391. AMMA — The $100K Marketing Question Law Firms Keep Getting Wrong

The Game Changing Attorney Podcast with Michael Mogill

Michael Mogill

Business, Entrepreneurship, Management, Marketing

5.0 • 539 Ratings

🗓️ 21 August 2025

⏱️ 19 minutes

🔗️ Recording | iTunes | RSS

🧾️ Download transcript

Summary

Every law firm wants more leads — but what if chasing them is the very thing holding you back? In this episode of The Game Changing Attorney Podcast, Michael and Jessical Mogill tackle one of the most common (and costly) mistakes law firm owners make: pouring money into marketing before fixing the foundation of their business. A $100,000 ad campaign might sound like the fast track to growth, but if your systems, team, and client experience can’t handle the volume, you’ll end up scaling chaos instead of results. Here’s what you’ll learn: Why investing in marketing before your systems are ready creates more problems than profit How to recognize whether your firm needs capacity, optimization, or true demand generation The mindset shift that separates law firm owners who burn cash from those who build scalable, thriving practices Before you write your next big marketing check, listen to this episode. It might just save you $100K — and set your firm on the right path for sustainable growth. ---- 00:00 – Intro and setup: The difference between growing revenue and scaling your business 02:30 – Why mistakes don’t define you — it’s how you respond that matters 03:24 – Miles Davis on wrong notes and life lessons 06:42 – The $100K marketing question: Should you invest in leads or systems? 09:42 – Why scaling demand without capacity only creates bigger problems 10:36 – Run your own race: Why comparing your growth to competitors is a trap 13:40 – Should you hire before perfecting processes, or wait until everything is “just right”? 16:39 – How to expand capacity without sacrificing client experience ---- Links & Resources: Miles Davis Quote ---- 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: 389. AMMA — Stop Fixing $5 Problems and Start Solving $1M Ones 379. AMMA — If You’re Still Chasing Leads, You’ve Already Lost 358. Your Competitors Don't Want You to Know These Game Changing Marketing Strategies

Transcript

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0:00.0	Sometimes people, they crave novelty as opposed to a sound approach that's consistent over time.
0:07.3	And if you have a model where you're trying to leverage what's going on in your existing market
0:11.3	and optimizing for your systems and scale and it served you well, then stay focused.
0:27.3	I'm Michael Mogul, founder and CEO of Crisp, the nation's number one law firm growth company.
0:30.0	I've built my business through practice, not theory.
0:35.4	Crisp started with just $500 to my name and has grown to over eight figures in revenue over the last few years,
0:37.8	earning a spot on the Inc. 500 list of the fastest growing private companies in America. Our approach has been to take everything we've
0:42.0	learned about generating massive growth within our own organization and help the country's most
0:46.1	ambitious and committed law firm owners do the same for theirs. In each episode of this podcast,
0:50.7	I sit down with innovative market leaders from the legal industry and beyond to learn from
0:54.9	those who thrive in the face of adversity, challenge the status quo, and define what it means
0:59.3	to be a true game changer. This is Jessica, head of coaching strategy at crisp, and today
1:05.1	we're flipping the script for another special edition episode to get Michael's take on, the difference
1:10.2	between growing your revenue and
1:11.6	scaling your business, how to run your own race when competitors seem to be winning with
1:15.7	different strategies, and when the pursuit of perfection becomes procrastination and disguise.
1:20.7	Perfect is the enemy of good, you know, good enough. And yes, you can always do things better.
1:25.1	But if your goals are to grow and scale your firm,
1:27.6	and let's say your goal is either increased revenue,
1:29.3	increased profit and so on,
1:30.5	that if you're turning business away,
1:32.1	the challenge with that is there's a lot of downstream effects relating to that.
	...

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