How much staff do you use to send out materials and follow up?

I have one staff person who works about 30 hours a week who is totally devoted to marketing. I have another staff person who works about 15 hours a week who is almost totally devoted to marketing. Of their marketing time, it is roughly split 50/50 between marketing my law practice and marketing Great Legal Marketing. I also rely heavily on my CRM software ( to keep my life organized and to be able to put every new contact who has sought me out into a marketing sequence that delivers materials, both mailed and emailed, and now an outbound telephone call back to them.

Ben Glass
Ben is a nationally recognized expert in attorney marketing and the owner of Great Legal Marketing.