Breaking Barriers (Week 9): Your marketing isn’t failing… your INTAKE is.

Most law firms think marketing is “mysterious,” then blame vendors, the market, or the algorithm when results dip. In this episode, Trevor White and Shane Smith break down why marketing does not fail randomly, and how to find the real leak in your funnel using the right KPIs.They cover the difference between marketing and sales, why Shane prefers systems over creativity, and how early tracking started with simple tools like trackable phone numbers. The big takeaway: if every lead source is “down,” the problem is usually internal, especially conversion. They walk through what to measure first (click-through and next-step conversion), why cost per signed case (CAC) is the reality check, and how “getting bored” with ads can wreck a firm long before the market is done seeing them.Action item: pull the last 30 days of marketing data, calculate cost per signed case, identify your highest ROI bucket, and fix the exact step where conversion drops. No assumptions. Just numbers.The Legal Edge"Unlock the Edge"Get your FREE copy of The Power of the Pivot and learn more at https://www.legaledgecoaching.com/go/