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I put on a law firm marketing presentation the other day and thought I’d share my tips in today’s podcast episode. Enjoy!

Hey everybody, welcome to episode 114 of The Art Of Lawyering podcast, I’m your host, Christopher Small, and I’m excited to be here with you today. I am at this time currently on the highway driving back to the office from a presentation that I just put on. This presentation was made to a real estate agent and his team about 10 people or so. It’s good times I talked about two things. For all you estate planning attorneys out there. I talked about ways that they can provide value to their clients from a business perspective and I talked about ways that they can protect themselves from personal perspective. And estate planning worked into both of those components but that’s not what I wanted to talk about. What I wanted to talk about were some lessons that I have learned.

This is my first presentation of this kind. I’ve done presentations before and I should’ve learned these lessons beforehand but I wanted to just let you know what I experienced. So, first, step one, make sure you confirm the address of the place that you are going. This group is actually run by a guy that’s a buddy of mine and what I did not know or think to ask was whether or not they had changed the offices recently and in fact they had. So, on my way down to the office, I got a call and he said, “Hey, are you going to the right place?” I said, “I think so. Is it on the XYZ street?” and he said, “Nope, it’s on ABC street.” So I had to turn, make a couple of uee’s and get on the right track. So, step one.

Step two is make sure you figure out who is providing the food. If food is going to be provided. This was a lunch and learn opportunity and I didn’t really realize I guess that I was the one providing the lunch until very late. I still took care of it, got some Jimmy Johns in the house, everybody was happy and excited and crushed it but it could have been a disaster if I ordered showing up with no food.

Step number three. Record every single one of your presentations. If you wanted to see this presentation, you can go on my Youtube channel because it will be up in the next couple of days. Even if you do the same thing over and over again, I would almost always put them up. The reason for that is, it builds strict credit for you to show that you are up and talking about these things, no presentation is going to go exactly the same and I know that because for example, once I get home I’m gonna think about the things that I talked about and the way I structured it and I probably would change and add and tweak some things to make it better.

And the third thing is that, look nobody can hear your message enough times. If you think about the people that you like and follow, I think you’ll see, if you pay attention, that they really repeat the same ideas over and over and over again. And the reason for that is very simple. You know, the more you say something, the more it gets embedded in people’s minds. So, don’t be afraid to record all of them. It’s also good practice. You can go back and look at your presentation after the fact and see if you were doing something that you wanted to change or fix and what you did well and then you can build off with that. So, those are at least three of the lessons that I learned today.

I would, I guess before that things is, maybe make sure that you practice before you go in. Don’t go in there and expect to just wing it because you’re gonna look better, people are gonna appreciate it more and it’s gonna be more well received if you practice.

The fifth thing that I would do is make sure you have a call to action at the end. For me, I said two things. I said, “Look, if you’re interested in sort of pursuing this opportunity and get some estate planning done, I would love to help you or talk to you more and here’s the next step.” And I also said, “Hey, I have a weekly email newsletter that I send out. I would love to put you on the list. If you wanna be on it. So, just shoot me your email address and I will put you on the list.” And people really like that.

So, those are the things. A few things and then the biggest lesson I guess out of all of this is get out and do some presentations even if you suck. Even if you’re terrible, do them. You’re putting yourself in front of people, you’re creating connections, you’re getting your name out there. People are going to respond to that over time.

So, don’t be afraid to put your name out there. Don’t be afraid to take some action. Don’t be afraid to get out there and promote your message. That’s what it takes if you wanna be good, if you wanna be successful, if you wanna have clients, you got to market. And there’s no better way to do it, to get out there pound, press the flush, get your message out there, be good at it and watch the phone calls come in. So, with that being said, I think we will sign off for the day. I’ll catch you later. See ya!


Christopher Small

P.S. — curious about what I do on a daily basis to create and build my successful law firm? Now you can find out first hand (and steal some of my secrets). It’s called the Law Firm Confidential Podcast, and you can get access to the first 5 episodes for free by clicking right here.

Who am I? I am an expert on starting a law firm and law firm marketing. I’ve started two successful law firms (you can check out my current law firm here) and love sharing what I’ve learned so you can do it too.



Originally published at on March 21, 2016.