379. AMMA — If You’re Still Chasing Leads, You’ve Already Lost

The Game Changing Attorney Podcast with Michael Mogill

Michael Mogill

Business, Management, Entrepreneurship, Marketing

5.0 • 539 Ratings

🗓️ 10 July 2025

⏱️ 27 minutes

🔗️ Recording | iTunes | RSS

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Summary

More leads won’t fix bad positioning. In this episode of The Game Changing Attorney Podcast, Michael Mogill explains why firms that focus on visibility without strategy end up attracting the wrong clients. From wasting marketing dollars to obsessing over ROI at the expense of long-term brand equity, this episode unpacks the difference between chasing leads and becoming the obvious choice. Here’s what you’ll learn: Why more exposure doesn’t matter if your message attracts the wrong clients How to build a high-converting marketing strategy without obsessing over attribution What it takes to stop chasing leads — and start commanding attention Stop marketing like a commodity — and start building a brand. ---- Show Notes: 00:00 — Intro banter: Broadway shows, Meta glasses, and authentic nerdiness 06:50 — Why more leads aren’t solving your problem — your messaging is 08:37 — How to refine your targeting and attract the right clients 12:11 — Positioning vs. price-shopping: What your marketing says about you 13:04 — Are your competitors wasting money or winning market share? 16:09 — Why your best cases can’t be traced back to a single source 18:32 — Why blended ROI matters more than last-touch attribution 21:57 — Content consumption drives conversion, not just clicks ---- Links & Resources: Meta Ray-Ban Smart Glasses ---- Do you love this podcast and want to see more game changing content? Subscribe to our YouTube channel. ---- Past guests on The Game Changing Attorney Podcast include David Goggins, John Morgan, Alex Hormozi, Randi McGinn, Kim Scott, Chris Voss, Kevin O’Leary, Laura Wasser, John Maxwell, Mark Lanier, Robert Greene, and many more. ---- If you enjoyed this episode, you may also like: 280. Rory Vaden — Reputation Precedes Revenue: Mastering the Art of Personal Branding 215. Flo Rida — Industry Innovation, Commitment to Your Craft, and Hit-Making 333. AMMA — Win More High-Value Cases: How to Build a Brand Clients Trust

Transcript

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0:00.0	it's very rare that somebody sees you for the first time and they click the ad and they
0:07.3	reach out to your office and they sign up and become a client that's extremely extremely rare
0:12.6	i'm michael mogul founder and ceo of, the nation's number one law from growth company.
0:24.1	I've built my business through practice, not theory.
0:26.9	Crisp started with just $500 to my name and has grown to over eight figures in revenue over the last few years,
0:32.2	earning a spot on the Inc 500 list of the fastest growing private companies in America.
0:36.6	Our approach has been to take
0:37.7	everything we've learned about generating massive growth within our own organization and help
0:41.9	the country's most ambitious and committed law firm owners do the same for theirs. In each episode
0:46.2	of this podcast, I sit down with innovative market leaders from the legal industry and beyond
0:50.4	to learn from those who thrive in the face of adversity, challenge the status quo, and define
0:55.2	what it means to be a true game changer.
0:57.9	This is Jessica, head of coaching strategy at crisp, and today we're flipping the script
1:02.5	for another special edition episode to get Michael's take on, how short-term marketing channels
1:07.6	can flood your pipeline with low intent prospects, why brand marketing
1:10.9	works, even in practice areas where logic says it shouldn't, and what to do when your most
1:15.3	powerful marketing leads the lightest digital footprint.
1:18.0	If you're focusing on attracting really great cases, and that's going to require building
1:22.3	a brand, then what that means is that there's going to be marketing that you do that you
1:26.5	won't be able to attribute immediately. It doesn't mean that you shouldn't do that. It just means that it's going to be
1:31.3	very difficult to attribute to any one thing. That's coming up on the game-changing attorney
1:36.1	podcast. Here we are for another one.
	...

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