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Dave Lorenzo Law Firm Marketing Expert

Dave Lorenzo helps solo attorneys, large law firms and small independent law practices make a great living and live a great life.

People say his down-to-earth personality reflects more of his street smarts than his Ivy-League education.

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Category: Solo Smarts

Attorney Marketing:  You Can Do It Yourself

Posted by David Lorenzo

This may sound strange coming from someone who makes his living, in part, by helping attorneys with marketing, but you can do it yourself.

If you want to capture one or two new clients each month, work on their matters, and live happily ever after, you do not need to work with me (or any other attorney marketing expert).  In fact, I will give you the formula.

Here is what you need to do to get a couple of clients each month:

Network

Join a structured networking group.  This will help you put some discipline into your marketing.  It will take you about six months but the leads will come.  As you get to know the people in your group, they will trust you and the leads will get better.

I posted a video on networking on my YouTube channel.  Click here to watch it.

Follow Up

You need both weekly follow up and monthly follow up.  And you should follow up with everyone you meet, referral sources and prospective clients.  The monthly follow up should be in the form of a print newsletter.  The weekly follow up should be in an email.

Here is a link to a video on newsletter follow up.

Here is a link to a video on email communication and follow up.

Educate

Conduct an educational event at least once each month.  Identify a good target audience and conduct an event each month that helps them understand the value of working with you.  You do this by raising the issues they struggle with and offering your services as the solution.

This video on conducting and educational event will show you how to do it.

You may be asking yourself why I am giving away all of this information.  The answer is because I practice what I preach.  I know that this information will be helpful for many attorneys who struggle with marketing.  But I also know some attorneys will implement this and want more.  My firm specializes in working with attorneys who want more from their marketing.

Please take the ideas I listed above and run with them.  They work for many attorneys.  Implement them today and down the road you will reap the benefits of better clients engaging you more frequently. 

Continue Reading Attorney Marketing:  You Can Do It Yourself
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Legal Marketing Expert Criteria From Dave Lorenzo

Posted by David Lorenzo

The other day I was introduced to someone as Dave Lorenzo Legal Marketing Expert.  While I like the sound of the term Legal Marketing Expert associated with my name I am also aware that people are fast and loose when they throw around titles.

Since there is no regulating or governing body to create criteria for the status of legal marketing expert, I am going to do it.

Below are the official criteria for being an Approved Dave Lorenzo Legal Marketing Expert:

A legal marketing expert must focus full time on legal marketing.  He/she cannot have another part time job (like selling Amway, Mary Kay Products or practicing law).  The legal marketing expert must be totally focused and dedicated to legal marketing.

A legal marketing expert must be a student of marketing and must be able to demonstrate his/her willingness to learn and keep current in this field. This means the legal marketing expert should be enrolled in some form of on-going education program that keeps them up-to-date with the latest trends and developments in legal marketing.

A legal marketing expert must have focused on marketing exclusively for a minimum of five years. This five year rule stems from the theory that it requires 10,000 hours of practice to develop expertise in any particular field or discipline.  If you work 40 hours per week exclusively on legal marketing and you work 50 weeks per year, you reach 10, 000 hours in five years.

A legal marketing expert must demonstrate knowledge of marketing outside the legal profession.  This is important because there are many things that are transferable from business to legal marketing.  All ethical, professional and legal guidelines must always be followed, of course.  But having a broad base of knowledge is required of a legal marketing expert.  This may be demonstrated by experience:  Ten years of marketing experience in various industries is a good objective criterion.  This should also be demonstrated by education.  A masters degree in marketing, strategic communications, business administration or integrated marketing communications is also a good criterion.

The final requirement for a legal marketing expert is a demonstration of good moral character.  This means that information proclaimed by the individual to be true should, in fact be true, and verifiable.

These are the five basic criteria for becoming an Approved Dave Lorenzo Legal Marketing Expert.  I will accept applications and begin interviews immediately. 

Continue Reading Legal Marketing Expert Criteria From Dave Lorenzo
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Finding What’s Missing From Your Marketing

Posted by David Lorenzo

When it comes to attorney marketing I find there is of the one thing missing, even from the law firm marketing plan of the most dedicated attorney.  That one thing is tying as many of your daily actions to a goal as possible.

This is one of the keys to success I share with my clients.  Here is how it works:

Take a look at your list of daily action items.  (If you do not have a list of daily action items, make one).  Each of those daily action items should bring you one step closer to one of your goals.

For example, one of your action items could be: Write an article for my law firm newsletter.  That action item gets you one step closer to obtaining a new client, which helps you fulfill your goal of making a certain amount of money.

Another example could be to follow up with an event planner on a specific speaking opportunity.  This will also get you closer to your revenue goal because you could secure some new clients as a result of speaking at this event.

Ultimately you want to fill your list of daily action items with tasks that help you get closer to your goals and you want to eliminate or delegate all the things on your list that do not help you achieve this objective.

Implementing this slight change in the way you organize your daily work will have a dramatic effect on your success in attorney marketing. 

Continue Reading Finding What’s Missing From Your Marketing
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Attorney Marketing Takes Away the Sting of Losing

Posted by David Lorenzo

The sting of losing a client never goes away completely.  But attorney marketing does help keep the pipeline full of good qualified prospective clients.

This means that if one client leaves (or a prospective client elects not to work with you) you have an opening for another qualified client to step into.

If you are anything like me and you hate losing, then having many new clients waiting to come to work with you is helpful at getting you past the disappointment of not closing the last deal that walked through the door.

Attorney marketing also makes you less needy.  This is always a good thing.

You never want to sign up a client because you NEED them to work with you.  You should only sign up a client because they are the right client for the way you practice law.

Attorney marketing helps you get to that point.  But it requires time, energy and focus. 

Continue Reading Attorney Marketing Takes Away the Sting of Losing
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When They Show Up, Bill ‘Em

Posted by David Lorenzo

When They Show up Bill ThemDo you feel like you need to offer a free consultation?

Isn’t that part of law firm marketing 101?

No it is not.  In fact, it is terrible law firm marketing.

Free advice is worth what you pay for it.

If you want to do anything for free, have an administrative assistant or an associate interview the prospective client to see if they qualify to work with you.

Yes. I know.  Your competitors all offer free consultations.  They all sit with clients for an hour at a time and listen to their tale of woe.  They empathize and then, if they are lucky, the client signs up with them.

Did they teach that in law school?  Was the class called: “How to be a doormat?”

The lawyers I work with do not give free consultations.  They realize the value of their time and they demand clients respect it.

This is one of the easiest changes to make in your law firm yet it gives so many attorneys anguish.  I am not sure why.  Maybe it is insecurity or maybe it is fear of the competition.

If you do none of the other things I recommend on this website, at least start charging for consultations.

And so that you know that I remain congruent with my own advice:  I charge $1,500 for a consultation. But that payment can be applied to any subsequent work we do together.

Few people waste my time. But you don’t have to be a law firm marketing expert to have people respect your time.

If you want people to respect you, you must respect yourself.  That starts with respecting your most valuable resource, your time.

Continue Reading When They Show Up, Bill ‘Em
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Ethical Legal Marketing

Judson Cohen

“I thought I knew all about running my practice and generating work but, I have to admit, I learned a bunch from Dave Lorenzo.

I’ll admit it, I made the same mistake most attorneys make about new business. I assumed doing a great job for my existing clients was enough to guarantee new business.

Yes, you have to do a great job for your clients. However, that does not guarantee new business. Dave helped me put in place simple and effective tools to reach out to new clients and maintain a healthy relationship with past clients.

Dave Lorenzo continues to help me find sustainable, ethical ways to consistently attract new business.“

Judson Cohen
Cohen Law Offices
Personal Injury and Civil Litigation
Miami, FL

 

My Law Firm Marketing Guide

Marc Kleiner

“After spending years in law school and in the business world, I realize the value in staying up-to-date on strategy, practice management and marketing. 

My Rainmaker membership has been a valuable resource in helping me stay on top of my game.

Building a law firm is a combination of art and science.  I’m glad to have the Rainmaker Lawyer Systems to help guide me.”

Marc Kleiner
Kleiner & Cazeau
Aventura, FL

Powerful Law Firm Marketing Plan

Evan Richards

I’ve used Dave Lorenzo’s law firm marketing information and advice to grow my practice and the results have been great.

Thanks to Dave’s guidance, my firm, my employees and I were recruited and offered an opportunity to join a prestigious firm here in Australia. 

Everyone is wondering how a young guy like me managed to build my practice from the ground up within a year.  Dave and Rainmaker Lawyer Consulting have helped give me an edge.

Evan Richards
St, Adelaide SA, Australia

 

Superb Legal Marketing Expert

Gerry Oginski

“There are only a handful of legal marketing experts that I think are truly superb at what they do. One of them is Dave Lorenzo, the author of the Rainmaker blog. I’m proud to say that I receive all of Dave’s e-mails discussing tips and advice that lawyers should be doing on a regular basis. He gives real-life practice advice that lawyers can implement immediately in their practice. I only wish I had learned about him years ago when I went out on my own.

I am a New York medical malpractice and personal injury trial lawyer for over 21 years and Dave clearly “gets it” and understands legal marketing. I am also the Founder of the Lawyers Video Studio and a avid student of lawyer marketing. Dave’s marketing tips are right on target.

Any lawyer looking to improve their marketing should look no further than Dave Lorenzo.”

Gerry Oginski, Esq.
The Law Office Of Gerald Oginski, LLC
Great Neck, NY

Essential For My Legal Marketing and My Law Firm

Loren Donald Pearson

“Since I began working with Dave I no longer spend sleepless night worrying where my next client will come from. 

Dave has helped me set up a number of legal marketing systems to help my practice grow.  He is a trusted advisor essential to my law firm.

I share information with him that goes beyond legal marketing and he offers honest, objective feedback based upon his years of experience working with other attorneys. 

I strongly recommend Dave Lorenzo and Rainmaker Lawyer Legal Marketing.  Hire him today!”


Loren D. Pearson, Esq.
Assouline & Berlowe P.A.
Miami Beach, FL

Your Law Firm Marketing Strategy Has Transformed My Practice

Mark Fried

“Thank you for your contribution not only to my firm but to the legal community. The strategies you have made available to me have transformed my practice and my life.

The guidance you have given me has allowed my paralegal and me to provide better service to my clients. This is extremely positive and has increased the referrals from my clients to me.

You are truly the best at enabling me to ‘make more rain’ with your law firm marketing strategy”.

Mark Fried, Esq.
Mark E. Fried P.A.
Miami, FL

Dave Helps You Achieve Your Attorney Marketing Goals

Leslie Zigel

“Dave Lorenzo is one of those people who know how to tap into an individual’s ultimate career and personal potential and unlock the life force that is necessary to manifest the drive and desire inside of everyone to achieve their full calling.

I highly recommend David’s attorney marketing services if like me, you seek to work to live, instead of living to work.”

Leslie José Zigel, Esq.
Ziglaw
Miami, FL

Your Lawyer Marketing Process Has Revived My Practice

Scott Wagner

Dear Dave,

Rarely do I take the time to write a recommendation or testimonial.

But it is tough not to return the love when someone does the following:

You’ve refueled my fire to practice law.

You’ve made me earn more money.

You’ve made me proud to be an attorney.

You’ve made me a happier person.

You’ve made me a better parent and friend.

Read it again because it is the truth.  It’s also what we all want out of life.  Your lawyer marketing process provides those keys to success and for that I thank you.”

Scott A. Wagner, Esq.
Moore & Company, P.A.
Coral Gables, FL

Marketing for Lawyers: Dave Lorenzo is the Real Thing

Brett Panter

“David V. Lorenzo author and founder of Rainmaker Lawyer, is the “Real Thing.”

David has the Ideas, Concepts and Drive to help a lawyer or law firm grow their business.

He knows what it takes and is willing to help those who want to grow. David is well educated and experienced and a pleasure to work with. David can become a part of the fabric and integrity of your law firm and give you the techniques and methods for marketing for lawyers, that have taken years to learn and perfect.” 

Brett Panter, Esq.
Sr. Partner
Panter Panter & Sampedro. P.A.
Miami, FL

Dave’s Rainmaker Legal Marketing will Make it Pour

Robert Rogers

“Dave has an excellent understanding of what makes businesses succeed and recognizes the importance of a good work/life balance.

I highly recommend Mr. Lorenzo’s services for any attorney that wants to understand better the wealth potential of their own practice, as well as increase the amount of time doing and living the way that we all want to. When teaching you how to rain make, Dave’s Rainmaker legal marketing will not just help you make the rain fall; he’ll make it pour.”

Robert Rogers, Esq.

Robert Rogers Law Firm, PA
Coral Gables, FL

Law Firm Marketing Plan Charged with Energy

Alicia Santana Torres

“David Lorenzo has successfully transferred the skills he acquired during a brilliant career in business consulting to the legal profession.  The lawyers in the room who had already been coached by David Lorenzo stood out from the crowd for their business vision, practice satisfaction and a solid law firm marketing plan.”

Alicia Santana Torres, Esq.
Santana Torres Law Offices, P.L.
Coral Gables FL

Lawyers Marketing Their Services are Blessed to Have You

Barry Stein

Dear David:

As you already knew, and as I learned, what separates you from any other such service is the time you spend to learn and understand the attorney’s practice you are working with AND to explore the goals and objectives of the attorneys involved. This two prong approach allows for you to develop a unique plan for lawyers marketing their services.

For those who love the practice of law, it is a real relief to have someone who loves to assist in the promotion of that work. Thanks for deciding to create Rainmaker Lawyer Consulting and as corny as it sounds, I know I am blessed by your having entered my life, both professionally and personally.

Barry A. Stein, Esq.

De Cardenas, Freixas, Stein &  Zachary, P.A.
Miami, FL

Attorneys Marketing Their Law Firms Can’t Go Wrong with Rainmaker Lawyer

Steve Klitzner

“No matter what Dave is charging these days he is worth every penny.  He will help you make a great living and live a great life.

He regularly transforms underperforming law firms into rainmaking powerhouses. 

If you want direct interaction action with a law firm marketing and strategy expert who helps attorneys marketing their practices grow revenue fast, there is only one thing you can do…call Dave Lorenzo right now.”

Steven Klitzner, Esq.
Miami, FL

Great Law Firm Marketing System

David Edelstein

“As a criminal defense attorney, I am used to fighting against overwhelming odds.  It’s a tough job.  I face difficult challenges on a daily basis.  But the truth is, none of those challenges are as tough as starting a law firm and finding clients.  Law school prepares you for many things but marketing certainly isn’t one of them.

That’s where Dave Lorenzo and Rainmaker Lawyer Consulting come in.  Dave helps me refine my law firm marketing plan, execute the strategy and measure the results.  The guidance, expertise and support I receive from him are invaluable.

If you love the law and you want to build a firm that suits your lifestyle, I highly recommend working with Rainmaker Lawyer Consulting.  Listen to Dave and follow his system.  Making more money is good, but having a law firm designed around my life is even better.”

David Edelstein, Esq.
Law Offices of David M. Edelstein, P.A.
Miami, FL

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Rainmaker Lawyer Consulting is a business strategy firm that specializes in law firm marketing, attorney marketing, marketing for lawyers, and legal marketing strategy. If you have read this far down on this website you are obviously searching for something. Call us and we will help you find it. 305.692.5531