Interviewer: Once you explain that to your clients, do they understand what you’re trying to do overall with interviews and building content?

Richard: They do but it’s such an ingrained belief that it takes a long time for them to really believe it; a long time. Some of them take months. Some of them never believe it. It is just in the back of their minds. That is a constant thing I have to battle because attorneys are being told the opposite by everyone else. It is just not true.

Interviewer: What really prevents attorneys from doing more marketing?

Richard: It’s fear; not wanting to do it; being resentful about having to do it; thinking it’s too expensive; or being burned by bad companies. It is a lot of different reasons, but those are probably the major ones.

What Is The Rate For Marketing Success?

Interviewer: What are your rates?

Richard: I know these guys aren’t rich. I can’t be paid peanuts to do what I do. I do a good job. I have to be paid well. At the same time, I can’t rake you over the coals. I try to price it so as long as they’re getting one client a month from my services, they’ll at least break even if not profit. That’s where I try to peg my rates. It’s reasonable and it’s attainable.

When someone hires me it may be an expense for them for the first few months; where they’re paying and they’re not getting anything back. My job is to turn that around; make it pay for itself as fast as possible; and then make it a profit center.

You want to keep me. You want to pay me that $1,000 or $2,000 a month because you’re making $5,000, $7,000, $10,000 a month from my services. You want to pay that because you’ve got this machine now that pays you out three times what you put into it. That is my goal.

Interviewer: How successful are you getting attorneys more business?

Richard: As long as they listen to me, I’ve never had one attorney that didn’t attain success. When they don’t listen to me and they get frustrated, that’s when things fall apart. That does happen.

Sometimes they’ll be impatient. They’ll SEO for two months, and ask, “Why am I not getting all these calls?” It takes longer. I tell them right up front. They may just want to do pay-per-click. They are just married to it, although I am showing them it is not working.

Then they get pissed off that they are not getting clients from it. Others may not believe in doing direct mail. I hear, “Oh, direct mail is unprofessional. I would never do that;” or “The newsletter, I’m not going to do that. I don’t think it’s going to work.” Well, if you close your mind and you close the door to certain avenues, then I can’t be as effective by definition. You have to be open-minded. You have to try stuff.

I’m not going to waste your money and blow away a year of your time. I may ask for a month or two months or a thousand or two thousand to test this or that, but at least you’ll know what works and what doesn’t. In other words, you have to be open to at least that.

How Do You Contact Richard Jacobs at Speakeasy Authority Marketing?

Interviewer: How can attorneys reach you for marketing help? What is the best way to get in touch with you?

Richard: Call me on my cell phone, (888) 425-9541. If you want to read up on some strategies and see how I work, go to speakeasymarketinginc.com.

If you look at the 1920’s and prohibition, there were speakeasy’s. The site is named after that, and my company is named after that. You can also email, call or reach me through Speakeasymarketinginc.com.