Episode 31: Landing Big Cases Without Spending a Fortune
Last updated on: November 18, 2022
In this episode of The Effective Lawyer podcast, Zinda Law Group’s Chief Marketing Officer, Kevin Tully, sits down with Zinda Law Group CEO and founder, Jack Zinda. They talk about what a “big case” is and how to effectively acquire them without spending a lot of resources.
Discussed in this Episode:
What is a “big case”?
How to acquire a “big case”
Putting it all together
What is a “Big Case”?
“Try to get as specific as you can by identifying what your case is that you’re targeting, that’s step one.” Before attempting to land a big case, you first need to determine what a big case means to your firm. A big case is typically a case with an excess amount of potential value. “If 100% of your cases are considered big cases, you need to reevaluate what a big case means to you.”
How to Acquire a “Big Case”
“Become an expert in that area.” It’s important to be prepared when searching for big cases. You don’t want to feel like a fraud when a big case presents itself. Create the profile of the ideal client. What would they have gone through? What type of person are they? Although wealthy clients can file a wrongful death claim, it’s typically people who don’t have the means to live without that person’s income that look for a lawyer.
First, you need to budget not only your money, but also time by placing a value on it. Big cases may require more effort than you’re used to putting and establishing what you’re willing to spend (in both time and money) is an important step in achieving your goals. “Be aggressive, but be realistic.” Finding sources through referrals, personal connections and advertising are the best ways to establish your credibility as someone who takes on “big cases.”
Putting it All Together
The only way to truly see success is to take all of the elements listed above and actively apply them to your practice. “This frankly, is where most people give up… a lot of this is elbow grease and being willing to put in the time and energy to make it happen.” You don’t need to do everything all at once, you just need to find your niche and press into it.