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Clicks Don’t Pay the Bills: Turning Law Firm Ads Into Clients with Paula Romo · UnF*ck Your Legal Marketing

• UFYLM Paula Ep. 30: Welcome to Unfuck Your Legal Marketing, the show. Where we get brutally honest about marketing, business, and the messy middle of making it all work. I'm Gary Johnson, marketing coach, strategist, and professional BS detector for attorneys and business owners who are tired of doing what everyone else does. Around here, we skip the fluff. We have real conversations, real insights, and maybe a few F-bombs along the way. So let's get into it. So today is a special one. This is our 30th episode, and I'm so grateful for everybody that has watched this, listened to this podcast, subscribed, liked it. All the support has been amazing. And today we're going to be talking about online advertising. Should you do it or should you not do it? And I'm joined by Paula Romo, who is the co-founder of LeadSmith Digital Marketing. Paula has more than 20 years of experience. And I know you're like, wait, how can that possibly be? Because she looks like she's in her twenties, early 30s. But she helps small and mis mid-size law firms turn digital advertising into actual business growth. And she specializes in lead generation, targeting advertising, analytics, and helping firms connect their marketing efforts to real results, which is more profit. So today we're going to be talking about online advertising. What actually works, where firms waste money, and how to turn clicks into clients. So Paula, welcome to Unfuck Your Legal Marketing. Gary, hello and thank you so much for having me on this event. I feel so honored that I get to be number 30 on the podcast. That is an amazing, amazing achievement. Yeah, I'm so glad that you're here. So let's start Really basic. When we say online advertising, what are we actually talking about? Sure. So, really, here we're thinking about we're spending money on either Facebook, Instagram, also called Meta, Google, YouTube, and and basically any other platforms, but those will be the big ones that we're probably gonna to cover most of for today. And ultimately the goal is you're basically spending money to be able to get Some sort of result. And that result, usually in this space that we're talking about, is a lead that will become a client, a paying client for your service. Yeah. Yeah. Which is so important. Like I think that most firms are they just don't know what they're getting their s themselves into. And so there's either that animosity of, my God, should I spend any money? Will this be a black hole? Or I don't know what I'm doing. So I'm not just gonna gonna do anything at all and just kind of sit on the sidelines. And so When you think about different mistakes that you see law firms making when they first are paying for law for online ads, what would that be? What were some of those mistakes be? So I would say the first thing is I think people have this assumption that these platforms somehow are simple, that they're easy, that no problem, you know, I can do them. Not at all. The reality is over time, and given many reasons, technology and legislation and all, they've actually gotten incredibly complex. They make it really hard. So for me, I always tell people like running ads is like walking into a casino. If you do not know what you're doing, the house is gonna take your money, no matter what. Right. So that's the first mistake. And then the second mistake is really at times it's either hiring an agency that they don't really do paid ads as their specialty. Just because it's kind of like an add-on service. And if it is an add-on service, you could kind of realize that in the results. Yeah. Or it's like sort of like a two point B is that you're kind of hiring your nephew, your son, somebody's friend who just graduated. They they just don't have the expertise for these platforms. And so it's it's it winds up being just lost dollars. That just, I mean, the whole nephew thing or, you know. Your receptionist or, you know, you know, so and so's daughter or or son can do it. Like that's a huge, huge red flag, especially because of what you first said is the complexity of it. Most people just don't understand the complexity of it. And and I would also say an analogy to this is somebody hiring a high profile, high-valued attorney, and they're like, This complex issue with A commercial real estate property can be handled by my paralegal. And we can just do that. Paralegal can go into court, you know, even though obviously they can't because they're not barred. But it's very similar to that to be able to look at that and go, Why would you do this? You would be losing out on your clients. You'd pay, you know, your reputation would get damaged too, which Yeah. Absolutely. And and and the other thing that a lot of times, again, going back to like the easy or or even giving it to somebody who doesn't really know how to do it, you know, they can these platforms can make your phone ring. They are really good at finding people. The challenge is you're just gonna be spending money on what you didn't want to get, you know? And then then it's like this very s like bad taste in your mouth with paid advertising. Yeah. So I'm here to hopefully clarify that. Yeah. So Before we get into like what they should be doing or not doing, how does a law firm know whether it's actually ready to be running ads? That's a great question, Gary. So I would say there's really about three things that we think about. The first thing is, okay, you're doing paid ads. This is a numbers game, right? This is these systems, these these campaigns are running on algorithms. Algorithms need time. So you really have to think about. Doing a campaign for the minimum of six months, right? There's a high chance you're gonna get results pre prior to that, but you have to go in with the mindset that that's the investment that I'm gonna need for this to really have a fair shot to go, right? the second one is, and and this is not even paid ads. This is this is everybody in marketing in general or sales and business development, is that you have to know exactly who you want. Who do you need? Who are you looking for, right? And Because you know who they're looking for, you know, it's like, and you have that right message. These platforms are phenomenal because then you told them I want this exact person. But if you tell them all this stuff and I do all these things, first you don't have enough you don't have unlimited ad spend, so it's gonna wash out very fast. But in general, it's just you have to be crystal clear, even if you walk into a networking event. Like I have to know who I I'm looking for. And if I don't know if I'm looking for, you are not a right candidate. Yeah. And and third you know, and I and I really I I feel like this is a lot overlooked. And for those who have even attempted it, but I really want to highlight this point, which is you need to have a process that people are that you have somebody who's ready in your office to catch that lead. That lead is a lead, is an online lead that is not a referral. A referral has some amount of trust built into it because Gary told me about it or Melissa called or whatever. So it's okay if you don't answer back and and like Five minutes or in a day. But basically, there is no loyalty with these with these leads. They've called you, but they've also probably called three other people. So if you're not picking up the phone in five minutes, the chances are that lead is gone. And so you just threw away money. But it's if you don't have those processes set up and you we could have this conversation on a whole bunch of other things, that is a massive, massive gap, you know. And so to be honest, you know, that's where. Paid ad money dies. Yep. Totally. And and attorneys who do online ads and they don't have an intake process, they will complain to you and saying, Hey, you know what, Polly? You're sending us shit. It's bad leads. And you're like, no, these aren't bad leads. You are not converting them because you have no intake process. Nobody's answering the phone, or when they do answer it, It's like a deposition where we're only trying to qualify the crap out of them and not being empathetic and not understanding where does each person go and who do they talk to next and how do you elevate that in different levels. And it's just so many pe so many law firms don't think about that thing. Like anybody who has listened to this podcast, they've heard over and over and over again target market, target market, target market. And I love that you said that because it's just it's sealing the deal of you gotta have a freaking target market because if you don't, how do you know the problems that you will be solving, i.e. the ads, right? And it's like you don't just say, I am a lawyer and therefore click on this, or I am a real estate lawyer. So click on to this. You have to actually talk about a problem and the solution to that problem or the benefit. And The fact that you don't work with people until they have that, like, is so great because that's that shows the credibility that you have. You're like, I'm just not gonna work with everybody. I need to make sure that when we turn on the switch, that they're getting profitable results. Even though, yes, it may take a little bit and you should be in that campaign for at least six months, but it gives them the best chance to get the most amount of leads in the shortest amount of time. Yeah. And I would and just to add this like slight point, Gary, lots of law firms, especially like your solar, your solo business, your solo attorney, or then, you know, they kind of come together, you'll have like a joint like two managing partner, something like that, right? They grew from, they learned, they built their business off of referrals. And it's amazing and it's wonderful. And I, you know, we're improvisers. I would never say don't network. But you kind of have to say, okay, well. I did this. Now I want to move to this other level. And that's where kind of paid comes in. But you have to be sure that everything you have in place is now ready for that new endeavor. It's like this next step that you graduated into. I wouldn't say I would never say like just start with it first. No. You know, this is and so that and that can be a challenge because if you grew your business on it, you're like, well, this is the way I've known it's always worked. Why, why is there something new? Yeah. Yeah. And it's a and statement. It's not a I'm gonna do networking or I'm gonna do online ads. I'm gonna do both. Like, and also it helps you understand where you actually getting your business so that you can make those better financial decisions too. And like you had said, is if you do not give it enough time and you're like, well, we've ran this thing for two weeks, you know, Paula, what's going on? Like, why aren't we getting anything? And you're like, okay, it does take a little bit longer than that. To get things, you know, it's not as it doesn't take as long as SEO, but there is a process to this to get as many as possible. And you know, yeah, it's it's good awareness. Good awareness. So if we think about, you know, you had said Google, Facebook, Instagram, LinkedIn, how do you like determine which platform makes the most sense for a particular firm? So I would say like generally, right? If you like rule of thumb, right, you would have to say that, you know, if if people actively are searching for your service, like they know I need this particular service in this area, that's where Google makes most sense. That's when I say Google, it we're talking pay-per-click, right? Because there's a demand and you're just kind of meeting that demand that exists. But if you if that it's not that the demand is not there, it's just that they may not know what your service is or they may not know that they need it right now. That's usually when you go into those social platforms like Facebook and Instagram, because it's really, you know, it's kinda gonna pop up in a moment because these platforms know very much about those about the audiences. So they're gonna appear right in front of the people who most probably are gonna need them. Right. That's why you're interrupting them. It's called interruption type. but having said that, you know, that's that's logic. It's all good. But really what for us, you know, it there's logic, but then In our discovery process or even in our just like understanding in the proposal phase, we analyze those platform first. This is one of the beautiful things that all this technology that's embedded is there. You can really do real volume searches and you can see what the competition is doing. You can do all those pieces, and we can figure out exactly what if where is the natural fit for your business. So let me give you like a perfect example. Working with a l sorry, a family attorney's kind has come to us. Like, I'm interested in these services, but I'm I like I have these four services, but I'd like to have more than anything the uncontested divorces because they're simple, not complex, right? Okay. Or anything that happens after you get divorced, right? And so we said, Okay, well, you know, let's take a look first. Like that's okay. You understand what your services are, but let's take a look to see where the right market is. And like I s like I said, we are able to connect. Through our APIs, through a lot of the work that we do on the platforms, to say the reality is that in her geography, the one would have thought, no problem, I definitely going to be doing, you know, just divorce ads in general, pay-per-click theory. But when we did the analysis, we realized that actually uncontested and kind of post-divorce work were the spaces that she would be most competitive in. Now, what does that mean? It doesn't mean that we won't do divorce ads in the future. What it means is that initially, Where should you start so that you can get wind to continue to grow and go from there and then get like and and she was saying to us, this is where my space, this is where like I'd rather most of it just because of an operational perspective or her her personal desires. But that's kind of the power and that's the kind of things that agencies should be doing that. So because we actually figured that this has become a big need, we we actually offer this services like just an analysis for agency for for law firms or companies in general who are like, think I wanna get into this. I'm not entirely sure what that's gonna look like, how much it's gonna cost, what's my market. Can you help me figure it out? And so we actually created a product to solve that problem as well, sort of like a step before. And then you're like, I can think of this maybe for twenty twenty seven or or or Yeah. And it's so much more effective when they do go through somebody like yourself as opposed to, well this other family law attorney is doing this. This other family law is doing this. I should do those as well. Might not be the case. Depends on your target market. Who are the people that you want to go after? What are the services that you have to offer? And that you want to offer for Right. Maybe you lost some other attorney in the firm, or maybe you just don't have the capacity. There's so many factors in play. Let's have those conversations. Yeah. Yeah. And this is the thing that I don't like about provisors is the fact that it's a bunch of smart Caring individuals that will give suggestions to people that might be very detrimental because they're coming from a good place. This has worked for me. And then they go, okay, how hard could it be? I can do some Facebook ads. This is simple. I can turn this on and you go, pump the brakes. Facebook might not one be the right place. Two is what are you actually going to do in regards to the advertisement? And you do need that competitive analysis so that they can really pinpoint where should they be spending their capital and their time too, because it's a it's not just a money thing, it's a time thing. Because if you are just getting a bunch of crappy leads, like leads that I shouldn't say crappy, leads of people or businesses that cannot afford your services or don't need your services, you're gonna pay a lot of money and spend a lot of time on intake for those. And that can be very detrimental to your profitability. Absolutely. Absolutely. Yeah. Yeah. So speaking of, one of the biggest questions is always budget. Is there a like realistic minimum someone should expect to spend? before they can tell whether the campaign is working or not. Sure. So there's two pieces to it. So I think that's like really important to keep in mind. The first one is because of this time horizon, right? You're gonna you're gonna put in your head it's gonna be at least six months before I do anything because it's not just it's a random desire that we want, but it's because those algorithms really need enough data. And data comes with time and money, both of those things, right? So but If there's like a minimum that we could start with in the legal space, we always say think about anywhere from fifty to a hundred dollars a day, which kind of translate to about fifteen hundred to twenty thousand dollars in just on the ads, but that's just the platforms, not us. Just directly on, you know, putting your credit card on Meta or Google, right? And obviously those things are gonna vary on your geography and the competition. There's a lot of factors at hand, but that's like a good rule of thumb. And then there's the second piece, which is, you know. the the the management fee of the agency. So that tends to be a combination of either a flat fee. So some agencies charge a flat fee, that's our case, or others can charge a percentage of the ad spend, right? But that's what you should always kind of kind of keep in mind when you're having both of those things. Yeah. I love that. And then what makes someone actually click on an ad? Well, we're just gonna go back to B Sides magic. It's besides the magic. The reality is it's all about relevance, right? Like, you know, you see an ad and it makes sense to you, you're gonna click on it. It's not anything else. I mean, yes, it has to be, you know, obviously the craft is important. It should be eye-catching, it should be easy, sure to cons you know, all that kind of good stuff. But the reality is that the ad has to make sense to them. So that's gonna go back to is like who you're going after, correct? Right. So it's the right person who's seeing it. Is the offer that you're asking of them, you know, you're sorry, you're offering them, like, does that resonate to them? And does that message because I mean, I could be a divorce attorney, but you could have the position of you could so you could maybe look on a on, I don't know, the mom side, the dad side, the stamp parent, whatever the combination. Like there's so many sides of it. And so the reality is who are you going after? That's what it has to be so relevant. So your ad could go in front of other people. Who might be looking for that service, but they're not gonna connect to you. And really the ad is the whole goal of the ad is for them to get to know you, initially start to kind of feel working with you. And so it has to be relevant. That is like the key, right? Everything else kind of comes later. Yeah. That's yeah, I've never heard anybody say that. Like relevance. I mean, it's such a simple thing, but you sometimes don't think about it. Like And especially lawyers don't think about that. They're like, put an ad out. It should be clever, you know? And it should be like a tagline. Yeah, and pretty. And which those all those things could be. However, is that relevant to the target that you're going after? Is it really relevant to them? Absolutely. And that is such a fundamental part. And I think just like you said, so many people get kind of Fixate not fixate, but like just just they get they stop the whole process because they see something and they're like, it doesn't represent me or it doesn't do it's not about you. Yeah. It's actually about whoever is watching the ad. And if that ad works, and and we could talk a lot about what AB testing is around and blah, blah, blah. But the reality is that whoever is seeing it, it has to talk to them. And you could have two different audiences for your same service, which means you have to have two different types of ads. Nothing wrong with that. It's just who is gonna watch it and is gonna say, this is important to me. I'm gonna click on it. I wanna know more. Yeah. Do you do video ads? We do do yes, yes. And definitely inside of Facebook, like meta, we definitely do paid ads, you know, YouTube as well. Okay. So it's it's Facebook is all about the creative, but the creative is is defined by those first things, you know, the who, the what. And how and the message, like all those things are just they're just gonna they're they're kind of like the framework around how you build the creative that makes sense inside of those different platforms. Yeah. Now how do you or how would a law firm you know, you we're we've been talking about okay, get them to click, it's relevant to them, they need to have a target market, take that campaign out, quality of leads. Absolutely. I love that you're gonna talk about this because on the paid eyed side. I mean, quality is it. Quality is the driver of of all these pieces. So you really have to start thinking about this process. Like any sales fun, it's a sales funnel, right? So the top of the funnel is gonna be noisy. You're gonna get a lot of clicks, you're gonna get volume, you're gonna get a lot of like kind of these tire kickers, and that's okay. You're trying to capture people who you think like you wanna spread that net to make sure it's like around those people that you think can be it, right? And then as it goes down, as it pushes down, as we p help them push down through, for example, A sequence of videos that will help people understand more about your services or things like that. And then we drive them to let's say a landing page that's very specific to your service, all that stuff. At the end of it, the bottom line is somebody bought your service. So what we want to do is then grab that those folks, the ones who paid for your service, and provide the feedback loop back to the platforms, back to those algorithms to tell them, okay. Before we had all this and now I'm giving you a little bit more information so you can make it a little bit tighter and you can make it little bit tighter. And that's how we go through the process of optimization. Which is the other thing that a lot of times people forget is that, I just I just set the ad and I let it run. Right. You don't. You don't let it run. You have to constantly iterate. So it's like very funny topic, totally on the side. But like I'm actually an engineer by like By profession, that's where I started. And so for me, it's all about looking at this process and thinking about, okay, how did we move them to the next phase? How do we move them down to the next step? And then how do we take what we learned from it and implement it into the next round so that we are constantly iterating and driving the ad the the the cost of leads? I have a perfect example. We we've worked with the bankruptcy attorney where we started at first month, it was about twenty two hundred and fifty dollars a lead. I still worked for him, you know, because business you know, attorneys will know their numbers, business owners know what it costs for them. a year later, we wear $29 a lead. That is the power of what paid ads can do for you if you're working with agencies that are really knowledgeable and tech and and and have the expertise in that space. But it's it it's so many components. So that's what's important to us. We just want at the end of it for you to have quality leads at the bottom that convert into. into paying customers because that's what you want. I love it. And so what should they be measuring? Like, you know, to understand one, is the campaign going in the right direction, especially after three months. And it's like, okay, is this successful? Is it not? You know, kind of So I'm I'm gonna give you the the two answers. I'm gonna give you the the very technical one. The technical one is the right way to assess the success of a campaign is to know what the cost to acquire a customer is. What does that mean? It means how much money did I invest to get X amount of customers? And so basically taking that number, dividing it by like taking the investment dividing it by the customers, it costs me X amount of dollars to get a customer. That doesn't like cost to acquire the customer. If that compared to how much the lifetime value is of the customer makes sense, the the balance is right, you know, as as my partner says, just you pour more more fire on, you just pour more gas on the fire. However, it's hard to build that. It takes you you really have to set up systems, very technical systems, so that you can get to the point of actually understanding that. That's not an easy number to get. So when you think about things like people call them vanity metrics, because they're things like clicks, likes, impressions, things like that, because they're they're easy to extract from platforms in terms of like, I can tell you this is how many likes you had, this is how many clicks you had. It's easy to pull out. Not so easy to do it on the other side. Having said that. Like I said, I give you the two answers. Very technical. And now for the business owner. I mean, this is what I love, but when I talk to business owners, they are probably they're just gonna say to me, Paula, I don't really care. What I care about is how many new, how many new clients signed with my firm? Is there an increase on my bottom line? Right? Is my phone ringing and I'm getting more? Ultimately, am I getting more signed clients? That Especially well, in all spaces, but specifically in in the legal space, that's what they want to know. They just want to know, am I getting people signed? Because that that's and and you know, they're not at night thinking about the cost to acquire the customer and how we calculate that. They're just thinking like, Hey, last month I had X and now I have 10 more. Great. I'm happy. Right. And I can attribute it to the work that we're doing there. So like I said, for us, we look at it internally from the cost to acquire customer, but From the way that the business owner should always think about it is I want to have a return on investment. I want to grow my business. That means more clients that are that I'm signing and the cost to sign them makes sense to me. Totally. Because that can show you that transparency of is my investment getting me a return? You know, it's like when you when you put it into something like the stock market, you can easily see. Is is my investment going up or is my investment going down? And you need that transparency with, you know, a digital ad agency like yourself because that helps you make decisions and confident decisions. And I see too many times that they're like, I don't need to meet with them. It's fine. Everything is okay. And it's like, what does okay look like? Well, it just feels right. Like, you know, our our phones are ringing. Yeah. But They might be losing out on future opportunity because it could be fine, but actually it could be freaking amazing. And like what your partner said, let's put more gas on the fire because we are seeing that we're getting a 7x on this. Why are we not putting more gas on that fire? Why are we not, you know, doubling down on that? Because we can get even better results because we're only at, let's say, fifty dollars a day or a hundred dollars a day. And and you've already seen this is getting great results, but we're showing you the actual numbers. And then you can confidently say, let's it let's increase our marketing budget to invest in this, because that's what marketing is. It's investing in it so that you actually have, you know, clients to work with. Because if you don't do if you don't do marketing, then You're not gonna have any clients and then you're just gonna be a great attorney or potentially a great attorney that doesn't do any work, you know. Yeah, and and also, you know, in the future, and I and I always say this like over time, you may get a little burnt about you know, doing referrals and networking and a lot of them. And then by slowly growing your paid revenue channel, this is a channel that is completely independent of all of your efforts, right? And so it's something that can grow over time. So let's say, I don't know, in the future, maybe you want to hand this off to your to your kids and they want to take on the age. It's not about your book of business. It's about this pipeline that can exist. But like any investment, you gotta allocate some time, a little bit of love, definitely a lot of effort into it. But it will, you know, it can definitely give you a massive multiplier. Yeah, I agree. I mean, I totally agree. And I and I love how you put in the exit. succession planning aspect of it because if I am the brand and I leave, the business isn't worth anything because they're like, what are we paying for? What what's that goodwill on that? it's nothing because I'm leaving, which a lot of law firms have. They have the name on the door and they want to retire, but what what goes with you? When you retire, what happens to the firm? And do you actually have a plan? And part of that should be what's your digital Advertising spend and what's that return on your investment? Because if somebody is going to buy your firm and they see that, they see that there's a process in play, they see that you know exactly who your target market is, you've been running these campaigns for years, that's worth a ton of value because all they have to do is plug and play, right? And it just changes the landscape and it gives them, you know, they're able to sleep at night, knowing that. The firm isn't just me, it's also the processes and systems that I've s set up, but also the reputation without me there, you know, as opposed to me being in person. Hey everybody, like here I am. Say the the the kind of like the best testimonial or the best compliment I ever got from one of our clients was like, I know you're gonna make the phone ring next month. Yeah. Beautiful. I mean that's it. That's all I want you to feel. Right. I just want you to feel that that's that's in place. Yeah. So true. It's so true. Like this has been amazing. Like I knew it was gonna be good, Paula, but I was like you just don't know, you know. And then I was looking forward to this conversation, Gary. This is gonna be this is a great show. Yeah, and thank you for educating me. and also for spending the time to educate our audience of lawyers and law firms because they need to know this stuff. It helps them grow. It helps them to unfuck their legal marketing, you know, in a Really really good way. In a really good way. Absolutely. I think that that's really true. And and I have to tell you that, you know, what we've and I just last two seconds is just to say like one of the other things, just because I know that AI is such an important topic and we may not have enough time to talk to touch on it. But you know, AI is this amazingly powerful tool that you can definitely leverage as you're using it for especially for Helping you understand your message and and and you know, do organic, even even use that nephew, do all those pieces because that's what's amazing about this. You can you can put that content out there and look at that information and see what's resonating. And then when you have that piece, then you come to us and we're like, great, we're able to like figure it out for you because you already knew who you wanted to go to. And and what we've also incorporated now is that we really tried to verticalize this to the degree that we can to help attorneys and and other clients as well. by creating customized AI agents that live in our platform. Yep. That really help the qualification process, really help the picking up that you know, that call that's gonna be after out. All of those kinds of pieces. So we're trying to like really fill those gaps, those problems that are currently kind of existent still using the technology to help the end goal, but just to get you more clients. I love it. I mean, and that's the whole thing is Get more clients, be more profitable. That's what we want. And using expert like yourself that actually knows what they're doing, you know, as opposed to my nephew. I think I he could figure it out. Like or something else. So God, Renette, thank you, thank you, thank you, Paula. I cannot tell you how much I appreciate you very much. And if somebody wants to get a hold of Paula, go into the show notes because she would tell you blah, blah, blah, blah, blah. And you would forget about it. It's actually in the show notes. Reach out to her. You see how friendly she is. She's not one of these aggressive marketing bitches. She is like a nice person, but is also extremely credible. And you need that when making decisions instead of somebody conning you out of a lot of your dollars. And I think you can see, she'll tell you to it straight, hey, I think that this would be great. Or yeah. I don't think you should do it, you know, kind of honestly I have a desire and that is to never hear anyone else say to me, Paula, I just done fifty thousand dollars and I have nothing to show for it. God that is the most painful thing I hear way too often. And I am hopeful that the work that we do at Leedsmith really helps change that landscape. Yeah. And change that mentality around what paid ads is and what it's it you know, in general. Absolutely. Yeah. So reach out to her. And thank you, Paula. I really appreciate you. This was phenomenal. I had a blast. Thank you again for the invite. And My pleasure. I look forward to seeing you. Yes. All right. Thanks, Paula. Take care. Bye. That's it for today's episode of Unfuck Your Legal Marketing. If you got a spark of inspiration, learn something new, or at least got a good laugh. Make sure to follow, rate, and share this with someone who needs to hear it. Thanks for hanging out with me and remember, the best marketing is the one that actually sounds like you. See you next time.