their firms. The key is to seize these opportunities when they come. For many companies, signs of an onset recession causes them to buckle down, put off new projects and cut overhead. For resourceful law firms, however, recessions can create great opportunities for increased client acquisitions, less-expensive marketing initiatives, untapped business segments and greater law firm growth. 

5. Cut Excess Expenses Now

It is easy to justify cutting expenses during a crisis; however, smart business leaders know that it is just as important to make tough decisions during the good times as it is the bad. Law firms need to take inventory of their excess expenses. Go back and analyze your budget and get your law firm in order economically.  What is your net income? What are the unnecessary expenses in your firm? Who are your top performers?  How can you increase your top and bottom lines? By taking an in-depth look at your law firm and its parts, you can better determine which factors are key to your firm’s overall performance and success; and which factors can be eliminated in order to run lean before the next crisis comes around.

6. Build a Recurring Revenue Model and Increase Reserves

There is no better way to control your law firm’s future, weather a recession and keep your business moving forward than having a profitable, sound business that has monthly recurring revenue and generates cash. Track your profit margins and operating cash flow to build a reserve runway.

In Summary – Don’t Waste A Recession

Economic dips are inevitable, but taking the right steps to properly prepare can help your law practice come out on top during recessionary times. 

For More Tips on Ways Law Firms Can Prep for a Recession and Improve their Business, Listen to:

Law firm pricing is one of the most important aspects of running a legal practice, and is one of the most  important factors to potential clients. So why don’t lawyers address this in their marketing?

Pricing not only affects how your clients view the value they receive from your services, but it also affects whether or not clients will hire your firm at all. And how clients perceive a price is just as important as the price itself. 

So how much should lawyers charge? How do you know if your prices are too high, or too low? And what is the disconnect between lawyers and clients regarding how they each value pricing?

Customer Decision Making and the Importance of Price

People are willing to pay money for two things: to solve a problem (pain relief) and to feel good (pleasure). When people perceive that you can do these two things for them, they are consistently more attracted to you and your legal services. Now the question is: “How much will they pay for these two things?” That depends on how much value they perceive you bring. 

A survey of how Americans make buying decisions shows that there are (on average) three groups of buyers:

• 15% of buyers always want to pay the lowest price.
• 5% of buyers always want to pay the highest price.
• 80% of buyers always want the best value.

Creating Value Creates Clients

Most people make their buying decisions based on value, which is the relationship between price and perceived quality. The business term for this price/ quality relationship is called the value proposition. Strategic lawyers and law firms know they need to figure out how they can add value to their business and its clients. Potential clients are going to make buying/ hiring decisions based on your firm’s value proposition. How much quality does your firm offer – in relation to your prices and fees – compared to other lawyers and law firms in your area? 

Increase Law Firm Growth with a Strong Value Proposition

A strong value proposition can make all the difference in your sales conversations. It can have a significant impact on conversions, and as a result, revenue.

In its most basic form, a value proposition is a summary of how your legal services will benefit your clients. But beyond that, it presents the most compelling reasons why a prospective customer should become a paying client, and highlights the features that set your firm and law practice apart from others in the industry.

Pricing to Get Hired: Bridging the Gap Between Lawyers & Clients

A good value proposition communicates a few key points that are important from your client’s perspective. These key points could include:

• Appeal:  Something your target clients want and/or are looking for
• Exclusivity: Something that sets your firm apart and not offered by other law firms
• Credibility/ Expertise
• Clarity: Your firm’s mission, visions and benefits are clearly communicated and easy to understand for potential clients

Some of the benefits you can expect when you create a clear, compelling value proposition for your law firm include: 

• Potential clients can quickly and easily understand what your law firm has to offer
• Creates a strong differential between you and your competitors
• Attracts the right prospective clients and increases not only the quantity but the quality of prospective leads
• Improves client understanding and engagement

Conclusion

Pricing can have an overwhelming effect on law firm success and profitability. However, effective law firm pricing is not just about the price itself, but how clients perceive it. Being able to effectively communicate your law firm’s benefits and how these benefits bring value to your clients – and differentiate your firm from its competitors – can be the key to your law firm pricing strategy.

FOR MORE ON LAW FIRM PRICING, LISTEN TO: 

Choosing which legal software systems to use in your law practice is a big decision. New innovations in legal tech have become the great equalizer for many law firms, helping them output that’s competitive with other, larger law firms. To make sure that you’re investing in technology that drives your law firm forward, start by answering a few questions about your practice:

• What are your firm’s overall strategy and business objectives? 
• Where does your firm stand today and where do you want it to be?
• How does your current technology further the firm’s goals?
• In what ways does your current technology fall short?
• And what features and functionalities are absolutely essential for your firm? (i.e. Do you need to be able to access the software both in-office and remotely? How important is it to have access to ongoing customer support?)

Answering these questions will help you better understand your law firm’s unique needs and determine which solutions make the most sense for your business. With this insight, you can choose the right technology to support your practice now and in the future.

Selecting the Right Type of Law Office Technology

Technology is an integral part of every attorney’s day-to-day—from trial preparation to drafting and organizing documents. Having the right technology for your firm can mean the difference between enduring law firm success or eventual law firm failure. 

But evaluating new technology can be a complex process. What makes the process particularly challenging is that there are so many variables and programs to consider. Here’s just a snapshot of some of the different types of legal tech your law practice can choose from: 

• Accounting 
• Billing / Accounts Receivable (AR) 
• Client Intake / Client Relationship Management (CRM) 
• Document Automation 
• Legal Research 
• Payment Processing 
• Practice Management 
• Records Management

Of course, not every law office needs every kind of software. Factors such as the business’ size, the area of law attorneys in the firm practice, and the number and types of clients they serve will all play a major role in trimming down that list initially.

While there are many tech options available to law firms, not every law office needs every kind of software. It’s important to remember that your firm may not benefit from adopting every new technology out there. Focus on the quality of benefits and how they fit your firm’s unique needs. Factors such as firm size, area of law, and number of clients will also help narrow down the type(s) of law office technology best fit for your firm. 

Narrowing Down Your Legal Tech Software Options

Once you have determined the type(s) of solution(s) your law firm needs, the next step is to evaluate the legal technology options available:

• Do your research
• Learn how different legal technology softwares work
• Make sure you thoroughly understand the pros and cons of the different software options
• Consider factors like cost, ease of use, benefits, data migration, etc.
• Compare technology options 
• Get a free demo

It is useful to have a good, 360-degree view of all the legal tech options available, which options are a best fit for your firm, and which software solutions will help enhance your firm’s overall growth and drive the firm forward. 

Conclusion

Technology is redefining the legal field. New technology systems have enabled lawyers and law firms to optimize their time, energy and resources for greater efficiency and higher business outputs. Investing in the right technology is fundamental to the growth and success of your law firm.

Don’t waste resources on implementing technology that isn’t right for you. When you understand your firm’s unique needs and take the time to weigh all of your options, you can choose the right solutions that best support your practice now and well into the future.

FOR MORE ON LEGAL TECHNOLOGY OPTIONS AND SOLUTIONS, LISTEN TO: 

Give Yourself Permission to Be Geeky

“Data seems overwhelming.” Jared Correia, host of Legal Toolkit, acknowledged in the December 22, 2020 episode. It can be really hard for lawyers, who are not trained in numerical analysis, to embrace data. But, like the efficiencies revealed in the book and movie Moneyball, he encourages lawyers to be more analytical. 

“[You don’t need to do big data. You can look at] small data, I mean think about it, you’ve got a corpus of information in your law firm through which you can measure your clients and your staff and the activity of those two groups. Even if you start with basic financial data it’s good. Smart law firms are motivated to track effectively because if you want to get paid you want to track your financial information. They make it about value and efficiency. That’s a big win so through the simplest action of applying KPIs and generating reports you’d have a better sense of your profitability and your effectiveness.” 

“Legal is such a competitive field and has been for some time,” Correia said, “that solo and small firms should absolutely be using data to gain a competitive advantage in the marketplace yet they don’t. You don’t see innovation in this space for whatever reason.” 

Measure the Cost of Beginning a Relationship: Converting Leads to Clients

There are lots of ways to slice up the cost of acquisition and cost of conversion metrics. Some firms will just look at billable hours at the end of the month, but more and more, especially firms that are consumer-facing like personal injury and bankruptcy, will look at their client revenue against the costs to bring that client in the door. 

Christopher T. Anderson, host of Un-Billable Hour, has an analytical approach to helping his law firm clients evaluate their real costs. In the May 10, 2022 “Community Table” episode, Chris took a call from a lawyer who wanted to make the compensation for her intake specialist a better incentive to convert at a higher rate. 

Chris cut right to the quick asking about their case value as a basis for figuring out the right compensation. At $125 per intake, Chris thought the specialist was not getting enough of that case value to justify his time. He might go work elsewhere for more money, and the clients he was booking had to wait seven to ten days to meet with an attorney. 

“So, here’s the deal. You’re going to find that the conversion rate for the drag-in in both your show-up rate and the conversion rate is going to be depressed at that timeframe. There’s a lot of people who will not wait that long. They’ll continue looking for lawyers.” 

The analysis was revealing to Chris’s client: “Yeah. And they prepay.  So, our show-up rate, well, we have had people who pay, and then when they realize they can’t get in, ask for a refund of the consult fee.” 

Chris advised her to look for ways to reduce that wait time and get the clients in sooner rather than later because that will ultimately increase the overall conversion rate. He continued to a harsh conclusion for his client:

“At $125 per intake, [your intake specialist] should be earning $42,000 in variable pay, on top of his $55,000, which means he’s earning $97,000. And I’m sorry, I promise you, I promise you, you will not keep him selling $3 million in practice revenue for $92,000 and you want to know the main reason why? Because I’m going to hire him. I’m going to steal him from you.”

Conrad Saam, co-host of Lunch Hour Legal Marketing thinks lawyers are not actually the best ones to convert prospects to clients. Their time is not well-spent in that first interview with a prospect. It’s better spent in serving that client, and allow that service to be performed by someone with better intake skills. 

In their June 22, 2022 episode, Conrad argued with Gyi, in an agreeing-sort of way, that the real value is in intake expertise: “The person [answering] the phone does not need to be the lead attorney. The caller wants to talk to an attorney but that can be the worst lawyer in the world who is empathetic and listens really well to a client. This does not have to be the partner. How many of you are reviewing your calls? Because there is so much insight to be gained by listening in to the calls that are coming into your firm. And I suspect most of you will be disappointed if you take a listen to those calls.”

Look for Faster Payment Channels

According to the 2021 Clio Trends Report, 73% of firms now accept online payments. Is it more expensive than taking a check with no fees? Possibly, but the value lost is in your time. 

The 2021 Clio Legal Trends Report identified that clients are willing to step into the future and go online to pay their bills, even if lawyers are reluctant.

“For making payments, it’s clear that online options are strongly preferred by consumers. Online payments (66%) are the top choice, followed by automated payments (61%) and payments via mobile app (61%). In-person payments (59%) sit near the bottom of the list. At this stage, clients prefer options that prioritize convenience over any direct forms of interaction.”

Gyi Tsakalakis, Lunch Hour Legal Marketing’s other co-host, characterized the client experience with antiquated payment methods in the May 21, 2021 episode, “I don’t want to have to get in my car and drive to see you,” or you know, “go find my checkbook that I haven’t used in two years to pay my legal bill because you’re the only business that I have to write a check to pay and mail to,” because everybody else accepts online payment.”

Traditional payments, upon analysis, prove to be tedious for the client and inefficient for the practice. If you have to turn in your billing report to someone who then converts that to an invoice and sends it out, you wait for the mail to arrive and then count on the client to turn around to write you a check. They then send that piece of paper in the mail that you have to take to the bank, you’ve spent a lot more than 3% in transaction fees. 

Clio’s Legal Trends Report also pointed out that getting the money is still a challenge, even with the new payment systems. “The average collection rate for law firms in 2020 was 89%, which suggests that most law firms struggle to some degree in getting clients to pay their bills.” Those firms in the “Growing” category, who have adopted technology tend to do better than those firms that haven’t embraced newer billing and tracking tools. 

Listen to Legal Talk Network podcasts for analysis and new ways of thinking about running your legal practice.

If you want to make more money in legal, we’ve got a podcast for you! Counsel Cast is a show dedicated to excellence and law firm profitability. Hosted by marketing guru Karin Conroy, this podcast breaks down key strategies to earn new clients and provide top notch customer service.

Each episode features notable guest experts who share the latest tips and tricks for taking your firm to the next level. Whether it’s optimizing SEO and brand personality or evaluating PR and social media trends, this show has something for every lawyer and law firm. Tune in to hear the how-now with the who’s-who!

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Lead generation can be one of the most challenging obstacles for both law firms and lawyers. Lead generation involves the process of attracting potential clients or customers to your business, with the goal of then converting these leads into actual legal clients. However, the lawyer lead generation space is highly competitive, so developing high-quality lead generation processes and strong inbound marketing strategies is essential to the success of your law firm.

How to Beat Your Competition at Law Firm SEO

Believe it or not, there are over 439,740 law firms in the United States. That’s a lot of competition – especially when it comes to competing for shared SEO keywords and limited online space. Fortunately (and unfortunately), there are only so many terms you can use to describe legal services (i.e. there are only so many ways you can phrase something like “personal injury lawyer”).   

This is the double-edged sword of SEO. As a law firm, you can narrow down your list of key search terms that prospective clients might use; however, you are then competing with the same keywords that thousands of other law firms also aim to rank for. This is one of the main reasons why SEO is so competitive for lawyers. 

So how can you beat your competition, level up your marketing and increase your law firm leads? 

Have an Effective Law Firm Content Marketing Strategy

When everyone is doing essentially the same thing, you have to compete by doing it better. One of the best ways to do this (and cut through the noise) is by meeting prospective clients where they’re at.  

Understanding the different phases people go through when hiring an attorney is essential to generating more law firm leads. Long before an individual makes a call to a lawyer or looks for legal services, they conduct research online. Helping prospective clients through this research phase could be the difference between law firm leads and qualified conversions. 

The internet is oftentimes the first place people go for expert advice or to find an answer to their questions. Google alone receives over four billion search queries per day; with roughly 8% of these search queries being question-related. So, if you want to connect with prospective clients…you need to answer their questions. 

How can you do this, though? 

Create Content That Engages and Attracts Prospective Clients

Create the content you know prospective clients are already searching for. Google and other search companies want to deliver the best information possible to their users; and having high-quality content on your website that matches the questions and concerns potential clients have is a great way to get your law firm noticed and improve your search rankings. 

Optimizing your website for question keywords also puts the power of SEO back into your law firm’s hands. Who knows more about what your prospective clients need and/or are looking for than you do? What are the problems they have? What are the questions they are asking? You are the expert in your field, and you understand the unique needs of the clients in your area of practice. A great way to connect with these prospective clients and generate more leads, is through helping them through the research phase and offering them valuable information/ expertise. 

A recent survey suggests that approximately 95% of consumers prefer to hire the company that helped them research the problem; and provided them with ample information to navigate through each stage of the hiring process. 

Tips:

• Sites such as Answer the Public, Ask Socrates, and Ubersuggest offer great insights into the specific keywords and questions that prospective clients may be searching. 
• Short-form content such as blog articles, newsletters, and video are all great ways to provide answers to consumer questions and set your law firm apart.
• Prove you can help prospective clients by actually helping them in their research phase. 

In Summary

To find lasting success in a crowded legal market, it’s all about being in the right place at the right time and staying on top of your law firm’s lead generation processes. Meeting prospective clients where they’re at and helping them through the research phase will not only help to increase your law firm lead opportunities, but it will also help to set your law firm apart and build trust with prospective clients early on. 

It is all about doing the little things in your lead generation now, to reap the big benefits in your law firm leads down the road. 

Too often, law firms underestimate the importance of consultations. Too many firms look to increase their marketing and advertising spend, long before they take a hard look at the conversion rates of their initial consults and client intake process. 

New client consultations are key to the growth and success of any law firm. And knowing how to convert initial consultations into clients is essential. 

Here are 6 Tips to Increase Law Firm Conversions and Turn Interested Prospects into Committed Clients:

1. Be Clear about Any Consultation Fees

One of the most important steps to successful client consultations is clear communication. This includes being clear about any initial consultation fees, as well as what a client can expect from a lawyer consultation. If your firm does opt to charge a fee for the initial consultation, this should be made clear both before the meeting, and again when starting the consultation. 

2. First Impressions Count

As with most things in life, first impressions count. Meeting clients for the first time and making a good first impression is essential to building strong, long-lasting client relationships. During an initial consultation, a client is trying to decide whether or not you and/or your firm are the right choice to represent them in their case. Initial client consultations are a great opportunity for you to earn a client’s confidence and establish a basis for working together. Good ways to do this include coming prepared for new client consultations – have an outline for the meeting; gather as much information as possible prior to meeting with the client; be on time, and be professional and courteous. A few simple steps can go a long way and make a lasting impression in a client’s mind.

3. Build Rapport with Potential Clients

The ability to build rapport with new clients may be the one factor that sets you apart from all of the other lawyers and law firms a client may consult with. Clients are far less likely to shop around if they feel they’ve made a personal connection with a firm, and have built a good rapport with them. 

Part of building rapport with new clients is the ability to cultivate curiosity and demonstrate a genuine interest in a client’s situation and their legal needs. Taking the time at the beginning of a consultation to get to know the client, better understand their legal needs, and listen to their questions and concerns is essential to building good rapport. Building rapport is key to a successful client intake process, increases client retention, helps you better understand the client and their case, and improves the reputation and referral network for your business.

Tip: It is more important to sell you over your services – especially if there are other competitors that have comparable services in place.

4. Provide a Road Map

Apart from seeking out answers and advice for their case, one of the biggest reasons potential clients engage in legal consultations is to better understand how the process will generally work. Therefore, an important step in initial client consultations is to explain how the consultation works. Explain the purpose of the meeting, what will be discussed; and provide reassurance that you are there to help answer any questions the client may have, as well as provide clarification on any issues. Remember that for most people this is the first attorney they’ve ever hired. Make it easy on them by providing some structure.

Tip: Do not be overly concerned about educating potential clients all at once about the process used to solve their specific problem. Simply tell them the basics of what they need to know right now. And, instead, focus on building a relationship with them and asking the questions you need to qualify them as a good client.

5. Ask Clarifying Questions to Control the Conversation

Client consultations are an important step in the client intake process; and having the skills and ability to ‘control’ the conversation during an initial consultation is pivotal. Listen more than you talk during an initial consult. It is important to thoroughly understand a client’s situation and their unique legal needs before offering your thoughts and advice. 

Use thoughtful and targeted clarifying questions to control the conversation and identify the clients needs… “So what you’re saying is….” “Let me make sure I understand…” Good, clarifying questions help get at the heart of the issue, as well as help lawyers better understand the client’s concerns, overall goals and unique legal needs. In addition, clients often don’t know the right questions to ask. You, as a lawyer, need to be able to ask questions to the client that elaborate on the issue. Remember, most purchasing decisions are made emotionally, then justified rationally. Connect with your clients, listen to their concerns, ask them questions – and your client conversions will increase.

Top Tips for Lawyer Referral Marketing

Attracting new clients is an essential component for any law firm or business. And the easiest – most cost effective – way of attracting new clients is through referral marketing. Lawyers and law firms rely on referrals for new business, but getting referrals isn’t always easy. Creating a strong referral network requires reaching out to other attorneys, connecting with clients, building relationships, and asking for law firm referrals. While all of this may seem challenging, there are a key steps you can take to easily and effectively gain new clients and grow your law practice – fast. 

The Three R’s of Referral Marketing

Building and nurturing referral sources is an extremely effective way to grow your law firm, but what does that look like for lawyers? Here are three ways for you to start generating more referrals for your law firm:

1. Be Referable

If you want to receive more law firm referrals, people must know you, like you and trust you; and you must deliver a level of service that’s worth referring to. People want to know that the customers they are referring to you are in good hands. It is important to be the kind of person that someone trusts to send potential clients and cases to. This means being reliable, credible and a good communicator. 

Tip: Another key component in being referable is making it easy for clients and/or other attorneys to refer you business. This could be as simple as making sure your contact information is easily available, adding a form on your website, or having a process that asks for referrals at the end of a case. Make the referral process as straightforward and easy as possible. 

2. Remind People You Exist

A large misconception most lawyers have is that they think other attorneys already have deep referral networks – but that is not the case. Staying top-of-mind with former clients, colleagues and other business professionals is essential to effective referral marketing. Five fundamental strategies to staying engaged with your current referral network and gaining more referral sources are:   

Be Visible as a Lawyer – Sometimes, the biggest part of being top-of-mind is just being visible. A great way of doing this is by getting involved in your local community and legal sphere. Show up at Bar Association Events. Attend local Chamber of Commerce meetings. Get involved in projects you are passionate about. Get in the practice of letting people in your day-to-day life know what you do. And look for opportunities to put yourself out there as a lawyer, and more often than not…unexpected referrals will follow. Being visible as a lawyer doesn’t always mean face-to-face interaction, either. Maintaining your professional profile on social networks like LinkedIn and Facebook help to build your brand awareness and put yourself out there as a legal professional. 

• Nurture Existing Referral Relationships – Existing clients and colleagues are your best source for new referrals and revenue. Therefore, it is important to stay in touch. Sending a text, email, card or quick phone call are all great ways to let your current connections know that you are thinking of them – and staying top-of-mind. 

• Engage with Other Professionals in Your Community and Legal Sphere – Perhaps one of the easiest ways to grow your referral network is through engaging with other business and legal professionals. This can be done via email, social media or in-person. It can be as easy as congratulating other attorneys on their victories; publishing your own victories online and much more. Think about building relationships with other non-attorney professionals as well, who might be looking for a lawyer to refer to. 

Remind Regularly – Along with nurturing existing referral relationships and engaging with other prospective referral partners, it is important to remind people regularly about yourself and your legal services. An easy way to do this is through seasonal gifts, periodic newsletters or social media postings. 

Use Social Proof – This is the foundation of effective referral marketing for lawyers: Seeing that other clients have had a good experience with you makes other attorneys more likely to refer more clients and cases to you. It is also good practice to share when you or your firm receive client referrals. If your firm is getting a lot of business from referrals, then that speaks volumes to the good work your practice provides. Not only is it important for your firm share when you receive referrals, but it is also important to thank your referrers! Referrals seem to have a compounding interest effect – and public gratitude over referrals goes a long way.

3. Build Lasting Referral Relationships

Let’s be honest. Without referrals, where would your law practice be? Good referral sources are essential to any successful law firm. That’s why building long-lasting referral relationships is key to earning a steady stream of referrals. So how do you do this? 

The best way to build a lasting referral business is through embracing the mantra that “it’s better to give than to get.” Good referral marketing should never be a “me, me” mentality; but rather, a focus on what you – or your law firm – can give to those in the local and legal community. Focus on how you can provide value to potential referrers, before asking for referrals. Simple thank-you notes, thoughtful promotional items, or a quick phone call are all great ways to connect with others and positively foster referral relationships. 

Conclusion

Statistically, there are no better clients or customers in business than those who are referred to you. That’s why an intentional effort towards lawyer referral marketing is important to growing your practice and your firm. Lawyer referral marketing does not need to be difficult. A strong referral base takes time; and is based on continually cultivating long-term, meaningful relationships with those around you.

For more on How to Improve and Increase Lawyer Referrals, listen to: 

The State Bar of Texas 2022 Annual Meeting was truly one for the books.  This year’s meeting featured a handful of extraordinary keynote speakers, engaging session topics, dozens of CLE opportunities, and a great lineup of vendors and entertainment. 

Hosted at the Marriott Marquis Houston, this year’s State Bar venue offered plenty for participants and guests to do; including the hotel’s infamous rooftop pool and lazy river, as well as Houston’s incredible downtown dining and entertainment scene. After a nearly two year hiatus, the entire State Bar Meeting was buzzing with people glad to be in-person again and reconnecting with close colleagues, partners, industry professionals and friends.

State Bar of Texas Podcast – Featured Episodes:

The Legal Talk Network was proud to be a part of this event, and had the opportunity to chat with some of this year’s amazing keynote speakers and guests. Listen to all you might have missed at the 2022 State Bar Meeting on the State Bar of Texas Podcast. 

State Bar of Texas 2022 Annual Meeting Episodes: 

• Should We Be Able to Reclaim a Racist Slur – as a Registered Trademark? Author, Musician and Activist Simon Tam weighs in and shares his Supreme Court experience.

• Susanna Rychlak Allen discusses what we can expect from SCOTUS in its last leg of a highly controversial term.

• What Are the Legal Implications of the Astroworld Aftermath? Guests Saba Syed, Brent Turman and Barrett Robin discuss the latest on Litigation and Its Impact on the Live Events Industry.

• Judge Emily Miskel, Chief Justice Tracy Christopher, and Tom Leatherbury discuss Courtroom Transparency – How the COVID-19 Pandemic Altered Court Accessibility and What Transparency Looks Like in a Post – COVID World

• Special guest Corban Addision joins to discuss his most recent legal thriller “Wastelands”; and how lawyers can leverage the power of storytelling in their legal writing and client advocacy

• Judge Janice Berg, Judge Gloria E. López, Jacob D. Cohen, and Alicia Palmer share their thoughts on What Every Young Lawyer Needs to Know about Family Law: Including a Perspective from the Bench.

• Lea A. Ream and Karen Fitzgerald discuss Best Practices Employers should Follow to Properly Respond to and Investigate Harassment Claims

• The 2022-2023 State Bar year marks a new chapter as Texas lawyers emerge from the pandemic and a sense of normalcy returns. Laura Gibson and Michael Ritter share their plans for the coming year.

• Tony Campiti and Lawrence Morales discuss the latest trends and changes in employment law and what Texas lawyers, employers, and employees need to know.

• Jeremy Evans talks about the pros and cons of athletes’ new control over marketing their names, images, and likenesses and discusses some of the legal and ethical issues that have arisen.

• The Face of Houston’s Diverse Dining Scene shares Work, Life and Overall Wellness Advice

• David Margulies and Bradley Adams are experts in crisis management and share what they’ve learned and how attorneys work with public relations teams both before and after a crisis erupts.

• Laura Graham and Jason Bloom give their thoughts on Gen Z: What Kind of Colleagues Will They Be? Jury Decision – Making and the Gen Z Juror

For so many law firms, SEO seems like the golden ticket to attract new clients and get your law firm noticed. And while SEO remains one of the most effective ways for law firms to grow their business, how do you play the SEO game successfully?

In the early days of search engine optimization (SEO), keywords were everything. Many search engines, including Google, relied heavily on matching keywords and phrases in a user’s search query. However, SEO has come a long way since then – and with new algorithms and semantic search capabilities, Google has started looking at the context of content, rather than simply scanning for keywords. So what does this mean for your law firm’s SEO? Are keywords still relevant? And how can you implement the best content marketing and SEO strategy for your law firm?

In this article, we’ll discuss:

• The fundamentals of law firm SEO.
• Why focusing on keywords is the wrong approach for the SEO battle.
• How to best optimize your law firm’s SEO strategy.
• What Google wants from a law firm’s website.
• Creating content that answers questions 
• How to build authority and trust.
• The most effective law firm content.

What is SEO?

Search engine optimization (SEO) is simply the process – or processes – of attracting  more prospective clients to your law firm’s website by increasing your website’s position in Google’s search results. This requires in-depth keyword research, onsite optimization, link building, content development and more. 

Tip: According to a report by the Search Engine Journal, 75 percent of Web users never scroll past the first page of search results.

Why Keywords Still Matter in SEO (But They Aren’t Everything)

Contrary to popular belief, while keywords are still useful in SEO, they are not the most important factor. This is because SEO is far more complex than simply putting keywords on a page. 

Google has continued to optimize their search engine algorithms by focusing more and more on the consumer experience and the context of content, rather than just keywords. This has required SEO and content marketing strategies to shift away from a keyword-density focus, to more of a human focus. And while this may seem like just another step to have to master in the SEO battle, it is actually a benefit for lawyers and law firms looking to improve their website’s ranking. 

How to Best Optimize your Law Firm’s SEO Strategy?

When it comes to SEO, lawyers lose sight of the fact that they are not trying to win the Google race – they are trying to win the client race. At the end of the day, you’re really trying to capture the clients attention, not Google’s attention. So how do you do this? 

Creating Content that Answers Questions

Perhaps one of the best ways to capture clients’ attention and increase client conversions is through providing them with the best content possible. Ask yourself: ‘What is it that your clients want to know?’ ‘What are the questions potential clients want answered?’

Starting with questions is the best place to start when re-thinking your law firms’ SEO strategy.  Instead of optimizing for a keyword, you’re optimizing for your clients’ questions – and at the end of the day, it’s the clients that matter (and paying you) not Google. 

By taking this approach to SEO, your law firm is simply taking the questions of potential clients, then answering them through high-quality content posted on your firm’s website. This approach to SEO not only provides value for potential clients, but it also helps build rapport and translates well across Google’s platform. 

It is also easier than trying to optimize for keywords! When you are optimizing for keywords on your website, you are competing against every other law firm out there that is trying to optimize for the same keywords. And because people search so differently and the search phrases that clients put in can vary so much, you can’t always optimize for certain keywords. But…you can optimize for client questions. You can optimize your website content to  sustainable online business.

Tip: Question-related searches are a significant part of the overall searches Google receives each day. Recent studies suggest that of the roughly 3.5 billion searches per day, approximately 8% of search queries are phrased as questions. And with more and more people using voice search commands on their phones, this number is ever increasing. So now, more than ever, optimizing your law firm’s website for question keywords can make a huge difference to your overall SEO strategy. 

Improving Customers’ Experience on Your Website

Keywords and quality content are only a small piece of your overall SEO score. While good content on your website is key, how you deliver this information is just as important. 

Companies often spend a lot of time (and money) on keywords, and not a lot of time on the consumer experience when customers actually come to the website. You are way better off spending more time, money and research on the customer experience than you are on your website’s keywords. So how do you improve the customer experience on your website, and – in turn – improve your overall SEO performance?

University of Michigan Coach Jim Harbaugh joins Legal Service Corporation's Ron Flagg & John Levi to discuss the 2022 #JusticeGap Report and the inadequate #accesstojustice plaguing most low-income Americans https://t.co/fJbDbsNCSe pic.twitter.com/Q3f5bUc8MU

— Laurence Colletti (@LaurenceEsq) May 11, 2022