Old Clients Are Coming Back and Our VIPs Have Been Referring Business to Us
First and foremost - thank you! We are truly grateful for all the tremendous support, excellent resources, ongoing education, generous mentions in the GLM Journal, and for all the hard work you and your team put into the end-of-year Summit that we all benefit from. One-by-one, we are chipping away at all the powerful programs you have laid out for us. Most recently, I rolled out our "VIP Client Appreciation Program" and it has blown up. In the first month, we had 135 households (174 individuals) sign up and we currently have 315 households (441 individuals)! I am preparing for a second mailing to past clients who have not received the invite yet. My goal is to strengthen existing relationships, develop repeat business, cross-sell in all six practice areas, and in turn, make our VIPs our biggest evangelists. We are already getting business from the VIP program, old clients are coming back into the fold, the invitation served as a reminder to call us for new matters, and our VIPs have been referring business to us. It's been a win-win for us and our clients.
Dennis Reppard
Personal Injury, Estate Planning, Elder Law | Florida
We've Been on a Growth Trajectory!
As I write this on the last day of March 2017, our gross revenue for January-March 2017 is 148% compared to the same time frame last year, and our April cash flow is already projected at almost our goal based upon meetings already scheduled - and the month hasn't even started yet!
Jackie Bedard
Estate Planning | North Carolina
By Implementing The Ultimate Referral Letter Program, My Return on Investment Has Been Astronomical
Hard work, and implementing GLM principles, has provided a lot of opportunities for my family and I (my wife and I have four girls). I take time off whenever I want to go do things with my kids; I never miss important school events; and am always home for family dinner. In fact, I just booked our family vacation for this summer - a 7-night Caribbean cruise.
Stacey Barrus
Personal Injury | Texas
I Came Home and Excitedly Told My Wife That With GLM I Could Actually Earn $250,000 and I Had the Plans to Do It
The past 16 months since I attended my first Summit have been nothing short of life-changing for my practice. For the previous 6.5 years I had a Tulsa, Oklahoma solo criminal defense practice with no employees, low overhead, an erratic flow of new clients, and a focus that was exclusively on sex crimes and crimes against children. By criminal defense attorney standards in Tulsa, Oklahoma, I was successful with earnings for the previous 5 years of $115,000, $120,000, $118,000, $160,000, and $155,000. My “marketing” consisted of a basic website through Scorpion and a User Friendly Yellowbook ad. I had no idea if any given month or year would be successful or if I would make $15,000 next year or $150,000. I believed that I had hit the top of the market and that it wasn’t possible to make more than what I was making. I was unhappy with my practice and when I wasn’t actively working on cases or in court, I spent most of my work week trading options instead of trying to grow my practice. I had received GLM materials for about five years after first watching some free videos and providing my contact information. In August of 2016, after two ugly months back to back, I finally decided to take Ben up on his guarantee and paid full price for the Summit. I was convinced that if GLM didn’t hold the secrets and couldn’t grow my practice then I would continue to pad my earnings as an options trader. The first time at the Summit is metaphorically the equivalent of dropping Acid. Your life, or in this case your practice, turns into two main chapters, the Before and the After. I came back from the Summit more excited about my practice than I had ever been. I had a dozen ideas in my head and 50 pages of notes. I immediately got to work implementing a few select ideas, I moved into better office space, and I started to see results from my work and systems. A few months later (one year ago this month) I joined GLM as a Gold Member and completely bought in to the system. I still had the “my practice is different” thinking, given my very polarizing niche. So I attended the Bootcamp last April. That small group and one on one time was amazing and took my plans, ideas, and confidence to a new level. Since the 2016 Summit, I have moved from a 600 sq ft office to an 850 sq ft office to now a 1650 sq ft office. I have gone from the one-man show to a four-person team with two support staff and an associate attorney with another associate attorney hire coming in April after the bar results come out and he gets sworn in. Business has exploded with new business growing from $155,000 to $575,000 last year. In the first two months of 2018, we have already brought in over $135,000 in new business (not including $15,000 in referral fees) and we are on track to do over $800,000 for the year. Mindset is one of the biggest changes for my practice. It started with changing how I feel about what I do as an attorney and the service I provide. I believe in my own success, I am proud of what I do and who I am, and I have a framework and instruction on how to grow and build the practice of my dreams. The only thing holding my growth back today is my limited vision of what my practice can become. I think big now, just not as big as I should. When I left the Summit in 2016, I came home and excitedly told my wife that with GLM I could actually earn $250,000 and I had the plans to do it. It seemed almost impossible at the time to grow my practice from $150,000 to $250,000, but I knew it could be done. I hit $250,000 in mid-June last year and had to reset my goals. I have that piece of paper with my $250,000 goal and plan in a place of honor to constantly remind me to think bigger, much bigger. First thing I did after joining GLM is to take Ben’s advice and raise my fees. So I doubled them. The business didn’t drop off, it actually increased. Dramatic increase in my bottom line. It wasn’t easy, at first. The first time you look a client in the eye and say $10,000, $25,000, $40,000, $50,000 or $150,000 it takes a titanium backbone. (Yes, I quoted $150,000. I was hired and paid in full. It isn’t included in my earnings because it skews the numbers). An attorney told me the other day they though my fee was too high and that they knew of only one or two lawyers that charge that much. My response was that he should hang out with better lawyers, and I asked, “How much do they charge? I need to know so I can raise my rates.” I decided to finally hire my first support person. Instantly I knew I should have done this years ago and it made a huge improvement in my quality of life, income, and client responsiveness. Despite a few bad hires along the way, I now have two superstar support personnel that are amazing and have completely bought into the GLM/GKIC direct response way of life. I went after the referral network using the Ultimate Referral Letter process. I have grown my referral network to over 50 attorneys and generated over $30,000 in referral fees and increased the number of cases I received from other lawyers by 250%. I then created a follow-up process for prospects that contacted the firm by phone or email. We developed a nice Shock & Awe package and follow-up sequences for qualified and unqualified prospects. Conversion rates have gone up dramatically. In conjunction with the follow-up systems we put in place, I started a new focus on higher-quality client experience investments. I turned the office into a comfortable, yet upscale experience that married perfectly with the price point and exclusive/select boutique experience we wanted to offer. We added a Jura super-automatic coffee maker, I went to the Wynn in Las Vegas and ordered 5 diffusers used at the Wynn & Encore hotel (Steve Wynn put a lot of money and science into his hotels’ scent), new artwork for the office (looks like the inside of the Gilcrease), drink menus, unique coffee cups that everyone loves and gets to take with them when they leave, etc. I then started to devote time and resources by way of 5 Star Law Firm to getting more and more online reviews. When I went to the first Summit, I had a total of 3 reviews, today I have over 40. It is hard as a sex crime attorney to get your clients to post reviews, but I motivate my staff with cash bonuses for each new 5-star review they get signed up. Next, I started working on new content for my website and my USPs. I decided to make a change in my website provider and switched to Foster Web Marketing (FosterWebMarketing.com). This resulted in a huge improvement in my online presence and every month increases my business. I shot 10 videos for the website with the Foster team and I am constantly adding new content. In April/May of 2018, Foster Web Marketing is sending out a crew to shoot on location video of firm, employees, FAQs, and commercial quality video. I then started working on my master client and contact list. We are now list central around the office. We have lists for everything and everyone. Once we completed the master list we refined it for a newsletter list. Once we had our newsletter list, we contacted Shaun Buck’s team at Newsletter Pro (TheNewsletterPro.com) and our first newsletter goes out at the end of February. Recently, I contracted with Zine (ZineGraphics.com) to take all of my written products to the next level. Kia is in the process of doing some outstanding graphic design work on my USPs (consumer guides and books), business cards, and other print materials to give everything a consistent, professional, and high-end look. I have plans in development to open a satellite office in Dallas in 2019 and in Oklahoma City the following year. Overall, the results have been nothing short of unbelievable. Honestly, part of me is nervous about putting my success in writing because the “old Lee” can’t believe it himself and always worries about when the bottom will fall out. The “new Lee” knows that his first $1,000,000 year is right around the corner. These numbers and growth outside of Tulsa, Oklahoma might not seem like too much to get excited about. But let me tell you, a $500,000+ year in Tulsa, Oklahoma in any profession is BIG money, and I had that growth of $150,000 to over $500,000 in just one year using GLM methods. If I could make two suggestions to a new member or someone considering GLM, they would be 1) Immediately raise your rates/ fees and raise them substantially, and 2) Think big, so big it seems ridiculous, and let that thinking become your new normal.
Lee Berlin
Sex Crime Law | Oklahoma
Great Legal Marketing Provides an Outstanding Product for Smaller Law Firms and Solo Practitioners and I Highly Recommend It
Great Legal Marketing provides an outstanding product for smaller law firms and solo practitioners and I highly recommend it. GLM provides a step-by-step guide to increasing your firm's marketing presence. I purchased the gold member package and I have been absolutely blown away by the materials and information that I have received since joining. It is truly is a great value for what you pay.
Ben Westbrook
Personal Injury | Texas
The Best Organization Out There in Terms of Teaching Lawyer Marketing
By far the best organization out there in terms of teaching lawyer marketing. Ben Glass not only teaches but is a practicing attorney who knows what we face on a day to day basis. At GLM, you will find an entire community of lawyers who are happy to share what they are doing in terms of marketing, law firm development & management, and life strategies. The people that you meet here are genuine & kind. The positive energy is contagious (no complainers!). I've been a very satisfied member since 2011 and look forward to many more years to come! Thank you, Great Legal Marketing!
Carol Cadiz
Personal Injury and ERISA Disability | Illinois
San Diego Estate Planning Says Thanks to Great Legal Marketing
I wanted to thank you so much for our phone call today. I appreciated your taking the time to read my email before our meeting so we could focus on specific strategies and techniques to assist my estate planning firm in obtaining more contacts. Your use of examples was most illustrative and I will study them and then make changes. You answered all of my questions and felt you were personally interested in my firm's success as I did when I attended your seminar in Los Angeles in August of this year. I look forward to working with you in the future.
Roy M. Doppelt
Family Law | California
Thank you so much for teaching us so much.
WOW! What can I possibly say that you haven’t heard before? I am so very happy about my decision to join GLM in late 2012. I have already exceeded my goals in 2013. I just had my most profitable summer ever! Thank you so much for teaching us so much and for sharing so many great tools, ideas, and strategies to turn my law practice into the one I dreamed about when I decided to become a lawyer. With much gratitude and best wishes for continued success, Robert Malove.
Robert Malove
Traffic/DUI | Florida
From North Carolina Personal Injury and Medical Malpractice Attorney Brent Adams: “We Lawyers Are Also Egomaniacs”
We lawyers are big copycats. It took lawyers twenty years after the Bates decision (which allowed lawyers to advertise) before lawyers began to advertise to any significant degree. Why? It is because we are all copycats. We copied the conduct of the established blue blood, silk-stocking lawyers who (even after the Bates decision) looked down their nose at lawyer advertisers. Ben Glass teaches us not to be copycats. He teaches us to look around to see what all the other lawyers are doing and to do the opposite. In order to stand out from the crowd, you must be different. Ben teaches us how to stand out and how to do things differently which leads to a better practice, more money, and a better lifestyle. For instance, he notes that you can go to any phone book in any city in our country and look in the phone book to see that lawyer’s ads are all the same. We could substitute the names of the law firms in the various ads and it would make no difference. None of the ads stand out. Ben teaches us how to draft telephone book advertising which stands out and differentiates us from the crowd. He teaches us that our ads do not have to be large to be effective. We lawyers are also egomaniacs. We think that we have all the answers. Ben teaches us that is wrong. We should look to other industries and professions to see how they do it, what works for them, to see how they make money, and to see how they succeed. Ben teaches us to borrow ideas and methods from other businesses and apply those successful methods to our practice. He has shown us that there are many commonalities that we share with all other businesses and that we can adapt their methods in our practices to make us more successful. It may be true that our law school professors taught us to “think like lawyers.” However, that is not necessarily good. It is more important to “think”. Ben shows us that it is important to think about how other industries succeed and to open our minds to new ideas and methods, to expand our imaginations, and to embrace new methods of thinking.We can all go broke “thinking like a lawyer.” We lawyers are also great procrastinators. Ben teaches us to “do it now.” Try new things, NOW. Even if it does not work, it is our failures that add to our body of knowledge and help us progress towards the ideas and methods that WILL work. The advantage that we small firm lawyers have over the mega-sized law firms is that we can turn on a dime, abandon the things that do not work, and embrace new things. Ben teaches us to exploit that advantage to the fullest. We lawyers have a terminal case of tunnel vision. We tend to focus on one area of practice, manner of doing things, habits, and customs and ignore the entire rest of the world. Ben removes the blinders from our eyes and allows us to see the world of law practice and life in general with a wide panoramic view. He teaches us to ask “why”and “why not.” Why can’t wedo things differently? Why is the way we have done things for years the best way? Why can’t we change? Why can’t we be better? Why can’t we have greater income and work less hours? We lawyers are miserable workaholics. We all tend to be “type A” personalities driven to achieve. The problem is that, somewhere around the second year of law school, we focus on achieving the wrong things. More cases, more briefs, more deadlines, more trials, more clients... and for what? Ben teaches us to step back, take a look at our lives, and examine what is important. He teaches us that we can have a successful practice without working sixteen hour days. Ben teaches us to focus on what is really important in life and, more importantly, how to find the time to achieve and enjoy those important things. Ben is a master at eliminating time-draining vampires. By doing so, we all have more time to live life the way it should be lived. Ben’s materials provide a step-by-step guide to completely eliminating (or at least reducing) the five handicaps named above which we lawyers have and which prevent us from having a good quality lifestyle. While Ben will teach you about marketing, you will also learn how to make lifestyle changes which will greatly enhance your life and the lives of your family. Many who teach marketing to lawyers are not lawyers themselves. It is important that Ben is a lawyer. However, Ben is not just another lawyer. He is one of the premiere lawyers in his area of practice. Ben is on the cutting edge of new developments in the legal world and has taught lawyers throughout the country not only marketing techniques, but also new and creative innovations in the successful practice of law. It is important that we receive our marketing advice from an accomplished lawyer, not just an advertising man who does not know a tort from a doughnut. I highly recommend Ben’s toolkit, his seminars, and all of the materials which he generates so prolifically. Do not buy his materials, however, unless you are prepared to live a better life, have a more successful practice, and prudently manage more money than you ever imagined would come to you through your law practice.
Brent Adams
Personal Injury, Medical Malpractice | North Carolina
A New Level of Expertise
Ben Glass takes law practice building to a whole new level — innovative, smart, ethical, and life enhancing too! No one knows this subject better.
Patrick A. Malone
Medical Malpractice/Drug Product Liability | Washington, DC
Emails from Maryland Attorney James McCollum
#1 — 2/6/06 Good morning. I opened my box this morning and just read “Ultimate Personal Injury Practice Building Toolkit.” I picked up some good pointers. I plan to rip the CDs to my iPod tonight so that I can listen when I am walking/running in the morning for exercise. Have a blessed day. #2 — 2/10/06 I have listened to the “Start Here First/Getting Started” CD at least 5 times this week. On the fourth or fifth listen, a very clear, very focused marketing idea came to me. I plan to start working on it today. #3 — 2/17/06 I read the quick start guide. I found it helpful in a crucial respect for me — creating a unique selling proposition. I also read the newsletter guide, since we use a“canned newsletter.”I think that you are correct. We use a canned newsletter because we have not developed a good time-management system from which we can create our own. But, we are working toward that end.
James E. McCollum, Jr.
Litigation, Administrative Law, Church Law | Maryland
“I can’t wait to get to the office every day to implement one of the many new ideas generated through Ben Glass’s system.”
Whether you’ve been practicing 25 days or 25 years, if you’re looking for a new approach to define the law practice you want instead of having your law practice define you, I wouldn’t delay another minute in becoming part of Ben Glass’s Great Legal Marketing system. Not only does Ben Glass provide you with invaluable ideas about creating your ideal practice that has obviously worked for him and many others who have invested in this program, he also provides you with the continuing support through his monthly reports and his Mastermind and Diamond Practice Builder groups also available for you to join. Plus, you’ll get the wisdom of the many support vendors that Ben and countless others have developed to implement all the strategies.You avoid the time, money and mistakes by learning about the already prequalified experts like Web Master Tom Foster, book publishers like Word Association, and direct mail marketing experts like Newsletter Pro. After more than 25 years of a relatively successful PI practice, I was continuing to face increasing competition and no clear direction of how to think outside the usual box of marketing ideas that everyone of my colleagues were already trying. Now a year later, instead of repeating the same refrain like every other attorney I know who complains about practicing law, I can’t wait to get to the office every day to implement one of the many new ideas generated through Ben Glass’s system. And it’s paying off in new, better cases. What have I done so far based on Great Legal Marketing Toolkit: Completed two newsletters and one postcard; copies of which I enclose Put newspaper ads offering Free Reports in 3 different publications…I am enclosing those ads for your review Completed two books that deal with Worker’s Compensation and Auto Law I have the 800 number I have spoken with Tom Foster about a website I have combed through all of your materials and I bought most of Dan Kennedy’s books and two of Seth Godin’s But the lessons don’t stop with just the purchase of Ben’s Great Legal Marketing Toolkit. After buying the kit and attending his first seminar last year, I returned to yet another seminar with attorneys from all over the country. And while skeptical at first that this might be a repeat of last year’s great meeting, I came away with even more new and exciting ways to market my practice. Believe me when I say that I’ve tried numerous marketing programs over the years. While many have some good ideas, none come close to what Ben Glass has managed to put together. Rather than wait for your competition to discover these ideas (my biggest fear after first getting the Great Legal Marketing Toolkit) order it today and start putting these ideas to work for you tomorrow. And if you believe that this is just all marketing hype, I welcome you to call me directly at 610-363-3888.
Daniel F. Monahan
Personal Injury, Worker’s Compensation | Pennsylvania
Dennis Reppard
Jackie Bedard
Stacey Barrus
Lee Berlin
Ben Westbrook
