Latest / Sharp Strategies Sweet Success / #59 - Navigating Spanish Legal Marketing in Personal Injury Law with Len Spada

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#59 - Navigating Spanish Legal Marketing in Personal Injury Law with Len Spada · Sharp Strategies Sweet Success

• 0:00
  SPEAKER_01: have the person answer the phone in Spanish.
• 0:02
  SPEAKER_01: I was like, really?
• 0:03
  SPEAKER_01: He's like, yeah, it's a hundred percent that person.
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  SPEAKER_01: And, and we kind of followed it for a while.
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  SPEAKER_01: And I would just,
• 0:10
  SPEAKER_01: and I sat back and I was like,
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  SPEAKER_01: oh my God,
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  if I was ever in Columbia and I got a car accident and I
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  responded to an ad and
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  SPEAKER_01: they pick up the phone and they,
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  SPEAKER_01: and they spoke English,
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  SPEAKER_01: my immediately,
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  SPEAKER_01: my trust level would go up.
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  SPEAKER_01: My stress level would,
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  might come down a bit and you'd have a much better chance of
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  converting that lead.
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  SPEAKER_00: Sharp strategies, sweet success.
• 0:44
  SPEAKER_00: Hello everyone.
• 0:45
  SPEAKER_00: And welcome to sharp strategies, sweet success.
• 0:48
  SPEAKER_00: This is your host, Tiffany Swadensky.
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  SPEAKER_00: And today I am here with Len Spada.
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  SPEAKER_00: Um, and I had to think about how to pronounce his name.
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  Cause we just talked about that before we started and maybe
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  he'll explain that to
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  SPEAKER_00: you a little bit later,
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  SPEAKER_00: but I have known Len through great legal marketing for many years.
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  SPEAKER_00: He was a member for a long time.
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  SPEAKER_00: And still keep in touch kind of sporadically.
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  SPEAKER_00: I see him on LinkedIn.
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  SPEAKER_00: I see him in other places.
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  And the name of the law firm is Spotta Law Group in
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  Massachusetts,
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  not Oklahoma.
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  SPEAKER_00: And so I'll go ahead and turn it over to Lynn to let him finish out the
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  SPEAKER_00: introduction and introduce himself.
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  SPEAKER_01: Thank you, Tiff.
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  SPEAKER_01: And again, thank you for having me on your podcast.
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  SPEAKER_01: It's an honor.
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  I have known you for quite some time and I've always been
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  impressed by you and what you do.
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  SPEAKER_01: So when you asked me, I took it as an honor.
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  SPEAKER_01: So thank you.
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  And the joke about my name,
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  Len Spada,
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  Len Spada,
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  we're of Italian descent.
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  SPEAKER_01: All my relatives are from Italy and the proper pronunciation is Spada.
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  SPEAKER_01: However,
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  Growing up,
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  it was very much anglicized and everyone called me Len Spader.
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  SPEAKER_01: So I meet my wife, we get married, she becomes Liz Spader for years.
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  SPEAKER_01: And then I got more true to my ethnic background.
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  SPEAKER_01: I started calling myself Len Spader.
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  SPEAKER_01: I called the law firm Spader Law Group.
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  SPEAKER_01: And one day at a function,
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  SPEAKER_01: someone went up to my wife and said,
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  SPEAKER_01: wait a minute,
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  SPEAKER_01: you're Liz Spader and he's Len Spader?
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  SPEAKER_01: And my wife did not think it was funny.
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  SPEAKER_01: I did.
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  SPEAKER_01: But people know the firm by both.
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  SPEAKER_01: It's more commonly known as Spada Law Group.
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  SPEAKER_01: So for today's purposes, I'll be Len Spada.
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  SPEAKER_01: S-P-A-D-A.
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  SPEAKER_01: And...
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  So we have a law firm just outside of Boston and literally just
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  outside of Boston.
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  SPEAKER_01: I could leave my door and walk within three or four minutes.
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  SPEAKER_01: I'm in Boston,
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  SPEAKER_01: but the name of the city is Chelsea,
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  SPEAKER_01: Massachusetts,
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  SPEAKER_01: and we are a 100% plaintiff's personal injury firm.
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  SPEAKER_01: I've had my own firm before.
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  SPEAKER_01: Since 1998,
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  SPEAKER_01: the name of it changed because I had a partner who passed away,
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  SPEAKER_01: unfortunately,
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  SPEAKER_01: at a very young age.
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  So we've been working continuously since 1998 as an exclusive
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  plaintiff's PI firm.
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  SPEAKER_00: And what do you guys,
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  SPEAKER_00: marketing-wise,
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  SPEAKER_00: business-wise,
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  SPEAKER_00: what's Fada Law Group doing this year that you want to talk about?
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  SPEAKER_01: Well, we have, I would think, you know,
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  SPEAKER_01: a unique niche.
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  SPEAKER_01: We focus primarily all of our marketing on the Hispanic community.
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  About 65% of my client base,
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  our client base,
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  are people who identify as Spanish speakers.
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  SPEAKER_01: And what's interesting is the other 35% who identify as English speakers,
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  a significant number are second-generation Latinos and
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  Hispanics who speak English
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  SPEAKER_01: perfectly well,
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  SPEAKER_01: but have in some way,
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  SPEAKER_01: shape,
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  SPEAKER_01: or form reacted to marketing that I put out there.
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  They might be home with the mom who's watching Spanish TV or
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  listening to Spanish
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  SPEAKER_01: radio,
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  SPEAKER_01: whatever it might be.
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  SPEAKER_01: So that's been our...
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  really our avatar client for quite some time in large part
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  because Chelsea is a
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  SPEAKER_01: predominantly Hispanic community.
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  SPEAKER_01: And when I first started working here in 1998, um,
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  it happened it wasn't a conscious effort on my part like to
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  tell you the minute i
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  got here i realized that this was a you know tremendous
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  opportunity for both the
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  community and myself and it's not what happened i just evolved
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  into oh my god all
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  my clients are spanish so it's a very competitive market boston
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  so to play
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  SPEAKER_01: effectively in the same market as like morgan and morgan and
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  SPEAKER_01: You know,
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  SPEAKER_01: I was at a competitive disadvantage,
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  SPEAKER_01: but like market spend and PPC spend and all that stuff.
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  SPEAKER_01: So once we started niching down into the Spanish market,
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  SPEAKER_01: we started to really grow and we really got a lot of traction and it's,
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  SPEAKER_01: it's became fun too.
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  SPEAKER_01: It's a community.
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  SPEAKER_01: I'm a product of Italian immigrants.
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  SPEAKER_01: All my family came from Italy.
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  SPEAKER_01: So although the language is different,
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  SPEAKER_01: the challenges that I see in my client base really resonate with me.
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  SPEAKER_01: So I really enjoyed doing what I was doing and, um,
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  SPEAKER_01: So that's where we're at.
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  SPEAKER_01: So from a marketing perspective,
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  SPEAKER_01: we are,
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  SPEAKER_01: in 2025,
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  SPEAKER_01: we doubled down on our radio spend,
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  SPEAKER_01: which a lot of people,
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  SPEAKER_01: hey,
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  SPEAKER_01: radio's dead.
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  SPEAKER_01: Well, it's not dead in the Latino community here in Boston.
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  So what we did was we went in large to try to keep our
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  competitors on the main
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  SPEAKER_01: Boston Spanish station.
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  SPEAKER_01: And we sponsor, we are the studio sponsors.
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  SPEAKER_01: So it's, you know,
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  SPEAKER_01: We,
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  SPEAKER_01: there might be other people come in,
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  but they can never really get a foothold on the station because
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  we kind of own it.
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  SPEAKER_01: And that was,
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  SPEAKER_01: um,
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  SPEAKER_01: we did it in,
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  SPEAKER_01: we advertised in 2024 as well,
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  SPEAKER_01: but we weren't the studio sponsor.
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  SPEAKER_01: And then in 2025,
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  SPEAKER_01: we,
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  SPEAKER_01: you know,
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  SPEAKER_01: the person that helps me mark,
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  SPEAKER_01: do my marketing said,
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  SPEAKER_01: I think it's a great play.
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  SPEAKER_01: You know,
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  SPEAKER_01: you might want to take a little bit away from PPC,
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  SPEAKER_01: a little bit away from traditional TV and go that route.
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  SPEAKER_01: I was reluctant, but it's paid huge dividends for us.
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  SPEAKER_01: And.
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  It helped us because I don't have a community marketing team,
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  which I would like to do.
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  SPEAKER_01: We might end up building that out over time.
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  Being part of the radio station,
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  we get to glom on to all their community events.
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  SPEAKER_01: We get to put up tents.
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  They get shout outs from the stage,
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  from the celebrity DJs and the influencers.
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  So it's been really cool,
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  lots of fun,
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  and it's paid off really well for us.
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  SPEAKER_01: So we just signed a two-year deal to stay on.
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  SPEAKER_01: Sure.
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  my hope is that over time spade a law group and you know rumba
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  97.7 become
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  synonymous with each other people they hear the radio they're
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  thinking of me they
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  think of me they think of the radio and that's kind of the goal
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  so that's what
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  SPEAKER_01: we're doing it's kind of cool secondly we committed with a vendor to
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  SPEAKER_01: do a separate branded Spanish website.
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  We have a Spanish website now that's connected to our English,
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  but we've never done it well.
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  We never really had the capacity to do SEO strong in both
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  English and Spanish,
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  SPEAKER_01: and we were spinning our wheel.
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  So we're going to really put a lot of effort into Spanish SEO
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  with the hopes over
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  the next couple of years to be really dominant in the Boston
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  area for Spanish.
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  SPEAKER_01: With the long-term player being,
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  SPEAKER_01: I have no desire to retire or to sell,
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  but I would love to have a firm that in three to five years is
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  a very desirable
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  SPEAKER_01: firm to purchase because I have the Spanish market.
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  SPEAKER_01: Someone might come in and be like,
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  SPEAKER_01: listen,
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  it's a hard market to break into with boots on the ground and
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  realize that we've
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  SPEAKER_01: been there for 30 years.
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  SPEAKER_01: And,
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  SPEAKER_01: you know,
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  that might be a really desirable play for either private equity
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  or another firm or
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  SPEAKER_01: whatever.
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  SPEAKER_01: So how that works out to be determined.
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  SPEAKER_01: But that's what's in my mind going forward.
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  SPEAKER_00: And they touched on so many good things.
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  SPEAKER_00: I have a couple of questions, but I wanted to point out because I
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  SPEAKER_00: Just before we started recording this podcast,
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  I was with my marketing director mastermind and we were going
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  over Google Analytics
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  SPEAKER_00: and we were discussing specifically how a lot of like marketing decisions
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  SPEAKER_00: come from the data you're already getting.
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  SPEAKER_00: And just like what you said,
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  SPEAKER_00: like,
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  SPEAKER_00: not that you fell into Spanish marketing,
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  you just looked at the data and realized a lot of your clients
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  were Spanish
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  SPEAKER_00: speakers.
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  And so you already had a foothold and you leverage that,
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  which I think is just really smart.
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  SPEAKER_00: And sometimes it's just how marketing works.
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  We set up a business,
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  we market it,
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  we look at the data and then in the data is where we find
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  SPEAKER_00: the new opportunities.
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  And so I think that's just really cool that that's how you kind
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  of ended up here.
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  SPEAKER_00: My first question,
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  are you using an agency to help with your Spanish marketing or
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  is it all coming
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  SPEAKER_00: from in-house?
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  SPEAKER_01: No, I've been working with Liel Levy over at Nanato for years.
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  SPEAKER_01: And I really credit him with
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  SPEAKER_01: taking my first call,
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  SPEAKER_01: me explaining,
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  SPEAKER_01: Hey,
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  SPEAKER_01: I have all these Spanish clients,
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  SPEAKER_01: but I'm not leaning into the market at all.
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  SPEAKER_01: Do you have any thoughts?
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  SPEAKER_01: And if you know this as well as anyone,
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  anyone listening who's in this space knows that there are a lot
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  of vendors.
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  SPEAKER_01: And, um, my first reaction was,
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  SPEAKER_01: And it's not always accurate,
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  SPEAKER_01: but like they were all vipers trying to like,
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  SPEAKER_01: you know,
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  I can't go through my email feed in a day without someone
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  trying to sell me
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  SPEAKER_01: something.
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  SPEAKER_01: So I was, I was naturally suspicious.
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  SPEAKER_01: So when I started working with Liel,
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  SPEAKER_01: the trust that he and I now have took a while to develop.
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  SPEAKER_01: And it started with doing some small projects together.
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  SPEAKER_01: I got a chance to just,
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  SPEAKER_01: you know,
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  SPEAKER_01: get a sense of whether or not he was a really,
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  SPEAKER_01: you know,
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  SPEAKER_01: an honest broker,
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  SPEAKER_01: which I'm not here to pump up Liel and the NATO.
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  SPEAKER_01: He is,
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  he is on multiple times refused to take my money that I was
• 10:07
  more than willing to
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  SPEAKER_01: part with because he didn't think it was a good idea.
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  SPEAKER_01: And I thought to myself,
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  SPEAKER_01: this is not an insignificant sum of money I'm willing to part with.
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  SPEAKER_01: And this guy's like, you have to find someone else.
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  SPEAKER_01: It's like, it's not the right play for your market.
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  SPEAKER_01: And by doing so,
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  he ultimately found a way to take more money from me over a
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  longer period of time.
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  SPEAKER_01: But it worked.
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  And he was always very upfront with me and honest with me about
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  how long I had to
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  SPEAKER_01: hang in there to get results instead of,
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  SPEAKER_01: hey,
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  SPEAKER_01: I have $50,000 to spend.
• 10:39
  SPEAKER_01: Oh, it didn't work.
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  SPEAKER_01: I'm not spending another dime.
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  SPEAKER_01: I got more into the mentality, this is a campaign.
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  SPEAKER_01: It was strategic.
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  SPEAKER_01: It may not work.
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  You have to be comfortable with the possibility that something
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  may not work.
• 10:51
  SPEAKER_01: That does not mean your vendor's bad.
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  SPEAKER_01: It means that they're taking, this is business.
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  SPEAKER_01: Some business risks pay out, some don't.
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  SPEAKER_01: Obviously over time, if none pay out, you need to find another vendor.
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  SPEAKER_01: I get that.
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  But Leo was,
• 11:06
  I have utmost respect for him and things,
• 11:08
  a lot of things he did.
• 11:10
  SPEAKER_01: And we've got some stuff that didn't work out, but most of it did.
• 11:13
  SPEAKER_01: And he has some great ideas.
• 11:14
  SPEAKER_01: He brings a lot of energy.
• 11:16
  SPEAKER_01: And so I've been very, very happy with him and his crew.
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  Liel was on the podcast,
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  this podcast about six months ago,
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  I think is when.
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  SPEAKER_00: And I worked with him a few times and honestly,
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  SPEAKER_00: nothing but positive things to say,
• 11:30
  SPEAKER_00: just to echo what you already said,
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  SPEAKER_00: like very strategic,
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  SPEAKER_00: very honest,
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  SPEAKER_00: very open about what will work and what will not.
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  SPEAKER_00: And as a Viper myself,
• 11:39
  SPEAKER_00: because I'm also selling services to attorneys,
• 11:42
  SPEAKER_00: you know,
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  SPEAKER_00: I'm acutely aware of how much you have to work to build that trust.
• 11:47
  SPEAKER_00: And so many,
• 11:48
  SPEAKER_00: you know,
• 11:48
  SPEAKER_00: I see Facebook ads all the time for lawyers,
• 11:51
  SPEAKER_00: but,
• 11:51
  SPEAKER_00: you know,
• 11:51
  SPEAKER_00: nature of my social media habits,
• 11:53
  SPEAKER_00: I see them too.
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  SPEAKER_00: And, you know, so many vendors out there, it's like, we will get you...
• 11:59
  SPEAKER_00: Six figure cases, seven figure cases, blah, blah, blah.
• 12:01
  SPEAKER_00: Just selling attorneys on something like Facebook ads or Google ads.
• 12:05
  SPEAKER_00: Not that those things are bad,
• 12:07
  SPEAKER_00: but these are,
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  SPEAKER_00: sometimes I see like people who are basically children.
• 12:13
  SPEAKER_00: telling lawyers that they can generate cases for them.
• 12:15
  SPEAKER_00: And it's kind of frustrating.
• 12:16
  SPEAKER_00: And it's just like, I don't know you and does this work?
• 12:19
  SPEAKER_00: And yeah, it's crazy.
• 12:20
  SPEAKER_00: I know.
• 12:21
  SPEAKER_01: And for somebody who's,
• 12:22
  SPEAKER_01: who really takes their craft seriously,
• 12:25
  it's frustrating and you have to play the long game and the
• 12:29
  long game sometimes can
• 12:31
  SPEAKER_01: be frustrating and I get it.
• 12:33
  SPEAKER_01: And, um,
• 12:34
  SPEAKER_01: And that's why when I do work with VL,
• 12:36
  SPEAKER_01: when things don't work,
• 12:38
  SPEAKER_01: my default reaction is not to,
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  SPEAKER_01: we need a new agency.
• 12:42
  SPEAKER_01: It's to do a post-mortem, why didn't this work?
• 12:46
  SPEAKER_01: Is this something maybe we should have caught we didn't?
• 12:48
  SPEAKER_01: Or quite frankly,
• 12:50
  sometimes you take a creative approach and you realize you are
• 12:55
  taking a risk and
• 12:56
  SPEAKER_01: sometimes they pay off handsomely.
• 12:58
  SPEAKER_01: And other times they don't.
• 12:59
  SPEAKER_01: And when you don't have,
• 13:01
  SPEAKER_01: when your budget is particularly small,
• 13:03
  that's scary because I remember a point in my career where I
• 13:09
  would spend money and
• 13:10
  SPEAKER_01: I would really hope,
• 13:12
  SPEAKER_01: you know,
• 13:12
  SPEAKER_01: there was a,
• 13:13
  SPEAKER_01: there was an ROI that made sense because I didn't have another pot.
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  SPEAKER_01: And with personal injury cases,
• 13:20
  SPEAKER_01: even if I spend a hundred thousand dollars and I generate some work,
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  SPEAKER_01: that work doesn't generate fees for quite some time.
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  SPEAKER_01: The life cycle can be long.
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  SPEAKER_01: So now what I got myself caught in this, this campaign worked.
• 13:35
  SPEAKER_01: Great.
• 13:35
  Now I don't have any more money for the second campaign for
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  another 18 months.
• 13:40
  SPEAKER_01: And then guess what?
• 13:40
  SPEAKER_01: You don't market during this period.
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  SPEAKER_01: And it was a vicious cycle.
• 13:45
  SPEAKER_01: And quite frankly,
• 13:46
  I feel badly sometimes for some of the younger lawyers because
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  I know exactly
• 13:51
  SPEAKER_01: exactly
• 13:52
  SPEAKER_01: exactly how they're going through.
• 13:53
  SPEAKER_01: And I don't really know the solution.
• 13:55
  I got to the point where I think a lot of PI lawyers go,
• 13:58
  you have a couple of big cases.
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  SPEAKER_01: You're like, okay, I can breathe.
• 14:02
  SPEAKER_01: I'm going to do some strategic investing on this stuff.
• 14:05
  I'm going to make sure I have some money to flatten out the ups
• 14:07
  and downs.
• 14:08
  SPEAKER_01: And you can breathe a little bit.
• 14:09
  SPEAKER_01: Do I still stress out quarter to quarter?
• 14:11
  SPEAKER_01: Yeah, like every other lawyer.
• 14:13
  SPEAKER_01: But I do know I'm at a different stage.
• 14:16
  SPEAKER_01: So my worries are not, oh my God, I can't pay payroll.
• 14:20
  SPEAKER_01: My worries are like, oh my God, I just lost some of money.
• 14:22
  SPEAKER_01: That's not cool.
• 14:25
  SPEAKER_01: I want to do something else.
• 14:28
  SPEAKER_01: And I love mentoring.
• 14:29
  SPEAKER_01: So I've been having these conversations with younger lawyers.
• 14:31
  SPEAKER_01: I had lunch yesterday with two young lawyers who were really...
• 14:37
  SPEAKER_01: hungry,
• 14:38
  SPEAKER_01: smart,
• 14:39
  SPEAKER_01: trying to,
• 14:39
  SPEAKER_01: and even like potential competitors might,
• 14:42
  SPEAKER_01: but I don't see it that way.
• 14:43
  SPEAKER_01: And Ben Glass,
• 14:45
  SPEAKER_01: we worked with and for,
• 14:46
  SPEAKER_01: uh,
• 14:47
  is instrumental in me having this mind shift where I don't
• 14:51
  think of it that way.
• 14:53
  SPEAKER_01: I'm there to help them with no expectation of it.
• 14:56
  SPEAKER_01: And it sounds like, oh, yeah, he's full of crap.
• 14:58
  SPEAKER_01: That's really where I've gotten in my life.
• 15:00
  SPEAKER_01: And I love doing it.
• 15:01
  SPEAKER_01: I love helping.
• 15:02
  SPEAKER_01: If I can save these two young,
• 15:04
  SPEAKER_01: nice lawyers with families some crap that I've gone through,
• 15:08
  SPEAKER_01: oh,
• 15:09
  SPEAKER_01: that's beautiful,
• 15:09
  SPEAKER_01: right?
• 15:10
  SPEAKER_01: That's a great thing to do.
• 15:12
  SPEAKER_01: But I see what they're going through, and I don't have all the answers.
• 15:15
  SPEAKER_01: So this came up in lunchtime yesterday with a male and a female lawyer.
• 15:18
  SPEAKER_01: They're both in their early 30s.
• 15:22
  SPEAKER_01: You know, that's when they're smart lawyers.
• 15:25
  SPEAKER_01: So they're, they're struggling with, Hey, I'm good in court.
• 15:27
  SPEAKER_01: But then I come back and I got to figure out how to market.
• 15:29
  SPEAKER_01: It's like, I look at them.
• 15:30
  SPEAKER_01: I'm like, Oh my God.
• 15:31
  SPEAKER_01: It's like, I literally am happier being 60 years old and 32 right now.
• 15:37
  SPEAKER_01: It's like, I don't want to do that again.
• 15:39
  SPEAKER_01: And,
• 15:39
  SPEAKER_01: um,
• 15:41
  SPEAKER_01: but it's,
• 15:41
  SPEAKER_01: it's really tough,
• 15:43
  SPEAKER_01: but I do think you can be strategic and you've mentioned it.
• 15:46
  SPEAKER_01: I mean, there's different ways of marketing.
• 15:47
  SPEAKER_01: They don't have to go all in on PPC.
• 15:50
  They might be able to be more agile in the community where a
• 15:53
  Morgan and Morgan or,
• 15:54
  SPEAKER_01: or even to last I was like,
• 15:55
  SPEAKER_01: it's not as agile moving around.
• 15:57
  SPEAKER_01: You can be in there.
• 15:58
  SPEAKER_01: You can be sponsoring little leagues.
• 15:59
  SPEAKER_01: You can be, you can be at the games handing it.
• 16:01
  SPEAKER_01: You can do a lot of stuff.
• 16:03
  SPEAKER_01: It's work.
• 16:04
  SPEAKER_01: And it doesn't necessarily cost dollars.
• 16:06
  SPEAKER_01: It costs time, but it's very effective marketing.
• 16:10
  SPEAKER_01: It's super effective marketing, you know?
• 16:12
  SPEAKER_00: So I,
• 16:12
  SPEAKER_00: I guess I,
• 16:13
  SPEAKER_00: I like also mentoring,
• 16:15
  SPEAKER_00: although I guess like,
• 16:16
  SPEAKER_00: I don't,
• 16:16
  SPEAKER_00: I don't mentally think of it as mentoring,
• 16:19
  SPEAKER_00: but it is like I mentioned the marketing director mastermind group.
• 16:22
  SPEAKER_00: And for similar reasons,
• 16:24
  like I like coaching law firm marketers because they're in a
• 16:27
  position that I was in
• 16:29
  SPEAKER_00: not too long ago.
• 16:31
  SPEAKER_00: And surprisingly,
• 16:32
  like when you back away from just your business and like you're
• 16:36
  in a mastermind or
• 16:38
  SPEAKER_00: you're consulting with a lot of different businesses,
• 16:40
  SPEAKER_00: you start to see the patterns.
• 16:42
  SPEAKER_00: And when you're talking to marketers,
• 16:44
  the patterns are they're all kind of dealing with the same
• 16:46
  issues at their law
• 16:47
  SPEAKER_00: firm,
• 16:48
  SPEAKER_00: you know,
• 16:48
  SPEAKER_00: same roadblocks,
• 16:49
  SPEAKER_00: same things.
• 16:50
  And nobody has like the exact perfect answer because each law
• 16:54
  firm is different.
• 16:55
  SPEAKER_00: How they might solve the problem is going to be different.
• 16:58
  But it's always nice to kind of pass on the knowledge and,
• 17:03
  you know,
• 17:03
  I'm egotistical.
• 17:04
  SPEAKER_00: I got a big ego just like a lot of business owners do.
• 17:08
  SPEAKER_00: But like, I'm not so much so that I don't realize that
• 17:11
  There's going to be another Tiffany Swadensky and I would
• 17:15
  rather be the person to
• 17:17
  SPEAKER_00: support and help them than,
• 17:20
  SPEAKER_00: you know,
• 17:20
  SPEAKER_00: some crotchety old woman,
• 17:22
  SPEAKER_00: I guess,
• 17:23
  SPEAKER_00: you know,
• 17:23
  SPEAKER_00: talking about how kids suck or something like that.
• 17:26
  I would rather be part of their growth and helping them than
• 17:30
  their growth than
• 17:31
  SPEAKER_00: ultimately being like a roadblock down the road.
• 17:33
  SPEAKER_00: And so for me,
• 17:34
  SPEAKER_00: like I'm quite intentional about trying to help others,
• 17:37
  SPEAKER_00: even people who might be my competitors,
• 17:40
  SPEAKER_00: because
• 17:41
  SPEAKER_00: that's just the, it's just nice to treat people nicely.
• 17:45
  SPEAKER_01: It makes life more pleasant too.
• 17:48
  SPEAKER_01: Like you're not always in some adverse adversarial posture.
• 17:52
  SPEAKER_01: I mean,
• 17:52
  SPEAKER_01: my job in particular,
• 17:55
  SPEAKER_01: not so much your job,
• 17:56
  SPEAKER_01: but like we,
• 17:57
  SPEAKER_01: I fight quote unquote fight every day with lawyers,
• 18:02
  SPEAKER_01: with,
• 18:02
  SPEAKER_01: insurance adjusters.
• 18:03
  SPEAKER_01: So it's nice to be in a position where you just feel like you're helping.
• 18:07
  And one of the things you mentioned is not being that crotchety
• 18:10
  old woman and helping.
• 18:11
  SPEAKER_01: But I've learned, and I think that I have an advantage
• 18:16
  from a mindset point of view over other lawyers my age is I go
• 18:19
  into meetings where
• 18:21
  I'm mentoring people intentionally trying to learn because
• 18:26
  there are things that
• 18:27
  SPEAKER_01: young lawyers teach me every single time I'm with them
• 18:33
  And I don't think there are a lot of lawyers who have been
• 18:35
  practicing as long as I
• 18:37
  SPEAKER_01: have who think that a 32,
• 18:41
  SPEAKER_01: 33,
• 18:41
  SPEAKER_01: 35-year-old lawyer can help them with.
• 18:44
  SPEAKER_01: And that is so,
• 18:46
  SPEAKER_01: so like from everything to,
• 18:49
  SPEAKER_01: hey,
• 18:49
  SPEAKER_01: I tried this at a trial or a deposition last week.
• 18:51
  SPEAKER_01: I'm like, well, that's really kind of unique.
• 18:54
  SPEAKER_01: You know, that's cool.
• 18:55
  SPEAKER_01: Let's talk about it.
• 18:56
  SPEAKER_01: Or, hey, I've been trying this with my social media.
• 18:59
  SPEAKER_01: you know, people my age can learn a lot, at least about the concepts.
• 19:03
  SPEAKER_01: I'm not like,
• 19:04
  SPEAKER_01: I'm going to go back and do it,
• 19:05
  SPEAKER_01: but like talk to people who will help me with this.
• 19:07
  SPEAKER_01: Like, Hey, I saw something.
• 19:09
  SPEAKER_01: I talked to someone, this is really working for them.
• 19:11
  SPEAKER_01: Look, look into it.
• 19:12
  SPEAKER_01: You know, let's, let's try something.
• 19:14
  SPEAKER_01: And I,
• 19:14
  SPEAKER_01: I think that as you move through your career,
• 19:18
  SPEAKER_01: try you and you meet these young marketers,
• 19:21
  SPEAKER_01: if you can pull away one or two little things from them,
• 19:24
  SPEAKER_01: you know,
• 19:24
  SPEAKER_01: you're giving something,
• 19:25
  SPEAKER_01: but you're getting something back.
• 19:27
  SPEAKER_00: And it's, well, now I gotta clear my throat.
• 19:32
  For me,
• 19:33
  when I talk to marketers,
• 19:34
  I'm pulling away more than just like one or two things.
• 19:36
  SPEAKER_00: Like I learned things from marketers all the time.
• 19:40
  SPEAKER_00: And it's not even like what,
• 19:42
  SPEAKER_00: sometimes it's not even like their idea or like,
• 19:44
  SPEAKER_00: hey,
• 19:44
  SPEAKER_00: I'm doing,
• 19:45
  SPEAKER_00: it's a question that they ask.
• 19:47
  SPEAKER_00: And it's a question that I've never asked.
• 19:49
  SPEAKER_00: And I'm like faced to answer it.
• 19:50
  SPEAKER_00: And I'm like, huh, that's interesting.
• 19:53
  SPEAKER_00: And it makes me go back and think about something in a way that
• 19:56
  I didn't think about it previously or just kind of went over my
• 19:59
  head and you learn
• 20:00
  SPEAKER_00: something new.
• 20:01
  SPEAKER_00: There's always something to be learned by talking to people,
• 20:06
  SPEAKER_00: sharing experiences,
• 20:08
  even if it's just finding out that you're not alone and
• 20:11
  everyone else is kind of
• 20:12
  SPEAKER_00: going through the same bullshit.
• 20:13
  SPEAKER_00: Not to cuss too much with the podcast, I shouldn't.
• 20:17
  It's helpful and I never walk away from these meetings
• 20:21
  mentoring other people or
• 20:22
  SPEAKER_00: even talking to competitors feeling like I've lost.
• 20:26
  SPEAKER_01: Because relationships are- Fresh perspectives are good.
• 20:30
  SPEAKER_00: Yeah.
• 20:31
  SPEAKER_00: Relationships are currency.
• 20:33
  SPEAKER_00: They really are.
• 20:33
  Particularly with law firms because you guys are doing B2B
• 20:37
  referrals all the time.
• 20:39
  SPEAKER_01: That's a good way to put it to relationship.
• 20:40
  SPEAKER_01: I, you know, I've heard it before, but I haven't really given it myself.
• 20:43
  SPEAKER_01: Relationships are currency.
• 20:45
  SPEAKER_01: And I have stepped back from some of the day-to-day lawyering to nurture,
• 20:51
  SPEAKER_01: like my role now is on nurturing bigger relationships,
• 20:55
  SPEAKER_01: strategic relationships,
• 20:57
  SPEAKER_01: which is something I enjoy doing.
• 20:59
  But when you're actively trying cases or you're in depositions
• 21:02
  or in court,
• 21:03
  SPEAKER_01: you only have so much time.
• 21:05
  SPEAKER_01: And now I, you know, built a team that does a lot of that for me.
• 21:10
  SPEAKER_01: So now I'm, I have time for that.
• 21:13
  Hey,
• 21:13
  meet this person for lunch or go to an event or go to a gala or
• 21:18
  whatever it is.
• 21:19
  SPEAKER_01: And again, I'm not a big fan.
• 21:23
  SPEAKER_01: of being out at night.
• 21:24
  SPEAKER_01: Like when I was younger, I was always out at functions in the evening.
• 21:27
  SPEAKER_01: I like to, you know, work my day, go home, go to the gym, chill out.
• 21:31
  SPEAKER_01: Like I'm not into shaking hands.
• 21:33
  And I say that tonight I'm going to a Massachusetts Academy of
• 21:36
  trial attorneys
• 21:37
  SPEAKER_01: event,
• 21:38
  SPEAKER_01: and I will be out doing that,
• 21:39
  SPEAKER_01: but it's not something I enjoy doing on a regular basis.
• 21:42
  SPEAKER_01: So I'm doing a lot of lunches, early morning coffees, meeting people.
• 21:46
  SPEAKER_01: And it's been helpful.
• 21:47
  SPEAKER_01: It's actually paying dividends.
• 21:50
  SPEAKER_01: Yeah.
• 21:52
  Let me think about what you originally were talking about with
• 21:54
  the Spanish
• 21:55
  SPEAKER_00: marketing,
• 21:55
  SPEAKER_00: because I felt like I had.
• 21:57
  SPEAKER_00: Oh,
• 21:57
  SPEAKER_00: you mentioned the radio,
• 21:59
  which I think is so interesting when we're looking at
• 22:02
  particularly the Spanish
• 22:03
  SPEAKER_00: market,
• 22:04
  SPEAKER_00: because it's a different culture and they use technology.
• 22:08
  SPEAKER_00: differently than we do.
• 22:10
  SPEAKER_00: And it's easy to underestimate that,
• 22:11
  SPEAKER_00: particularly when you're a very white English speaker like me.
• 22:15
  SPEAKER_00: But like,
• 22:16
  SPEAKER_00: for example,
• 22:16
  SPEAKER_00: with the Spanish market,
• 22:18
  SPEAKER_00: WhatsApp is a super popular app that I rarely have ever used.
• 22:25
  SPEAKER_00: And so when we start talking about Facebook ads,
• 22:28
  SPEAKER_00: you know,
• 22:29
  SPEAKER_00: initially,
• 22:29
  like I'm not I'm doing it a lot more these days and seeing
• 22:32
  success with it.
• 22:33
  SPEAKER_00: But traditionally, I haven't been a huge fan of
• 22:36
  SPEAKER_00: small law firms doing lead generation on Facebook,
• 22:39
  SPEAKER_00: because a lot of times you get junk leads from it.
• 22:42
  SPEAKER_00: But when you have like,
• 22:43
  SPEAKER_00: you know,
• 22:44
  SPEAKER_00: a huge portion of your market using an app specifically to communicate,
• 22:48
  SPEAKER_00: Facebook ads just make a ton of sense.
• 22:50
  SPEAKER_00: It makes a ton of sense when you're working with this market.
• 22:53
  SPEAKER_00: And so like I and then radio,
• 22:55
  SPEAKER_00: you know,
• 22:56
  another one of my clients does a call in radio show
• 22:59
  specifically for the Spanish
• 23:00
  SPEAKER_00: market and saw a ton of success with it.
• 23:03
  SPEAKER_00: And well,
• 23:04
  SPEAKER_00: until you said it,
• 23:05
  it didn't really click with me that radio is probably a good
• 23:08
  way to reach.
• 23:09
  SPEAKER_00: Oh, yeah.
• 23:10
  SPEAKER_01: I didn't believe it.
• 23:11
  SPEAKER_01: But then again, my belief was anecdotal.
• 23:13
  SPEAKER_01: Like, what do I know?
• 23:14
  SPEAKER_01: Like, I was just saying, radio's dead.
• 23:16
  SPEAKER_01: Like, I'm embarrassed there that I came to that kind of quick conclusion.
• 23:20
  SPEAKER_01: I didn't really know what the hell I was talking about,
• 23:22
  SPEAKER_01: like radio,
• 23:23
  SPEAKER_01: because I don't listen to radio.
• 23:25
  SPEAKER_01: Therefore, no one listens to radio, right?
• 23:27
  SPEAKER_01: I mean,
• 23:28
  SPEAKER_01: it's like,
• 23:28
  SPEAKER_01: and that's,
• 23:29
  SPEAKER_01: I think,
• 23:29
  SPEAKER_01: and I've heard you talk about this,
• 23:31
  SPEAKER_01: like marketing,
• 23:32
  SPEAKER_01: lawyers have to
• 23:33
  SPEAKER_01: and it's hard to do, get out of their own, well, what do I like?
• 23:37
  SPEAKER_01: It really doesn't matter.
• 23:38
  SPEAKER_01: If you want the phone to ring,
• 23:41
  then you have to at least get yourself on a path to figure out
• 23:45
  what do your
• 23:46
  SPEAKER_01: prospective clients like,
• 23:48
  SPEAKER_01: not what you like.
• 23:49
  SPEAKER_01: Because I'm going to, you know,
• 23:51
  SPEAKER_01: a white guy.
• 23:52
  SPEAKER_01: Like I'm not a 27 year old Latino from the Dominican Republic.
• 23:59
  SPEAKER_01: I don't know what they like.
• 24:00
  So,
• 24:01
  I mean,
• 24:01
  you have to,
• 24:02
  you have to know what you don't know and be willing to ask
• 24:05
  questions.
• 24:06
  SPEAKER_01: And we've learned so much from the clients that we do get.
• 24:10
  SPEAKER_01: We try to,
• 24:11
  SPEAKER_01: we try to mine their,
• 24:13
  SPEAKER_01: the relationships as much as we can while they're clients to learn more.
• 24:17
  SPEAKER_01: And I also have, um,
• 24:21
  SPEAKER_01: 80% of my staff is Spanish-speaking and from the community.
• 24:24
  SPEAKER_01: So they really plugged in.
• 24:25
  SPEAKER_01: That was one of,
• 24:26
  SPEAKER_01: that was also,
• 24:27
  SPEAKER_01: when I say it was a really smart idea,
• 24:28
  SPEAKER_01: I'm not giving myself credit.
• 24:30
  Like I look back and be like,
• 24:31
  wow,
• 24:32
  in retrospect,
• 24:33
  that looked like a really smart idea,
• 24:34
  right?
• 24:34
  SPEAKER_01: I look like a genius.
• 24:36
  SPEAKER_01: It wasn't that.
• 24:37
  SPEAKER_01: You know,
• 24:38
  I did get lucky that I hired a lot of people from the community
• 24:42
  who had some
• 24:43
  SPEAKER_01: community influence too.
• 24:44
  SPEAKER_01: You know, like, so I got some people that came on board
• 24:47
  who had some cachet in the El Salvadorian community or the
• 24:51
  Puerto Rican community
• 24:52
  SPEAKER_01: or the Dominican.
• 24:53
  SPEAKER_01: And all of a sudden I was like,
• 24:55
  SPEAKER_01: wow,
• 24:55
  SPEAKER_01: that might've been,
• 24:56
  SPEAKER_01: I mean,
• 24:56
  SPEAKER_01: I've had,
• 24:57
  SPEAKER_01: I've had people work for me before in certain roles that honestly,
• 25:01
  SPEAKER_01: they were so productive at generating business.
• 25:04
  SPEAKER_01: I wouldn't care if they stopped doing their roles.
• 25:06
  SPEAKER_01: You know what I mean?
• 25:07
  SPEAKER_01: Like really you're working and all of a sudden,
• 25:09
  SPEAKER_01: like I'm thinking to myself,
• 25:10
  SPEAKER_01: I would never say,
• 25:11
  SPEAKER_01: but like,
• 25:11
  SPEAKER_01: I don't care what you do.
• 25:13
  Just keep coming to work and do what you're doing,
• 25:15
  you know,
• 25:15
  because they were so plugged in.
• 25:17
  SPEAKER_01: And so that was a really, that was a really big deal for us.
• 25:22
  Getting into the community by way of having people so that when
• 25:25
  a client comes to
• 25:26
  SPEAKER_01: my office,
• 25:27
  SPEAKER_01: they feel,
• 25:28
  SPEAKER_01: like I've always said,
• 25:29
  SPEAKER_01: I don't want them to feel like,
• 25:29
  SPEAKER_01: hey,
• 25:30
  SPEAKER_01: yeah,
• 25:30
  SPEAKER_01: we do help people who speak Spanish.
• 25:32
  SPEAKER_01: I want them to almost feel like
• 25:35
  SPEAKER_01: They love helping people who speak Spanish.
• 25:37
  SPEAKER_01: In fact, that's their preference.
• 25:39
  SPEAKER_01: You know, that's how they feel.
• 25:41
  SPEAKER_01: They come in our office.
• 25:41
  SPEAKER_01: Everything's in Spanish.
• 25:43
  SPEAKER_01: The music's, they got a Spanish radio station playing in the background.
• 25:46
  SPEAKER_01: There's Spanish periodicals to read.
• 25:49
  SPEAKER_01: Everything is in Spanish.
• 25:50
  SPEAKER_01: So it's different.
• 25:52
  SPEAKER_01: I mean, like, you know, they feel comfortable.
• 25:55
  SPEAKER_01: There's a trust that gets built quickly.
• 25:57
  SPEAKER_01: And that's important.
• 25:59
  SPEAKER_00: It's a place where they feel like they're meant to be.
• 26:02
  SPEAKER_00: And that's absolutely essential when it comes to marketing.
• 26:05
  SPEAKER_00: Cause people underestimate like how often businesses are unintentionally
• 26:11
  off-putting because maybe for business reasons or otherwise
• 26:16
  they're making choices
• 26:17
  with their marketing and their just overall presence that are
• 26:20
  repelling people
• 26:22
  SPEAKER_00: because it doesn't make them comfortable.
• 26:23
  SPEAKER_00: Like.
• 26:24
  SPEAKER_00: Two professional sites are super important,
• 26:27
  SPEAKER_00: but if it looks a certain way,
• 26:29
  SPEAKER_00: it may look inaccessible to somebody who's,
• 26:31
  SPEAKER_00: you know,
• 26:32
  broke and just got into a car accident and want somebody down
• 26:36
  to earth and easy to
• 26:37
  SPEAKER_00: talk to.
• 26:38
  SPEAKER_00: And so you have to kind of create that atmosphere with your marketing.
• 26:41
  SPEAKER_00: So people feel comfortable.
• 26:43
  And that's why,
• 26:43
  like,
• 26:44
  that's a secret reason why photos on Google business are so
• 26:47
  effective.
• 26:48
  SPEAKER_00: I mean, for SEO reasons, technical SEO reasons, sure.
• 26:51
  SPEAKER_00: But like people like to scope out the place that they're going.
• 26:55
  SPEAKER_00: They like to,
• 26:55
  SPEAKER_00: if they're going to your restaurant,
• 26:56
  SPEAKER_00: they want to know what the room looks like,
• 26:58
  SPEAKER_00: what the parking looks like.
• 27:00
  And it's just an extra way of making them kind of more
• 27:03
  comfortable showing up and
• 27:05
  SPEAKER_00: working with us.
• 27:08
  SPEAKER_01: I'll give you an example.
• 27:08
  SPEAKER_01: Like one of the things that you talk about feeling comfortable.
• 27:11
  SPEAKER_01: Liel actually pointed this out.
• 27:13
  We did a campaign and we were obviously had a specific phone
• 27:18
  number,
• 27:19
  you know,
• 27:19
  for the campaign.
• 27:20
  So we knew that anyone calling from that number was reacting to
• 27:25
  something that Liel
• 27:26
  SPEAKER_01: put together for us.
• 27:26
  SPEAKER_01: It was in Spanish.
• 27:28
  SPEAKER_01: And he suggested when you see that number come through,
• 27:33
  SPEAKER_01: have the person answer the phone in Spanish.
• 27:35
  SPEAKER_01: I was like, really?
• 27:36
  SPEAKER_01: He's like, yeah, it's a hundred percent that person.
• 27:38
  SPEAKER_01: And, and we kind of followed it for a while.
• 27:42
  SPEAKER_01: And I would just,
• 27:44
  SPEAKER_01: and I sat back and I was like,
• 27:45
  SPEAKER_01: oh my God,
• 27:45
  if I was ever in Columbia and I got a car accident and I
• 27:49
  responded to an ad and
• 27:51
  SPEAKER_01: they picked up the phone and they,
• 27:52
  SPEAKER_01: and they spoke English,
• 27:53
  SPEAKER_01: my immediately,
• 27:55
  SPEAKER_01: my trust level would go up,
• 27:57
  SPEAKER_01: my stress level might come down a bit,
• 27:59
  SPEAKER_01: and you'd have a much better chance of converting that lead.
• 28:03
  SPEAKER_01: And in fact,
• 28:04
  SPEAKER_01: that was one of his brilliant ideas that I thought,
• 28:07
  SPEAKER_01: I can't believe I didn't think of it.
• 28:09
  SPEAKER_01: But then again, I'm not a marketer.
• 28:12
  SPEAKER_00: Not Liel.
• 28:13
  SPEAKER_00: This episode is definitely a we love Liel kind of episode.
• 28:17
  SPEAKER_00: I can't recommend him highly enough.
• 28:19
  SPEAKER_00: And if only you just go talk to him, listeners, you definitely should.
• 28:24
  it's funny because if he if he doesn't think you're the right
• 28:25
  fit he won't take
• 28:26
  your business so it's just like and i've had people go to him
• 28:28
  be like no you won't
• 28:29
  take my work so it's interesting so um and it is nice to have a
• 28:33
  nice event at least
• 28:34
  you feel that warmly about for sure something i something i
• 28:39
  wanted to mention this
• 28:40
  is kind of taking us back to you know not inserting yourself
• 28:45
  into your ideal client
• 28:46
  profile because um i i well story time me and me and my son
• 28:51
  who's four years old
• 28:53
  I watched Ghostbusters,
• 28:55
  the original Ghostbusters,
• 28:56
  and he ended up loving it.
• 28:58
  And so now I've watched Ghostbusters 15,000 times in the last
• 29:02
  like two weeks or so.
• 29:03
  And I'm bringing up Ghostbusters because there's a funny part
• 29:06
  to me when Egon,
• 29:08
  SPEAKER_00: the office lady,
• 29:10
  SPEAKER_00: is trying to flirt with him and she was like,
• 29:11
  SPEAKER_00: do you read a lot?
• 29:12
  SPEAKER_00: And he was like, print is dead.
• 29:14
  And it cracks me up every single time because he made that
• 29:17
  statement in like 1980s
• 29:19
  SPEAKER_00: whenever the original Ghostbusters came out.
• 29:22
  SPEAKER_00: And people are still saying it,
• 29:23
  but people are categorically being incorrect because everyone
• 29:27
  thinks print is dead.
• 29:28
  SPEAKER_00: It's cliche almost.
• 29:30
  But yet I just watched like a YouTube video from a marketer who
• 29:34
  was explaining how
• 29:35
  premium brands and actually Charlie Mann talks about this from
• 29:39
  time to time.
• 29:40
  But premium brands use print because print is basically premium
• 29:44
  marketing.
• 29:45
  SPEAKER_00: It's not dead.
• 29:46
  SPEAKER_00: It's just the most expensive and probably one of the more effective.
• 29:50
  And so it's so easy to underestimate radio,
• 29:55
  print,
• 29:55
  and all of these things.
• 29:56
  SPEAKER_00: But if you just accept it,
• 29:59
  SPEAKER_00: it's still alive,
• 30:00
  SPEAKER_00: lean into it,
• 30:01
  you'll probably be surprised at what results you get and how
• 30:03
  many people do pick up
• 30:04
  SPEAKER_00: their local counties,
• 30:06
  SPEAKER_00: like my county is Fauquier County,
• 30:08
  SPEAKER_00: Fauquier Times or whatever,
• 30:10
  SPEAKER_00: and go through the articles.
• 30:11
  SPEAKER_00: I do.
• 30:12
  SPEAKER_00: I think I have one on the back of a toilet seat somewhere.
• 30:17
  And the toilet with three times,
• 30:19
  people are like,
• 30:19
  where is she going with that?
• 30:21
  SPEAKER_00: Well, but I guess we're coming up on the end of the podcast.
• 30:25
  SPEAKER_00: So as tradition,
• 30:26
  is there something that you wanted to talk about that we didn't
• 30:28
  end up getting to?
• 30:30
  SPEAKER_01: No, just a quick follow-up on the print is dead.
• 30:34
  SPEAKER_01: You know,
• 30:35
  SPEAKER_01: when clients used to come to me and I would ask them the question,
• 30:40
  have you ever been involved in a prior car accident or any type
• 30:43
  of accident?
• 30:43
  SPEAKER_01: Yes, I have about five or six years ago.
• 30:46
  SPEAKER_01: Who was your attorney during that event?
• 30:50
  SPEAKER_01: You know something?
• 30:50
  SPEAKER_01: I can't remember her name.
• 30:53
  SPEAKER_01: God, I know she was over in two towns over.
• 30:55
  SPEAKER_01: I can't remember her name.
• 30:57
  SPEAKER_01: And that was the time when I first joined GLM,
• 31:00
  SPEAKER_01: started talking to Ben and Charlie and you,
• 31:03
  SPEAKER_01: and the whole concept of a print newsletter.
• 31:08
  SPEAKER_01: Again, I was very reluctant.
• 31:10
  SPEAKER_01: I was like, really?
• 31:12
  SPEAKER_01: It was,
• 31:13
  SPEAKER_01: if I had to start paring down my marketing because times are tough,
• 31:16
  it'd be one of the last things that I would stop spending on
• 31:20
  because it keeps my
• 31:22
  SPEAKER_01: quote unquote tribe
• 31:25
  every month seeing something printed by me handwritten by me um
• 31:31
  and they get to
• 31:32
  know me i've had people say to me oh my god how's your son
• 31:34
  doing how's your wife i
• 31:35
  heard your wife had doing that like they know me right like you
• 31:38
  think you're
• 31:39
  watching tv and you think you know the character right over
• 31:43
  doing this now for
• 31:44
  SPEAKER_01: years and years and years
• 31:46
  SPEAKER_01: It's been an absolute home run.
• 31:49
  It might be if I had to pick one piece of marketing that I
• 31:52
  thought's been most
• 31:54
  SPEAKER_01: effective over my career,
• 31:56
  SPEAKER_01: it would be print marketing in that form of a newsletter,
• 31:59
  SPEAKER_01: one where people get it,
• 32:01
  SPEAKER_01: they read it,
• 32:02
  SPEAKER_01: or they toss it.
• 32:02
  SPEAKER_01: Whatever they do with it, there's Spade of Law Group's newsletter again.
• 32:07
  SPEAKER_01: Toss it.
• 32:08
  Three days later,
• 32:09
  they or a friend or a loved one gets into a car accident.
• 32:12
  SPEAKER_01: You should probably give Spade a call.
• 32:13
  SPEAKER_01: At least they're not forgetting my name.
• 32:15
  They might forget how to pronounce it,
• 32:17
  but at least they'll know to call me.
• 32:19
  SPEAKER_00: That's a good callback.
• 32:20
  SPEAKER_00: That's a good callback to the meeting episode.
• 32:22
  Well,
• 32:23
  thank you so much for joining with me today or joining talking
• 32:26
  with me today.
• 32:27
  SPEAKER_00: And it's incredible what you guys are doing up there.
• 32:30
  SPEAKER_00: And I remember being in a mastermind meeting with you recently.
• 32:34
  SPEAKER_00: I just can't remember exactly when.
• 32:36
  When you're growing over some of your numbers and it is
• 32:38
  downright impressive the
• 32:39
  SPEAKER_00: way you guys are kind of dominating that market up there.
• 32:42
  SPEAKER_00: So if you're into Spanish marketing or you're curious about it,
• 32:45
  definitely check out him and his site and just lens
• 32:49
  specifically check out his site
• 32:51
  SPEAKER_00: and just admire,
• 32:52
  SPEAKER_00: I guess,
• 32:52
  SPEAKER_00: you know,
• 32:53
  SPEAKER_00: learn,
• 32:53
  SPEAKER_00: learn a thing or two,
• 32:54
  SPEAKER_00: you know.
• 32:55
  I'd be happy to speak to anyone who has an interest in getting
• 32:59
  into the market.
• 33:01
  SPEAKER_01: What limited experience I have, I'm willing to share.
• 33:04
  SPEAKER_01: And yeah,
• 33:05
  you can find me on LinkedIn or the name of the firm is
• 33:09
  Spadalawgroup and it's
• 33:10
  SPEAKER_01: spadalawgroup.com.
• 33:12
  SPEAKER_01: Awesome.
• 33:13
  SPEAKER_00: Well, that's usually my last question, how people are going to find you.
• 33:16
  SPEAKER_00: So check them out on LinkedIn to visit the website.
• 33:20
  SPEAKER_00: And Len is happy to talk with you as well, which is awesome.
• 33:23
  SPEAKER_00: But thank you so much for joining me and we'll see you next time.
• 33:27
  SPEAKER_01: Thank you very much, Tiff.
• 33:29
  SPEAKER_00: Thank you.