Discover the Acres of Diamonds in Your Law Firm

Taking on a small business comes with its own set of trials and tribulations. These obstacles exist to differentiate the strong from the weak. It is a method of determining who truly has what it takes to manage a legal business.

For lawyers, marketing for small law firms can be extremely overwhelming. Law firm marketing encompasses websites and social media platform, blogging activities, client communications, branding, and law firm public relations. Marketing your company, no matter how you approach it, may quickly consume time and energy.

There are numerous marketing strategies available. It’s impossible to decide which is best for your business, especially when you’ve had enough and realize you need marketing help.

I extensively studied the missing element in law firm marketing services and management – the acres of diamonds. Once you have unearthed and polished these diamonds in your firm, you will appreciate the stress and pressure you have endured in managing your business.

In this article, I’ll disclose what your small law firm has been missing out. I will give you the inside scoop on the best marketing avenue for your small business. You will learn marketing plan components that have great content and credibility. Keep reading to learn more about:

  • The Acres of Diamonds
  • Unearthing the Diamonds
  • Polishing the Diamonds

Call Richard James, Your Practice Mastered, to boost your law firm’s revenue today!


Everyone wants a diamond, but few are willing to go through the pressure and time it takes to procure one. You must be ready to work hard to make your firm a cut above the rest. 

Marketing tactics are crucial to the success of both a small law office and a larger firm, especially nurturing your unconverted leads! The data-driven marketing strategy will undoubtedly increase the revenue of your small business.

You read it correctly: your unconverted leads can make the difference in cash flow for your law practice.  Why scout for new customers when you can make everyone you meet crave your services?

Let’s take a closer look at this acre of diamonds. An unconverted lead is anyone who declines any of your law firm’s services. That could be someone who rejects your free consultation or refuses to hire you. You might wonder, “Isn’t it a waste of time dealing with people who say no; shouldn’t we be focused on the people who want our services?”

According to my research, lawyers who did nothing with their leads observed a decrease in business.

On the other hand, those that followed up with their unconverted leads reported that their business was booming!

After all, conversion is a necessary aspect of legal marketing. Increasing the number of leads isn’t as important as increasing the number of people who phone the firm or follow through with a direct response.  That is why, in most circumstances, converting existing leads is more important than generating new ones.

What can we deduce from this data? Lawyers who generated revenue are those who mined diamonds from their unconverted leads. That is why you should not disregard those who say “No.” Consider them as a source of additional revenue. That is the secret to increasing your law firm’s profits.

The question is whether you’re willing to convert those no’s into yeses.

Grab a free copy of my book if you want to learn more about the best small law firm marketing strategy! You will gain knowledge about your demographics, which will help you nurture your customer’s journey!


Almost everyone has heard the expression “diamond in the rough,” but have you really paid it any thought?  When operating your legal career, you could be sitting on diamonds in the rough.

Your law firm possesses remarkable qualities which you must nurture for your clients to see. Like diamonds in the rough, it needs more prodding to live up to its potential. 

Assuming your lead flow is already good, have you ever wondered why your leads are not converting? Leads are coming in, but they may not convert at the rate you expect. 

Does this situation sound like yours? Well, you’re not alone. Such is a recurring problem for most law firms with the right tools but the wrong system.

Marketing campaigns help increase the reach of your lead generation efforts. But this is only half of the story. Suppose you’re already running some kind of a lead magnet through Google, Facebook, or your law firm website, and have spent hundreds of dollars on social media marketing, content marketing, video marketing, local SEO, and traditional marketing. In that case, you might be thinking your law firm is headed in the right direction. After all, the more, the better, right? Well, not always. 

The real work starts at conversion. When your leads do not convert, you’re throwing away time, energy, and resources that could be better spent on strategies that will benefit you and your law firm.

Unconverted leads, like diamonds hidden within rocks, are potential clients who just need a little push for your firm to achieve its goals. They are constantly overlooked, with more emphasis placed on creating new leads through advertising, social media, digital marketing and other means. 

Take a step back and look at your lead generation funnel. If it seems like your new leads are overflowing, but they do not translate to good conversions, you might want to reconsider your current legal marketing strategies.

Leads are designed to be nurtured. They’re instrumental when you need to persuade potential customers that your services are the best fit for them. Old leads or unconverted prospects have a lower cost per client acquisition and a higher ROI. 

Visualize your potential clients as charcoal. Charcoal requires time and pressure to become diamonds; a prospective client demands a little more patience and unwavering persuasion to be converted into leads for your law firm.

Richard James recognizes the “dead” leads in your legal firm’s database as buried diamonds waiting to be discovered. I can assist you in mining this data to attract new customers, reach your target market, and expand your client base or existing clients.

Discover the acres of diamonds in your small firm through my book! It explores how to improve your marketing strategy to attract new customers!


Diamonds are not naturally polished and shining. It goes through multiple steps to reach this phase. It was initially only a rock, but it transformed into something extraordinary with time and pressure.

When leads start rolling in and give out their contact information, many entrepreneurial attorneys and business owners assume that a new client will reach out to them first and seek out their services when needed. 

But, while you’re sitting back and waiting, that ideal client is giving the same information to another firm or competitor who is actively trying to get a hold of them. Now, no one wants that to happen.

All firms, no matter how big or small, have their way of attracting leads through different marketing strategies. Instead of looking for ways to exhaust your marketing channels, I can help you take advantage of the available resources and save yourself from the hassle of investing more of your money, your time, and your efforts. 

A lawyer, or even a marketer, tends to overlook this, but the thing that could set your marketing ideas apart and potentially boost your efforts is tracking your results, understanding your numbers, and putting suitable systems in place.

Lead tracking allows you to save marketing budget on lead acquisition approaches that aren’t producing the desired outcomes. 

Lead Analytics is a measurable method of tracking the success of a marketing effort. It allows advertisers to see what works and what doesn’t so they can spend their money wisely. 

Meanwhile, lead management systems often include marketing tools that allow you to move leads through your sales funnel. Look for strategies to automate communication with your unconverted leads. This ensures that you maximize the effectiveness of each and every lead.

While this may all sound intimidating, the process does not have to be as hard as it sounds. In my book Discover the Acres of Diamonds in Your Law Firm, I can show you how to do all these through a no-fluff bullet-point resource that you can implement yourself in your practice. 

Transform rocks into diamonds by cracking open the secrets of a thriving law firm. Let me help you recognize them and turn them into something valuable. As a firm believer in working smarter not harder, you can finally accomplish the goals that you’ve set for your legal firm and gain back control of your life while actually doing less.

If you want more in-depth knowledge about this marketing strategy, such as online marketing or email marketing, you can book a consultation or secure yourself a copy of my book! 


With the help of tested approaches and real-world examples, you can increase the number of leads that become clients for your legal business. Richard James has assisted over 900 lawyers from solo practices and small law firms. He has unearthed the secret formula behind successful law firms and will help you make data-driven decisions for your legal service.

Richard James, CEO of Automated Business Results, LLC, is quickly developing a national reputation as “the Legal Systems Expert” as a consequence of his track record of producing what most describe as “phenomenal” growth rates for his clients. 

His key to success is simple. Richard has created a seven-step system for building and implementing an automated digital marketing strategy that can help your business expand FAST. If you want to shift to a comprehensive approach in your legal firm, schedule a free consultation with us or grab a free copy of the book.

Read on to make the most important revelation you’ve ever made for expanding your practice and enhancing your lifestyle. This will change the way you view lead management and potentially influence how you run your law firm. Claim your free book now – Discover the Acres of Diamonds in Your Law Firm.

Building Better Business Systems For Law Firm Owners