The ElderLawAnswers Small
Firm Marketing Webinar Series

Most attorneys are not what you would call "natural born salesmen". In fact, many lawyers deliberately chose law school over business school because they wanted to become a "professional" rather than a salesman. But for those who end up in private practice, being a professional requires you to develop sales skills. Without the ability to generate work, there are limitations on how far your career can go. In an increasingly competitive marketplace for legal services, just being a great technician is not enough.

So what can you do to build your sales skills? What do you need to do in order to develop a selling mindset that does not conflict with your core beliefs? What are some of the ways that you are limiting your success by staying within your comfort zone and how can you change your behavior?

At this session, Stephen Seckler will engage in a dialogue with Harry Margolis about how to jumpstart your marketing efforts. You will hear practical tips that you can put to work immediately in building your own practice by developing a better marketing mindset.

Stephen Seckler is President of Seckler Legal Consulting and Coaching. He has been helping lawyers who want to get more from their careers for over 20 years. He consults with small to mid-sized law firms on marketing and management issues and coaches individual attorneys at firms of all sizes on marketing and career issues.

You've had coffees, breakfasts, lunches and don't understand why you're not getting enough referrals. In this interactive program, you will learn the practical skills you need to maximize relationships with clients, referral sources and contacts. Your Elderlawanswers peers will demonstrate networking in real time with referral sources – what works (and what doesn't) - while be coached and prodded by our guest speaker.

You may learn more about Stewart and his approach in these articles:
Reduce Stress: Stop Selling. Start Helping
Asking for Fees and Root Canals
Making a Referral By Transferring Trust

Stewart Hirsch
Facilitator www.strategicrelationships.com

After practicing law in firms and in-house at companies including T.J. Maxx/Marshalls, Staples, Welch's, Waters and Dun & Bradstreet, Stewart realized that he enjoyed developing business more than doing legal work. To pursue his passion for business/client development and stay connected to the legal world, Stewart launched Strategic Relationships. For more than 18 years, through one-on-one coaching and group training, he has assisted other lawyers with developing business and becoming trusted advisors to their clients. He also helps executives and in-house counsel with strategic planning and provides leadership coaching.

Stewart blogs regularly on www.trustedadvisor.com, where he offers advice on helping professionals improve their trustworthiness in business.

Once you have users on your site, steps to take to convert visitors into clients. How to use "calls to action." How to follow up with a conversion campaign.

Aaron Fletcher
Vice President of Inside Sales, Caring.com

Aaron N. Fletcher is a law firm marketing coach, consultant, speaker and author. He has spent the last 18 years helping local businesses and lawyers become more successful and much happier through effective marketing.

Aaron has held senior-level marketing and advertising positions with several of the Nation’s top Internet and technology companies including Nolo.com and the Daily Journal Corporation.

Best practices in web design. How to use videos and other forms of content to engage users. How you can make your content more engaging. What steps to take to make users spend more time on your site.

Aaron Fletcher
Vice President of Inside Sales, Caring.com

Aaron N. Fletcher is a law firm marketing coach, consultant, speaker and author. He has spent the last 18 years helping local businesses and lawyers become more successful and much happier through effective marketing.

Aaron has held senior-level marketing and advertising positions with several of the Nation’s top Internet and technology companies including Nolo.com and the Daily Journal Corporation.

All you need to know about search engine optimization (SEO). How to get more traffic and reach more of your ideal clients. Where to be listed on both local and vertical directories. How to get links back to your site. And how to use social media sites.

Aaron Fletcher
Vice President of Inside Sales, Caring.com

Aaron N. Fletcher is a law firm marketing coach, consultant, speaker and author. He has spent the last 18 years helping local businesses and lawyers become more successful and much happier through effective marketing.

Aaron has held senior-level marketing and advertising positions with several of the Nation’s top Internet and technology companies including Nolo.com and the Daily Journal Corporation.

An entertaining look at the marketing and business lessons that lawyers can draw from popular movies and TV shows such as Patton, The Bob Newhart Show, Grounhog Day, Apollo 13, Hamlet, and Finding Nemo.

MARK MERENDA
President, Smart Marketing

Mark Merenda, President, founded Smart Marketing in 1994, after leaving a post in corporate America as president of a $17 million-a-year software company. Since that time he has built Smart Marketing into one of the country’s premier marketing firms for attorneys.

How to create a blueprint of an effective marketing plan to take your law practice from under $200,000 to over $2,000,000 in under four years. Rajiv will share his personal experience, success and journey. He will show you the nuts and bolts of the core elements of a successful marketing plan, including:

• What to expect from your marketing plan
• How not to develop a plan
• Develop an effective message
• Get your name out(active v. passive)
• Create a budget (time and money)
• Develop and harness your database

Rajiv Nagaich
Senior Partner, Law Firm of Johnson and Nagaich PS

Rajiv Nagaich, an elder law attorney and senior partner with the Law Firm of Johnson and Nagaich PS, has developed a holistic legal practice that focuses on elder law and care issues which include legal, housing, financial, and care coordination disciplines.

Rajiv is on the board of the Center for Medicare Advocacy Inc. in Washington, D.C.

He is also a Board of Director of national and state chapters of the National Academy of Elder Law Attorneys, and is the founding member and past president of the Life Care Planning Law Firms Associations.

Rajiv is also the host of a popular call-in radio talk show (AgingOptions) that airs live in the greater Seattle area every Saturday morning from 10 a.m.-Noon on KTTH AM 770. The show also airs live nationwide via streaming audio (http://agingoptions.com/media/radio-show/).