Most personal injury firms burn through marketing budgets without understanding why their lead generation keeps failing. Devin Downey, founder of Blue Sky Legal, pulls back the curtain on what actually works, and what's putting firms at serious compliance risk. From the "vampire clients" you'll never reach to why your intake team's follow-up strategy is probably costing you cases, this conversation challenges everything you thought you knew about paid lead acquisition. If you're spending money on leads but not seeing ROI, this episode will show you exactly where the breakdown is happening.
Timestamps:
00:00 Introduction to Legal Edge and Guest Devin Downey
00:44 Devin Downey's Background and Blue Sky Legal's Origin
02:40 Challenges and Strategies in Legal Marketing
04:30 Compliance and Ethical Advertising in Legal Marketing
08:22 Mass Tort Marketing and Client Relationships
15:15 The Role of AI in Legal Marketing and Intake
20:03 Effective Lead Generation and Intake Processes
27:02 Performance Review Challenges
27:18 Importance of Screening and Questioning
27:42 Lead Generation and Attrition
28:52 Evolution of Intake Processes
29:27 Online Journey and Attrition Study
31:25 Branded Advertising vs. Referral Partners
32:20 Intake Follow-Up and Speed
33:44 Challenges in Lead Attribution
37:44 Media Buying and Lead Sourcing
41:58 Compliance and Risk Management
43:57 Rapid Fire Questions
48:31 Conclusion and Contact Information
Follow Rob and Devin:
Connect with Rob:
LinkedIn: https://www.linkedin.com/in/rob-rosasco-57672a3/
Website: https://www.toodarnloudmarketing.com/
Connect with Devin
LinkedIn: https://www.linkedin.com/in/devindowney/
Website: https://blueskyLegal.com
Most mass tort marketing follows the same tired playbook, spray and pray on social media, burn through budgets on expensive search ads, and hope something sticks. But what if the most effective channels are the ones everyone else has written off?
In this episode, Zack Smith and Holden Berlin of Transport Digital Media share how they've built a lead generation machine that starts with data, not platforms. From their "cradle to grave" approach that controls every touchpoint to their surprising success with print media, they reveal strategies that challenge conventional wisdom in legal marketing. You'll discover why Camp Lejeune campaigns require different tactics than Roundup, how a sensitive doctor abuse case settled in record time through Spanish-language marketing, and why the intake process, not the ads, is where most campaigns fail.
Timestamps:
00:00 Introduction to High Performance Digital Marketing for Law Firms
00:48 The Origin Story of Transport Digital Media
02:39 Building a Unique Marketing Approach
07:50 Data-Driven Strategies for Legal Marketing
18:21 Challenges and Successes in Campaign Implementation
28:33 Facing Pricing Challenges in New Ventures
29:02 The Underrated Power of Print Media
32:06 Building Successful Client Partnerships
36:29 Understanding Marketing and Lead Generation
44:47 Future Trends in Legal Marketing
50:15 Advice for Law Firms on Marketing Strategies
54:45 Conclusion and Contact Information
Follow Rob Rosasco and Zack Smith & Holden Berlin:
Connect with Holden & Zack:
LinkedIn: LinkedIn: https://www.linkedin.com/in/rob-rosasco-57672a3/
Website: Website: https://www.toodarnloudmarketing.com/
Connect with Zack Smith & Holden Berlin:
LinkedIn: https://www.linkedin.com/in/zacksmithprofile/ | https://www.linkedin.com/in/holdenberlin/ Website: https://transportdigitalmedia.com/
In this episode of The Legal Edge, Rob Rosasco sits down with Tim Corcoran, one of the most respected voices in the business of law. As a consultant, speaker, and former law firm executive, Tim helps firms rethink their models, align their operations, and unlock their profitability. This conversation dives deep into what's broken in traditional law firm operations, why the billable hour model hurts firms more than clients, and how partner incentives often work against firm success.
Tim shares insights from his decades of experience working with hundreds of law firms, revealing recurring patterns that hold firms back and the strategic shifts that can transform them. From compensation structures that actually align with firm values to the metrics that matter most, this episode provides a blueprint for law firm leaders ready to think like CEOs rather than just practitioners.
Timestamps:
00:00 Introduction to The Legal Edge
01:00 What's Broken in Current Law Firm Models
02:00 The Billable Hour Problem: Why It Hurts Firms More Than Clients
04:00 Risk Aversion vs. Innovation in Legal Practice
06:00 Learning from Other Industries: Disruption Roadmaps
09:00 Case Study: Transforming Partner Incentives
15:00 Measuring What Matters: Beyond Billable Hours
19:00 Matter Profitability vs. Firm Profitability
22:00 Client Retention and Cross-Selling Metrics
25:00 Aligning Compensation with Firm Values
28:00 Marketing as Strategic Driver vs. Separate Function
32:00 Marketing vs. Business Development: Key Distinctions
38:00 The Future of Legal Services and Innovation
43:00 Corporate Ownership and Private Equity in Law
46:00 The Mindset Shift: Partnership Success Over Individual Gain
48:00 Leadership Gaps in Managing Partners
51:00 Book Recommendations for Law Firm Leaders
Connect with Tim:
Website: https://bringintim.com
Email: tim@bringintim.com
LinkedIn: https://www.linkedin.com/in/tcorcoran/
Connect with Rob:
In this episode of The Legal Edge, Rob Rosasco sits down with Andy Donaldson, partner at Holtsford Gilliland in Montgomery, Alabama, to discuss the unique challenges of marketing an insurance defense firm. Unlike consumer-facing law practices, insurance defense firms operate in a niche where reputation, relationships, and strategic visibility are key. Andy shares his journey into insurance defense, the evolution of marketing in the industry, and how firms can effectively position themselves in an increasingly digital landscape. Whether you're looking to refine your law firm’s marketing approach or gain insights into the world of insurance defense, this episode is packed with actionable strategies.
Timestamps:
00:00 Introduction to Legal Edge Marketing
00:42 Meet Andy Donaldson: Insurance Defense Specialist
01:13 Journey into Insurance Defense
03:44 About Holtsford Gilland: Firm Overview
07:32 Evolving Business Development Strategies
11:33 Marketing Challenges for Insurance Defense Firms
18:52 The Importance of Reputation and Relationships
22:54 Client Acquisition Strategies
24:04 Understanding Our Core Focus
24:29 Challenges in Cold Outreach
25:32 Building Personal Connections
26:42 Common Mistakes in Law Firm Marketing
28:07 Leveraging LinkedIn for Marketing
35:26 The Importance of a Professional Website
37:38 Future Trends in Legal Marketing
46:11 Advice for Modernizing Law Firm Marketing
48:09 Conclusion and Contact Information
Follow Rob and Andy:
Connect with Rob:
LinkedIn: https://www.linkedin.com/in/rob-rosasco-57672a3/
Website: https://www.toodarnloudmarketing.com/
Connect with Andy:
LinkedIn: https://www.linkedin.com/in/m-andrew-donaldson-75226530/
Website: https://www.hglawpc.com/andrew-donaldson/
In this episode of The Legal Edge, host Rob Rosasco sits down with Jon Cumberworth, CEO of Intake Engine, a company revolutionizing how mass tort firms convert leads into signed clients. Jon pulls back the curtain on what's really working in legal intake today, sharing insights from his journey from oil and gas to becoming a legal tech pioneer. From building Client Chat Live in 2008 to now leading automated intake systems that handle everything from initial contact to e-signature, Jon reveals the systems and strategies that separate successful mass tort firms from those leaving money on the table. This conversation dives deep into the intersection of law and technology, exploring how AI, automation, and smart workflows are transforming client acquisition in an increasingly competitive landscape.
Timestamps:
[00:00:00] Introduction - The Legal Marketing Revolution
[00:01:25] Meet Jon Cumberworth - The Systems Guy Behind the Tech
[00:03:00] Origin Story - From Oil Fields to Legal Tech Pioneer
[00:05:00] The Vision Behind Intake Engine - Blue Sky Legal's Tech Arm
[00:06:00] Constant Evolution - Keeping Pace with Rapid Tech Changes
[00:08:00] Full Spectrum View - From Lead Generation to Client Conversion
[00:10:00] The Dinner Party Problem - Great Marketing, Broken Intake
[00:12:00] Mass Tort Lead Lifecycle - From Facebook Ad to Signed Client
[00:14:00] Automation That Works - Personalizing the Client Journey
[00:16:00] Response Time Reality - When Minutes Matter Most
[00:18:00] AI's Massive Impact - From Chat Qualification to Call Scoring
[00:21:00] Converting Better - What Separates High-Performing Firms
[00:23:00] The Netflix Expectation - Legal Marketing's Evolution
[00:25:00] Are Firms Keeping Up? - The AI Adoption Reality Check
[00:27:00] Quality Over Quantity - The New Lead Generation Philosophy
[00:29:00] From Leads to Signed Clients - Intake Engine's Hybrid Approach
[00:31:00] Qualifying at Volume - Logic, Criteria, and Edge Cases
[00:33:00] Low-Hanging Fruit - Simple Changes for Better Conversion
[00:34:00] The Future of Intake - From Basic Info to Medical Records
[00:37:00] What's Next - AI Feedback Loops and Regulation Concerns
[00:39:00] One Piece of Advice - Mapping All Client Journeys
[00:40:00] Rapid Fire Round - Myths, Stories, and Hard-Earned Wisdom
Connect with Jon & Rob:
Jon Cumberworth
CEO, Intake Engine
LinkedIn: https://www.linkedin.com/in/joncumberworth/
Website: https://intakeengine.com
Rob Rosasco
Founder/CEO, Too Darn Loud Digital Marketing | Host, The Legal Edge
Website: https://www.toodarnloudmarketing.com/
LinkedIn: https://www.linkedin.com/in/rob-rosasco-57672a3/
In this episode of The Legal Edge, host Rob Rosasco sits down with Matt Evans, partner at Evans Law Firm in Annapolis, Maryland. Matt opens up about carrying forward a three-generation family commitment to serving his community through law, and how that foundation shaped his approach to real estate, land use, and construction practice. From learning the business at his father's title company to navigating the challenges that nearly derailed his firm during COVID, Matt shares honest insights about building a practice that truly serves the people who need it most.
Timestamps:
[00:00:00] Introduction and Welcome
[00:01:25] Three Generations of Service - A Family's Commitment to Justice
[00:03:00] Finding Home at Auburn - Southern Roots, Maryland Practice
[00:04:30] From the Ground Up - Learning Real Estate from the Inside
[00:06:52] Building Something That Matters - The Evans Law Firm Vision
[00:09:03] Growing Through Uncertainty - Lessons in Resilience
[00:11:25] When Legal Meets Life - The Snake House Story
[00:13:36] The Mistakes That Keep Him Up at Night
[00:15:30] The Six-Figure Oversight That Changed Everything
[00:17:30] Protecting People Before Problems Arise
[00:19:20] What's Coming for Maryland Real Estate
[00:22:02] Finding Light in Dark Times - COVID's Unexpected Lessons
[00:25:00] Building the Foundation Before the House
[00:26:20] Hard Truths for New Lawyers
[00:27:40] The Relationships That Matter Most
Connect with Matt & Rob:
Matt Evans
Partner, Evans Law Firm
Website: https://www.msevanslaw.com/attorneys/matthew-s-evans/
LinkedIn: https://www.linkedin.com/in/matthewsevansiii/
Rob Rosasco
Founder/CEO, Too Darn Loud Digital Marketing | Host, The Legal Edge
In this episode of The Legal Edge, host Rob Rosasco sits down with Tim Bailey, partner at Bailey, Javins & Carter, a nationally recognized firm focused on personal injury and catastrophic workplace injury law. Tim shares his journey from growing up in the coalfields of West Virginia to becoming a managing partner of a powerhouse litigation firm. With insights into firm growth, marketing strategy, risk-taking, and team culture, this episode is a roadmap for law firm leaders aiming to scale sustainably and with purpose.
Timestamps:
[00:01:00] Tim’s Origin Story
[00:02:30] Entering the Legal Profession
[00:04:45] Going Solo and Taking the Leap
[00:06:30] Merging into a Leading Firm
[00:08:00] Building a Relationship-Based Referral Model
[00:12:00] Key Business Model Insights
[00:17:00] Managing Growth and Avoiding Overexpansion
[00:20:00] Creating a Culture of Loyalty and Longevity
[00:25:00] Marketing the Firm Without Gimmicks
[00:30:00] Lessons in Law Firm Sustainability
[00:35:00] The Future of Law: AI and Efficiency
[00:47:00] Leadership Philosophy and Team-Building
[00:51:00] Final Thoughts and Advice for Young Lawyers
Tim Bailey
Partner, Bailey, Javins & Carter
Website: baileyjavinscarter.com
LinkedIn: https://www.linkedin.com/in/timothy-bailey-2b8abb168/
Rob Rosasco
Founder/CEO, Too Darn Loud Digital Marketing | Host, The Legal Edge
Website: https://www.toodarnloudmarketing.com/
LinkedIn: https://www.linkedin.com/in/rob-rosasco-57672a3/
Welcome to The Legal Edge, the podcast that gives you a competitive advantage. I’m your host, Rob Rosasco. Each week, we dive into conversations with industry leaders and marketing experts to bring you actionable insights and inspiring stories that will help your law firm grow and connect with your ideal clients. Let’s get started!