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$5,000 to drive leads for a personal injury attorney.
Zero benefit to the business, as the client painfully expressed in a multi-page letter to Jerry.
I had to chase Jerry down multiple times to find out what’s going on with the project.
He gave me an attitude and called me vile names (DM me if you want to see it), instead of being contrite.
On the surface, his model of building relationships with chiropractors does have value.
But it’s a LOT of effort to build one-on-one relationships, and a lot of cost to do cold outreach, send personalized gifts, etc…
From the standpoint of opportunity cost, what would a busy lawyer be giving up to execute this program?
8 hours of sleep each week.
8 hours a week that could be spent with his or her family.
8 hours a week managing the firm, growing the team, meeting clients.
8 hours spent doing something else.
We’re not saying that reaching out to every chiropractor individually and courting them with one-on-one red carpet service wouldn’t yield referrals in the long run.
And to Jerry’s point, it would be refreshing to chiropractors to counter the “big ego” lawyers who don’t have time for the little guys.
The issue is putting the burden solely on the figurehead to personally handle this.
Because I’m the one who recommended Jerry Jariwalla, so it’s my fault if Jerry messes up.
I tried repeatedly to help Jerry– giving him coaching on how to get more clients, giving him a client, and trying to help him have reliable communication with the client.
But as he can tell you himself, I had to keep chasing him, while he kept calling me all manner of insulting names.
I helped him for free, as I do with many agency owners I coach.
I gave him many chances to make it right– but he was super confident in his view, arrogantly blaming the client and me.
The client explained in detail how this investment not only yielded no ROI, but actually hurt his reputation and caused other lawyers to question his competency.
Jerry– if you’re reading this, you’re probably mad and going to keep going in circles repeating the nonsense you’ve been giving me.
And ignoring everything the client has said.
But if you somehow realize you’ve made a mistake and need to own up, we are here to listen.
A simple apology to the client and me or even a partial refund would go a long way.
Much more than stubbornly insisting we are idiots who don’t understand what facts are.
You are a smart guy and I hope you learn that business is not about knocking on as many doors as you can, but developing relationships over the long run.
Dennis Yu
Dennis Yu is co-author of the #1 best-selling book on Amazon in social media, The Definitive Guide to TikTok Ads. He has spent a billion dollars on Facebook ads across his agencies and agencies he advises. Mr. Yu is the "million jobs" guy-- on a mission to create one million jobs via hands-on social media training, partnering with universities and professional organizations.You can find him quoted in major publications and on television such as CNN, the Wall Street Journal, Washington Post, NPR, and LA Times. Clients have included Nike, Red Bull, the Golden State Warriors, Ashley Furniture, Quiznos-- down to local service businesses like real estate agents and dentists. He's spoken at over 750 conferences in 20 countries, having flown over 6 million miles in the last 30 years to train up young adults and business owners. He speaks for free as long as the organization believes in the job-creation mission and covers business class travel.You can find him hiking tall mountains, eating chicken wings, and taking Kaqun oxygen baths-- likely in a city near you.