JMF, Author at Solo in Minneapolis

September 19, 2011

Law Firm SEO B.S.

I think I may be having a sea change. I enjoy being a blogger, I enjoy writing, I mostly enjoy being an attorney. What I don’t enjoy is being a slave to search-engine-optimization (SEO). SEO is crap. You want to know a secret, SEO sort of works but it makes you evil. There are no easy answers or simple solutions to starting an maintaining a law practice – other than to network and do good work. We are in a people profession. Think about it.

My new thing is blogging on what I want to write about and, yes, mostly on starting a law firm because that is what I am doing right now. If you like my thoughts/advice, great – I hope it helps you. But, no more of this SEO crap. Sorry for any prior posts on the issue. I still believe in marketing and won’t apologize trying to market my law firm but certain kinds of marketing attracts the wrong kind of clients and people.

As an aside – blogging on a topic you enjoy and putting up a lot of quality content is certainly not going to hurt if you are trying to start a firm. I’m not saying blogging is a bad idea – if you like it. What I am saying is that you shouldn’t listen to all of the SEO B.S. that is out there. Avoid the SEO gurus. Seriously.

Blogging for legal business is fine. It helps. But, doing it just to make Google or some other search engine like your blog is silly. Write good content – you would be surprised on how many hits you get on your blog when you do that. Be an authority. When you write well about something you are passionate about, people notice. They come to your blog because it is witty, funny, informative – whatever. So make it your own. Blog about your practice area in a new and different way. Don’t just throw mud at the wall to see if it sticks. You will wear yourself out doing that and you will quit.

I believe Google has a moto of “don’t be evil.” I feel like I’ve been a little evil. Sorry. But, mark my words, I don’t apologize for giving advice on starting a law firm. Some of it is good, some of it is bad, you decide that for yourself.

September 19, 2011

What Do Older Attorneys Actually Do to Teach Younger Attorneys?

This post is in response to a well-written but subjectively mean-spirited post written by respected blogger Scott Greenfield over at Simple Justice. His post was a response to my recent comment on MyShingle.com about how to jump start a law practice. My initial reaction to his post was anger, but I must admit that he makes some good points. I wish he wouldn’t paraphrase me though.

After thinking about the issue of young attorneys giving legal advice and the danger that creates, I wanted to turn the tables and talk about what young attorneys may get out joining a law firm and what older attorneys actually do to teach us.

When I got out of law school in 2007 I knew I couldn’t start a law firm right away because I didn’t know what the hell I was doing. I mean that: I had no clue. I knew I wanted to start a law firm eventually, but I had to try the firm route first because, if I didn’t, things could have been ugly. So, I joined a firm.

Now let me tell you what my first six months or so were like at the firm: no training, very little observation, clueless wandering, and mostly angry gnashing with my wife about why I was mostly ignored. Then, I discovered something: the partners weren’t all that interested in helping me, they were more interested in me serving as a money-making vehicle. I have no problem with that. It is capitalism. I didn’t say it was right, but what is?

Furthermore, in those heady early days, I often had discussions with my wife that the so called “training” I got at the firm was to be put in front of a telephone and told to make money. People started to call and I met with them. I wasn’t told how to screen a client, do a client intake, ask for a reasonable retainer, draft a competent pleading, or, basically, be a good lawyer. The partners didn’t appear to care. But, I did all these things and I, mostly, did them well.

Did I miss out on a lot of things because of that reach for money? Yes, absolutely. I’m still upset I didn’t get better training. But, guess what, I did what I did in law school: I taught myself. I did three civil trials, many evidentiary hearings, and had many court appearances in 3+ years of practice. It isn’t an overstatement to say I was in court every day. I am trying not to brag, but I got a lot of experience by being in court. I also made a lot of mistakes and learned from them.

But, that is not the point. The point I am trying to make here is that I didn’t get trained by law partners who were mostly interested in me as an associate making them money. No, I was trained by myself, my peers who I practiced against, and the judges I practiced in front of. Being at a law firm didn’t make me a better attorney – I did.

So, my question for older attorneys like Scott who make efforts to dissuade young attorneys from “giving advice” or starting a law practice is this: what training do older lawyers actually give to their young brethren? Any?

Here are some other pertinent questions: Are we there to look at? Are we there to make you money? Should we be automatons? Should we kill all lawyers under 40, stop the law schools from accepting applicants, and let all of you wise-souls have more work to do?

I posit that the answer is no. Being upset about young attorneys giving legal advice is understandable – even laudable. Castrating all young attorneys for trying to start a law firm and talk about it is another thing all together.

So, I’m throwing down the gauntlet: I want you older attorneys to stop being negative, start being positive and do something to help any young attorney you can. This profession is difficult enough without aimless negativity.

September 18, 2011September 25, 2011

How Much Internet Marketing is Too Much Internet Marketing?

I’m feeling a little down about all of my social media/blogging/website-optimization efforts to market and start a law firm. I’ve been focusing almost exclusively on legal internet marketing for near four months now and it has become all consuming. To be honest, it is exhausting. I have begun to ask myself: to what end?

The easy answer to that question is that I am doing this to have a career, feed my family, and feel good about myself because I have marketed my law firm which has enabled the right people to hear me and, of course, hire me.

But, then there is another question: does all of this internet legal marking work? Well, yes – depending on what you mean by the term “work”.

I have gotten a lot of hits on this blog. I have gotten more traffic to my website than I otherwise would have without my marketing efforts. However, a lot of this feels empty. I’m doing my best to give solid advice on here but one begins to wonder what solid advice is.

I think my point is that I worry that young attorneys will take me too seriously and fail to do a good job as lawyers. I’m afraid somebody will think legal marketing is more important than being a good lawyer. Believe me, if you have practiced law for any time at all, you know it’s a jungle out there. You know that being a lawyer is difficult for many reasons. I hope you know that practicing law takes hard work, long hours, and plenty of difficulties and possible malpractice lawsuits.

Additionally, I hope you know that getting clients is not terribly difficult. However, being a good attorney is. If you don’t know what you are doing, don’t start a law firm.

There, I said it. Don’t start a law firm unless you have some legal experience and can represent your clients with a high standard of excellence and zeal. If you came here for advice and read this silly little piece of internet cheapery, I hope that message hits home.

Now that I’ve gotten that off my chest, I wish all of you the best of luck.

September 16, 2011

Jump-Starting a Solo Law Practice

Carolyn Elfefant over at MyShingle.com has a post this morning titled “Crowdsourcing Advice for a Struggling Solo.” She has included a letter asking for advice from a struggling solo lawyer in an east coast city. The letter brings up issues that all solo attorneys struggle with.

Ms. Elefant asked readers to try and answer the attorney’s question, so I’m doing so here. To that end, here is the sanitized version of the struggling-solo-attorney’s letter as posted on MyShingle:

I am a solo with a practice in a large East Coast city. I handle real estate transactions, bankruptcy, divorce and general litigation. I started my solo practice three years ago, following several years of employment at a smaller firm. Initially, I was able to sustain a practice through referrals – although even then it was a struggle. But lately, I find that people don’t want to pay for legal services. I do an initial consult, but then the potential client will haggle over the price. In addition, the referrals come in spurts and I would like to find a way to produce a steady revenue stream.

I am updating the firm resume, adding a Facebook page, joining Linked In and I have started sending email updates to colleagues. But I would like ideas to jump start my practice – to start bringing in work right away while developing a reliable stream of revenue for the future.

To try and answer the questions, I’m going to strip the letter down to its most basic level:

Good things for a Solo Attorney:

The attorney indicates that he/she has been a solo for three years;
The person has some kind of referral base, although dwindling;
This person apparently has office space and necessaries like a receptionist, billing software, etc.

Bad things for a Solo Attorney:

Dwindling referral base;
Lack of steady revenue stream;
Potential clients haggling over price.

As Ms. Elefant states, there isn’t a lot to go on in the attorney’s letter, but the things I listed above are something all solo attorneys struggle with. I know I have.

So, to try and help: the attorney does have some things going for his/her law practice. The attorney has the ability to be successful with the institutional tools he/she has set up. These are all good things.

The rest of the issues seem to be related to marketing and client interviews strategies. Let’s start with the client interview. The attorney is concerned about clients coming in for a consult and haggling about price. This happens to me all the time. That is what walk-in clients do.

If the attorney wants to continue to have a general practice dealing with every-day people, my suggestion to solve this problem is work on your selling skills. I don’t mean sugar-coating the law or telling the potential client that they have a case when they don’t. However, being overly nice to the client and making them understand how valuable your services will be to them is rule-number-one. I don’t have a lot of problems closing and I think it is because I am overly nice, I explain the law in an easy to understand way, and I make the client knows that they and their legal problems are really important to me.

After that, I have found that having a credit card system usually helps ease the burden of a large retainer. We aren’t told if this attorney utilizes credit card payments. To me, credit cards are a must for a general practice attorney who is seeing people walking in the door.

Another client interview retention technique I use is the call back. It works in one of two ways: (1) I tell them to think about what they want to do with their loved one and I’ll wait or (2) I tell them that somebody from my office (usually me) will follow up with them in a couple days to see if they are still interested. I don’t change my price, but I do explain the credit-card-system and I do take this additional opportunity to explain to them why I can be of service to them. Basically, the client really wants to know that they are going to get something of value from us over-priced lawyers.

The second issue I see is the steady-revenue-stream conundrum. Ah, the gold mine of solo attorneys.

My big suggestion for this is to find a practice area that caters towards steady-revenue. Once you choose one, you market towards it. One idea is collection work. Collection work allows you to be in court often and meeting with debtors on a constant basis. It’s nickel-and-dime stuff, but it is work. Also, if you have a large collection practice, you will begin to get good referrals from banks, businesses and other entities that are in need of fee collection – or, perhaps, better legal work. Once this practice gets off the ground, you have instant steady revenue. I’m not saying it is easy, but it is an option.

Another steady revenue option is getting on a public defender, indigent-person, court-appointed-appeals contract. These are all steady revenue sources and they are usually available to struggling solos. I try to get in good with my local judges, do a good job, and then let them know I am looking for work. They usually want to help and they steer me business because I do a good job (I think) and they like me (I know).

Another idea is getting on a pre-paid legal referral network. These networks can be dicey and you should check with your bar-association to see if they are legal, but they do work. The pre-paid legal referral sources will always call you if you do a good job. Try to get friendly with the support staff and they will really like you – thus referring steady business to you.

Finally, work your butt off networking at corporate/business functions and get yourself a great manufacturing type client. These businesses always have need for a labor law lawyer. The employees constantly have problems and/or the business always needs contract related advice. This one is tough, but it can be a gold-mine, steady-revenue source.

I am not trying to say these options are easy. They are not. I have struggled with doing every one of them. To me, law firm marketing means hustle. However, what has helped me with the hustle is: focus, being a nice guy, working really hard, and having a plan.

That is my two-cents. I hope it is helpful to the struggling attorney. If anybody wants to post here on their ideas on how to start a law firm and maintain it, please feel free to comment.

September 14, 2011

Starting a Law Firm | How Not to Be Like Big Law

There was an interesting piece in the Minneapolis Star Tribune today about mega-law-firm Dorsey Whitney being fired by the State of Minnesota as the state’s bond attorneys.

I will be the first to admit that I don’t anything about bond law so I am not going to start pointing fingers for sloppy work or anything like that. From all accounts (in the newspaper piece) it sounds like Dorsey Whitney did a good job on Minnesota’s bond law issues. The firm had apparently represented the state for decades with minimal interruption.

Start-up law firms likely don’t have these kinds of problems. You know, the problem of losing a million-dollars-a-year-cash-cow-client. What I will say is that some heads are probably rolling at the Dorsey Whitney.

Losing clients is a part of life. I’ve lost a few. However, most of them were clients I was happy to see go. Like many solo attorneys, my practice is much more nickel-and-dime. I don’t have to worry too much about large clients with large demands.

However, I will say this: I ALWAYS want to have the state as a client. They may not always pay in a timely fashion due to beuracracy and red tape to go through, but they always pay. Did I say always? Minnesota even went through a state shutdown recently and probably didn’t pay a lot of legal bills. But, guess what, the state was only shut down for a month or so. My clients tend to shutdown for anywhere from one month late to one year late on their legal bill.

So, losing the State of Minnesota as a client is a huge deal for any law firm – big law or solo. I wrote a piece about public defender contracts a while back. I know that I poo-pooed the State of Iowa’s ability to pay their public defender contracts, but hey, those lawyers at least had a client who owed them a payment.

I often did work for the State of Indiana on adoptions that were sponsored by the state. The legal bill was always smaller, but I brought in a nice $1,500.00 check from the state for every state-sponsored adoption I did. I loved having the state as a client because I knew I was going to get paid. It sometimes took a while, but the check always came in.

In conclusion, I hope we can learn a lesson in what not to do from Dorsey Whitney and their loss of the bond law work for the State of Minnesota.

September 13, 2011

Can Starting a Law Firm Ruin Your Retirement?

As you will notice by the title of this post, I am always a little paranoid about my retirement plan. Then, this morning, I read this SmartMoney article about whether starting a business can ruin your retirement plan and I got a little more nervous. Thus, the post here for all you paranoid start-up lawyers.

Ok, if you go to the article you will notice that it discusses baby-boomers who are risking their retirement plans to invest in their own new businesses. I’m not a baby-boomer. I’m young and if I liquidate my retirement account I might get be able to buy a 6-pack and a burrito.

All kidding aside, I do have a small retirement plan. My prior law firm did not have health insurance but it did have a nice little SEP IRA program where the firm would match 10% of whatever I earned and put it into a non-taxable retirement account. It was pretty sweet.

I’ve been meaning to do an post about simplified-employee-pension-plans (SEP) IRA’s and solo attorney retirement planning. I’m not sure this is that post, but go check out the IRS website article on SEP IRA’s for further information. Here is the basic gist of the IRS Article:

What is a SEP?

A SEP is a simplified employee pension plan. A SEP plan provides employers with a simplified method to make contributions toward their employees’ retirement and, if self-employed, their own retirement. Contributions are made directly to an Individual Retirement Account or Annuity (IRA) set up for each employee (a SEP-IRA). See Publication 560 for detailed SEP information for employers and employees.

How is a SEP established?

A SEP is established by adopting a SEP agreement and having eligible employees establish SEP-IRAs. There are three basic steps in setting up a SEP, all of which must be satisfied.

A formal written agreement must be executed. This written agreement may be satisfied by adopting an Internal Revenue Service (IRS) model SEP using Form 5305-SEP, Simplified Employee Pension – Individual Retirement Accounts Contribution Agreement. A prototype SEP that was approved by the IRS may also be used. Approved prototype SEPs are offered by banks, insurance companies, and other qualified financial institutions. Finally, an individually designed SEP may be adopted.

Each eligible employee must be given certain information about the SEP. If the SEP was established using the Form 5305-SEP, the information must include a copy of the Form 5305-SEP, its instructions, and the other information listed in the Form 5305-SEP instructions. If a prototype SEP or individually designed SEP was used, similar information must be provided.

A SEP-IRA must be set up for each eligible employee. SEP-IRAs can be set up with banks, insurance companies, or other qualified financial institutions. The SEP-IRA is owned and controlled by the employee and the employer sends the SEP contributions to the financial institution where the SEP-IRA is maintained.

Despite knowing about SEP’s, guess what – when I stared my law firm, out went the retirement plan. I’ve saved nothing specifically towards retirement in the last year. I hate that.

I don’t have a lot more to say about this other than go read the SmartMoney article and then figure out how to get a SEP IRA going for your law firm. I know that is what I will be doing in the next few weeks. Cheers!

September 12, 2011May 30, 2012

Starting a Law Firm | Interview with Solo Attorney, Carl Taylor III

When I posted recently about start-up law firm press releases and Somerville, New Jersey Divorce Attorney, Carl Taylor III, I didn’t expect Mr. Taylor to actually notice and respond to the post. I probably should have.

After some friendly back-and-forth exchange, we determined that an interview was the best way to go.

I haven’t done an interview on this blog before so this is somewhat of an experiment. If anybody out there would like to do an interview at Solo in Minneapolis, I operate on a first-come first-served basis.

One of the discussion points was that we are both passionate about starting a law firm. I have talked a lot on here about networking and getting your law firm name out there in whatever way you can. Having an online discussion with a peer is one way to do this. It may not bring work in right away, but networking gets your name out there, it allows you to create a dialogue, and it gives you an online friend who may be able to lend a helping hand in the future – all good for starting a law firm.

Without further adieu, I hope you enjoy my first interview with Mr. Taylor:

(1) What Got You Interested in Being a Lawyer?

In a way I always wanted to be a lawyer. I was simply drawn to the profession, even as a child. My best friend growing up jokes that when we were 10 he would say he wanted to be a professional baseball player when he grew up, but I said I wanted to be a lawyer. But the goal of being a lawyer really became solidified when I was a little bit older. My background is very “blue collar”, and my parents always worked so hard. They had an unfortunate situation arise during that period in time, and they weren’t legally savvy enough to have it properly taken care off. I always felt like they were taken advantage of by their attorney and the system in general. So for me, it also became a goal of being an honest attorney, who would try and level the playing field for people in difficult situations. And to a large extent that is what I’ve done as an attorney.

(2) What’s Your Favorite Part of the Job?

As not only an attorney, but a business owner, I like that every part of my day I am building something all my own. I also like when I help someone in need, or help a client obtain their desired goals. I pride myself on only taking cases where I feel secure that I will be able to effectively work towards the clients goals.

(3) What Advice Would You Give to Solo Family Law Attorneys?

I’m a solo Somerville NJ family law attorney. As I have just started my solo practice, some of my advice would be as follows:

Expect the costs and expenses to start and run a firm to be higher than expected.

Have sufficient money set aside for the first few months/years when times are tight.

Take action, sitting around is not going to attract clients to your new firm.

For family law attorneys in particular, I would recommend trying to stay as level-headed as possible. Few areas of law are more emotional than family law. That’s why it’s best to try and be level-headed, to keep the case progressing toward an amicable resolution in the best interests of your client and any children from the relationship. This is not always easy to do, but really important.

September 8, 2011

Starting a Law Firm | Law Firm Blogging Platforms: Blogger or WordPress?

As many solo lawyers know: starting a law firm in this day-in-age means blogging. Solo attorneys are especially cognizant of the need to market themselves and garner search engine attention quickly and efficiently. Doing so means blogging for business.

Law Firm Blogging Options

There isn’t a lot of information on the web comparing the main blogging options. Those that I know of include:

There are other platforms, but I believe these 5 to be among the most used. All of them would work as a blogging option for your law firm. However, from what I have seen, Blogger.com and WordPress.com are the top blogging platform choices for solo attorneys.

Which Blogging Platform is the Best for Starting a Law Firm?

The answer to this question is open to some debate. For the sake of brevity, I’m going to posit that WordPress and Blogger are the two most user-friendly platforms. Both are free (if you want to stick with the basic blogging option) and both offer a great deal of user flexibility in the design and formatting options.

Blogger.com

Blogger is owned and maintained by Google. Being Google, Blogger has excellent support and tutorials. From my experience, it is easy to find answers to questions and concerns.

Google appears to be putting a lot of effort into making Blogger a good, user-friendly platform. The controls and layout choices are clearly explained and logical. When you initially log on the layout of Blogger is obvious and they point you where you need to go. If you have questions, Blogger makes you keenly aware of their ample help tutorials.

The design layout is also well-labeled and easy to understand. Blogger also ties in seamlessly with popular Google tools such as Google Analytics, Webmaster, and Adwords. This is where Blogger really has a leg-up on WordPress. I have found installing all of these desirable Google products difficult for my WordPress blogs. It can be done, but it takes some learning and tinkering. With Blogger, setting up these Google accounts is as easy as a simple click of a button.

Perhaps that is the key feature of Blogger: the ease of use by simple button pushing. You can create a decent-looking blog on Blogger within minutes by follow simple instructions and pushing a few well-placed buttons. For a technophobe, Blogger may be the way to go.

Signing up for Blogger means you need a Google account and I believe there is some tie-in to get you a Gmail account. Once you get signed up, creating a Blogger blog is easy and quick. However, for my money, this is where the superiority of Blogger ends.

The Blogger design layout is minimal. There just aren’t a lot of options to choose from and the options Blogger has look much more like children’s books than professional websites. There are some more professional looking options that are designed by outside vendors, but I haven’t found those options to be nearly as attractive and user-friendly as WordPress.

My end review of Blogger is that it is user-friendly and easy, but it looks unprofessional and lacks the content and layout options of WordPress.

WordPress

I use both Blogger and WordPress platforms, but my main focus has been on WordPress. I actually started with Blogger because it was easy and I found WordPress initial interface to be cumbersome. To be sure, there is a learning curve with WordPress, but it is worth it.

For starters, WordPress’s layout and design options are much more professional looking than Blogger and WordPress. The layout and design options are called “themes” and WordPress has many free themes to choose from. If you don’t like the free themes, you can upgrade to a WordPress created “premium” theme for various costs from $35.00 to $165.00. Or, you can choose from a myriad of professional theme designs.

As I discussed in my prior post on creating a law firm website, there are many law firm website and/or WordPress blog theme options to choose from. Wordpress theme options that I have found and like include:

The cost for StudioPress themes is a one-time fee of $24.95 for one theme or $79.95 for a developers license. The cost for the DIY Themes, Thesis theme is $87.00 for a single use or a one-time fee of $164.00 for a developers license. Finally the cost for a Elegant Theme license is $39.00 a year.

Take my advice, you always want to go with the developers license. If you like the theme you are going to want to use it again and you are going to want to have support for it.

Also, I am not making a plug, necessarily, for any of these themes, this is just what I have used. I have also heard good things about the Thesis theme from DIY Themes from Lawyerist and other lawyer blogs.

Sadly, I have gone through several options and I am still constructing my own website: flanderslawfirm.com. I am currently running a StudioPress theme on my website. I still haven’t come up with my optimal website and I continue to tinker. But, the point is that I can tinker because WordPress and the theme developers I have named allow me to do that.

Domain Names Choices

WordPress and Blogger both allow the user to create a blog domain name for free as long as the moniker “wordpress” or “blogspot” is utilized after the chosen domain name.

For example, I could choose “jlawyerblog” as my chosen domain name. If I use the free WordPress option, my domain name would look like this: “jlawyerblog.wordpress.com”. If I use the free Blogger option, my domain name would look like this: “jlawyerblog.blogspot.com”.

If you don’t like the added tag of “blogspot” or “wordpress” you can upgrade to your own domain name for both Blogger and WordPress as long as you pay for it. Therefore, if I wanted to create my own custom domain name (assuming it was available) I would create the domain name “jlawyerblog.com.” The cost for Blogger for a custom domain name is $10.00 a year. The cost for WordPress is $12.00 a year. Obviously, both are inexpensive. The expense of blogging, which truly is minimal, is if you decide to upgrade to a professional theme design.

Conclusion

For all of the reasons discussed above, I have chosen WordPress as my main blogging option for starting a law firm. The functionality and options are far superior to other Blogging platforms. The WordPress themes are also far superior in layout and design to Blogger. Wordpress and Blogger both have great support, but WordPress’s functionality, options, and professional-look make WordPress my choice for law firm blogging.

September 7, 2011

Starting a Law Firm | Online Guide to Starting a Law Practice

I’ve said this in the past and I will say it again, MyShingle.com and Carolyn Elefant are the original purveyors of this starting a law firm blogging show. I’m just an apprentice really.

What is more, MyShingle has revamped and has unveiled the more user friendly Online Guide to Starting a Law Practice. You should check it out. Seriously. Now, I hope you come here for every day law practice start-up advice; however, Ms. Elefant’s effort is superb and must be mentioned on my blog. Enjoy!