#15: LSAs, SEO & Video: What Actually Works for Law Firms with Philip Fairley (Part Two)

#15: LSAs, SEO & Video: What Actually Works for Law Firms with Philip Fairley (Part Two)

Marketing is not your biggest problem. Not knowing your numbers is. In Part 2 of this conversation, Chelsea Williams sits down with Philip Fairley of Attorney Fuel to break down what’s actually working in law firm marketing right now — and why most firms are wasting money because they’re tracking impressions instead of client acquisition cost. Haven't watched Part 1? Watch it here. [https://www.buzzsprout.com/2513963/episodes/18825003] From LSAs and SEO to video strategies and client acquisition KPIs, this episode is a no-fluff look at how to build marketing that drives clients — not just leads. If your firm feels stuck, burned out, or uncertain about what to invest in next, this conversation will bring clarity. What You’ll Learn: 1. Why “more leads” is usually not the problem 2. How to calculate your true client acquisition cost 3. Why some firms are paying $1,800 per client 4. What makes LSAs work (and fail) 5. Why SEO is no longer a beginner strategy 6. The difference between tracking leads vs. tracking revenue 7. How video ads are outperforming PPC in many markets 8. What makes a strong law firm marketing offer 9. Why your intake team must know what a phone call costs 10. How to future-proof your marketing with data Philip Fairley is the Founder and CEO of Attorney Fuel, the leading intake software and system that gives law firms clear data and nurtures every lead automatically. With 19+ years in legal, Philip has worked with over 23,000 law firms and is known for turning intake into a true sales engine through automation, smarter data, and monthly consulting. Philip holds degrees from Wheaton College, Keller Graduate School of Management, and Northwestern University, is a recognized expert on intake, lead conversion, legal tech and marketing. He is married with three children and enjoys the Arizona desert life, mountain biking, and coaching youth sports. Philip's Links: Website - www.attorneyfuel.com [https://www.attorneyfuel.com] Schedule Your Demo - www.attorneyfuel.com/demo [https://www.attorneyfuel.com/demo] LAW FIRM MONEY MATTERS LINKS: Video Podcast [https://www.youtube.com/playlist?list=PL9aF105A-zU_a1zoPJBQXVB8p_TVC_pBi] Socials [https://linktr.ee/your_core_solutions_group] Core Solutions Group, Inc. Website [https://www.yourcoresolution.com/?utm_source=buzzsprout&utm_medium=organic&utm_campaign=lfmm_podcast]

#14: Why Every Law Firm Should Be Built to Sell with Tom Lanfestey

Most law firm owners don’t realize they’re building a business that could one day be sold - or that failing to plan for it can quietly destroy value.  In this episode, Chelsea Williams sits down with Tom Lanfestey to unpack what actually makes a law firm sellable, why systems matter more than hustle, and how exit planning impacts cash flow, profitability, and growth long before a sale ever happens. Whether you plan to sell your firm, grow through acquisition, or simply want more freedom, this conversation will fundamentally change how you think about your law firm. What You’ll Learn 1. Why every law firm is a business asset (not just an income source) 2. The mindset shift law firm owners must make to build real value 3. Why most lawyers underestimate what their firm is worth 4. The three core drivers of law firm valuation 5. Why systems—not personalities—create sellable firms 6. How financial clarity directly impacts exit options 7. When law firms should consider growth by acquisition 8. Why more revenue without systems creates chaos 9. How succession planning protects legacy and value 10. The biggest mistakes law firm owners make when thinking about exits Tom is the Founder and CEO of The Law Practice Exchange, where he helps lawyers navigate succession planning, exit strategies, and strategic growth through law firm acquisitions. As a practicing attorney and CPA, Tom launched LPE in 2013 to address the challenges attorneys face when transitioning or selling their practices. Under Tom’s leadership, The Law Practice Exchange has become a trusted marketplace and advisory team for thousands of law firm buyers and sellers, achieving over $300M in total deal volume. He is a frequent speaker on law firm valuation, mergers and acquisitions, and lawyer transition planning, and serves as an advisor to legal and financial industry partners. GUEST'S LINKS: Website – https://www.lawpracticeexchange.com [https://www.lawpracticeexchange.com] Firm Value Estimator – https://thelawpracticeexchange.com/estimate-form/ [https://thelawpracticeexchange.com/estimate-form/] LinkedIn – https://www.linkedin.com/company/the-law-practice-exchange/ [https://www.linkedin.com/company/the-law-practice-exchange/] Facebook - https://www.facebook.com/lawpracticeexchange [https://www.facebook.com/lawpracticeexchange] Books Mentioned in Episode: Built to Sell - https://a.co/d/cKlHaNt [https://a.co/d/cKlHaNt] Traction - https://a.co/d/8SyUH64 [https://a.co/d/8SyUH64] Profit First - https://a.co/d/eMwL0Ne [https://a.co/d/eMwL0Ne] Good to Great - https://a.co/d/4dyO6fj [https://a.co/d/4dyO6fj] E-Myth Revisited - https://a.co/d/5DR6ftE [https://a.co/d/5DR6ftE] Atomic Habits - https://a.co/d/5w5FXcc [https://a.co/d/5w5FXcc] LAW FIRM MONEY MATTERS LINKS: Video Podcast [https://www.youtube.com/playlist?list=PL9aF105A-zU_a1zoPJBQXVB8p_TVC_pBi] Socials [https://linktr.ee/your_core_solutions_group] Core Solutions Group, Inc. Website [https://www.yourcoresolution.com/?utm_source=buzzsprout&utm_medium=organic&utm_campaign=lfmm_podcast]

#13: Why Law Firms Avoid Subpoenas (And Why That’s Costing You) with Becky Sampson

Most law firms don’t avoid subpoenas because they aren’t important. They avoid them because they’re detailed, time-consuming, and frustrating. In this episode of Law Firm Money Matters, Chelsea Williams sits down with Becky Sampson, founder of Only Subpoenas, to unpack why 1 in 3 subpoenas get rejected and how that impacts your case timeline, team efficiency, and ultimately your cash flow. This isn’t just about paperwork. It’s about momentum, delegation, and using your highest and best time as a law firm owner. What You’ll Learn: 1. Why subpoenas are underutilized in litigation 2. The real reason attorneys resist issuing them 3. How rejected subpoenas waste paralegal hours 4. Why discovery delays kill case momentum 5. How subpoenas create leverage for settlement 6. The operational math behind delegation 7. Why flat-fee outsourcing reduces risk 8. The guarantee model that changes the game 9. How subpoenas improve case turnover and cash flow 10. Practice areas beyond divorce where this applies After 21 hearings, 21 subpoenas, and 3.5 years in Hawaii Family Court—facing five attorneys and representing herself for most of it—she won. Not just a win… a fair, equitable outcome for both parties, with her heart still intact. That’s why they call her “Becky Brockovich.” Now she helps attorneys get the information that wins cases—through fast, effective, 100% compliant subpoenas (or you don’t pay), with a specialty in foreign subpoenas—so their clients can reach fair, defensible settlements without the chaos. BECKY'S LINKS: Subpoenas Website - www.OnlySubpoenas.com [https://www.OnlySubpoenas.com] Becky's Website - www.BeckySampson.com [https://www.BeckySampson.com] Facebook - https://www.facebook.com/beckysampson11/ [https://www.facebook.com/beckysampson11/] Instagram - https://www.instagram.com/divorcingstrongbeckysampson/ [https://www.instagram.com/divorcingstrongbeckysampson/] LinkedIn - https://www.linkedin.com/in/beckysampson/ [https://www.linkedin.com/in/beckysampson/] YouTube - https://www.youtube.com/@DivorcingStrong [https://www.youtube.com/@DivorcingStrong] LAW FIRM MONEY MATTERS LINKS: Video Podcast [https://www.youtube.com/playlist?list=PL9aF105A-zU_a1zoPJBQXVB8p_TVC_pBi] Socials [https://linktr.ee/your_core_solutions_group] Core Solutions Group, Inc. Website [https://www.yourcoresolution.com/?utm_source=buzzsprout&utm_medium=organic&utm_campaign=lfmm_podcast]

#12: Stop Wasting Marketing Dollars (Fix Your Intake) with Philip Fairley

Most law firms don’t have a marketing problem. They have a conversion problem. In this episode of Law Firm Money Matters, Chelsea Williams sits down with Philip Fairley, founder of Attorney Fuel, to break down the real reason law firms struggle with profitability: poor intake systems, unclear KPIs, and untracked leads. If you’re spending money on marketing but don’t know your consult set rate, show rate, or retained later percentage — this episode will shift how you see your numbers forever. This conversation is about becoming a CEO, not just a practicing attorney. What You’ll Learn: 1. The 5 intake KPIs every law firm must track 2. Why “we convert almost everyone” is usually wrong 3. How poor intake destroys cash flow 4. The difference between leads vs. qualified leads 5. Why law firms fire marketing agencies too quickly 6. How to stop outspending bad sales 7. Why older attorneys are at risk if they resist tech 8. How younger firms are acquiring firms for $0 9. Why clean data is leadership 10. The accountability shift that turns lawyers into CEOs Philip Fairley is the Founder and CEO of Attorney Fuel, the leading intake software and system that gives law firms clear data and nurtures every lead automatically. With 19+ years in legal, Philip has worked with over 23,000 law firms and is known for turning intake into a true sales engine through automation, smarter data, and monthly consulting. Philip holds degrees from Wheaton College, Keller Graduate School of Management, and Northwestern University, is a recognized expert on intake, lead conversion, legal tech and marketing. He is married with three children and enjoys the Arizona desert life, mountain biking, and coaching youth sports. Philip's Links: Website [https://www.attorneyfuel.com] Schedule Your Demo [https://www.attorneyfuel.com/demo] LAW FIRM MONEY MATTERS LINKS: Video Podcast [https://www.youtube.com/playlist?list=PL9aF105A-zU_a1zoPJBQXVB8p_TVC_pBi] Socials [https://linktr.ee/your_core_solutions_group] Core Solutions Group, Inc. Website [https://www.yourcoresolution.com/?utm_source=buzzsprout&utm_medium=organic&utm_campaign=lfmm_podcast]

#11: Money Mindset, Power & Systems: A Law Firm Owner’s Real Story with Mel LaGrone

What looks like “freedom” on social media is usually the result of systems, boundaries, and intentional financial decisions. In this episode, Chelsea Williams sits down with Mel LaGrone to unpack her journey from cop to prosecutor to law firm owner and how she built a mission-driven practice without burning herself out. This conversation goes deep into money mindset, resilience, and what it really takes to build a law firm that supports your life instead of consuming it. What You’ll Learn  1. How Mel transitioned from law enforcement to law firm ownership 2. What running a mission-driven law firm actually requires financially 3. Why “no one is coming to save you” is a powerful ownership mindset 4. The difference between survival income and your true “want level” 5. How money stories formed in childhood show up in law firm decisions 6. Why systems—not hustle—create freedom for law firm owners 7. When to say yes (and no) to pro bono work without hurting the business 8. Why outside advisors matter as much as your internal team 9. How mindset coaching impacts revenue ceilings 20. What law firm owners must unlearn to scale sustainably Mel LaGrone is an award-winning immigration and criminal defense attorney and the founder of LaGrone Law. With offices in Lawrenceville, GA and St. Thomas, USVI, Mel is known for being a fierce advocate for people and a firm believer in real people helping real people. She brings deep insight and unwavering commitment to every case, always protecting the rights and future of her clients. Mel has been featured on Court TV, served as a speaker for the American Association of Lawyers, and hosts Beyond the Border, a radio show dedicated to breaking down all things immigration. GUEST'S LINKS: LaGrone Law Website – https://www.lagronelaw.com/ Mel Cyrise Website – https://www.melcyrise.com/ LinkedIn – https://www.linkedin.com/in/melaney-lagrone/ Facebook – https://www.facebook.com/LaGroneLaw Youtube – https://www.youtube.com/@lagrone_law LAW FIRM MONEY MATTERS LINKS: Video Podcast [https://www.youtube.com/playlist?list=PL9aF105A-zU_a1zoPJBQXVB8p_TVC_pBi] Socials [https://linktr.ee/your_core_solutions_group] Core Solutions Group, Inc. Website [https://www.yourcoresolution.com/?utm_source=buzzsprout&utm_medium=organic&utm_campaign=lfmm_podcast]