What you don‘t know, you don‘t know® with Harlan Schillinger: The Man in The Trenches

Harlan Schillinger is widely considered the Grandfather of Legal Advertising. He was the first in the legal field to produce and market television advertisements, and in his four decades of experience Harlan has worked with more than 130 law firms in over 98 markets throughout North America. In today’s episode, Harlan sits down with host Alex Valencia to discuss how his unique approach to intake and conversion yields massive results for law firms. 

According to Harlan, 99% of law firms’ lead intake is robotic. He explains how compassion and empathy can set your firm apart and significantly increase lead conversion. Further, implementing a solid CRM is invaluable to the success of any law firm. After identifying a gap in the market, Harlan took his obsession with intake and conversion to the next level. Along with two partners, Harlan developed Lead Docket, a CRM software that helps law firms increase their net business by up to 40%.

Tune into this week’s episode of The We Do Marketing Hour podcast to learn how compassion during intake and a strong CRM can increase your firm’s conversion rate and save you thousands of dollars on marketing. 

 

Quotes

• “But the truth of the matter is if you think that your intake is good, you're mistaken. When I say good, it's getting calls that you can convert viable personal injury cases, but then converting that into a contract.” (08:45)

• “What I discovered with intake and conversion is how big that hole is.” (10:30)

• “If you can convert more calls, then you'll make more money, you'll bring more clients, and you won't spend a nickel more to do it.” (11:44)

• “Brand is what people think of you when you're out of the room.” (41:47)

• “I suggest people talk to the public the way they would a jury because when you're talking to a jury, you're humanizing yourself.” (42:59)

• “Advertising works. Shitty advertising, good advertising, it works. It’s all about the message.” (46:26)

• “You must have the right software to manage your practice so it can tell you what you don't know.” (46:19)

• “No matter what you do in advertising people are going to go to your website. So you better be buttoned up with your website visually, mechanically, and so on. It’s the absolute foundation.” (50:19)

 

Links

For a FREE 1:1 consultation with Alex please visit: https://calendly.com/wdwc-alex/15min?month=2021-06 

Link with Alex on LinkedIn: https://www.linkedin.com/in/wedowebcontent/

 

For guest speaker and topic requests, please send all inquiries to We Do Web Content’s Director of Marketing Dina Davis, at contact@thewedomarketinghour.com.