Richard James 2014-04-01 00:25:05
Hello – I’m Richard James and I have a confession to make: I'm a serial entrepreneur I just can’t help it – ever since I was 18, when I took a stab at insurance before going all in to the family business: Funeral Homes. In fact, I became the 5th generation of funeral home owners when I bought my first at 25 and I even had three homes by the time I turned 28. However, I started getting itchy for a new challenge – as much as I loved the funeral business, I loved sales and marketing even more and I couldn't hang a buy one get one free sign on the funeral home and get any good results. So, in 2002, I bought a pet supply company that specialized in aquarium ornaments like mermaids, castles, etc. for the inside of fish tanks. How a “Master” Suggestion Started Me in a Brand New Direction Through the power of direct response marketing we grew that business by 500 percent … and it was going great until the recession hit and we discovered (surprise!) that “fish don't fetch” - seemed like folks were focusing more on cats and dogs. So I closed that biz because even though it was doing a million per year, I couldn't figure out how to make any real money. About that time I was in a Mastermind group in Phoenix - one of the guys suggested taking what I knew from that business and working to help attorneys. So I started traveling around the country teaching something I called "The 7 Figure Law Firm." One day while teaching from the stage, a guy told me he had a law firm in Phoenix and since I was there too, he said "I want to start a new law firm, how'd you like to put your money where your mouth is?" Since I had nothing to lose and I love a new challenge, I jumped into business with him, with the goal of turning this into a major success that I could leverage for my next adventure. Little did I know… “The Phones Went Crazy!” My primary strategy for our new legal office was key to our initial success as a law firm (and now it’s standard operating procedure for all my clients). Our ACE strategy was to offer a book on our webpage to create authority. Then we used TV to create celebrity. And finally we had an interview process to create expertise. And it was working ok - we did a television spot where I had a basic "Free copy of book, call us" offer which was generating eight leads per ad. Then I learned that "an offer is not an offer without a deadline" – so son of a gun, I said "We need a deadline!" That next TV spot said, “we only have 27 books left for the first 27 people” - That little change took us from eight leads per promotion to 80! The phones went crazy! Of course, we were able to handle this explosion in leads thanks to the system we put into place right from the get go: Infusionsoft! You Can’t Prosper Without a System Look, as well as a marketer I'm a systems guy, an “E-Myth” guy, and a numbers guy. So when I got involved with this law firm, I made sure that from the very beginning we were using Infusionsoft. (I’d known about them for years, even back in my fish tank castle days!) The reason we went with Infusionsoft was horsepower pure and simple. When you build complex campaigns, you need a system powerful enough to manage them. Infusionsoft enabled us to communicate in all five senses for our campaigns - to manage telephone calls for outbound, emails, direct mail, voice-blasts, and even text messaging. We had 175 unique ways to make the phone ring. – yet I could tell you with a click of a button with Infusionsoft our cost per lead, our cost per sale, and our overall ROI from every lead source. What made us so successful in a crowded, competitive, even shrinking market – was that while everyone else was using a shotgun, we were using a laser beam. Infusionsoft gave us perfect clarity on what worked, didn't work, and we were able to focus our resources on what produced the biggest “bang for the buck.” Through the power of Infusionsoft-style marketing, we built this practice from zero revenues to $3.5 million in just two and a half years. Staffing grew like crazy as well, going from two employees to 18 employees – with everyone using Infusionsoft. In that last year of 2012, we focused our attention on those people who originally said no... "No, I don't want to hire you. No, I don't want to set up an appointment. No, I don't want to even show up at my appointment." Because of superior marketing and software, however, we were able to convert them into over a million dollars in sales. Now remember I said my goal was to use this company as a success story to launch my next adventure? Well, in 2012, I started: Automated Business Results – Building a Law Practice That Supports YOU Our niche is any consumer-based attorney - focused on anyone who works directly with the consumer. This would include personal injury, divorce, estate planning, criminal, DUI ... these are our primary prospects. What my company does is help our clients use marketing to create what I call the perfect client life cycle – all powered by Infusionsoft. We use Infusionsoft to manage our company and it works like a charm. Receivables are under control, we know exactly our cost per lead, cost per acquisition. We even use it to manage workflow and tasks through for our entire company. It’s gone great – we’re going gangbusters, revenues are up 162 percent over the past year and we now have 10 people on board. In case you’re wondering, I haven’t slowed down – and yes, I’m still masterminding and I was voted by peers GKIC Titanium Member of the Year, led by Dan Kennedy.. making this year super exciting and super fun for me. It was a great experience! If you haven’t received a copy of Rich’s book “The DNA of the Autonomous Attorney,” for the first 97 attorneys who request it, he’ll send it to you absolutely free. Call: 1-877-978-2318 or visit Rich online at: www.yourbusinessautomated.com/keysystems
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