82. Dave Thomas, Law Tigers – The Universal Power of Niche

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Dave Thomas didnt start out in legal marketing, but hes made a home here. As the National VP of Business Development at Law Tigers, hes constantly finding new ways of expanding Americas largest network of motorcycle accident attorneys.

Law Tigers has been able to grow because theyve specialized in motorcyclists; theyve built knowledge and trust in a passionate community. In this episode, Dave and I discuss the power of niching down, handling referrals differently, and how to generate traction with potential customers.

Transcript

Dave Thomas

You want the expert, right? Especially if you, if you injured or hurt yourself, you want, you want the best, right?

Chris Dreyer

Being a generalist gives you access to every market, but you know what they say, a Jack of all trades is a master of none.

Dave Thomas

And I think that allows you to really target your audience. I mean, so when you have a niche such as Law Tigers that is built on over 20 years, And it allows us to, to really tribute, truly be the industry experts

Chris Dreyer

Welcome to Personal Injury Marketing Mastermind, the show where elite personal injury attorneys and leading edge marketers give you exclusive access to grow strategies for your firm. Niching down can be kind of scary, but Dave Thomas is here to tell you can be a great fit for your legal practice. He’s the National Vice President of Business Development at Law Tigers and agency that helps PI firms get more motorcycle accident cases. Their model is a blend of digital, traditional and grassroots marketing. And they’re here to preach the gospel of specialization. I sat down with Dave to talk niches, referrals and building trust with your target audience. I’m your host, Chris Dreyer, founder, and CEO of Rankings.io. We help elite personal injury attorneys dominate first page rankings with search engine optimization. Being at the forefront of marketing is all about understanding people. So let’s get to know our guests. Here’s Dave Thomas, National VP of Business Development at Law Tigers.

Dave Thomas

Yeah. You know, a great question, Chris, I spent about 19 years in healthcare. I began that career as a recruiter, a nurse recruiter, and kind of worked my way up the ranks to leading teams of physician recruiters and talent acquisition as such. And, and so, um, it’s been, like I said about, you know, a couple of decades in, in that space and it was just looking for a little bit of a change and, and had an opportunity, uh, to be available. And actually one of the owners of Law Tigers found me through an executive search. Uh, that made the introductions and, you know, I, I love what I heard about niche marketing and, you know, I’m kind of a marketing, you know, background guru. I just love it. I’m just, just, just, you know, kind of just really locked into learning more about it and how it works and how it can be more effective for clients. And when I heard about the motorcycle, uh, practice niche within the person injury space, I thought it was a brilliant concept. So they had me right away. So it was, it was worth taking the leap into an unknown territory.

Chris Dreyer

Yeah, just right out of the gate. And I know we’re going to talk about the details, but I think the overall strategy is just so smart and we’ll get into some of those elements, but yeah, I agree. They would have hooked me as well. You know? Uh, let let’s talk about, you know, are there similarities between legal medical or was it like, Hey, you know, I’m, you, you had the passion for marketing, but was it like a big leap or was it, Hey, this is business. Let’s get it.

Dave Thomas

Absolutely great question. You know, it’s, it’s interesting. Uh, many that know me and get to know me realize that I’m not a really hardcore salesperson. And in my background lends to being more of a, uh, you know, operations and strategic minded individual that kind of worked in healthcare. Uh, but this job is very much that I’m selling a beer. Uh, high value, uh, you know, uh, comprehensive marketing, uh, program. And, um, but yeah, I took to it like fish to a water, Chris, and there’s some very, uh, similarities in the audience that I’m speaking to. So I spent years chasing physicians around the country, and now I’m doing the same with the attorneys. They share some of the same, uh, head space. And, um, let me see the best way I could say this politically. Uh, you know, some of them walk around with a God complex and a local, a little bit important, uh, you know, to the community. And so, uh, I, I tend to, to do well and in communicating with, with physicians and attorneys and, and so, yeah, it was very, very similar. I felt very, very comfortable making the transition. Uh, you know, what was new to me is really just understanding how to navigate. You know, through legal marketing. I didn’t realize that, you know, that is definitely the backbone to the success of, of law firms. If they want to grow their practice, you know, they, they have to get the marketing. Correct.

Chris Dreyer

Yeah. And I, I couldn’t agree more and we’re definitely gonna talk, uh, talk about those different elements of marketing, really dig in, you know, but for those listening who don’t know what Law Tigers, uh, does or who they are, you know, kind of just give us a backdrop.

Dave Thomas

Yeah, a high-level overview. So Law Tigers has been around for over 20 years and we are a mixed marketing, uh, um, uh, company. Uh, one of the things just start by saying a motorcycle injury, uh, marketing company. Uh, we, we do that with a comprehensive infinity marketing program, which consists of three buckets in that digital marketing, traditional advertisement, and also grassroots marketing advertisements. Uh, you know, our goal, um, uh, for attorney firms that, that actually buy into the Law Tigers brand, what we do, Chris, we licensed it out to personal injury law firms across the country, almost similar to a franchise model, but that’s not bar Fraley. So I stay away from the district that way. Uh, and we do, uh, all the time working for the firm. And obviously we have just a targeted niche and that’s just motorcycle cases. And majority of us are writers ourselves. Uh, we approached that, you know, if you trust, you know, being authentic and, uh, being in the trenches with the riders and, and the result of that is the trust takes us to the next step of, of them reaching out to us. If they, if they have a need of, they were in, unfortunately,

Chris Dreyer

Yeah, absolutely. It’s, it’s definitely an interesting model because you’ve got the B to C tied in with the B2B, with the, and you, you took, so I had, my next question was going to ask very similar to a franchise model, but we won’t use the word franchise, we’ll say licensing. Uh, so let’s, let’s talk about that. Let’s say that, um, you know, how does that work? If, if you, if an a personal injury attorney wants to kind of. Use the trust that that Law Tigers is built for 20 years and this, these proven marketing strategies in different areas, you know, what does it look like to apply, to become a member? And, uh, you know, what’s in it for them, what’s in it for the listeners.

Dave Thomas

Oh, absolutely. So, so, you know, the best way I can answer that question is, you know, most firms that see document. They’re looking to diversify their practice. They’re looking for a competitive advantage. Right? And so motorcycle cases, you know, it’s just that we know that there are a whole bunch of them across the country and every territory that we, we represent represented some of those that we’re looking to represent. Uh, and, and it’s backed by, you know, as you know, obviously, unfortunately now when they go down on bites, uh, you know, they’re very serious injuries, right? Very, you know, they can be highly catastrophic. And so, and so these cases are extremely valuable cases, uh, to, uh, the injured, but also to the charges is also for their fees. Right. Uh, but let me go back to you to the initial question. So, you know how this happens is obviously I’m the VP of business development. My responsibility is to grow the brand across the country membership, um, onboarding of all time. And so, uh, it’s an exclusive membership, uh, Chris. So, uh, once we go into a market and it’s really aligned to DMH, and I know you get this morsel TV buys, so there’s some states that have multiple deep DMS, such as California. For in Southern California to Northern California, you have states like Georgia, that has one or Louisiana that has one as well. Uh, so, uh, once we identify a to partner in that, in that market, it’s off the table. We won’t sell it to a competing firm. And, uh, so they own the rights to the brand and we brand under the law. Uh, obviously the marketing law title. And they adopted our mixed marketing team here. We have a highly comprehensive team of digital, uh, advertisers and our overseas buyers or traditional. And our grassroot game is, is, is one of the most complex offerings that we have. I think that, uh, you know, we, we often, uh, identified as a secret sauce, right? It’s, it’s, it’s something that is very hard to replicate and it would take years to, to really, you know, get it kind of tuned into where, where we’ve, we’ve gotten it. So, uh, So, um, yeah, so I’ll jump into the element later, but our grassroots is, you know, our market managers are on the road every day and they’re winning friends and influence people there, a meeting with Harley Davidson dealerships, tow companies, parts stores, they’re supporting community drives, uh, healthcare. Uh, first responders is a pretty cool role and that’s really what I feel in my opinion is what gets us over the hump and, and put us a true competitive advantage.

Chris Dreyer

One thing that makes a lot of tigers unique is their grassroots marketing. They have 35 regional marketing managers across the country, working directly with the motorcycle community in a given area. I wanted to know how do these grassroots marketers fit into the overall strategy? And what’s the advantage of having boots on the ground.

Dave Thomas

You know, they are the face of the program. So if you’re a rider, if you’re not a rider, uh, they’re our first point of contact in the committee. Uh, now their role, they do have to ride. And so they, they do, uh, what you just mentioned. You’re at local rallies, regional rounds, uh, national rounds. Uh, there are a lot of community relations events. Uh, they are, uh, really out there. And I know you’ve written this book, but, uh, winning friends and influencing people, uh, you know, that’s a, you know, our, our, our, uh, grassroots efforts make up of 40 to 50% of, of our generating cases. So that’s a huge part. Yeah, it’s a huge number. It’s, it’s one of the most important pieces to our, uh, you know, kind of extending the marketing strategy if you will. Uh, but yeah, these guys and girls that we have 42 stretch across the country, we’re in 36. Uh, states 47 markets and we’re growing and, uh, you know, uh, it’s at the core of what we do, uh, what I’d like to just mention to you as I, I know what I’ll touch on digital and traditional, but it’s really a true infinity marking. When you talk about the multiple multichannel media approach, they all support each other.

Chris Dreyer

Yeah, I couldn’t agree more and I think that’s phenomenal. And here’s the thing, and I know we’re going to talk about traditional too. I see you guys as brand everywhere around where I’m at the billboards. I just see it. And so it’s just really top of mind memorable. I know exactly, you know, what lock Law Tigers represents. The billboards have that one key message. Uh, but you know, let’s, let’s talk about digital marketing. You knew I was going to go there next. Uh, and I looked up your guys’ site on. Some competitor analysis tools you’re doing well with SEO. I imagine that all the content, all of the messaging is catered to one persona so that when you type in those, you know, motorcycle keywords, you guys have a strong chance to show up.

Dave Thomas

That’s correct. Uh, you know, so we have a team that are experts in that area. I don’t claim to be, but. It’s, you know, it’s what you said. It’s kind of a flywheel approach. You spend a lot of time on marketing optimization and SEO, PPC, you know, anything that falls into the digital realm. We do it in house here. Um, you know, our team, we have content specialists content, right? Yeah, videographers that they’re on the road, they’re shooting day in the life at our firms across the country. Uh, you know, they’ll show up at a, a bike build. And so it’s, it’s really true. Uh, you know, and it’s true. It’s form of being authentic to riders. And so, uh, you know, part of the digital is a huge push, you know, as well. I I’ll probably use only LinkedIn and other platforms and, and I can consider yourself as a girl and the art scene here. Um, you know, that’s really pushing that needle as we go into too many marks. Uh, digital is, is really shown to, to, to be a quick start blocks. And what I mean by that is it’s the impact on generating cases is, uh, you know, like your speed competitively, some other mediums don’t hear that. Don’t, don’t share that with other teams that represent other means.

Chris Dreyer

Right, right. Yeah. And you know, from a local SEO. Yeah. The map pack standpoint, just, just keen on that for a moment it’s broken down into three factors, relevance, distance, and prominence. Well, you couldn’t be more relevant when all of your views are talking about motorcycle accidents. You’re the types of cases that the safety initiatives, the grassroots, the relationships is, everything is just talking about motorcycle.

Dave Thomas

Yes, that that’s the key, um, everything we do. And, and that’s the true form form of the dependent of, you know, guide to niche marketing is, is that we have, um, an advantage, right? Because you play on one small sandbox and it’s just like, uh, you know, I use other narratives, you pricey some of my posts or talks around, you know, look at, uh, in and out burger. Or are you looking at single layer? You’re looking at. You know, these, these niches, I mean, you can niche down. I mean, I always say that, you know, it’s, you’re, you’re, you’re going to be, uh, you know, in front of your, your competition, right? Because, uh, you know, initial, beat out a generalist any day. And I think, you know, all marketing mediums were all wrong. To develop trust and, and, and win over right win over the trust of, of, of our future clients. And so, uh, we’re able to do it, uh, more so at a grounds at the grassroots level that that really builds, uh, uh, you know, that, uh, you know, likeability and, and understanding that we’re one of you and we’re, we’re all together. We’re family. So we, like I said, we have a leg up in that respect, but it’s still a lot of work. To get them proud of these riders in for them to trust them, to enroll all Titus brand and process.

Chris Dreyer

It’s it’s interesting. You keep saying that word trust and that’s immediately. What I think of, I was, I just had a conversation with the sales professional re recently, and he said, every conversation is a conversation built upon trust and every sale is built upon trust. And, you know, we had Seth Goden on the podcast and he talked about niching down. He said, you know, find the subset of a population where you can help them and just be exceptional. And so let’s talk about some of those, and we’ve already highlighted some of the big benefits of niching, but you know, what are some of in your eyes? You know, we mentioned trust, what are some of the big benefits of niching?

Dave Thomas

Yeah, well, you know, uh, the Jack of all trades, uh, you know, it used to be attractive, but you know, it’s, I think when you’re injured, you really need, I mean, for, for any, you know, spread across all spectrums, you know, I don’t care if it’s cable. You know, uh, you know, our service around your home. You want the expert, right? Especially if you, if you’re injured, you hurt yourself. Uh, uh, you, you want, you want the backs, right. And I think that’s that, that allows you to, to really target your audience. I mean, so when you have a niche such as vol tigers, that over 20 years, It allows us to, to really, truly, truly be the industry experts. And so that’s the value proposition. I mean, attorney firms across the country where they live to partner with us, they said, Hey, you know what? I want to be identified in my local market as the motorcycle lawyer of choice. And we know that, uh, by, by partnering with bald tires and, and, uh, as a campaign and brand that we can do that. And we, we, we will allow them to, you know, be themselves as well. It’s it’s interesting. It’s something that we, we, we kid around the office a bunch. Is that gonna be a lot of fun and what we do? Uh, it’s a, it’s almost like a, like a fraternity, uh, uh, you know, of individuals who are kind of, you know, highly underserved and in the personal injury space in somewhat misunderstood. Right. And, and, you know, as we open up in conversations, you know, I’ve made a transition from healthcare to Lincoln. And when you talk about bikers and writers, I had a true stereotype of what that encompassed. I thought it was just a, you know, a leather vest with a bunch of tattoos and a lot of MCs in the motorcycle clubs. But you know, when we’re out there and the community in supporting not only community, but riders, they come from all walks of life. Uh, and so they’re doctors, they’re lawyers, you know, they’re, you know, uh, you know, they, they, they have all different types of professions and you’ll be surprised with now some of the bikes that are just through the roof, um, you know, it’s almost, uh, uh, screens out a certain demographics even before the bikes. So it does lean towards some of your, your heart earning professionals. But, um, you know, so I’m, I’m kind of a digression on your question, but yeah, so we’re able to really meet people exactly where they’re at. Uh, you know, the Law Tigers, you know, you’ll see a lot of personal injury attorneys and this is not to put them down in any way, but they’ll have their face on a billboard. And, uh, you know, we kind of call them talking heads. And so when you look at our billboards, as far as traditional, you see the tiger and the tiger takes on a life of its own. Obviously there’s different meanings for different people around glory T and protect. But it means it meets people exactly where they’re at. So, so it’s very, non-discriminating, it’s discriminating towards, you know, backgrounds or religions or race or anything like that because people relate to, uh, the brand of the title. And I, and I just thought that was brilliant by one 11 bombing. You obviously created the brand, uh, some years ago that, uh, I said, you know, that that’s brilliant because your brand is when others are saying or thinking about you when you’re not.

Chris Dreyer

And, uh, so, uh, we can take full advantage of that getting firms that refer clients to PI attorneys get a cut for each case, but that’s not how it works at Law Tigers. I asked Dave to explain how and why they treat referrals differently.

Dave Thomas

Yeah. So, you know, at the core of what we do, uh, the referral program is built into Law Tigers, right. Uh, but our attorneys, uh, take a hundred percent of their fees. So we don’t do any. Uh, so, uh, it’s, it’s much more than a referral program. Uh, you own rights to the brand. It’s a 30 year membership membership, excuse me, that renews on nine terms. So it’s a very long-term plight. We’ve had members with us over a decade that actually extended their three-year membership for junior associates. Many firms, uh, really enjoy us that have legacies as well, uh, because they want something to leave behind for their kids. Uh, when, you know, there’s time for them to retire, you know, uh, crystal loved the challenges that many firms are embark in and not speak to many attorneys like yourself daily is that they put so much pressure on their own brain, uh, to perform for them and not, and not just, you know, as an individual, but everyone depends on their brand. Right. You have a time you’re smoking with Brian. And the name on there from that that attorney is no longer practicing in there, but they, depending on that grant. So when you bring in a companion brand, it allows you to extend, reach into, you know, uncharted territory that otherwise your brand probably don’t have access to, um, you know, reaching into, but it also gives you opportunity to gather and dominate additional market share in the market. And so that’s why we really describe it as a friendly companion branching, existing brand. It’s no different than what Nike and Jordan are doing, you know? Some kids are pretty competitive in sports and they just love Jordans. And the reason I talk about it, because it breaks my bank every time he’s Jordan writing a letter and let him know, man, Hey, bring down the prices, but they love Jordan, but I’m an old school Nike guy. Right. And so, uh, but my point is it’s still complimenting the same bottom line. And so when you look at a firm, that’s looking to diversify your practice. You know, do you know, uh, extend your reach into other areas that make your brand don’t have the access. There are, you know, an opportunity to, to, to, to reach then, you know, I would say consider bringing in a companion brand. Um, what other, you know, better space in the motorcycle cases is one hell of a practice area.

Chris Dreyer

I couldn’t agree more. And I have some follow up questions on that too, but, but the one thing that I always see that I love about your billboards is it says like, you know, in a motorcycle accident question mark, it’s like one statement. I’ll see some of these billboards on the highway and it’ll say car accident, question marks, slip, and fall. Like, what are you doing? You’re not contextualizing the investment. People aren’t slipping and falling on the road. Like I know you’re trying to maybe build a brand, but I think contextualization is everything when it comes to marketing because of how saturated it is. And I, so first of all, I think that’s just critical. I love the no fee sharing, you know, with the referrals and get a hundred percent of that. And my second question is this. And, and do you see, I was going to ask it. Of your members that are succeeding. Are they just going all in Law Tigers? Are they moonlighting a little on the side doing a little bit slip and fall cases? The other stuff, or is it those just laser focus and just going all in?

Dave Thomas

Yeah, that’s a great question, Chris. You know, majority of our members, they own multiple markets and I think that speaks to the value. Uh, you know, many of them are, you know, they’ll buy one market and a year or two in, they’ll see that the skill ability of, of a motorcycle. And, you know, we’ll get back on the phone with me and Dave and I want to buy the neighborly state. So majority of our members, they own multiple markets. I think that, uh, you know, um, that’s smart, right? Because if you find something that scales and, and you, you have a brand that’s going to bleed over another DMH. It’s nice to, to, to, to gain that territory. Um, yeah. Also where, you know, members that are successful with us or just, you know, great operators and get great trial attorneys. I mean, honestly these cases that there are a lot of them, as I mentioned, I mean, just in Florida and this is top of mind because I’m, I’m working on growing out a lot of tigers in that market right now. And depending on what we have for the markets to sell, but just in hoarder alone, there’s over 10,000 injuries and unfortunately fatalities annually there and result to motorcycle, uh, And so, um, that number right there is just outstanding. Now I must, I must point out that all of our marketing in you you’ve witnessed it. We don’t focus on the, the horrific events of motorcycle crashes. A hundred percent of what we do in the field is around awareness and rider education. Um, uh, that’s I mean, once again, you know, uh, the owners of Law Tigers, they both ride. And like I said, many of us do as well. The last thing we want to happen is for you to go. Well, we know it’s a lifestyle choice, right? Anytime you take a little risk jumping, a bike is not the question of if, but, but when it’s like being a football player, and I know you’re a big guy, let’s say you make play a little sports. I’m an ex football guy and I afford, these are your reasons countless of others, are you? But I understood that that was, you know, probably, you know, it was a highly possibility of that happening and the same thing in the motorcycle space. So, um,

Chris Dreyer

Yeah, no, that makes complete sense. And I see a lot of it, you know, the, the motorcycle helmets, the, the precautions of defensive riding and, you know, the charitable giving and just support that you’re promoting. And, and I see that everywhere, and I’m sure that also brings trust to the writers as opposed to always painting that picture of gloom and doom and gloom type of marketing around there.

Dave Thomas

Yes, absolutely. Yeah. And that’s important. It’s really a lifestyle play with us. Right. Everything we do has the direct callback. Uh, you know, we have a variety of benefits where, you know, if someone was, you know, you know, uh, in the accident and someone actually avoided the scene and pulled off, and if it gets American and community, you know, took the license plate down or anything like that, we’ve given out rewards locally. So by everything we do is to really support the riders. I think that’s the only way to do it. I mean, you know, when you’ve been looking at marketing, you know, one would ask me, you know, what’s most important about marketing. You know, marketing potion, the heart. I mean, you have to be your truest form. You have to be strictly, I mean, it has to be a hundred percent authentic, right. Knowing the positive moment of truth with your audience. And so that’s what we, we try to do our best, you know, uh, of, of just being, you know, who we are and that nothing different. Right. And so, um, you know, it’s, it’s, it’s, it’s been working out for us for, for, for quite some time. And you, you speak for our members. Early members in our, in our, in our program, you know, we make it, you know, two, 3 million in fees and, you know, just, you know, a year before the pandemic, our Arizona market, you know, took in 20, 20, a million dollars in fees alone. Wow. And as your question, uh, that was just strictly motorcycle cases. So they’ve been at it so long and they see the value of motorcycle cases. They turned their farm strictly into a motorcycle. Uh, no. So that, that happened across, uh, the medium for, for Law Tigers? No. Are there, uh, members, they work in the other general areas, uh, within PI and they work with, you know, other, other areas that fall in the umbrella pie. But they do see the extreme value and habit, an initial practice, because it does a couple of things. Not only the value of these cases, it allows you to go compete. Like you have some large Rainmaker firms and we know who they are, every market and you know, they, they kind of outspend each other. But if you can get a competitive, initial job rating, it’s almost like we’re, we’re like this little fishbowl that the bear cat put his hand into the bowl. Right. It doesn’t fit because we carved it out. And even if you tried to do it, and many people have done this, Chris where, you know, Photoshop and cell phone, uh, uh, leaning on a bike or, you know, hiring an influencer to, to, to promote the program. And I’m not picking on them, but, uh, you know, riders are very picky. They, they, they want to see you in the trenches. They want to know that not only that, you know, you can put up a billboard and you can, you know, write some great content, but that you’re actually there for them that you’re, you’re shaking hands and, and you’re building those, those meaningful relationship.

Chris Dreyer

Yeah. And there’s a couple of things there that I just want to piggyback on. As you know, most legal, most law firms are built in a fractured environment where they’re restricted to their local environment and that’s, that’s their brand and that’s where it just centers and kind of expands out where. Since you have this relationship with the, the leasing with the licensing, you, you don’t work in a fractured environment. You can actually work nationwide. So my piggyback question of that, and my follow-up question to that is something like let’s, let’s talk like, um, let’s talk Google pay-per-click pay-per-click if we were going to do it in, let’s say Los Angeles. You know, it would be extremely competitive, but can you bid on some of those broader terms across the nation and kind of pull the spin to kind of rising tide to help everyone

Dave Thomas

you’re exactly right. And you know more about that. I do Chris, but you’re exactly right. It’s, uh, you know, the nationwide, you know, passenger net broad, uh, worst Ross, uh, because once again, it’s just more motorcycle. And I’ll spend a question back on you. Um, what are some areas that you’ve done? Some research, um, how do you think we favor in, in, in, in those approaches?

Chris Dreyer

Well, I think you do really well. That’s why, that’s why I asked him. I think he did incredibly well for SEO. You know, SEO is my main focus. Uh, I, I looked at the, the Google ads strategy. I always wondered, you know, law Tite law. Tiger is memorable. It’s a great name, you know, bike tiger or bike law or something. I was just wondering, you know, maybe there was something there, but it, I mean, that ship has sailed. That was 20 years ago. You would have had to make that decision.

Dave Thomas

Exactly and a lot of tigers and, you know, aiming to do it with, with bikes. And so, I mean, people call it tiger long, but, uh, no, you know, keywords are critical, uh, but it’s really bouncing independent marketing. Uh, we, if you look at our strategies, even with traditional and digital, where we, we don’t, we don’t claim to be the master in both of those areas, but we do enough to, to, to really, you know, move the needle. And, uh, and it’s on the back of Hills of our grassroots, uh, in the community as well. So we don’t have the se, you know, if you look at, you know, our, our, our SEO, I don’t think we’re going to be in this enhance what you’re offering. But once again, we just kind of really target our niche within the motors.

Chris Dreyer

Yeah, and you’re doing really well with that. And so, you know, a couple of final questions here, Dave. So, you know, w what’s, uh, what’s a few of those big markets. What’s a few of those big open markets for our listeners that you’re, uh, that you have open and what’s, what’s an investment look like. I know that every market’s probably different, but what’s, what’s an investment look like

Dave Thomas

a great question. So, you know, right now, uh, I think I’ve mentioned we’ve, we’ve kind of grown in Western part of the country working only for the Southeast and Eastern part and not, not the, uh, I forget the name. So right now, some of the hot markets in my opinion are, you know, Florida. We have Ohio available, Michigan, Philadelphia, uh, Wisconsin. Come on. That’s the, that’s the headquarters of Harley-Davidson. So some of these markets that are left, uh, out there available, I tell you, you do have, uh, affirm in that market. Uh, we dealt with. Uh, once again, I’m not a pushy or hardcore sales person, I’m just more so interested in opening up a relationship with you. Uh, and so the cost, Chris, it does vary. Everything is tied to, uh, actually accidents, number of injuries and fatalities, insides of your marketing. Uh, but, you know, w we really take an approach as we’ve, we’ve grown into short as a brand to work with you and, and, and to, to make sense of your great operators and you see the value in diversifying your practice and your targeted niche, then, uh, let’s talk, uh, I’d love to, you know, kind of, you know, we have a build-out performance for every marketing. Uh, that, that scales, uh, in a six year period, and we, we we’ve actually drawn it down to projected pages that we were bringing you annually. So we’re very results driven, but not all results driven, analytical, and data-driven as a team, we track everything, the numbers, the truth, or the numbers of stress. And, uh, we go into a market. We should, we should have a strong opinion, uh, that we could bring, uh, X amount of cases. Uh, for example, I can kind of dig a little bit deep, deeper. Uh, for Orlando, we know that there’s over 27 injury over 2,700 and reasonable salaries and not marketing alone. Uh, and, uh, so, you know, uh, you know, 4% of that number don’t quote me exactly. I’m trying to do my math. Uh, I think we’ll bring north of 70 close to 80 cases a year. And so, and we understand that there’s going to be some prick resolutions and you know, there’s some other outside oper operational, uh, you know, challenges maybe with a lower limits in your area. Uh, I will make mention that, you know, you know, for the 1% contributory mark, uh, states, uh, where we occupied three out of four, so we are we’re in, uh, uh, Virginia. We are also in Alabama. And, uh, there’s another in North Carolina in North Carolina. So three of those states there where most people would say, wow, then, you know, how did you guys launch Law Tigers in those markets with 1% contributory thing? Well, I tell you what, it’s just an incredible mission operate in. Obviously we partner with some of the best farms in the area, so I’ll give kudos to those guys to be operated, right. And then we have a great team here in Phoenix, Arizona, or corporate office where I, where I’m housed and where our office out of and our marketing team. They love what they do. And, and it’s, it’s their, it’s their pleasure and, and complete obsession with, uh, driving value to the firms that we partner with.

Chris Dreyer

Fantastic. Fantastic. David, uh, you know, what questions is there anything that I didn’t ask that you, you want to, uh, to cover and then where can our audience, uh, learn more and, and where are you most active on social media?

Dave Thomas

Yeah. So I’m on a few platforms, uh, Twitter, uh, you know, Facebook and LinkedIn, you can just type in Law Tigers that get you there. When you have a couple of buckets, there were B2C and B2B, of course I live in the B2B area. So I’m for facing a lot of attorneys and, uh, and, and attorney firms that’s looking to, to join the Law Tigers, uh, you know, uh, you know, Chris, you asked a lot of great questions. You know, I would just say that, you know, just, uh, you know, another great thing is, you know, we, we all have different offerings to, to law firms, but it just shows that, you know, the, the true, uh, uh, marketers that are out there are vendors like ourselves. We’re going to provide value to, to our clients. And we’re going to be, uh, very authentic and honest in doing that. Uh, once again, we’re, we’re here to just really improve and enhance the process. Uh, of, of, of care to the injured and in the motorcycle space, but also we w we want to help law firms grow their practice. We’re very passionate about that.

Chris Dreyer

You know, the thing I love about Dave and Law Tigers is that they really know their customers because they’re out in the community with them. There’s a ton of value to be found in connecting with your target audience and becoming a touchstone for that community, whether it’s through resources, giving oranges, I’d like to thank Dave Thomas from Law Tigers for sharing his story with us. And I hope he gained some valuable insights from the conversation you’ve been listening to personal injury, marketing mastermind. I’m Chris Dreyer. If you like this episode, leave us a review. We love to hear from our listeners. I’ll catch you on next week’s PIMM with another incredible guest and all the strategies you need to master personal injury marketing.

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