Jeremy Weisz 16:27
Seth, I’m wondering what separates you from some of the law firms you work with you decided to build it internally right and the law firms you work with just don’t want to handle that piece. So who’s like an ideal client, what separates your firm to the ones that you serve?
Seth Price 16:49
It’s not that it is separated I think we’re just a solid firm like everything else the same issues same hiring issues same all these issues we’ve scaled slightly more some people are wiser I went to multiple verticals I’m not sure that’s always wise is the people stay in one sometimes riches in niches is our buddy Chris Dryers one of your buddies talks about you know like I get it right there are advantages to staying there. I tried to be able to have my cake and eat it too with multiple niches it’s not like I might criminal guy doing PI. My PI doing family, I’ve created these silos with experts doing work. But I think that the what it comes down to Jeremy is that we do what we love, right? And I love the digital side. So I built it and I grew it and I didn’t see anything in the market that did what I wanted at value. There were people who weren’t doing it. Well, I’m sure there were some out there. I never found them. And so today I like to think of myself that we’re giving people the best possible value for their digital investment. That said my law partner, I suggest that he do a podcast like, I have these two, one on SEO one on law firm growth, usually on white-collar crime. It’s gonna be really network with people. It’s genius, right? Why would you not do this right?
Jeremy Weisz 18:00
White Collar Crime? That’d be a great one.
Seth Price 18:03
Yeah, white collar crime, federal criminal defense.
Jeremy Weisz 18:05
Talk to him. I’ll be like, you should definitely do.
Seth Price 18:07
Oh, he should do it. He did. He did three episodes of cops. I’m saying it wasn’t for him. And he also didn’t pay Jeremy money. If you pay Jeremy money he’d be there like a personal trainer at the gym. Jeremy’s like, where’s the stuff? You’re paying me? Why is it not there? He did three and he gave up and other things family and work got in the way and he didn’t do it. It really get in the way, no, if you love the via this the Jeremy smile on podcast that he’d be doing it. We all do what we love. If I said to you, I need you to optimize websites, you’d be like, yeah, I’ll do it. It would never happen, right writing a blog. If I said to you, hey, I think we should do a podcast on what are the greatest qualities of leaders, and we’re gonna get the best and writers around, and you’re gonna put that together, like, look what you’ve done, right? Like we all do what we like, you know what I see it marriage, my wife, if she wants to do something, she’s gonna do it. If she doesn’t, it’s not going to happen. Or it’s gonna be really painful to make happen. And so I see this, and to me, if you figure out what you’re great at what you’re going to do great. And then ideally, by the things around you, that you’re not going to do. And like there are things that you do that are a passion play, where it could be done better hiring somebody, absolutely. But if you really despise something, it likely isn’t going to happen. And so to me, what not, why bother? There are things we do that we don’t love in order to get to a means to an ends. But like when I look at the people you’ve interviewed and what you’ve done, and how you’ve brought things out of people, that’s not going to happen if you’ve thought, oh, wow, this is my road to riches and I’m gonna do this. Like, you’re not sitting here in some like fancy studio with flying people and you’re like, I get out of bed every day. This excites me. I’m going to get to talk to people. It gets me jazzed, and I’m going to add content to this world and people are going to connect with me and I’ll make a buck along the way. And to me I looked at it very similarly. So every once in a while we’ve had a handful of clients who have decided to do something in house we’ve had I, when I speak, some people in the audience go out and say I love it. This is for me. And I’m like, God bless my attitude is not to sell, but to teach and share. And if some people want to do it themselves, great half the time, those people come back to us years later saying I get it. Now I see how why it’s so difficult. And I ended up doing more with them. So I’m a really big believer in do what you love, because it’s going to be a lot easier. But that said, there are times when we have to do things that we don’t love. Maybe you don’t love the editing of this as much. But if you don’t, you’re not gonna have any products. So you have to figure those pieces out.
Jeremy Weisz 20:45
Yeah, no, I love that distinction of really, there’s some people that will be fit some people won’t. Because you’ve built this engine a machine for that, because you love that stuff. You love the business side, you love the digital side. What does an ideal client look like for you?
Seth Price 21:04
Well, I mean, look, we have b2c clients, right? That’s our world, business to consumer. So we have business to consumer clients. And those clients are ones that and I’ve learned enough over the years. So there’s a hierarchy of digital, so for example, on digital marketing, criminals, probably the highest and best use of digital marketing in the sense that nobody wants to talk to anybody if they get a DUI, they did some people, but most people are like, hey, what can I do myself, keep it secret, PI of TV, billboards, friends got a check. And people use search, right. So it’s a great place. And they The prizes are great things like family, half the people might talk to their girlfriend about who they used, some people may not. So it’s 50/50. And then as you go down, like a trust in the states, I’d say 90% of the market, on the more advanced side goes through estate planning, it goes through resources, like a financial advisor, or divorce lawyer or something like that. And that those are on the higher end side, it’s very small percentage that come through digital, but there’s less people competing. So figuring out the ideal client is somebody who wants to grow, somebody doesn’t want to grow, that doesn’t make a lot of sense, similar to what you’re doing right? If somebody wants to build their herd, you’re an awesome engine for that. And so for me, I have certain rules, if some, the over-under for minimum is a $400,000, gross revenue, if you’re a solo who’s doing less than 400,000, my attitude is, we’ll build a website, we do some we do we have a program for them, we called Silver shark, but we won’t spend real money on SEL, we have a low dollar program to get them stable, allow them to do whatever they’re going to do to beg, borrow, and steal and get themselves. So they have a corpus of income to be able to afford to drain them unless you’re independently wealthy. If you’re making $400,000 a year or less, you’re making 250 and you spend $5,000 a month on digital, it’s going to drain you it’s gonna put strain on you. I don’t like that. So I really liked or somebody has enough to be comfortable with it, especially for organic, right paid, you see stuff relatively quickly, usually a lower ROI organic and have amazing ROI. But it takes a while to build up that authority to build up that traffic, it doesn’t happen overnight. And if you don’t have a war chest to get there, or at least the ability to lay that out. I don’t want to be in that position. So I’m always balancing. The final piece of the question for an ideal client is if somebody is like, let’s say they’re a solo, and they’re doing $400,000. And I know that I could make them, let’s say they could invest another 50. And with that shirt, and to get at least a three-to-one ROI, I’d like them to have seven or eight. But let’s take a three-to-one versus for like paid search. The problem is that, to do that, they would either have to kill themselves, but when they add another $50,000 where the staff effort to do that work, plus they paid 50, all of a sudden, you’re killing yourself for $50,000 pre-tax to me, like that’s not the thing, if you say to me, hey, I want to get one, two and three associates game on. I know how to do this. But if somebody tells me I look at it, I can’t make you and he says to employees who come to work for me, if I can’t make you better off with me and without me, I don’t want to work with you. I really try and genuinely believe that if I understand their business model and I see a path that’s great, but if I don’t if I know that their business model is nonsense, the few times I’ve attempted to sort of close my eyes and say fine, we’ll work with that nonsense. It almost always falls apart.
Jeremy Weisz 24:42
Yeah, I know we have a few more minutes so many questions. We won’t get to it. But I want to point people to your website, people can check out blusharkdigital.com. They have a blog. There’s two podcasts there. Because I really want to go into there’s so much that goes there.
Seth Price 25:02
Jeremy, taking us out of the transactional piece, I just love talking about this stuff, I want social, just friended you on all different social platforms. My feeling is can make it a conversation, you have questions just talk like this is not like it. I know you want to podcast my guess is you’ll talk all day on podcast.
Jeremy Weisz 25:18
Yeah, well, I know you have another appointment coming up in a couple of minutes. But one thing that sticks out that, there’s a lot of mistakes that lawyers make, because you could drive as many cases to them as possible calls. But if there are certain things not done, those calls don’t convert, answering, there’s so many things that happen after that, that people make mistakes. And so, your job is to get them cause right. So how do you help them even though maybe it’s not exactly in the job description? Everything is.
Seth Price 25:54
It is? Or next podcast, we do part two Seth and Jeremy, we’ll get into this, but intake is everything. And we look at it, when we have access to call rail, which records the calls, we work with people because look, we can drive all the clients we want to them, but if they don’t answer the calls, what good is it you could have this amazing funnel to bring people to get them help, but if you’re not able to return the calls of the people that are interested in podcasting, and those people end up either going somewhere else or not doing it at all, then it doesn’t do you any good. We’re not there for our health. And so yes, we need to make sure there’s a closed loop. Next piece, that’s even more advanced 100% intake, everything. Second is if the sausage making if somebody has terrible reviews, if somebody gives some guys like a you know, a 3.9 as a lawyer, you can’t do that. You need to have scores in the mid ideally high fours, you can’t sit there and produce crap substance. And particularly if you don’t answer the phone, it’s not going to show how the phones are answered, and it evolves, it’s not a straight line, you start getting busier, you got to change what you’re doing, somebody falls off their meds and your intake department have to identify and make changes, your manager, promote somebody to manage it, but they can’t manage got to see that quickly. These are all things that we struggle with on a day-to-day basis.
Jeremy Weisz 27:12
I want to point that out because, there’s a simplicity but really, that’s just step one of 72 of getting the person to call and then the real work begins. But my last question, Seth is mentors. Who are some of your business mentors, whether personal or distant that you recommend other people check out?
Seth Price 27:37
There are so many amazing people, depending on your space and where you are, I mentioned earlier to see, early on Michael Gerber, just on scaling a business that I saw I’m trying to work with in the legal space, didn’t love that as much. Vern Harnish and what he has done as the grandfather of what has become the whole of EOS really scaling up and traction, but he has scaling up but he essentially birth all these different amazing organizations that have come out from him. And so to me, within my industry, there are lawyers that have built the National Trial Lawyers like Keith Givens and people who are upstream from you half a generation or generation ahead of you sitting down looking at what they did knowing that it won’t be the same path for you. But to me the those people and reaching out like you did to me and I do to others, just having these conversations incredibly valuable in building that network around you. I see that you’ve clearly been in the EO world at some level or another and that to me these people that Devin Shane random person outside of legal is built, bought and sold more companies than most people just his mind on sales and interviewing people like Jack Daly. It’s not like I can emulate everything they’re doing but taking little pieces here and there and building that whole empire.
Jeremy Weisz 29:13
Seth, I want to be the first one to thank you. Everyone, check out blusharkdigital.com to learn more, and we’ll see you all next time.
Seth Price 29:20
Thanks so much, Jeremy. That was great.
