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Today, we’re taking a break from our usual programming to hear from a friend of mine, Harlan Schillinger, sometimes called the Grandfather of Legal Advertising.
Harlan founded the first TV production firm for high-end lawyers all the way back in 1975. The commercials he created there were the first ever television marketing for the legal community and have shaped the industry ever since. Since that time, he’s worked with over 130 law firms throughout the US and Canada.
The industry that Harlan crafted opened a floodgate of leads for the firms who could afford it. But these days, Harlan is more interested in quality than quantity. In this interview, we discuss industry-wide failures in intake and conversion, why law firms must be honest with themselves about how much business they’re losing, and how to ask for the type of cases you want.