Traffic to Leads

About Garrett Hansen: Garrett Hansen is the founder and director of Ads4Lawyers Ltd, a UK-based agency helping law firms build predictable client pipelines. With years of experience working with firms frustrated by ineffective marketing, Garrett created a system that targets ideal clients, generates high-quality leads, and converts enquiries efficiently. He shares actionable strategies on paid ads, digital funnels, and marketing processes that help law firms scale beyond traditional referrals.In this episode, Ted and Garrett Hansen discuss:The major differences between UK and US legal marketing—and how client acquisition varies by countryWhy many firms fail at intake and how automation, qualification systems, and landing pages fix the gapsHow PPC, Meta ads, and micro-specialized campaigns drastically reduce cost per acquisitionThe shifting economics of PI in the UK—from government changes to shrinking RTA payoutsWhat “sales training for lawyers” actually looks like and why it’s becoming a competitive advantageKey Takeaways:Garrett’s agency consistently lowers acquisition costs by pairing targeted Google PPC with custom landing pages and hyper-specific “micro service” campaigns, resulting in medical negligence cases acquired for as low as £1,600 per accepted client.Many UK firms still rely on manual intake—Google Sheets, email copies, handwritten notes—which leads to lost leads and zero follow-up. Replacing this with structured automations dramatically increases conversion.The collapse of traditional RTA payouts in the UK forced firms to pivot into areas like workplace accidents and medical negligence, where higher-value claims still justify marketing spend.Qualification systems embedded into landing pages ensure only viable cases reach the firm, reducing wasted calls and helping fee earners focus on high-probability claimants.Speed-to-contact remains one of the strongest levers in legal marketing success; firms that respond instantly consistently dominate channels like PPC and LSAs."So it's making that clear that there is a better way of doing things that will not just save you time, but will get you more cases and more revenue from implementing them." — Garrett Hansen Connect with Garrett Hansen:  Website: https://ads4lawyers.co.uk/LinkedIn: https://www.linkedin.com/in/garretthansen1?originalSubdomain=ukTraffic to Leads Information and linksJuvoLeads.com contact page: https://juvoleads.com/contact/JuvoLeads website: https://juvoleads.com/Connect with show host Ted DeBettencort: ted@juvoleads.comIdeas or guests for the show: ted@juvoleads.com Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

About Darcy Neighbors: Darcy Neighbors, Founder and CEO of CIM Marketing Partners, has led the full-service strategic marketing agency for nearly three decades. Specializing in law firm marketing, her team is dedicated to developing strategies that drive measurable growth and strengthen brand value. She has a proven record of elevating firms of all sizes—from boutique practices to statewide leaders—by attracting right-fit clients and improving overall revenue performance. CIM Marketing Partners provides a full range of services, from comprehensive strategic planning to fully outsourced marketing support, and integrates AI across its operations to help firms maintain a competitive edge. With a diversified approach spanning traditional advertising, public relations, and advanced digital marketing, the agency ensures law firms stand out in even the most competitive environments.In this episode, Ted and Darcy Neighbors discuss:How Darcy built CIM Marketing Partners into a full-service agency serving firms nationwide across PI, litigation, and estate planning.Why a Strategic Marketing Summit—not a discovery call—creates the roadmap for 1–3–5 year growth.Relationship marketing vs. digital-only approaches, and why referrals remain the lowest-cost, highest-impact opportunity.How to diversify beyond digital to strengthen brand equity, improve case acquisition cost, and increase long-term revenue.Leveraging AI, analytics, and competitive research to position firms in today’s evolving marketing environment.Key Takeaways:A holistic, diversified marketing plan—built from deep discovery, competitive research, and annual strategic summits—can outperform digital-only strategies and dramatically reduce cost per case.Relationship-driven initiatives (B2B referrals, client communication, field marketers) consistently generate high-value cases at a fraction of the cost of PPC, billboards, or TV.Firms that unify digital, brand, PR, community outreach, and AI initiatives under one strategic “GM” or fractional CMO can achieve exponential growth—like increasing revenue from $4M to $40M.Creating branded, firm-owned social causes yields earned media, community trust, and deeper differentiation than sponsoring events with dozens of competitor logos.Annual strategic summits ensure every tactic aligns with evolving firm goals, market dynamics, competitor shifts, and budget realities—leading to sustainable year-over-year scaling."People in this PI World think that, ‘oh gosh, I got to go play with the big guys and spend all the big bucks in all the traditional advertising’…and they're missing some of the most key components, which is real relationship marketing." — Darcy Neighbors Connect with Darcy Neighbors:  Website: https://cimmp.com/ LinkedIn: https://www.linkedin.com/in/darcyneighbors/ Facebook: https://www.facebook.com/CIM.Marketing.Partners/ Instagram: https://www.instagram.com/cim.stagram/ Twitter: https://x.com/CIM_MktgTraffic to Leads Information and linksJuvoLeads.com contact page: https://juvoleads.com/contact/JuvoLeads website: https://juvoleads.com/Connect with show host Ted DeBettencort: ted@juvoleads.comIdeas or guests for the show: ted@juvoleads.com Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

About Marilyn Jenkins: Marilyn Jenkins is a digital growth strategist with a career spanning back to the early 90s. As the founder of MJ Media Group, LLC, and Law Marketing Zone®, she specializes in all aspects of digital marketing, including paid advertising, SEO, Google Business Profile optimization, reviews management, and database reactivation to drive business success.With a proven track record of helping law firms achieve remarkable growth, Ms. Jenkins has crafted strategic marketing plans that have led many of her clients to exceed multiple seven-figure revenues, with some realizing returns on investment (ROI) as high as 14x.Her podcast, Leadership In Law, features weekly interviews with prominent attorneys and legal service providers. Each episode explores key topics that matter most to legal professionals, from driving rapid growth to building a successful and cohesive team.Her private community for law firm owners, Law Firm Growth Guild, offers live coaching, expert insights, and networking opportunities to drive your firm’s success.In this episode, Ted and Marilyn Jenkins discuss:Why most law firms struggle with lead follow-up—and how a dedicated intake system changes everythingMeta ads, video creative, and nurturing workflows that consistently convert cold trafficThe power of Google Business Profile optimization, SEO city blitz pages, and high-volume content strategyThe shifting landscape of LSAs, PPC, and AI-driven search responsesHow to design a CRM workflow that boosts speed-to-lead and dramatically increases bookingsKey Takeaways:Many firms don’t fail because of traffic—they fail because no one is calling leads back, and Marilyn’s intake team solves that by contacting each lead up to ten times within four days for maximum conversion.City Blitz Pages allow firms to dominate multiple micro-locations, creating hundreds of indexed SEO pages annually and signalling to Google where they should rank.High-performing firms win by pairing Meta ads with customized nurture sequences and daily five-day follow-up workflows, dramatically improving booking rates.LSA leads are becoming more expensive and less exclusive, making speed-to-lead more crucial than ever as Google pushes one lead to multiple competing firms.Google Business Profile posting now stays live for up to six months, giving firms a massive opportunity to feed Google fresh signals and local relevance."The more content you do, the more you tell Google what types of searches you should be found in." — Marilyn Jenkins Connect with Marilyn Jenkins:  Website: https://lawmarketingzone.com / https://marilynjenkins.online/LinkedIn: https://www.linkedin.com/in/marilynjenkinsTraffic to Leads Information and linksJuvoLeads.com contact page: https://juvoleads.com/contact/JuvoLeads website: https://juvoleads.com/Connect with show host Ted DeBettencort: ted@juvoleads.comIdeas or guests for the show: ted@juvoleads.com Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

About Danny Decker: Danny Decker is Partner & Cofounder of Spotlight Marketing & Branding. In addition to building his team, he frequently speaks at events and workshops and hosts multiple podcasts on the subject of business and marketing. His books, The Automatic Marketing Machine and Marketing Simplified, are available on Amazon. Danny lives in Huntersville, North Carolina, with his wife & their two kids.In this episode, Ted and Danny Decker discuss:Why the biggest marketing problem for most firms isn’t lead quantity, but lead qualityHow to clearly define your ideal client profile using your best past clients as a modelThe “Three M’s” of marketing: Market, Message, and Media — and how they align to drive consistent resultsWhy law firm owners need systems, not one-off tactics, to create predictable growthKey Takeaways:Most law firms don’t have a lead generation problem — they have a lead quality problem. The focus should be on attracting clients who fit your values, fees, and process.Great marketing starts with identifying your ideal client and speaking directly to their problems, motivations, and emotions.A successful strategy connects the right Market, Message, and Media — when one is off, the entire system underperforms.Law firm growth depends on systems that nurture relationships, not just quick-win campaigns.“Most law firms don’t need more leads; they need better leads.” — Danny DeckerConnect with Danny Decker:  Website: https://spotlightbranding.com/LinkedIn: https://www.linkedin.com/in/danieljdecker/Traffic to Leads Information and linksJuvoLeads.com contact page: https://juvoleads.com/contact/JuvoLeads website: https://juvoleads.com/Connect with show host Ted DeBettencort: ted@juvoleads.comIdeas or guests for the show: ted@juvoleads.com Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

About Anthony Higman: Anthony Higman, CEO of ADSQUIRE, brings unparalleled expertise in paid search, honed through years of experience at a leading plaintiffs law firm and multiple digital agencies. He is widely recognized as one of the top PPC and LSA experts in the world, with hundreds of contributions to digital marketing publications.His passion for marketing began early, fueled by a fascination with iconic brands like Coca-Cola and a deep interest in journalism during college. After graduating from West Chester University of Pennsylvania during the decline of print media, Anthony joined a major law firm, quickly rising to lead its paid advertising efforts. There, he mastered PPC strategy and spearheaded expansion into new markets using bold creative and precise targeting.At ADSQUIRE, Anthony combines his deep knowledge of Google Ads with refined strategies to deliver high-performance legal marketing campaigns. He offers hands-on, expert-level paid media management with a focus on maximizing results for any given budget.In this episode, Ted and Anthony Higman discuss:The evolution of paid search and how manual management outperforms automated biddingThe pros and cons of Google’s Local Service Ads (LSAs) for law firmsWhy attention to detail and “doing the impossible things that can’t scale” creates better ROIThe challenges AI brings to PPC visibility, targeting, and traffic consistencyKey Takeaways:Manual bidding remains a major competitive advantage in PPC — it extends ad budgets and prevents wasted clicks that automated strategies often cause.Legal marketing is still a numbers game, and success depends on reducing waste through careful negative keyword management and constant monitoring.Google’s ongoing changes, like AI overviews and blurred lines between paid and organic search, are reshaping the search results landscape — demanding human oversight more than ever.Focusing on one specialty — PPC — rather than spreading across SEO and other channels allows AdSquire to deliver deeper expertise and higher performance for its clients.“My kind of motto is doing possible things that can't scale.” — Anthony HigmanConnect with Anthony Higman:  Website: https://adsquire.com/ LinkedIn: https://www.linkedin.com/in/anthony-higman-a3656a46/ & https://www.linkedin.com/company/adsquire/X: https://x.com/AnthonyHigmanTraffic to Leads Information and linksJuvoLeads.com contact page: https://juvoleads.com/contact/JuvoLeads website: https://juvoleads.com/Connect with show host Ted DeBettencort: ted@juvoleads.comIdeas or guests for the show: ted@juvoleads.com Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

About Gary Falkowitz: Gary Falkowitz is the founder of The Intake Playbook, a consulting, training, and certification firm focused exclusively on law‑firm intake & response processes. He is also co‑founder of CaptureNow, a 24/7 AI‑powered intake & call‑response solution for law firms. Prior to his consulting and technology roles, Gary served as an attorney and has dedicated his career to maximizing marketing ROI for law firms via enhanced intake practices. In this episode, Ted and Gary Falkowitz discuss:How law firms can maximize intake efficiency and conversion through structured systemsThe evolution from traditional call centers to AI-powered solutions like CaptureNowWhy instant gratification and speed-to-lead are redefining client expectationsThe emotional and human side of innovation — how personal loss shaped Gary’s missionPractical lessons from listening to 5,000+ intake calls across hundreds of law firmsKey Takeaways:Law firms must treat intake as a critical business function, not an afterthought — it’s the bridge between marketing spend and new clients.CaptureNow’s AI conversational bot eliminates call delays by answering on the first ring, compressing 12-minute calls into three-minute client-ready conversations.“CPR in 15” — Compassion and Proactive Reassurance within 15 seconds — builds immediate trust and prevents lost leads.Instant gratification dominates consumer behavior today; speed and accessibility are now the strongest competitive advantages in legal marketing.Every intake specialist must understand that relationship-building and sales language are as vital as legal expertise — without them, there’s no case to win.“CPR in 15 means Compassion and Proactive Reassurance in 15 seconds. Every single phone call must have CPR in 15, and if you don’t have it, you’re potentially losing trust from the call.” — Gary FalkowitzConnect with Gary Falkowitz:  Website: https://capturenow.com/ & https://intakeplaybook.com/LinkedIn: https://www.linkedin.com/in/gary-falkowitz-ab81aa10/Traffic to Leads Information and linksJuvoLeads.com contact page: https://juvoleads.com/contact/JuvoLeads website: https://juvoleads.com/Connect with show host Ted DeBettencort: ted@juvoleads.comIdeas or guests for the show: ted@juvoleads.com Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

About Peter Geisheker: Peter Geisheker is a veteran digital marketer and the CEO of The Geisheker Group, Inc., a firm specializing in high-volume Internet lead generation programs for B2B SaaS companies. With nearly three decades of experience, Peter has helped hundreds of businesses—from Silicon Valley startups to global enterprises—achieve their sales and marketing goals through data-driven digital strategies. Under his leadership, The Geisheker Group has become a recognized name in the B2B SaaS fractional CMO space, managing over $50 million in annual advertising spend.A pioneer in Internet marketing since the 1990s, Peter’s expertise spans SEO, content marketing, and paid media across platforms like Facebook, TikTok, Instagram, Google, and YouTube. He is known for his unconventional yet highly effective “ugly ads” strategy, which focuses on simplicity, authenticity, and addressing customer pain points. Featured in publications such as Inc. Magazine, Entrepreneur, FORTUNE Small Business, and The New York Times, Peter continues to shape the evolving digital marketing landscape with his innovation, insight, and commitment to helping brands convert traffic into leads.In this episode, Ted and Peter Geisheker discuss:The early days of internet marketing before Google: How SEO and search engines worked in the 1990sLessons learned from the Panda and Penguin algorithm updatesWhy simple, “ugly” ads outperform polished ones in law firm marketingThe shift from Google SEO to YouTube SEO and the future of AI-driven search resultsCommon mistakes attorneys make in advertising — and what clients actually respond toKey Takeaways:In the early days of SEO, ranking was as simple as placing the right keywords in a title tag — but long-term success requires adapting as Google evolves.When algorithm updates ended the “link farm” era, Peter discovered that following Google’s own Webmaster Guidelines and focusing on internal anchor text links could still drive strong rankings.“Ugly ads” — bold text on bright backgrounds and simple language focused on the client’s pain points — consistently outperform professionally designed attorney ads that center on the firm itself.Google increasingly favors original, fresh, and research-based content, not recycled AI-generated material; authenticity now wins the rankings game.YouTube SEO is an overlooked goldmine: it’s easier to rank there, and video results are less likely to be replaced by AI summaries.“If a ten-year-old kid doesn’t understand your ad, it’s too complex.” — Peter Geisheker Connect with Peter Geisheker:  Website: https://www.geisheker.com/LinkedIn: https://www.linkedin.com/in/geisheker/Traffic to Leads Information and linksJuvoLeads.com contact page: https://juvoleads.com/contact/JuvoLeads website: https://juvoleads.com/Connect with show host Ted DeBettencort: ted@juvoleads.comIdeas or guests for the show: ted@juvoleads.com Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

About Anthony Karls: Anthony Karls is a visionary entrepreneur, digital marketing expert, and law firm growth strategist. As the President of Rocket Clicks, a performance-driven digital marketing agency, and co-founder of Sterling Lawyers, LLC, Anthony has revolutionized the way family law firms scale and operate. Under his leadership, Sterling Lawyers expanded to 26 attorneys, generating over $15 million in annual revenue, while Rocket Clicks delivers cutting-edge SEO, paid media, and revenue operations strategies tailored for legal professionals.Host of the Revenue Roadmap podcast, Anthony shares insights on sales, digital marketing, AI, and leadership, helping law firms streamline operations, improve profitability, and dominate their local markets. A data-driven innovator, he specializes in customer acquisition, branding, and legal marketing automation. Anthony offers actionable strategies for law firm owners looking to scale efficiently, attract high-value clients, and build sustainable business models in the evolving legal landscape.In this episode, Ted and Anthony Karls discuss:Evolution of digital marketing strategies for law firmsOperational innovation and business model design in the legal industryScaling challenges and leadership lessons from rapid firm growthData-driven systems for sales, client acquisition, and performance trackingKey Takeaways:Implementing a non-attorney sales model allowed over 50% of consultations to be handled by trained specialists, freeing lawyers’ schedules and doubling case velocity.Sterling Lawyers’ fixed-fee system gives clients transparent pricing for all case stages, drastically improving conversion and trust.Firms that optimize conversion paths, site speed, and mobile UX can see measurable gains within 90 days, as seen with a Vegas client who added $90,000 in new revenue after basic local SEO corrections.Niching exclusively into family law and building data dashboards for “waterfall” performance metrics have been the biggest levers for sustainable growth and acquisition opportunities. "More than 50% of our sales done at the law firm aren’t done by a lawyer — they’re actually done by a non-attorney salesperson." — Anthony Karls Connect with Anthony Karls:  Website: https://rocketclicks.com/LinkedIn: https://www.linkedin.com/in/anthonykarls/X: https://x.com/karls_anthonyFacebook: https://www.facebook.com/2311.karls.anthonyInstagram: https://www.instagram.com/karls.anthonyTraffic to Leads Information and linksJuvoLeads.com contact page: https://juvoleads.com/contact/JuvoLeads website: https://juvoleads.com/Connect with show host Ted DeBettencort: ted@juvoleads.comIdeas or guests for the show: ted@juvoleads.com Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

About Chris Rose: Chris Rose is an attorney and the founder of LegalFlare, a startup-style law firm built on one bold idea — that even declined leads still have value. Through grassroots marketing and a nationwide network of partnered firms, he helps lawyers transform “no thanks” into new revenue by creating smart referral systems and co-counsel opportunities. Known for his direct approach and practical insight, Chris has built a reputation for knowing exactly where every case belongs.In this episode, Ted and Chris Rose discuss:Turning rejected or declined law firm leads into profitable opportunitiesStreamlining intake and referral systems using technology and vetted legal networksOvercoming misconceptions and ethical concerns about fee splits and malpractice riskBuilding an innovative, efficiency-driven model for legal business growthKey Takeaways:By capturing and reviewing the leads law firms reject, Chris’s model uncovers valuable cases that firms miss—achieving a 3.11% overall conversion rate and revealing that thousands of potential clients slip through traditional intake systems every month.Through a transparent fee-split structure (60% to the handling attorney, 10% to his firm, and 30% back to the originator), firms can generate ongoing passive income from cases they initially declined—turning discarded opportunities into consistent revenue streams.The main objections from firms—concerns about malpractice liability, jurisdictional rules, or overconfidence in intake quality—are largely addressed through compliance safeguards, attorney vetting, and a system that adds oversight without risk or upfront cost.Leveraging speed-to-lead automation, AI parsing, and Lexamica integrations, the process ensures that declined leads are instantly routed to motivated, qualified partners, proving how smart technology and collaboration can redefine lead management in the legal industry."Every time a law firm declines a lead, they lose value." — Chris Rose Connect with Chris Rose:  Email: chris.rose@legalflare.com Website: https://legalflare.com/ Instagram: https://www.instagram.com/chrisfnrose/ LinkedIn: https://www.linkedin.com/in/chris-f-n-rose-esq-661866158/ Facebook: https://www.facebook.com/ChristopherLeeRose1111/ Traffic to Leads Information and linksJuvoLeads.com contact page: https://juvoleads.com/contact/JuvoLeads website: https://juvoleads.com/Connect with show host Ted DeBettencort: ted@juvoleads.comIdeas or guests for the show: ted@juvoleads.com Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

About Jason Allen: Jason Allen is a seasoned entrepreneur and innovator in the legal industry with nearly two decades of experience transforming how law firms grow and operate. After successfully building, scaling, and selling a national law firm, he founded Firm Outcomes, a consulting company that delivers high-impact services including Qualified Legal Leads, Lead Follow-Up Systems, and Strategic Tax Planning for Law Firms. His results-driven strategies help attorneys increase profitability, improve efficiency, and keep more of what they earn. In addition to his consulting work with Firm Outcomes, Jason continues to run a national personal injury and mass tort firm while channeling his entrepreneurial spirit into Enlightenment Meadery, blending his passion for craft beverages with business innovation.In this episode, Ted and Jason Allen discuss:Strategies for reducing tax burdens for attorneys and business ownersThe importance of proactive tax planning to improve cash flowStructuring businesses and income to maximize financial efficiencyExploring alternative and passive investment opportunities for long-term financial growthKey Takeaways:Many professionals overlook how much taxes drain profits, but by auditing expenses, maximizing deductions, and keeping accurate records, firms can free up major cash flow to reinvest in growth.Strategic income-shifting—like hiring family members or balancing salary and distributions—can legally lower taxable income while supporting family and succession goals.Structuring as an S-Corp lets firm owners take part of their income as distributions exempt from self-employment tax, cutting their total tax burden significantly.Investing in income-producing assets instead of locking money in retirement accounts can reduce taxes now while building long-term wealth through passive income streams. "Tax planning literally takes two hours of work on your end, and you’re saving tens to hundreds of thousands of dollars." — Jason Allen Connect with Jason Allen:  Website: https://www.firmoutcomes.com/Email: jason@firmoutcomes.comLinkedIn: https://www.linkedin.com/in/jasonroyceallenTraffic to Leads Information and linksJuvoLeads.com contact page: https://juvoleads.com/contact/JuvoLeads website: https://juvoleads.com/Connect with show host Ted DeBettencort: ted@juvoleads.comIdeas or guests for the show: ted@juvoleads.com Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

About Michael Hamburger: Michael Hamburger is a U.S. Marine Corps veteran, entrepreneur, and CEO of Ezzey Digital Marketing, a leading agency specializing in SEO, PPC advertising, local search optimization, and AI-driven marketing automation. With over two decades of experience in digital marketing, Michael has helped businesses scale from startups to multi-million-dollar enterprises, generating over $1 billion in online sales. He is passionate about lead generation, sales funnels, and data-driven growth strategies, and has been featured as a keynote speaker, author, and podcast guest sharing insights on marketing, leadership, and entrepreneurship.In this episode, Ted and Michael Hamburger discuss:Digital marketing shifts from traditional advertising to real-time, measurable online campaignsAgency growth is fueled by combining complementary expertise and teamsTrust-building with clients through audits, transparency, and measurable resultsStrategic use of SEO and Google Business Profiles for scalable lead generationKey Takeaways:Focusing on platforms that allow instant adjustments and data tracking creates faster optimization cycles and eliminates wasted spend compared to traditional advertising.Joining forces with partners who bring complementary skills and high-performing teams can unlock growth opportunities that would be difficult to achieve alone.Beginning new engagements with a structured audit and offering guarantees on performance helps remove skepticism while setting the stage for long-term success.Consistent optimization of Google Business Profiles, paired with review strategies and ongoing content work, can transform baseline visibility into exponential increases in traffic and revenue. "We’re making their Google Business Profile sing…we see their lead generation, the number of phone calls, or number of traffic visits, everything starts to go up proportionally." — Michael HamburgerConnect with Michael Hamburger:  Website: https://ezzey.net/LinkedIn: https://www.linkedin.com/in/michaelhamburger/Traffic to Leads Information and linksJuvoLeads.com contact page: https://juvoleads.com/contact/JuvoLeads website: https://juvoleads.com/Connect with show host Ted DeBettencort: ted@juvoleads.comIdeas or guests for the show: ted@juvoleads.com Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

About Frank Rekas: Frank Rekas, CPFA, is a Personal CFO to attorneys and the founder of his independent financial planning practice. Known as "The Tax Whisperer" for law firm owners, Frank has 34 years of experience in financial services and specializes in helping attorneys stop overpaying taxes while building generational wealth. After spending years in corporate financial services, Frank went independent in September 2023 to provide completely objective financial guidance without proprietary product restrictions. He serves as a comprehensive financial partner to law firm owners, focusing on tax planning, risk management, and wealth building through his systematic approach to financial planning.In this episode, Ted and Frank Rekas discuss:The importance of proactive tax planning in financial managementThe role of specialized financial planning for attorneys and law firm ownersRetirement and investment strategies tailored to high-income earnersBuilding comprehensive financial plans that address long-term securityKey Takeaways:Many attorneys end up overpaying on their taxes because their CPAs focus only on filing returns instead of proactively planning year-round, making ongoing tax strategy a vital part of wealth building.For high-income earners such as law firm owners, advanced retirement vehicles like cash balance or defined benefit plans can allow them to shelter six figures annually from taxes, offering opportunities far beyond traditional IRAs or 401(k)s.Custom-built investment portfolios that are regularly reviewed, rebalanced, and tailored to different levels of risk tolerance give attorneys confidence that their money is working toward long-term goals rather than sitting stagnant.A truly valuable financial advisor looks beyond picking investments to create a comprehensive plan that addresses income needs, lifestyle goals, tax efficiency, and long-term security, ensuring clients can answer the critical question, “Am I going to be okay?” "The best time to start investing was yesterday. The next best time is today." — Frank Rekas Connect with Frank Rekas:  Website: https://palmwealthpartners.com/Email: frank@palmwealthpartners.comLinkedIn: https://www.linkedin.com/in/frankrekas/Book time to meet with FrankTraffic to Leads Information and linksJuvoLeads.com contact page: https://juvoleads.com/contact/JuvoLeads website: https://juvoleads.com/Connect with show host Ted DeBettencort: ted@juvoleads.comIdeas or guests for the show: ted@juvoleads.com Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

About Ines Rosef-Ingram: Ines Rosef-Ingram is the CEO and founder of Pine3 Marketing, a digital agency based in Cape Town, South Africa. With over a decade of experience, she’s refined a holistic approach that aligns marketing, sales, automation, and customer experience around measurable goals. As a Keap/Thryv Certified Partner and Service Partner of the Year, she’s helped hundreds of entrepreneurs by automating pipelines, nurturing leads, and turning clicks into loyal customers. Ines speaks on marketing automation, lead generation, content strategy, customer journeys, and digital channels, making her a go-to expert for podcasts and live events. Passionate about empowering SMEs globally, she’s committed to creative, scalable growth—and lives by the motto: meet new people, try new things, never stop learning.In this episode, Ted and Ines Rosef-Ingram discuss:The evolving role of automation in marketing and business processesStrategies for generating leads through SEO, ads, and content creationBuilding trust with potential clients using credibility-driven assetsBalancing AI-driven efficiency with authentic human connectionKey Takeaways:Law firms that integrated e-books as lead magnets, paired with tailored landing pages, ads, and automated appointment-booking, created a streamlined process where practitioners only needed to show up for client meetings, freeing them from repetitive administrative work.Establishing trust with prospective clients often comes not from whether they consume the content itself but from the credibility associated with visible assets such as published guides or books, which signal authority and expertise.AI is now leveraged not just for content and imagery but also as a tool to help clients create more accurate and detailed customer avatars through guided prompts and workshops, ensuring marketing efforts are targeted and effective.Successful automation doesn’t require businesses to overhaul everything at once, but instead works best when implemented step by step, beginning with sales processes and expanding over time, while keeping intentional space for genuine human touchpoints. "Don't think that you need to automate your whole business. Start with little pieces, and then you see where the new pain points come." — Ines Rosef-Ingram Connect with Ines Rosef-Ingram:  Website: https://pine3marketing.com/YouTube: https://www.youtube.com/@pine3marketing/LinkedIn: https://www.linkedin.com/in/ines-rosef-ingramTwitter: https://x.com/pine3marketingFacebook: https://www.facebook.com/pine3marketing/Instagram: https://www.instagram.com/pine3marketing/Traffic to Leads Information and linksJuvoLeads.com contact page: https://juvoleads.com/contact/JuvoLeads website: https://juvoleads.com/Connect with show host Ted DeBettencort: ted@juvoleads.comIdeas or guests for the show: ted@juvoleads.com Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

About Ashley Robinson: Ashley Robinson is the founder and CEO of Green Cardigan Marketing, a digital marketing agency that focuses on helping law firms grow and achieve their financial goals through marketing strategies that work! In 2019, the opportunity presented itself for Ashley to begin her career in legal marketing. When she began working for lawyers as a side hustle, Ashley quickly realized the need for honest digital marketing services for law firms. As the side hustle grew, Ashley soon realized her passion and love for helping law firms grow through digital marketing.Since its inception, Green Cardigan Marketing has been hyper-focused on helping law firm owners achieve their goals, all while providing out-of-this-world customer service. To date, Ashley and her team have worked with over 225 law firms across 39 states, successfully helping them scale.In this episode, Ted and Ashley Robinson discuss:Digital marketing challenges and opportunities for law firmsBalancing lead generation between quality and volumeAI’s growing influence on search behavior and content strategyClient retention through video marketing and nurture campaignsKey Takeaways:Many firms mistakenly chase more traffic and leads, but success often comes from clarifying what defines a “qualified lead” at the start of the relationship and focusing on that benchmark throughout.Proactively updating old website content, embedding video, or sunsetting irrelevant pages can dramatically improve SEO performance and visibility without always producing new material.Although AI is reducing website clicks by serving quick answers in search, firms that continue investing in FAQ-style SEO content are still seeing consistent conversion rates from serious, ready-to-hire clients.Estate planning firms in particular can generate long-term, compounding revenue if they stay top of mind with past clients through nurture campaigns and annual video reminders tied to major life events. "We’re still using humans to write the content, now we are leaning on AI to produce ideas, to do the keyword research, to tell us where content might be valuable." — Ashley RobinsonConnect with Ashley Robinson:  Website: https://greencardiganmarketing.com/Email: arobinson@greencardiganmarketing.comLinkedIn: https://www.linkedin.com/in/ashleyrobinsongcm/Instagram: https://www.instagram.com/green_cardigan_marketing/Traffic to Leads Information and linksJuvoLeads.com contact page: https://juvoleads.com/contact/JuvoLeads website: https://juvoleads.com/Connect with show host Ted DeBettencort: ted@juvoleads.comIdeas or guests for the show: ted@juvoleads.com Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

About Laura Cowan: Laura Cowan, Esq., CPA, is an award-winning estate planning attorney. She built her seven-figure estate planning law practice in only three years and pivoted into a virtual business model. The creator of 2-Hour Lifestyle Lawyer, Laura, also teaches entrepreneurial attorneys how to build their own virtual estate planning practice. The author of Lifestyle Lawyer Revolution, Laura, received her B.S. in Accounting from Iowa State University and her J.D. from the University of Minnesota Law School.In this episode, Ted and Laura Cowan discuss:Shifting a traditional in-person legal practice into a virtual modelAdapting client acquisition strategies when old methods no longer workBuilding a scalable system to teach others how to run successful practicesBalancing professional client work with creating an education platformKey Takeaways:Transforming an in-person professional service into a fully virtual model required rethinking every client interaction—from initial consultations to educational presentations to payment collection—so that the client journey remained just as effective online as it had been in the office.When a key lead-generation channel, like in-person seminars, suddenly disappeared, replacing it with webinars not only filled the gap but also tapped into a heightened sense of urgency that drove strong engagement and conversions during uncertain times.By packaging a proven virtual practice model into a structured program, it became clear that professionals at any career stage—whether brand new or decades into practice—could build consistent revenue if provided with the right systems, tools, and educational support.Prioritizing higher-value clients instead of maximizing volume demonstrated that a boutique practice can deliver steady revenue while freeing up time and energy to build additional ventures, expand reach, and create longer-term impact. "Some people want to make a whole bunch more, but the point really is, you can make a nice living doing estate planning, not working full time and being virtual." — Laura Cowan Connect with Laura Cowan:  Website: https://www.2hourlifestylelawyer.com/Book: Lifestyle Lawyer Revolution: https://www.amazon.com/Lifestyle-Lawyer-Revolution-Without-Leaving-ebook/dp/B0F3FNZMQN/LinkedIn: https://www.linkedin.com/in/thelauracowan/Instagram: https://www.instagram.com/2hourlifestylelawyer/Traffic to Leads Information and linksJuvoLeads.com contact page: https://juvoleads.com/contact/JuvoLeads website: https://juvoleads.com/Connect with show host Ted DeBettencort: ted@juvoleads.comIdeas or guests for the show: ted@juvoleads.com Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

About Ronnie Deaver: Ronnie Deaver is the Founder of NoBull Marketing, where he helps law firms scale to 8-figure success without sacrificing joy or well-being. With a proven track record in business development, marketing strategy, and intake systems, Ronnie created the Elite Business Development System for Law Firms, a framework built on three pillars: Marketing Mastery, Perfect Intake, and the Sales Blueprint. His expertise is backed by years of experience leading operations, SEO, and growth initiatives for agencies and firms nationwide, as well as authoring Revenue Engineering for Law Firms. Passionate about blending results with sustainability, Ronnie is committed to transforming the way attorneys grow their practices by making success both profitable and enjoyable. He continues to share insights through speaking, writing, and his upcoming book, giving law firms the tools they need to dominate their markets with confidence.In this episode, Ted and Ronnie Deaver discuss:How Google Business Profiles influence visibility and client trustWhy reviews drive both marketing performance and firm credibilityWays to combine advertising strategies with local search dominanceCreative methods law firms use to generate sustainable growthKey Takeaways:Data revealed that Google Business Profiles account for up to 72% of lead generation for law firms, making them the single most important marketing asset, even above traditional SEO or paid ads.Review volume directly impacts both ad efficiency and conversion rates, with firms that have thousands of reviews outperforming competitors by looking like the obvious, trustworthy choice to potential clients.By hyper-targeting Google Ads geographically and strategically bidding higher within small radius zones, law firms have been able to slash cost-per-lead by as much as five times while simultaneously improving lead quality.Webinars, when structured around storytelling and value delivery rather than direct legal advice, have become a breakthrough method to convert sign-ups into consults while also generating hundreds of authentic five-star reviews each year. "People are going to go back to Google. They're going to Google your name, and what's the first thing they're going to find? They're going to find that profile, read your reviews, look at your profile, and compare your profile to other people." — Ronnie Deaver Connect with Ronnie Deaver:  Website: https://nobullmarketing.com/Book: Revenue Engineering for Law Firms: https://www.amazon.com/Revenue-Engineering-Law-Firms-Skyrocket-ebook/dp/B0DPXYCGKKLinkedIn: https://www.linkedin.com/in/ronniedeaver/Traffic to Leads Information and linksJuvoLeads.com contact page: https://juvoleads.com/contact/JuvoLeads website: https://juvoleads.com/Connect with show host Ted DeBettencort: ted@juvoleads.comIdeas or guests for the show: ted@juvoleads.com Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

About Matt Korn: Matthew Korn is a Partner at Fisher Phillips, where he represents employers in complex class and collective actions while providing strategic workplace law counseling across a wide range of industries. Drawing on experience as a former in-house counsel at a multinational public company, he helps organizations navigate urgent compliance and litigation risks with practical, business-focused solutions. In addition to his legal practice, Matthew is the founder of Dad, Esq., a community for lawyer dads designed to support professionals in balancing demanding careers with the challenges of fatherhood. He also mentors rising legal talent through The Associate’s Edge, where he guides associates on the path to partnership. A father of four and advocate for autism awareness, Matthew is committed to both advancing the legal profession and strengthening communities.In this episode, Ted and Matt Korn discuss:Career development through unexpected opportunities and challengesBalancing professional ambition with personal and family commitmentsThe value of shared experiences and peer supportHow intentional choices shape both work and life satisfactionKey Takeaways:Staying open to unexpected career paths, even ones that seem far from your original plan, can help you build diverse skills and experiences that later give you the confidence and credibility to thrive in your chosen field.When considering major career or life decisions, it is important to weigh not just professional advancement but also how those choices will support stability and flexibility for your family and personal growth in the long term.Recognizing the early signs of burnout and proactively adjusting your workload, travel, or commitments allows you to protect your energy while still showing up fully for both your work and your relationships.Intentionally joining or creating communities of people who share similar challenges provides encouragement, accountability, and fresh perspectives that make it easier to balance demanding responsibilities with personal fulfillment. "I realized there is just a mountain of stuff for working moms out there... but there wasn’t as much stuff for dads trying to manage two roles." — Matt Korn Connect with Matt Korn:  Website: https://dadesq.com/LinkedIn: https://www.linkedin.com/in/matthewkorn/Traffic to Leads Information and linksJuvoLeads.com contact page: https://juvoleads.com/contact/JuvoLeads website: https://juvoleads.com/Connect with show host Ted DeBettencort: ted@juvoleads.comIdeas or guests for the show: ted@juvoleads.com Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

About Kevin Barnicle: Kevin Barnicle is an accomplished Entrepreneur and Author who is passionate about empowering others to succeed in the business world. Drawing from his experience as the Founder and CEO of the thriving legal technology firm Controle, Kevin has become a trusted mentor and guide for aspiring business owners. With a remarkable journey of starting a company without prior industry experience and growing it into one of the fastest-growing companies in the U.S., Kevin offers invaluable insights into building and scaling businesses. His books focus on practical strategies, real-life lessons, and actionable advice for anyone looking to start, grow, or manage a successful enterprise, all written with his trademark humor.In this episode, Ted and Kevin Barnicle discuss:Spotting real market opportunities without waiting for perfect credentialsUsing empathy to strengthen teams and customer loyaltyShifting to inbound marketing for sustainable growthBuilding a team that lets you focus on your highest-value workKey Takeaways:Launching and scaling a business successfully often requires spotting a real market need, moving forward without waiting for perfect qualifications, and learning quickly through both wins and mistakes.Approaching employees, customers, and even personal relationships by putting yourself in their shoes builds trust, strengthens loyalty, and makes decision-making far more effective and human.Transitioning from outbound to inbound marketing not only generates more qualified leads but also fosters long-term brand relationships by meeting people where their interests and needs already exist.Sustainable growth hinges on assembling a team that complements your strengths, quickly offloading the work you’re not great at, and focusing your own time on the areas where you bring the most value. "If you're willing to take great care of customers, you're going to stand out and be successful in the long run." — Kevin BarnicleConnect with Kevin Barnicle:  Website and Book: The Blueprint: https://itstheblueprint.com/LinkedIn: https://www.linkedin.com/in/kevinbarnicle/Traffic to Leads Information and linksJuvoLeads.com contact page: https://juvoleads.com/contact/JuvoLeads website: https://juvoleads.com/Connect with show host Ted DeBettencort: ted@juvoleads.comIdeas or guests for the show: ted@juvoleads.com Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

About K'Lee Terrazas: K'Lee Terrazas is the founder of Legal Lead Sharks, where she partners with law firms to drive client acquisition and build the systems that support sustainable growth. With 15+ years in sales and marketing, she leads a team that specializes in Google Ads—but focuses just as much on what happens after the lead, helping law firm owners go from click to signed case with precision. She also co-founded Intake EQ, a modern intake solution using AI Voice Agents that sound freakishly human, designed to solve the persistent bottlenecks in lead follow-up and conversion. Alongside her husband Jason, she launched PayLynx Global to support law firms with backend automation like payroll, HR, and compliance.In this episode, Ted and K'Lee Terrazas discuss:Legal marketing challenges and opportunities for law firmsOptimizing intake systems to improve lead conversionThe role of AI agents in client pre-qualification and intakeThe importance of tracking and understanding marketing metricsKey Takeaways:Many law firms spend tens of thousands on Google Ads each month but lack proper conversion tracking or visibility into post-click performance, resulting in ad budgets being spent without clarity on which efforts are driving actual signed cases.Lead quality often suffers when unfiltered inquiries reach internal teams, with firms facing high volumes of irrelevant or misdirected calls that drain resources and delay follow-up on legitimate prospects.Blind test calls have revealed that even reputable firms sometimes fail to answer calls promptly, provide proper caller identification, or collect key information, causing them to lose high-value leads without ever knowing it.Firms that track campaign outcomes down to qualified versus disqualified leads, including vertical-specific patterns and intake outcomes, tend to identify actionable gaps in their marketing and intake systems with greater speed and precision. "If you’ve been running the same budget for six months to a year, to me, that tells me there’s a problem, because you should be making money and you should be increasing your budget." — K'Lee TerrazasConnect with K'Lee Terrazas: Website: https://legalleadsharks.com/LinkedIn: https://www.linkedin.com/in/k-lee-terrazas-9366b31b4/Traffic to Leads Information and linksJuvoLeads.com contact page: https://juvoleads.com/contact/JuvoLeads website: https://juvoleads.com/Connect with show host Ted DeBettencort: ted@juvoleads.comIdeas or guests for the show: ted@juvoleads.com Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

About Jeremy Poock: Jeremy E. Poock, Esq., is the founder of Senior Attorney Match, Inc., which designs and brokers law firm sales and mergers. Recognizing a market need for Senior Attorneys to monetize the value of their well-established law practices and the constant need for growing law firms to generate new clients and referral sources, Jeremy founded Senior Attorney Match in 2013 to address both of those needs. Prior to founding Senior Attorney Match, Jeremy practiced business law in Massachusetts with a focus on representing buyers and sellers in the sales of their small businesses.Jeremy leads the monthly livestream programs, The State of the Market for Law Firm Sales in 11 Minutes and The Ask the Law Firm Seller Show, which appear on the Law Firm Seller YouTube Channel and LinkedIn Live. In this episode, Ted and Jeremy Poock discuss:Succession planning for senior attorneysChallenges in valuing and selling small law firmsThe role of digital marketing in modern law firm growthMotivations and triggers behind law firm exitsKey Takeaways:A law firm with a well-documented client base, strong referral relationships, and a clearly defined niche is significantly more likely to attract serious buyers and complete a successful sale when aligned with the right acquiring firm.While traditional law firm sales often rely on personal goodwill, modern buyers are increasingly drawn to firms with measurable digital client acquisition data, leading to higher valuations.Attorneys looking to sell within a few years should start preparing by organizing client contact information, identifying revenue by practice area, and proactively communicating with their base.Many senior attorneys miss out on the value of their practices by assuming there is no market, often triggered by a lease renewal, a milestone birthday, or being blindsided by a junior attorney’s sudden departure."If you have clients and if you have referral sources... then there’s value that a growing law firm wants and needs." — Jeremy PoockConnect with Jeremy Poock: Website: https://www.seniorattorneymatch.com/YouTube: https://www.youtube.com/@thelawfirmsellerLinkedIn: https://www.linkedin.com/in/jeremypoock/Instagram: https://www.instagram.com/thelawfirmseller/Traffic to Leads Information and linksJuvoLeads.com contact page: https://juvoleads.com/contact/JuvoLeads website: https://juvoleads.com/Connect with show host Ted DeBettencort: ted@juvoleads.comIdeas or guests for the show: ted@juvoleads.com Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.