To Educate, Motivate AND PROTECT: "We got into estate planning before it was the hot area of legal practice because we have... CONNECTING People: “A career change, whether lateral or vertical, is a significant moment in someone’s... Critical Success Factors. The Key to Exposing Demand.: Let’s get the new year started off on the right foot by simplifying what many lawyers... Don’t Rob Your Prospects of Their Scarcest Resource. And What Not to Say When Marketing.: Ever notice how many people want to steal your scarcest resource? They crave a piece of... California Case Summaries Civil™ Organized Succinct Summaries of New Civil Cases: CALIFORNIA SUPREME COURT - Torts - T.H. v. Novartis Pharmaceuticals Corporation (2017) _... What Are the Most Important Functions of a Good Law Firm Website?: While there are many components to a good law firm website, today we're going to cover a... Community News – February 2018: Umberg Zipser LLP is pleased to announce that Jeff Reeves has joined the firm as its... “Getting to Know You”: The song title is famous and by taking the same approach the Tax Law Office of Luis E... Why Are Law Firms Falling Behind?: This news ought to be deeply disturbing to managing partners and lawyers everywhere,... Being a True Giver When Networking: Over the past 10–15 years there has been a dramatic increase in the number of people...
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RSSAuthor Archive for David M. Ward

David M. Ward learned how to market his legal services the hard way. He was sworn in at 23 and started his practice shortly thereafter. He had no experience as a lawyer, no business contacts, no secretary, and no clients. After five years of frustration, he learned a few marketing ideas and put them to work. His practice took off and he practiced successfully for more than 20 years. Today, he helps other attorneys to get more clients and increase their income, through his marketing programs and consulting services. David blogs about marketing and productivity at The Attorney Marketing Center, http://attorneymarketing.com/blog. He can be reached at 949-888-2800, info@attorneymarketing.com

WHAT TO SAY WHEN THE CLIENT SAYS, “I want to think about it”

WHAT TO SAY WHEN THE CLIENT SAYS, “I want to think about it”

When prospective clients tell you, “I have to think about it” or “I have to talk to my [spouse],” do you know what to say? Here’s how to overcome those common objections and “close” more clients. First, when the appointment is made, ask if they are married or have a significant other and if so, tell […]

How to choose the right specialty

How to choose the right specialty

“What should I specialize in?” attorneys often ask me. “Find something you are passionate about,” I usually answer. “You can be successful at almost anything, so you might as well find something you enjoy.” But sometimes it’s difficult to know what we enjoy. We may like certain aspects of one area (e.g., the large fees […]

How to Get Referrals from Attorneys You Don’t Know

How to Get Referrals from Attorneys You Don’t Know

I received a letter from a Probate lawyer who is seeking referrals from large PI/Med Mal firms who need guidance in their wrongful death and minor settlement cases. He and his partners had compiled a list of law firms and written a letter they intended to “mass mail”. The letter they were planning to send […]

How to Get Your Clients to Pay You

How to Get Your Clients to Pay You

“How do I get my clients to pay my bill?” I was asked this question recently, and in thinking about the answer I was reminded of my college days where I played a lot of poker. In stud poker, some cards are displayed up, some down or in your hand. These are your “hole” cards, […]

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