About Matt Starosciak: Matt Starosciak brings a rare combination of legal, sales, and marketing expertise to law firm growth. After practicing law in both small and large firm environments, he became a top sales representative at the world’s oldest lawyer marketing company and has spent the past 14 years driving client development and revenue growth for leading law firms nationwide. He is the author of The Lawyer Marketing Book, a comprehensive guide to succeeding in today’s competitive legal market, and now focuses on helping attorneys achieve the highest levels of personal and professional success through Proven Law Marketing. In this episode, Ted and Matt Starosciak discuss: How Matt went from practicing law to selling for LexisNexis/Martindale-Hubbell and ultimately founding Proven Law MarketingWhy law firms need truly comprehensive marketing strategies instead of one-off products or channelsThe critical role of intake (answering phones, empathy, urgency) and how poor intake silently destroys ROIBalancing high-touch client service with the realities of scaling a boutique marketing consultancyThe evolution of legal marketing: PPC, LSAs, traditional media, video, and the growing importance of call tracking and review Key Takeaways: Law firms don’t just need more leads; they need a comprehensive marketing strategy that prioritizes how every dollar is deployed, tracked, and optimized, whether the budget is $1,000 or $100,000 per month.Matt’s biggest differentiator is how personally he takes client outcomes—he dives into numbers, listens to calls, and treats results as a reflection of himself, which is a major strength for clients but a constraint on how quickly his own business can scale.Intake is often the true bottleneck: many firms are paying hundreds of dollars per lead yet still miss calls, send qualified prospects to voicemail, or respond without empathy and urgency, effectively burning marketing spend.By using call tracking and listening to recordings, Matt highlights unanswered or mishandled leads in monthly reports, forcing firms to confront the real cost of weak intake rather than blaming their marketing channels.The modern legal marketing mix blends sophisticated PPC and LSAs with traditional channels like billboards, radio, OTT, and video—while social media and podcasting help build a relatable brand presence in increasingly competitive markets. “I think maybe one of the biggest changes in the market is the focus on intake. Nobody was really talking about law firm intake, and by that I mean what happens when that prospect hits the door or is on the phone, or sends a chat. I just think there's so much focus on that these days, and that's a big change, and it's a good change, yeah, because law firm intake, I think, is the biggest problem in the industry right now.” — Matt Starosciak Connect with Matt Starosciak: Website: www.provenlawmarketing.com Traffic to Leads Information and links JuvoLeads.com contact page: https://juvoleads.com/contact/ JuvoLeads website: https://juvoleads.com/ Connect with show host Ted DeBettencort: ted@juvoleads.com Ideas or guests for the show: ted@juvoleads.com Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.
