Yes, over the last several years I’ve spent over $1 million to generate new clients for firms across the U.S.Based on that experience, here are the 3 most important lessons every attorney needs to know, and how to leverage what we’ve learned to lower your attorney lead generation costs (i.e., costs to acquire new clients for your law firm).

1. More experience = lower client acquisition costs The more experience one has at attorney lead generation, the more one learns what works, what doesn’t, and where to get the best return on marketing spend. Our costs to generate qualified leads were many times higher when we first started than they are today, $1 million+ of experience later. In the early days, we spent a lot of money on attorney lead generation campaigns that didn’t work well, and then had to figure out why.
2. It’s 100 times harder for attorneys to generate new clients themselves than they think it will be.Attorneys are accomplished at practicing law, generally not marketing. How long did it take you to become a lawyer and learn from your experience to get to where you are now? The same holds true of marketing. It takes many years – even $1 million in spending on attorney lead generation campaigns, as I know first-hand – to learn the strategies, nuances and judgment needed to do really cost-effective lead generation for your firm. If you’ve tried to market your firm yourself and been disappointed by the results, you’re not alone. A lot of attorneys try this. Here’s what we learned about conversion rates and ROI of different lead generation models for bankruptcy leads in particular.
3. It’s worth every dollar to hire an expert that has demonstrated success for other similar law firms to yours. If a marketing or lead generation partner soliciting you can’t prove they’ve generated a considerable amount of new clients for law firms like yours, they’re still in the “trial and error” stage of attorney lead generation. And, you’re likely to pay the price – receiving fewer new clients as a result of what you spend.

How to apply what we’ve learned toward benefiting your law firm – for free.

When we take on a new law firm to work with, we are essentially “investing” in them, utilizing our $1 million+ of experience to guarantee that we will be successful at generating new clients for the firm. The attorneys we work with only pay for the qualified new clients we get to call them. They take advantage of the lessons we’ve already learned without spending anything up front to get it from us. Then, if a campaign fails, we pay the expense, not the law firm.