Trevor White and Shane Smith wrap up their 3-part series on law firm marketing with a blunt truth. Stop guessing. Start measuring. This episode shows you how to build a simple scorecard, read it, and find the real leak in your marketing machine.

They break down cost per lead, cost per appointment, show rate, close rate, CAC, lifetime value, and why benchmarks keep your ego honest. Shane shares hard lessons from bot traffic and a pricey Yellow Pages buy that looked busy but did not convert. Trevor admits he almost shut off a campaign while secretly closing 62 percent of cold leads. The fix was in the funnel, not the ads.

You will learn what to track weekly, how to separate branding from true marketing, simple ways to make “untrackable” channels more measurable, and why predictability cuts stress, protects cash flow, and saves your sanity. Big or small, treat your practice like a business. Build the dashboard, follow the numbers, and make changes based on facts, not feelings.

Call to action. Visit LegalEdgeCoaching.com for free training and a deep dive on your KPIs and funnels.

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