EP109: Live Case Study — How a Small Law Firm Signed 62 New Clients with Steven Goldstein

Ten Golden Rules Internet Marketing for Law Firms Podcast

Today, I’m excited to share our most recent webinar, Live Case Study: How a Small Law Firm Signed 62 New Clients, featuring Steven Goldstein, the owner of a small personal injury and criminal law firm in New York and New Jersey. In this session, we dive into how Steven’s firm signed 62 new clients in just five months from Google Screened - Local Services Ads (LSAs), with a cost per client of just $657.

Steven shares how working with my team at 10 Golden Rules has helped him leverage digital marketing strategies to drive this impressive growth. We focus on key tactics like Google Local Service Ads, where his firm ranked at the top, and optimizing Google Maps listings to boost visibility. Steven also explains how his team managed calls efficiently, ensuring that every lead was handled quickly and professionally—an approach that not only enhances client relationships but also improves performance in Google's algorithm rankings.

A major factor in Steven’s success is his focus on personal communication and responsiveness. He highlights the importance of timely follow-ups and building strong, long-term relationships with clients and even adversaries, which has had a far greater impact than just winning cases. Consistently generating positive Google Reviews has also been crucial in solidifying his firm’s reputation and driving more client acquisition.

In this webinar, Steven and I also discuss the power of video marketing in establishing trust and credibility, which has played a pivotal role in helping his firm stand out in a competitive legal market.

Key Topics

• 00:40 Ranking at the top of Google with local service ads and is performing well in Google Maps.
• 01:06 The 62 clients were acquired at a cost of $657 per client, and the data analysis in detail.
• 04:28 The importance of networking and hustling to build the firm, even before digital marketing was prevalent.
• 05:13 Discusses the founding of Goldstein and Handwork, a Personal Injury and Criminal Law Firm, in 1994.
• 09:00 Describing initial digital marketing experiences, including working with various firms that failed to deliver results.
• 09:30 The importance of monthly meetings and accountability in his current partnership with Jay and his team.
• 12:12 Sharing initial goals, which were much lower than the results achieved through Jay's guidance.
• 13:20 The use of a remote answering service to ensure calls are handled promptly and professionally.
• 13:54 The importance of answering calls quickly and efficiently, especially with local service ads.
• 14:15 The closing rate for legitimate cases is over 90%, and Steven's team follows up on leads within two hours of the initial call.
• 15:40 The competitive nature of the market and the importance of treating leads as gold to stand out.
• 22:01 Seeing the results from being mindful of budget and taking steps to maximize the leads being received.
• 22:50 Strategies implemented to focus on being local, started to see results. Clients discovered by being ranked number one on Google, before actively doing SEO.
• 26:50 The role of Google's algorithm in determining ad performance and the importance of answering the phone quickly.
• 29:24 Making a strategy for managing reviews, including asking clients for reviews in person and leveraging positive feedback.
• 31:05 Treating people kindly, even those you cannot help provide some insight – in return ask for a Google reviews. Reviews have significantly influence client decisions.
• 33:04 The importance of consistent review generation and the impact of reviews on Google's algorithm.
• 34:08 Approach to getting reviews from non-clients, such as adversaries and vendors, to boost his online presence.
• 37:19 The importance of having clients leave Google reviews for the correct office location.
• 45:33 Managing the influx of cases by partnering with another law firm to handle existing litigation cases.
• 46:35 Virtualizing some tasks, such as case management and follow-ups, to efficiently handle the increased caseload.
• 48:25 The importance of maintaining relationships with clients and ensuring they feel connected to the firm.
• 50:45 Benefits of proactive communication and the impact on client satisfaction and repeat business.
• 51:23 The importance of Google Maps and the strategies used to improve visibility and performance.
• 53:29 Experience with video marketing, including creating videos to address common client questions and concerns.
• 54:30 The benefits of video content for SEO and social media, and how it can help attract and engage potential clients.
• 55:20 The positive feedback from clients who have watched his videos and the impact on their decision-making process.
• 56:25 The importance of a strong client-agency relationship and the factors that contribute to success.
• 59:35 The importance of responsiveness, trust, and accountability in working with an agency.
• 1:01:21 Positive experience with Jay and his team, and the impact of their guidance on his firm's success.
• 1:07:03 Managing geographic targeting and the unexpected success of his local service ads.
• 1:09:00 Insights into the cost per lead calculation and the importance of maximizing ad performance to attract and convert leads.
• 1:12:45 Additional strategies for generating reviews, including leveraging relationships with adversaries and vendors.

Resources Mentioned

E-book:

"The Secret Algorithm for Dominating Local Service Ads" Available for free at: 10goldenrules.com/lsa_ebook

About Steven Goldstein:

Steven Goldstein is a partner at Goldstein & Handwerker, LLP, with a distinguished legal career spanning over three decades. An alum of New York Law School, Steven is highly regarded for his expertise in breach of contract cases, torts, and arbitration. Admitted to practice in New York in 1992 and New Jersey in 1993, he specializes in plaintiff's personal injury and criminal defense.

Steven is known for his exceptional legal writing and trial litigation skills, securing numerous multi-million dollar verdicts and settlements for his clients. Throughout his career, he has recovered millions of dollars in both New York and New Jersey.

In addition to his legal practice, Steven has also served as the Mayor of Springfield Township, New Jersey, and as an alternate public defender in Springfield. He holds a degree from the State University of New York at Albany and is committed to delivering outstanding results for his clients.

About Jay Berkowitz:

Jay Berkowitz is a digital marketing strategist with decades of experience in the industry. As the CEO of Ten Golden Rules, he has helped countless law firms and businesses harness the power of the internet to achieve remarkable growth and visibility. Jay is also a renowned keynote speaker and author, sharing his expertise at various industry events and publications worldwide.

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