Latest / Sharp Strategies Sweet Success / #54 - How to Use Google Business & Lead Docket for Law Firm Growth Ft. Lauren Hill

Transcript

#54 - How to Use Google Business & Lead Docket for Law Firm Growth Ft. Lauren Hill · Sharp Strategies Sweet Success

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  SPEAKER_00: So July of this year,
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  SPEAKER_00: so last month,
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  we signed more cases altogether than we have since we've gotten
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  lead dockets,
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  SPEAKER_00: so probably in the history of Ben Glass Law.
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  SPEAKER_01: Sharp strategies, sweet success.
• 0:26
  SPEAKER_01: Hello, everyone, and welcome.
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  SPEAKER_01: You're listening to Sherp Strategies Sweet Success.
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  SPEAKER_01: This is your host, Tiffany Swedensky.
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  SPEAKER_01: So today I'm talking with Lauren Hill.
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  SPEAKER_01: She is the marketing director at Ben Glass Law.
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  SPEAKER_01: I've known her for several years.
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  First met her when she started with them back in,
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  I'm guessing it was like 2021,
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  right?
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  SPEAKER_01: Is that right?
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  SPEAKER_01: Yep.
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  SPEAKER_01: Yep.
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  SPEAKER_01: And I know a little bit about Lauren's background.
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  SPEAKER_01: I know she came and did a lot of PPC before coming to Ben Glass Law,
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  but I'll turn it over to her and she can tell you a little bit
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  more about her
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  SPEAKER_01: background and what she's doing today.
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  SPEAKER_00: Thank you, Tiff.
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  SPEAKER_00: Hello, friends.
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  SPEAKER_00: Like Tiff said,
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  SPEAKER_00: I've been the marketing director,
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  SPEAKER_00: Ben Glasslaw,
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  SPEAKER_00: for four years this December,
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  SPEAKER_00: which is crazy to say,
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  SPEAKER_00: because it's flown by,
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  SPEAKER_00: feels like forever,
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  SPEAKER_00: and also not that long at the same time.
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  We are a long-term disability and personal injury law firm in
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  Northern Virginia.
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  SPEAKER_00: So we do long-term disability cases nationwide,
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  SPEAKER_00: personal injury cases specifically in Virginia,
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  SPEAKER_00: targeted more towards Northern Virginia is our sweet spot.
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  SPEAKER_00: And my goal at the end of the day is growing the law firm.
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  SPEAKER_00: So getting more cases in the door,
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  SPEAKER_00: we do that a whole number of ways,
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  SPEAKER_00: which I'm sure we'll talk about the next 30,
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  SPEAKER_00: 45 minutes.
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  SPEAKER_00: But yeah, I love my job.
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  SPEAKER_00: I'm happy to be here.
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  SPEAKER_00: I'm also the mother of a five month old who doesn't like to sleep.
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  SPEAKER_00: So I'm gonna try my best to form complete sentences and thoughts today.
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  SPEAKER_01: I mean, you probably won't be alone.
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  SPEAKER_01: I've already stumbled over my words a few times.
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  SPEAKER_01: So we're in this together.
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  SPEAKER_00: Yeah.
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  SPEAKER_00: Thank God for an editor.
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  SPEAKER_00: Yeah.
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  SPEAKER_01: So I guess my first question,
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  SPEAKER_01: I certainly have my opinion,
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  but which do you like marketing for more personal injury or
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  risk of disability?
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  SPEAKER_01: Which do you like or enjoy the most?
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  SPEAKER_00: That's a really good question.
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  I feel like personal injury is,
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  it's really competitive,
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  especially in Northern Virginia.
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  SPEAKER_00: And I feel like there's not like a one-track way to get cases,
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  SPEAKER_00: but there is like,
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  SPEAKER_00: I won't want to say it's a square because it's not a square,
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  SPEAKER_00: but for ERISA,
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  SPEAKER_00: you can get like a lot more creative,
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  SPEAKER_00: I feel like.
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  SPEAKER_00: And we've gotten creative recently and like kind of really thought like,
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  SPEAKER_00: how can we reach more people?
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  Ben's been getting on more like doctor specific podcasts so
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  that we can reach like
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  the target market and just like reaching out to people who work
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  with our clients
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  SPEAKER_00: rather than just,
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  I feel like PI is a lot of SEO and not as much of like a
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  referral relationships as
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  SPEAKER_00: much as LTD is,
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  SPEAKER_00: which is fun for me.
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  SPEAKER_00: So yeah.
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  SPEAKER_01: Yeah, ERISA is definitely like a referral kind of driven practice area.
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  SPEAKER_01: And you're right.
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  You can get a little bit more creative because it's more like
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  it's B2B marketing
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  SPEAKER_01: because you're networking with,
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  SPEAKER_01: you know,
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  SPEAKER_01: people who can refer you cases or people who can have cases themselves.
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  SPEAKER_01: So it's it's a yeah, I definitely agree.
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  It's a lot more creative and personal injury just ends up being
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  like so formulaic.
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  SPEAKER_01: Yeah.
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  SPEAKER_01: just trying to beat the market, show up in PPC, LSAs, all that stuff.
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  SPEAKER_01: Yeah.
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  SPEAKER_00: It's never easy.
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  SPEAKER_01: Yeah.
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  What do you spend like a lot of your time doing right now as
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  far as like for the marketing?
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  SPEAKER_01: Like where,
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  SPEAKER_01: where do you,
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  SPEAKER_01: um,
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  SPEAKER_01: where do you like,
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  SPEAKER_01: I guess,
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  SPEAKER_01: spending your time or,
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  SPEAKER_01: or maybe that's a better question.
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  SPEAKER_01: Like if you could design your perfect day,
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  SPEAKER_01: like marketing and doing your job,
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  SPEAKER_01: what are the things you would work on?
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  SPEAKER_00: That's a really good question.
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  SPEAKER_00: If I could describe my perfect day as a marketing director,
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  I really like being so like the highlight of my day is the end
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  of the day,
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  whenever I log into lead docket and it tells me our sign cases
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  for the day and then
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  SPEAKER_00: also for the month and what happened in the previous month too.
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  So whenever I get high is like whenever our sign case number is
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  a good number,
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  SPEAKER_00: the monthly one is,
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  SPEAKER_00: and then it's like on its way to track higher than the last month.
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  So I'd say like at the end of the day,
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  that is always what I'm going for is to like get that
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  SPEAKER_00: get that like high of the day is to see those numbers.
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  SPEAKER_00: So I would say right now, um, I've been out for three months this year.
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  SPEAKER_00: So it's kind of like a different year than usual.
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  The beginning of the year I was prepping for maternity leave
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  and then I was out for
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  SPEAKER_00: maternity leave and then I'm officially back.
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  SPEAKER_00: So it's been a little bit of a catch up.
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  And so I would say that my perfect day right now is probably
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  like thinking about
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  SPEAKER_00: what our next marketing like ideas are.
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  SPEAKER_00: because I am back in full swing.
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  I would say that our two biggest money makers or how we get
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  cases in the door is
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  SPEAKER_00: referral relationships and also our Google My Business.
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  SPEAKER_00: So ways to really grow those two platforms.
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  SPEAKER_00: And right now, like a specific goal for my quarter too is
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  SPEAKER_00: We have these amazing referral relationships,
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  but finding a way to really like house them and manage them in
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  one place is kind of
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  SPEAKER_00: a problem that I'm looking to solve right now.
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  So I would say just taking our referral relationships and then
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  our Google My
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  SPEAKER_00: Business kind of to the next stages and also managing people.
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  SPEAKER_00: So,
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  SPEAKER_00: you know,
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  I have an assistant Anderson that works in the Philippines that
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  does a lot of
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  SPEAKER_00: creative stuff.
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  Pouring into him and approving work that he does on things and
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  then just pouring
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  SPEAKER_00: into our SEO and different vendors as well.
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  This is actually something I'm grappling with now because I've
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  had other law firms,
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  SPEAKER_01: my clients,
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  SPEAKER_01: marketers say,
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  SPEAKER_01: what's a referral system?
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  SPEAKER_01: And,
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  SPEAKER_01: you know,
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  SPEAKER_01: flushing that out for myself as well,
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  SPEAKER_01: you know,
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  SPEAKER_01: I have like a whole bunch of things that we do.
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  SPEAKER_01: But like,
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  SPEAKER_01: as far as like a one and all place where it's managed,
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  SPEAKER_01: what would you,
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  SPEAKER_01: what do you want out of that system?
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  SPEAKER_01: Or what do you think that system looks like?
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  SPEAKER_01: I'm trying to figure it out.
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  The only thing I can envision is like a sophisticated
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  spreadsheet,
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  if I'm being honest.
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  SPEAKER_00: Yeah.
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  And I think that might be what the solution is,
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  is the sophisticated spreadsheet.
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  Whenever we like track our things that are most important to
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  our law firm.
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  SPEAKER_00: So every single week in our leadership meeting,
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  we have our own spreadsheet that has metrics that are like most
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  important to us.
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  SPEAKER_00: And at the end of every year, we have a goal of getting
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  SPEAKER_00: new referral partners in the door to help grow the business.
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  And so every single week I'm counting the number of leads and
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  intake that come from
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  SPEAKER_00: a referral partner.
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  SPEAKER_00: And then I especially highlight if it's a brand new referral partner too.
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  SPEAKER_00: So we track,
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  we have a process for all of that inside of lead docket for our
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  intake person to
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  SPEAKER_00: highlight if it's a brand new person.
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  SPEAKER_00: So the way that I think the solution is gonna be,
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  SPEAKER_00: again,
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  SPEAKER_00: it's my goal for the quarter is to kind of figure it out,
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  SPEAKER_00: but the direction that I'm going is a sophisticated spreadsheet.
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  SPEAKER_00: Just that kind of breaks down like who the person is,
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  SPEAKER_00: their address,
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  SPEAKER_00: their email address,
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  SPEAKER_00: ways to contact them,
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  SPEAKER_00: their specialty.
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  So if they are a doctor,
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  if they are a social security disability lawyer,
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  a chiropractor,
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  um and then because that that thing i think is really easy to
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  over complicate as
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  well and i'm good at over complicating things like we don't
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  need to track every
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  single time that we've reached out to them or what we sent them
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  when like i think
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  that it's if we send like 30 things to people we don't need to
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  go into 30 people
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  SPEAKER_00: and
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  SPEAKER_00: document that.
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  SPEAKER_00: And so,
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  SPEAKER_00: yeah,
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  I think that just a one-stop shop for managing those people and
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  a process for
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  SPEAKER_00: adding new ones to it is what we're looking for.
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  So I think that it'll probably be looped in with Vapier lead
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  docket and a glorified spreadsheet.
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  SPEAKER_01: You know,
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  SPEAKER_01: it's,
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  it's funny cause we have these CRMs like client or whatever
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  customer client
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  SPEAKER_01: relationship management tool.
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  But I had limited success myself in actually using that to
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  manage referral relationships.
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  SPEAKER_01: And if you have a customer service team,
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  I've worked for businesses that they do manage relationships at
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  that level.
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  But they also have like three people who are like managing
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  customer relationships,
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  SPEAKER_01: like logging into the CRM,
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  SPEAKER_01: updating it.
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  SPEAKER_01: And,
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  SPEAKER_01: you know,
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  SPEAKER_01: our law firm,
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  SPEAKER_01: most law firms,
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  SPEAKER_01: you know,
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  SPEAKER_01: smaller ones,
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  SPEAKER_01: they don't have like,
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  SPEAKER_01: you know,
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  SPEAKER_01: the intake team is answering calls and returning calls.
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  SPEAKER_01: The marketing team is doing marketing things.
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  And there's this gap of the person who does this outreach and
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  regularly updates the CRM.
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  SPEAKER_01: But even then,
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  it's hard to be a Google Sheet that you can just open up and
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  has all your columns
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  and even maybe the last column is the last time that you
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  reached out to them.
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  And then it just becomes somebody's job to keep track of it and
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  update it.
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  And I mean,
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  it sounds so simple like a referral system,
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  but it's so hard.
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  It's so hard to conceptualize and put together and find the
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  time to keep it updated.
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  SPEAKER_01: That's a tough part, I guess.
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  SPEAKER_00: Right,
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  SPEAKER_00: and I don't know if you know this,
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  SPEAKER_00: but Susie,
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  SPEAKER_00: our Director of Happiness,
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  SPEAKER_00: she also recently added to her title the Referral Relationships Manager.
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  SPEAKER_00: So she's actually really managing those relationships for PI and LTD.
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  So it is difficult to kind of have a consistent plan and a
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  place to manage all of them.
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  Something that she's really good at is knowing that quarterly
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  we're sending gifts
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  SPEAKER_00: out to our best referral partners.
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  SPEAKER_00: If we get a new referral partner, she's handwriting them a letter.
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  SPEAKER_00: Um,
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  SPEAKER_00: she's like handwriting a lot of people that send us clients,
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  SPEAKER_00: even if they're new or not,
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  SPEAKER_00: she handwrites them letters.
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  SPEAKER_00: And it's just like,
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  she's really good at doing kind of like the first impression
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  for Ben Glasslaw
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  SPEAKER_00: because she is who she is.
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  SPEAKER_00: Um, and she kind of keeps the, the system rolling and on track.
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  SPEAKER_00: So this whole new platform of managing all of it,
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  like Susie will be the person to do that because she really
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  keeps things like
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  SPEAKER_00: rocking and rolling.
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  SPEAKER_01: Oh, yeah.
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  SPEAKER_01: Susie is definitely, definitely a relationship manager for sure.
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  SPEAKER_01: And I love that she's a she's going to do.
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  SPEAKER_01: She probably does great things for Bengals.
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  SPEAKER_01: I saw managing referral relationships that way because she's so sweet.
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  SPEAKER_00: She loves sunshine.
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  SPEAKER_00: Yeah.
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  SPEAKER_00: Yeah.
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  SPEAKER_01: It's hard to be Susie.
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  SPEAKER_01: So,
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  SPEAKER_01: you know,
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  SPEAKER_01: something that seems,
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  SPEAKER_01: it feels to me to be a trend,
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  SPEAKER_01: um,
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  SPEAKER_01: because a lot of people are doing it.
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  SPEAKER_01: Um,
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  SPEAKER_01: and I know you guys are doing it and I know for a few of my clients,
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  SPEAKER_01: we're doing it,
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  SPEAKER_01: Facebook ads and like utilizing these Facebook ads more.
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  Have you guys like deployed that yet or are,
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  um,
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  have you gotten any results?
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  SPEAKER_01: Basically is what I'm asking.
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  SPEAKER_00: We are in the, like about to launch stage.
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  SPEAKER_00: Cause that issue that I sent you an email about the other day.
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  is we're getting flagged for having a keyword in our name and
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  our audience or
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  something that Facebook is flagging in us for not following
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  their community
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  SPEAKER_00: standards.
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  SPEAKER_00: And so we're waiting on the review process from Facebook,
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  which I'm afraid is just a bot approving it because it's
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  literally a button.
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  SPEAKER_00: I can't give feedback.
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  SPEAKER_00: I can't give any human words to sway them into approving us.
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  SPEAKER_00: Um,
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  SPEAKER_00: so our Facebook name,
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  SPEAKER_00: uh,
• 12:12
  SPEAKER_00: inside of,
• 12:12
  SPEAKER_00: um,
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  SPEAKER_00: the law firm is Ben Dress law,
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  SPEAKER_00: um,
• 12:16
  SPEAKER_00: uh,
• 12:17
  SPEAKER_00: disability and injury lawyers.
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  So I think because that has it in our actual title is what's
• 12:22
  probably flagging us.
• 12:23
  SPEAKER_00: Um, but we are waiting patiently to get that approved.
• 12:28
  SPEAKER_00: So that way we can press the green light on those things,
• 12:30
  SPEAKER_00: but I'm excited to get them running though.
• 12:33
  SPEAKER_01: Yeah.
• 12:34
  you might have to take them out you may just have to go to
• 12:36
  vending glass law um i
• 12:37
  think too and uh you shouldn't i i don't think that'll impact
• 12:42
  your nap but you know
• 12:44
  that that's the concern there yeah um and even so like i'm not
• 12:48
  sure you know that
• 12:51
  minor of a change is going to have an impact but actually like
• 12:53
  we uh we haven't run
• 12:55
  SPEAKER_01: into the same issue when we were trying to segment
• 12:58
  our website visitors and we were what we did is i just told my
• 13:01
  team i was like make
• 13:02
  a pi audience and make a workers comp audience right and they
• 13:05
  literally titled you
• 13:06
  know the audience personal injury audience you know seems
• 13:10
  pretty natural the ads
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  SPEAKER_01: got flagged for that
• 13:14
  SPEAKER_01: like something the end user would never see.
• 13:17
  SPEAKER_01: They would never see what we named our audience.
• 13:19
  SPEAKER_01: But it had the keyword and all it took was to change that.
• 13:24
  SPEAKER_01: And then we were up and running again and it was fine.
• 13:28
  SPEAKER_01: But when it's in your business name, it's like, ugh, that's tough.
• 13:32
  SPEAKER_00: Right.
• 13:32
  SPEAKER_00: And we did change it for the NAP for that in mind.
• 13:35
  SPEAKER_00: So I think that removing that will probably be the problem solve.
• 13:39
  SPEAKER_01: So you guys are in the midst of rolling out a website too, aren't you?
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  SPEAKER_00: Uh,
• 13:44
  SPEAKER_00: we did,
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  SPEAKER_00: we rolled out like the official new website last year,
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  but then we got the new website vendor Hennessy digital this
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  earlier this year.
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  SPEAKER_00: And they,
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  SPEAKER_00: instead of kind of reworking the front end of things,
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  SPEAKER_00: they really did like the backend architecture and stuff.
• 13:59
  SPEAKER_00: So if you went to Ben glass law in January versus now,
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  SPEAKER_00: and you probably won't see a huge difference,
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  SPEAKER_00: but the backend is where they worked a lot of the magic.
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  SPEAKER_00: Oh, okay.
• 14:09
  SPEAKER_01: Yeah.
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  Well,
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  that's good because I mean,
• 14:12
  the style of the site was certainly nice.
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  SPEAKER_01: So have they already done like the reworking and it's like launched?
• 14:19
  SPEAKER_01: Okay.
• 14:20
  SPEAKER_00: Yes.
• 14:21
  SPEAKER_00: Yep.
• 14:21
  SPEAKER_01: Have you guys seen like some good changes with that?
• 14:24
  SPEAKER_00: Yeah.
• 14:24
  I mean,
• 14:25
  this past month,
• 14:28
  so I literally had to just think about what month we're in.
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  new mom life okay so july of this year so last month we signed
• 14:37
  like more cases all
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  together um than we have since we've gotten lead dockets so
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  probably in the history
• 14:44
  of ben glass law and not like more pi and ltd cases but just
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  like all together um
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  we find more cases and it's like whenever we look at the data
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  of like what's
• 14:54
  SPEAKER_00: happening
• 14:55
  Things are going in the right direction altogether with
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  referral relationships and
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  SPEAKER_00: all the things,
• 14:59
  but our Google My Business and our just like web search organic
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  searches are just
• 15:05
  SPEAKER_00: bringing in more and more leads.
• 15:07
  SPEAKER_00: So it hasn't been like a huge change.
• 15:10
  Like we're just adding six new pages of content a month,
• 15:13
  which isn't like as aggressive.
• 15:15
  SPEAKER_00: If you asked me last year, what would change things?
• 15:18
  SPEAKER_00: It's not as aggressive as I thought it would be,
• 15:20
  but I think the backend architecture changed to be more
• 15:23
  favorable towards Google.
• 15:25
  which it's been,
• 15:25
  I think it launched at the beginning of April,
• 15:29
  end of March.
• 15:30
  SPEAKER_00: So it's been four months.
• 15:30
  So I think that it's like,
• 15:32
  you know,
• 15:32
  the marathon,
• 15:33
  not a sprint when it comes to SEO.
• 15:34
  SPEAKER_00: We're starting to see results.
• 15:36
  SPEAKER_01: That is cool.
• 15:37
  SPEAKER_01: Yeah, I am.
• 15:38
  Which I,
• 15:39
  I pay lip service to Hennessy all the time because they do so
• 15:42
  many of my client sites.
• 15:44
  SPEAKER_01: And a lot of them,
• 15:45
  SPEAKER_01: when they had relaunches done,
• 15:47
  SPEAKER_01: but a lot of them had front ends redone too,
• 15:49
  SPEAKER_01: right?
• 15:51
  SPEAKER_01: And then like next month,
• 15:52
  SPEAKER_01: two months,
• 15:53
  SPEAKER_01: three months later,
• 15:54
  SPEAKER_01: saw nice big spike in keyword rankings.
• 15:57
  And then for two of my clients,
• 16:00
  like a few months after had like record number of case signups.
• 16:04
  SPEAKER_01: So they definitely have some magic under the hood there.
• 16:07
  SPEAKER_01: I really, really appreciate it.
• 16:09
  SPEAKER_01: Kind of takes the mystery out of SEO.
• 16:11
  SPEAKER_00: It does.
• 16:12
  And it's so nice to finally have a partnership that you can
• 16:16
  trust because I mean,
• 16:18
  SPEAKER_00: we've gone through,
• 16:18
  SPEAKER_00: oh my gosh,
• 16:20
  so many vendors and so many issues the last few years that like
• 16:24
  just having them,
• 16:26
  SPEAKER_00: it's just such a quality relationship that,
• 16:30
  SPEAKER_00: you know,
• 16:30
  SPEAKER_00: if you hand off them or if you ask them a question,
• 16:32
  SPEAKER_00: you know,
• 16:33
  SPEAKER_00: you're going to get quality work and quality answers in return.
• 16:36
  SPEAKER_00: So it's amazing.
• 16:37
  SPEAKER_00: Yeah.
• 16:39
  SPEAKER_01: No,
• 16:39
  SPEAKER_01: and I,
• 16:40
  SPEAKER_01: yeah,
• 16:40
  SPEAKER_01: I don't know how controversial this is,
• 16:42
  SPEAKER_01: but like traditionally,
• 16:43
  SPEAKER_01: like marketing directors,
• 16:45
  SPEAKER_01: CMOs,
• 16:45
  SPEAKER_01: whatever the title is,
• 16:46
  SPEAKER_01: like part of their job is like managing vendors.
• 16:50
  SPEAKER_01: And like,
• 16:50
  SPEAKER_01: I have the school of thought though,
• 16:51
  that you really don't need to manage vendors if you hire good
• 16:55
  vendors in the first
• 16:56
  SPEAKER_01: place.
• 16:57
  SPEAKER_01: And it's not to say like everyone's perfect.
• 16:59
  SPEAKER_01: Like I've caught in,
• 17:00
  SPEAKER_01: you know,
• 17:01
  SPEAKER_01: not to take them down a peg,
• 17:02
  but I caught in Hennessy and their account managers or whoever
• 17:05
  make mistakes and we
• 17:07
  SPEAKER_01: have to,
• 17:07
  SPEAKER_01: bring it up, bring it to their attention, it happens.
• 17:10
  SPEAKER_01: But for me,
• 17:13
  SPEAKER_01: and this is advice to lawyers or marketers,
• 17:16
  but if it feels like you've been struggling with a vendor for a
• 17:21
  long time,
• 17:22
  SPEAKER_01: you probably just need to move on.
• 17:24
  I feel like that's the best advice anyone can give you because
• 17:27
  it doesn't have to be like that.
• 17:29
  SPEAKER_01: And when you get with a good vendor, it's obvious, you know.
• 17:32
  SPEAKER_00: One of our last vendors that we had,
• 17:34
  SPEAKER_00: one of the last meetings that we had with them,
• 17:36
  SPEAKER_00: it was like,
• 17:37
  SPEAKER_00: we asked them like,
• 17:38
  SPEAKER_00: what do we need to be thinking about next?
• 17:40
  SPEAKER_00: Like, what should we be doing next to grow?
• 17:42
  SPEAKER_00: And they said, keep doing what you're doing.
• 17:45
  You're like,
• 17:45
  we're paying you a monthly amount that has a comma inside of
• 17:49
  it.
• 17:50
  SPEAKER_00: And you're telling me to keep doing what we're doing.
• 17:53
  Like,
• 17:54
  I shouldn't be paying you to tell us that we should just do our
• 17:57
  work.
• 17:58
  SPEAKER_00: So yeah,
• 17:59
  I would question things and just always know that there is like
• 18:03
  other solutions out
• 18:04
  SPEAKER_00: there.
• 18:05
  SPEAKER_01: Oh, yeah.
• 18:05
  SPEAKER_01: Well,
• 18:05
  you mentioned lead docket and I think I wanted to say something
• 18:08
  about that because
• 18:08
  SPEAKER_01: I realized today,
• 18:10
  SPEAKER_01: because you know how lead docket is,
• 18:11
  SPEAKER_01: like when you get your own URL,
• 18:14
  SPEAKER_01: it's like,
• 18:14
  SPEAKER_01: you know,
• 18:15
  SPEAKER_01: for Premier Law Group,
• 18:16
  SPEAKER_01: you type in premierlawgroup.leaddocket.com.
• 18:20
  SPEAKER_01: And I realized that for me,
• 18:21
  SPEAKER_01: like when I type in like Premier Law Group or one of my other clients,
• 18:25
  SPEAKER_01: you know,
• 18:26
  SPEAKER_01: names,
• 18:27
  SPEAKER_01: Instead of auto-filling to their website,
• 18:29
  it auto-fills to LeadDocket in my browser because I just visit
• 18:32
  LeadDocket so much.
• 18:33
  SPEAKER_01: I visit LeadDocket more than I visit our own websites.
• 18:36
  SPEAKER_01: Well,
• 18:36
  SPEAKER_01: I guess maybe share your secrets a little bit if you have any,
• 18:39
  but what are some ways you guys are leveraging LeadDocket right
• 18:43
  now that may be
• 18:44
  SPEAKER_01: different or unique?
• 18:45
  SPEAKER_00: What are we leveraging with LeadDocket?
• 18:48
  SPEAKER_00: Well, first of all, I don't know what life was like before LeadDocket.
• 18:51
  SPEAKER_00: It's terrible.
• 18:54
  SPEAKER_00: Yeah,
• 18:55
  SPEAKER_00: like whenever,
• 18:57
  that's what I would tell like most law firms that you have to
• 19:01
  know where your data
• 19:02
  SPEAKER_00: is coming from.
• 19:02
  SPEAKER_00: And I feel like before lead docket, it was all just very questionable.
• 19:05
  SPEAKER_00: It was a lot of manual work.
• 19:07
  It was a lot of investigation to like get to the bottom of a
• 19:10
  single leads data.
• 19:12
  SPEAKER_00: So lead docket, I feel like I should be an ambassador right now.
• 19:16
  SPEAKER_00: Josh at lead docket, give me $25 every time I say lead docket.
• 19:22
  Um,
• 19:22
  but no,
• 19:24
  I think that it's been a game changer for us ways that we're
• 19:27
  leveraging it.
• 19:28
  SPEAKER_00: I mean, again, I, I go inside of lead docket every single day.
• 19:31
  SPEAKER_00: That's like,
• 19:32
  SPEAKER_00: again,
• 19:32
  the high that I get at the end of the day is looking at our
• 19:34
  numbers for the day,
• 19:36
  SPEAKER_00: for the week,
• 19:36
  SPEAKER_00: for the month.
• 19:37
  um we have a pretty good system down of tracking like our
• 19:42
  digital leads so kind of
• 19:44
  putting um the url trackers in so if someone googles like
• 19:51
  personal injury law firm
• 19:52
  near me and they come in through our google business page and
• 19:56
  then they convert
• 19:58
  with um they convert and they've come through for google my
• 20:01
  business that data is
• 20:03
  automatically going into our lead docket and tagging them as
• 20:07
  that marketing source
• 20:09
  which that might be like a universal thing of lead docket users
• 20:12
  by now but that has
• 20:13
  SPEAKER_00: just been like the biggest game changer for us because i feel like um
• 20:18
  SPEAKER_00: you know,
• 20:19
  you can't rely on your intake person to be passionate and very
• 20:22
  motivated to always
• 20:24
  figure that answer out and like rely a hundred percent on the
• 20:28
  word of the person
• 20:29
  SPEAKER_00: because that lead to,
• 20:30
  SPEAKER_00: they don't really know the difference between Google,
• 20:33
  SPEAKER_00: my business,
• 20:33
  SPEAKER_00: PPC,
• 20:34
  SPEAKER_00: Google,
• 20:35
  SPEAKER_00: um,
• 20:35
  SPEAKER_00: organic,
• 20:36
  SPEAKER_00: you know,
• 20:36
  SPEAKER_00: so just having the system on the backend that tracks those people,
• 20:41
  SPEAKER_00: um,
• 20:42
  SPEAKER_00: the right way is really cool.
• 20:45
  SPEAKER_00: I'm always looking at our marketing sources.
• 20:47
  SPEAKER_00: So where our best leads come from,
• 20:50
  SPEAKER_00: they have just really,
• 20:52
  SPEAKER_00: really good report systems inside of lead docket.
• 20:55
  SPEAKER_00: So in our big quarterly leadership meetings,
• 20:58
  SPEAKER_00: I'm always pulling data from that and saying like,
• 21:01
  SPEAKER_00: here's where our best LTD clients come from.
• 21:05
  SPEAKER_00: Here's where our best PI clients come from and how can we build on that?
• 21:10
  Um,
• 21:10
  and you know,
• 21:11
  like last quarter we focused on building our chiropractor
• 21:15
  relationships.
• 21:16
  SPEAKER_00: So here's the,
• 21:18
  SPEAKER_00: from all the work that we did last quarter,
• 21:19
  SPEAKER_00: here's how it grew our clients this quarter.
• 21:22
  SPEAKER_00: So just like being able to track where people come from and,
• 21:26
  SPEAKER_00: you know,
• 21:27
  SPEAKER_00: um,
• 21:27
  giving credit to the marketing campaigns we've been working on
• 21:30
  and seeing it all
• 21:31
  SPEAKER_00: produce results has been really cool.
• 21:36
  SPEAKER_01: So yeah, I mean, times before lead docket though, were mad crazy.
• 21:40
  SPEAKER_01: And I remember like I,
• 21:42
  SPEAKER_01: at one point when I was working up in glass law,
• 21:46
  I had a dedicated part of my Wednesday that was just literally
• 21:50
  going through a
• 21:51
  SPEAKER_01: spreadsheet of all of our intakes.
• 21:53
  SPEAKER_01: and just verifying the marketing source is accurate.
• 21:56
  SPEAKER_01: And I'd go back to the web form, I'd go back to call rail.
• 22:00
  SPEAKER_01: We didn't even have call rail back then.
• 22:01
  SPEAKER_01: I think it was call tracking metrics.
• 22:03
  SPEAKER_01: Go there and find the best data I can and update it.
• 22:08
  SPEAKER_01: And that took me like four hours every Wednesday for like years.
• 22:12
  SPEAKER_01: Thank God I don't have to go back to doing that because lead docket,
• 22:18
  SPEAKER_01: it just happens automatically.
• 22:20
  SPEAKER_01: If you set it up correctly, it just attributes so, so well.
• 22:27
  SPEAKER_01: The thing that's always so hard about intakes in general is
• 22:33
  SPEAKER_01: what you mentioned,
• 22:34
  SPEAKER_01: like intake teams don't know,
• 22:36
  SPEAKER_01: like they're not,
• 22:37
  SPEAKER_01: you know,
• 22:38
  SPEAKER_01: they don't care or they don't know the difference between organic search,
• 22:42
  SPEAKER_01: Google business,
• 22:44
  SPEAKER_01: or even like website,
• 22:45
  like just somebody who visits the website but maybe didn't come
• 22:48
  from Google.
• 22:49
  And the,
• 22:50
  you know,
• 22:50
  those three ones are the ones like I'm having to teach all the
• 22:53
  time.
• 22:53
  SPEAKER_01: It's just like, well, it came from the website.
• 22:55
  SPEAKER_01: Don't we just put it as Google?
• 22:56
  SPEAKER_01: And it's like, no, no, no, no.
• 22:58
  SPEAKER_01: Like, we got to look at this.
• 22:58
  SPEAKER_01: We got to look at this.
• 23:00
  SPEAKER_01: And, you know, we automate it as much as we can.
• 23:02
  SPEAKER_01: But,
• 23:02
  SPEAKER_01: you know,
• 23:03
  SPEAKER_01: it's really,
• 23:04
  you really got to train the intake teams on kind of all these
• 23:08
  different terms and
• 23:10
  SPEAKER_01: what each of them mean.
• 23:11
  SPEAKER_01: That's a, I feel like that's a huge gap right now.
• 23:13
  SPEAKER_01: A lot of firms, the intake teams don't get trained on it.
• 23:16
  SPEAKER_00: Right.
• 23:16
  SPEAKER_00: And there are like,
• 23:17
  SPEAKER_00: of course you have to kind of overlook it too,
• 23:20
  SPEAKER_00: because in addition to like training them on it,
• 23:22
  there are those times that people come in through Google My
• 23:25
  Business because they
• 23:26
  SPEAKER_00: looked our phone number up that way.
• 23:27
  But then they tell you that,
• 23:29
  oh,
• 23:29
  but my chiropractor actually told me about you guys.
• 23:31
  SPEAKER_00: Then you have to manually edit it that way too,
• 23:34
  SPEAKER_00: which,
• 23:36
  SPEAKER_00: you know,
• 23:36
  SPEAKER_00: your intake team might not always be on board to do that as well.
• 23:39
  So just kind of going behind them sometimes and auditing those
• 23:41
  things is always helpful too.
• 23:43
  SPEAKER_00: But
• 23:44
  SPEAKER_00: Yeah, the automation of lead docket is a game changer for sure.
• 23:49
  SPEAKER_01: Oh, yeah.
• 23:50
  SPEAKER_01: And the text messages too,
• 23:52
  SPEAKER_01: like if you wanted to do that,
• 23:53
  you used to have to have as like a separate tool and you had to
• 23:56
  integrate it.
• 23:57
  SPEAKER_01: Oh, I love it.
• 23:58
  SPEAKER_01: Yeah, they should lead docket should be paying you and me like.
• 24:02
  SPEAKER_00: Yeah, wait, should they cut the commercial right now?
• 24:07
  lead docket is your marketing directors love it like basically
• 24:12
  that's the truth
• 24:12
  it's true we do love it we'll rep we show our t-shirts we got
• 24:16
  lead docket t-shirts
• 24:17
  on yes i'll talk to you i'm just gonna i'm gonna start acting
• 24:22
  like i'm gonna brand
• 24:22
  ambassador for him until they pay me there you go see how that
• 24:26
  works yeah i did but
• 24:29
  SPEAKER_01: yeah absolutely yeah yeah
• 24:32
  Um,
• 24:33
  so what are you,
• 24:34
  are,
• 24:34
  are you guys doing anything special with social media this
• 24:37
  year?
• 24:37
  SPEAKER_01: Are you, are you guys just primarily focused on referrals this year?
• 24:40
  SPEAKER_00: Um, that's a question face, uh, sorry.
• 24:43
  SPEAKER_00: Social media has never been like a huge thing for us.
• 24:46
  We are going to try the Facebook remarketing campaigns,
• 24:49
  um,
• 24:50
  here soon,
• 24:51
  very soon,
• 24:52
  hopefully.
• 24:54
  SPEAKER_00: For us though,
• 24:55
  SPEAKER_00: I feel like the priorities for this year,
• 24:58
  SPEAKER_00: just because again,
• 25:00
  SPEAKER_00: going back to lead docket,
• 25:01
  SPEAKER_00: just making business decisions based on the data that we know,
• 25:04
  SPEAKER_00: it's Google My Business,
• 25:06
  which kind of loops into SEO and just kind of feeding that with
• 25:09
  reviews and just
• 25:10
  SPEAKER_00: best practices,
• 25:13
  SPEAKER_00: but as well as referral relationships.
• 25:14
  SPEAKER_00: So how to grow those in both of PI and LTD.
• 25:20
  SPEAKER_00: So I would say that those are the two biggest.
• 25:23
  Are you guys doing any print marketing right now,
• 25:24
  other than the newsletter?
• 25:26
  SPEAKER_01: I know you guys still do that.
• 25:28
  SPEAKER_00: Oh yeah.
• 25:28
  SPEAKER_00: We love print marketing at Bangla.
• 25:31
  SPEAKER_00: Um, we have a few things that go out.
• 25:35
  SPEAKER_00: So,
• 25:35
  SPEAKER_00: um,
• 25:37
  Ben has been really good about getting in front of LTD
• 25:40
  referrals a few times every
• 25:43
  SPEAKER_00: single month lately.
• 25:44
  SPEAKER_00: So, um, he sends out like quarterly.
• 25:48
  quarterly like reviews of ltd for the the quarter he sends kind
• 25:53
  of the state of the
• 25:54
  union i would say that wrong he's gonna probably roll his eyes
• 25:56
  when he hears me but
• 25:57
  it's like a summarization of the ltd um cases that we had for
• 26:03
  that quarter he sends
• 26:04
  those out to referral partners he sends out really anything
• 26:07
  interesting um in the
• 26:09
  SPEAKER_00: legal field in
• 26:11
  SPEAKER_00: that would apply to LTD clients that they might get in front of.
• 26:14
  So this is again,
• 26:15
  to doctors,
• 26:16
  to social security,
• 26:17
  disability attorneys,
• 26:18
  workers comps.
• 26:19
  SPEAKER_00: So really anyone that works face-to-face with our potential avatars.
• 26:26
  SPEAKER_00: And then as well as Ben recently went on the white coat investor podcast.
• 26:32
  SPEAKER_00: So we've had an ad on that website under their like recommended
• 26:39
  SPEAKER_00: like people almost.
• 26:41
  SPEAKER_00: So the White Coat Investor,
• 26:42
  SPEAKER_00: it's a podcast and just like a resource,
• 26:46
  SPEAKER_00: a website that's dedicated to the medical field.
• 26:50
  SPEAKER_00: So people that are just like looking for resources that are in medicine.
• 26:56
  SPEAKER_00: So they can go there for like people that,
• 27:00
  SPEAKER_00: it's answers to any of their questions,
• 27:03
  SPEAKER_00: but on that as well,
• 27:04
  SPEAKER_00: under the recommended tab,
• 27:06
  SPEAKER_00: there's like a spot for insurance,
• 27:09
  insurance recommendations and we're under the tab for like
• 27:12
  legal disability help.
• 27:14
  SPEAKER_00: Um,
• 27:15
  so we have like a little blurb there that talks about what we
• 27:17
  do and then it links
• 27:19
  SPEAKER_00: back to our website as well.
• 27:20
  So we've gotten some like organic traction just from being
• 27:23
  under that tab on their website.
• 27:26
  SPEAKER_00: And so we thought,
• 27:28
  SPEAKER_00: well,
• 27:28
  SPEAKER_00: how can we pour into that even more because our lead docket ties to that.
• 27:33
  SPEAKER_00: So if someone came in through the white coat investor website,
• 27:36
  we knew about it and we kept seeing like that show up in
• 27:40
  marketing sources more and
• 27:41
  SPEAKER_00: more.
• 27:43
  SPEAKER_00: And so it's just like using that data.
• 27:44
  SPEAKER_00: How can we run with that even more?
• 27:47
  SPEAKER_00: And so Ben was a guest speaker on the White Coat Investor podcast.
• 27:51
  SPEAKER_00: I think it was like the second week of July that it went live.
• 27:56
  And within like that two week time frame,
• 27:58
  we had seven clients sign up for Ben's
• 28:03
  um paid consult so those are for people that aren't necessarily
• 28:07
  a client but that
• 28:08
  they're either about to go out on disability or they just need
• 28:11
  like direction for
• 28:13
  help before they do um and so it's a paid consult so we do make
• 28:18
  money on it and we
• 28:19
  had seven people sign up with ben um within two weeks so um you
• 28:24
  know just knowing
• 28:25
  SPEAKER_00: that that works really well too
• 28:27
  We're now looking for other opportunities for Ben to be on
• 28:30
  podcasts like that.
• 28:31
  And then he's speaking at the White Coat Investor event in Las
• 28:35
  Vegas in March now.
• 28:36
  So just trying to find those referral relationships that get us
• 28:41
  in front of the
• 28:42
  SPEAKER_00: masses of our avatars.
• 28:44
  SPEAKER_01: You know,
• 28:44
  and I was at GLM's mastermind a couple of weeks ago talking
• 28:50
  about PR and I
• 28:53
  SPEAKER_01: mentioned it to the group,
• 28:54
  SPEAKER_01: but I'm afraid that,
• 28:56
  SPEAKER_01: you know,
• 28:56
  SPEAKER_01: Ben's disposition about social media sometimes.
• 28:59
  SPEAKER_01: So I'm afraid maybe he ignored the advice,
• 29:01
  but you all should look into seeing what influencers are
• 29:06
  talking to doctors on
• 29:07
  SPEAKER_01: social media,
• 29:08
  SPEAKER_01: like on Instagram and TikTok.
• 29:11
  I had my EA like,
• 29:13
  hey,
• 29:13
  go on Instagram,
• 29:14
  TikTok,
• 29:15
  find me,
• 29:16
  everyone talking to attorneys.
• 29:18
  SPEAKER_01: I didn't actually do this.
• 29:19
  SPEAKER_01: I did it for something else, but just give me an example.
• 29:22
  SPEAKER_01: And,
• 29:23
  SPEAKER_01: um,
• 29:23
  SPEAKER_01: you know,
• 29:23
  she made like a list of influencers and then it becomes like a
• 29:27
  thing at outreach.
• 29:28
  SPEAKER_01: It's like,
• 29:28
  SPEAKER_01: Hey,
• 29:28
  SPEAKER_01: like,
• 29:29
  SPEAKER_01: I'd love to talk with you guys or make some content with you guys about,
• 29:33
  SPEAKER_01: you know,
• 29:34
  SPEAKER_01: disability policies or investing or,
• 29:36
  SPEAKER_01: you know,
• 29:36
  SPEAKER_01: whatever angle,
• 29:37
  SPEAKER_01: you know,
• 29:38
  SPEAKER_01: you can get in there.
• 29:39
  SPEAKER_01: And,
• 29:40
  SPEAKER_01: um,
• 29:40
  SPEAKER_01: you know,
• 29:40
  SPEAKER_01: I honestly,
• 29:41
  SPEAKER_01: like,
• 29:41
  SPEAKER_01: I think doing stuff like that,
• 29:42
  SPEAKER_01: we're doing it at some of our firms.
• 29:45
  where we're doing like influencer outreach and reaching out to
• 29:48
  them and trying to
• 29:50
  SPEAKER_01: get them to collaborate.
• 29:51
  And it's a really cool way of really just expanding like your
• 29:55
  social media numbers,
• 29:56
  SPEAKER_01: like getting followers and impressions and stuff.
• 30:01
  But I mean,
• 30:01
  I think,
• 30:01
  and you know,
• 30:02
  that might be a kind of a good way to scale that maybe.
• 30:06
  SPEAKER_01: I mean, I love your all's niche.
• 30:09
  SPEAKER_01: I love the niche audience of doctors.
• 30:12
  SPEAKER_01: It's clean, you know, they're easy to target.
• 30:15
  SPEAKER_00: Yeah, for sure.
• 30:16
  SPEAKER_00: I think I rambled there for a second,
• 30:17
  SPEAKER_00: but going back to print marketing for the PI side too,
• 30:20
  SPEAKER_00: like that is like,
• 30:22
  SPEAKER_00: I was such a hater for print marketing there for a little bit.
• 30:25
  Ben Glass,
• 30:25
  if you're listening to this,
• 30:26
  he's probably going to roll his eyes right now.
• 30:27
  SPEAKER_00: But I'm back on the train.
• 30:29
  SPEAKER_00: I'm back, baby.
• 30:31
  SPEAKER_00: Because for the PI side too,
• 30:33
  we sent like this very simple three-part chiro letter out to
• 30:39
  chiropractors that was
• 30:40
  like literally the most simple Microsoft Word Times New Roman
• 30:44
  12-point font of just
• 30:46
  SPEAKER_00: like a very casual,
• 30:48
  SPEAKER_00: easy-to-connect humanizing letter of just like,
• 30:52
  SPEAKER_00: we can help you make money and also like get,
• 30:57
  SPEAKER_00: you know,
• 30:57
  SPEAKER_00: we can help your clients,
• 30:58
  SPEAKER_00: but also help you at the same time.
• 31:00
  And we probably got five new chiropractor relationships just
• 31:05
  out of that three part
• 31:06
  SPEAKER_00: letter that was so simple,
• 31:08
  SPEAKER_00: but just like it,
• 31:10
  SPEAKER_00: It just made them like,
• 31:12
  let's help grow our businesses together and like help our
• 31:15
  clients at the same time.
• 31:16
  SPEAKER_00: It was just this very simple,
• 31:18
  SPEAKER_00: easy way to connect and it's,
• 31:20
  SPEAKER_00: it's done wonders for the PI,
• 31:22
  SPEAKER_00: the PI realm for us too.
• 31:23
  SPEAKER_01: It is, it is easy to undervalue print.
• 31:26
  SPEAKER_01: And I mean, I, I, I still do it from time to time, but, and I mean,
• 31:30
  You want to be creative and you want to create something that
• 31:33
  looks cool.
• 31:33
  SPEAKER_01: You want to design a brochure, have a cool CTA.
• 31:37
  But then like at the end of the day,
• 31:38
  like something simple,
• 31:39
  like a letter just like works.
• 31:41
  SPEAKER_01: And that's like good marketing.
• 31:42
  SPEAKER_01: It does.
• 31:43
  SPEAKER_00: It does, which is like hard for the creative like designer in me.
• 31:46
  SPEAKER_00: Like I want to make it pretty.
• 31:47
  SPEAKER_00: I want the colors.
• 31:48
  SPEAKER_00: I want the va-va-voom.
• 31:50
  And then this freaking 12 point Times New Roman Microsoft Word
• 31:55
  just like gets all
• 31:56
  SPEAKER_00: the people in the door,
• 31:57
  SPEAKER_00: which I love.
• 31:58
  SPEAKER_00: It's humbling.
• 31:59
  SPEAKER_00: So yeah.
• 32:00
  SPEAKER_01: It's good.
• 32:01
  SPEAKER_01: Humbling is the right word for it.
• 32:02
  SPEAKER_01: Disappointing is also,
• 32:03
  SPEAKER_01: you know,
• 32:04
  SPEAKER_01: it's like,
• 32:05
  SPEAKER_01: sometimes it's just so easy and you want to make it neat,
• 32:07
  SPEAKER_01: you know,
• 32:08
  SPEAKER_01: you want to make it complicated.
• 32:09
  SPEAKER_01: Correct.
• 32:10
  SPEAKER_00: Yes.
• 32:11
  SPEAKER_00: Yeah.
• 32:11
  SPEAKER_01: Um,
• 32:12
  SPEAKER_01: Well, I, I noticed we're, we're, I guess we're up on our time.
• 32:16
  SPEAKER_01: I appreciate you talking to me today, Lauren.
• 32:17
  SPEAKER_01: Um,
• 32:18
  SPEAKER_01: was there a,
• 32:18
  was there anything that we didn't cover that you were hoping to
• 32:21
  talk about a little
• 32:22
  SPEAKER_01: bit?
• 32:22
  SPEAKER_00: I think that I heard you talk to Grace on her podcast.
• 32:26
  SPEAKER_00: And,
• 32:27
  SPEAKER_00: um,
• 32:27
  SPEAKER_00: I think that your message,
• 32:28
  SPEAKER_00: the question you asked her was like,
• 32:30
  SPEAKER_00: what would you,
• 32:31
  what would you say to like a new marketing director that's
• 32:34
  coming into the legal
• 32:35
  SPEAKER_00: field?
• 32:35
  SPEAKER_00: And I love that question.
• 32:38
  um just because i feel like i came in i had never been in the
• 32:41
  legal field before
• 32:42
  i'd obviously been in marketing but there's so many squirrels
• 32:46
  and flashing lights
• 32:48
  inside of the legal marketing field i mean it's every marketing
• 32:51
  field out there but
• 32:52
  like as soon as you change your title on linkedin and god
• 32:57
  forbid you have your
• 32:58
  contact information in there because you are going to get
• 33:00
  scouted the vultures in
• 33:02
  SPEAKER_00: your inbox telling them that they can
• 33:04
  SPEAKER_00: grow your business with XYZ.
• 33:06
  SPEAKER_00: So I just feel like there's a lot of flashing light swirls everywhere,
• 33:10
  SPEAKER_00: but I feel like the best thing to know is that
• 33:15
  SPEAKER_00: A is to know your data because you always like,
• 33:18
  SPEAKER_00: once you figure that out,
• 33:18
  SPEAKER_00: it's so easy to just make business decisions based on that.
• 33:22
  SPEAKER_00: Like you cannot go wrong whenever you know the data.
• 33:26
  SPEAKER_00: And of course it's like,
• 33:27
  SPEAKER_00: okay to try new things,
• 33:28
  SPEAKER_00: but if you have that data to fall back on,
• 33:30
  SPEAKER_00: then you know,
• 33:31
  SPEAKER_00: to shift,
• 33:32
  SPEAKER_00: to keep,
• 33:32
  SPEAKER_00: to,
• 33:33
  SPEAKER_00: to veto all of those things.
• 33:35
  SPEAKER_00: But what I'm going to,
• 33:36
  SPEAKER_00: I think when it comes to legal marketing,
• 33:38
  SPEAKER_00: I think that just being like very human centric is so important because
• 33:44
  SPEAKER_00: Also,
• 33:44
  I've gotten very wrapped up in like the SEO world and playing
• 33:49
  Google's games when
• 33:50
  SPEAKER_00: it comes to my job as well.
• 33:53
  You know,
• 33:53
  the backlinks and the content and the keywords and the yada
• 33:56
  yada.
• 33:56
  And it just gets like so old and burnt out and you feel like
• 33:59
  you're like writing
• 34:00
  SPEAKER_00: for a robot all day long.
• 34:02
  SPEAKER_00: But at the end of the day,
• 34:03
  I like to remind myself that like we are really in the business
• 34:08
  of helping people
• 34:09
  SPEAKER_00: like the people that are coming to benglasslaw.com.
• 34:13
  are the people that have been in a very bad accident or that
• 34:16
  they cannot work
• 34:18
  SPEAKER_00: anymore because they're disabled.
• 34:19
  SPEAKER_00: So like those are two very,
• 34:21
  SPEAKER_00: very hard things to go through mentally,
• 34:24
  SPEAKER_00: physically,
• 34:25
  SPEAKER_00: like all the things.
• 34:26
  So I think just remembering at the end of the day that you are
• 34:29
  literally there to
• 34:31
  SPEAKER_00: help humans,
• 34:32
  write for humans and just like connect with people that if you
• 34:37
  keep that in mind,
• 34:38
  SPEAKER_00: then you will be a good marketing director.
• 34:42
  SPEAKER_01: That was great.
• 34:42
  SPEAKER_01: I really appreciate that.
• 34:43
  SPEAKER_01: I won't add anything to it.
• 34:48
  But I will ask,
• 34:49
  where do you want people to look you up and learn more about
• 34:52
  you?
• 34:53
  SPEAKER_00: They can find me.
• 34:54
  SPEAKER_00: Well, I'm not that interesting.
• 34:56
  SPEAKER_00: Don't find me.
• 34:57
  SPEAKER_00: Find benglasslaw.com for all your LTD and personal injury needs.
• 35:03
  SPEAKER_00: I am on LinkedIn.
• 35:05
  SPEAKER_00: I'm not active there.
• 35:06
  I'm probably the only marketing person that doesn't post often
• 35:09
  on social media.
• 35:11
  SPEAKER_00: So don't follow me.
• 35:13
  SPEAKER_00: Follow Ben Glasslaw.
• 35:15
  SPEAKER_01: Yeah, you can certainly follow Ben and Ryan on LinkedIn.
• 35:18
  SPEAKER_01: They have big followings and stuff.
• 35:20
  SPEAKER_01: And I like Ben's name on LinkedIn because it's all caps.
• 35:24
  Like,
• 35:25
  yeah,
• 35:26
  just absolute all caps,
• 35:27
  which kind of cracks me up every time.
• 35:29
  SPEAKER_00: Yeah, he's the best.
• 35:30
  SPEAKER_00: He is an all caps person.
• 35:31
  SPEAKER_00: You can't just say thin glass.
• 35:32
  SPEAKER_00: You have to say thin glass.
• 35:38
  SPEAKER_01: All right.
• 35:39
  SPEAKER_01: Well, thank you so much for being on the podcast, Lauren.
• 35:42
  SPEAKER_01: I loved it.
• 35:43
  SPEAKER_01: Great episode.
• 35:44
  SPEAKER_01: And I guess we'll see everyone soon.