If you are kind and polite, the world will be right. (A prelude to the 2018 Legal Marketing Association annual conference – #LMA18)

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My legal marketing buddy Nancy Myrland and I both love movies. Notably, we particularly love movies where kindness is prevalent and inclusive behaviors are modeled.

At least that’s how I rationalize the fact that two grown legal marketers both adore the Paddington films. That little bear from deepest, darkest Peru has a mantra: “If we are kind and polite, the world will be right.”

Lovely, isn’t it?

This concept couldn’t be more important in our tumultuous times. “Disruption” is the word of the day, and, man, are we ever disrupted.

Of course, we see this culturally and politically, but we also see it in our legal industry. Technology brings amazing advances, efficiencies, and “super powers” we never knew we could possess. Would I have imagined 20 years ago, I would have a device in my pocket and social networks therein that would allow me to access friends and experts around the globe in an instant? Nope.

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However, this technology also brings great change. As the music industry, the print media industry, the photography industry, and many others have all witnessed, technology can cause customer migration, profit erosion, infrastructural change, and wholesale business model reinvention.

We in the legal space have known for years that this is coming for us – at what speed and in what fashion is still being determined. We are living in our own history right now, and we won’t see the forest for the trees for quite a while. However, we as marketing and communications and strategy and business development professionals must be on the forefront of these conversations, must embrace the new ideas, must socialize them within our organizations, and must be active participants in the writing of that history.

Fine, Roy. So where does Paddington come in?

Empathy and understanding and listening are crucial business skills that are too often dismissed as “soft.” Yet, having finely calibrated emotional antennae helps us predict the future and navigate the present. Culture eats strategy for lunch. A cliché but an apt one. Without accurately assessing the anxiety ridden waters in which we swim and finding ways to engage and allay our partners’ emotional pain points, we will never achieve the organizational focus required to create lasting, meaningful change.

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The next time you are in a heated conversation with partners over an issue close to your heart, stay calm, stay empathetic, stay committed, and don’t meet their energy at a heightened level. Underplay it, keep the facts on your side, and use empathy: why are they arguing your idea? why are they pushing back? Trust me, it’s not to torture you. Don’t make it about you.

First, lawyers learn through argumentation. That’s how they burnish ideas. Also, the money you spend, at the end of the day, comes out of their pockets. Understand that business model and appreciate it. Further, change isn’t easy for any of us. Who has bought an exercise book somehow thinking it will magically transfer abs to them without actually following the prescribed routines? This guy for one. Knowing that none of us want to change but that we must change, take the time to understand your partners’ histories, training, experiences and how all of that will impact their willingness to adopt the very ideas they must adopt to survive.

And first and foremost, be kind and polite (even if others aren’t … and especially if others aren’t). The world will be right.

Postscript …

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This is why I go to LMA’s annual conference: my energy and emotional “work reservoir” are replenished being around like-minded professionals.

I learn new skills and trends and issues facing us all, not just in the sessions but in the hallway chatter and the cocktail parties and the late night coffee runs.

In fact, do not flee the social interaction or run off to take a conference call in your downtime. Talk to people, learn from them, include them.

LMA can feel like the biggest clique in the world. It ain’t.

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It’s just that we don’t get to see each other that often, and, for new people, it can seem like we don’t want you to play our reindeer games. Nothing could be farther from the truth. I was one of those new people (what feels like yesterday), but I tweeted and I facebook’d and I got out of my own head and I approached people.

And we old guard, in turn, need to be mindful and empathetic about what it was like to be “new.” Be kind. Be polite. Be supportive. Be inclusive. Those skills will serve you well at LMA, at your firms, and in life.

So says Paddington Bear.

Wow! Thank you, Blaine Fowler! He read this piece by Heather Morse at the Sterling Heights Chamber/Chemical Bank Sales & Marketing Conference. Thanks to Joan Giffels for capturing. And Heather for making me a hashtag. I feel pretty damn special this week. #bearoysexton#bearoysextonchallenge#lmamkt

Second version, captured by Brenda Meller of Meller Marketing and Social Media below …

________________________ [My street cred follows … ] _____________________

Roy Sexton is responsible for leading Kerr Russell’s marketing, business development, communications, and strategic planning efforts.

He has nearly 20 years of experience in marketing, communications, business development, and strategic planning, having worked at Deloitte Consulting, Oakwood Healthcare (now Beaumont), Trott Law (formerly Trott & Trott), and St. Joseph Mercy Health System. He has been heavily involved regionally and nationally in the Legal Marketing Association as a board member, content expert, and presenter. He is treasurer-elect currently for the Legal Marketing Association’s Midwest Regional Board of Directors.

He earned his Bachelor’s degree from Wabash College, and holds two masters degrees: an MA in theatre from The Ohio State University and an MBA from the University of Michigan. He is a graduate of Leadership Detroit and Leadership A2Y, was a governor-appointed member of the Michigan Council of Labor and Economic Growth, and was appointed to the Michigan Mortgage Lenders Association Board of Governors in 2012.

He served as an at-large member of LMA’s Midwest Regional Board, served on the advisory committee for Strategies Magazine, and was a member of the Social Media SIG steering group. He has been involved on the following nonprofit boards and committees: First Step, Michigan Quality Council, National MS Society, ASPCA, Wabash College Southeast Michigan Alumni Association, Penny Seats Theatre Company and the Spotlight Players. He currently sits on the boards of Ronald McDonald House Charities of Ann Arbor, Royal Starr Film Festival (Royal Oak, Michigan) and encoremichigan.com. He is a published author with two books Reel Roy Reviews, Volumes 1 & 2.

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Reel Roy Reviews is now TWO books! You can purchase your copies by clicking here (print and digital).

In addition to online ordering at Amazon or from the publisher Open Books, the first book is currently is being carried by BookboundCommon Language Bookstore, and Crazy Wisdom Bookstore and Tea Room in Ann Arbor, Michigan and by Green Brain Comics in Dearborn, Michigan.

My mom Susie Duncan Sexton’s Secrets of an Old Typewriter series is also available on Amazon and at Bookbound and Common Language.

From JDSupra: “We need a sidewalk” – strategy is the ultimate reminder of why we do what we do

A little change of pace. Thanks to Adrian Lurssen for publishing my essay “’We need a sidewalk’ – strategy is the ultimate reminder of why we do what we do” as part of JDSupra’s Marketing Perspectives: The Inside Story series.

Here’s an excerpt:

Shortly after Disneyland opened its magical gates to the public for the first time, panicked groundskeepers reportedly approached Walt Disney all in a dither. Their concern? Patrons without fail tromped through one particular flower bed on their giddy sojourn from Main Street to Tomorrowland. The gardeners’ solution? Erect a decorative-but-impenetrable fence to protect the landscaping and redirect the crowds.

Uncle Walt’s response? “We don’t need a fence there. We need a sidewalk.”

I suspect we’ve all worked alongside colleagues like these well-meaning but misguided caretakers. Heck, you may find yourself being one of these obstructionist types, thinking the silo you inhabit needs defending at all costs. And that is the genius in Walt Disney’s response. In one deftly pragmatic, folksy, customer-centric quip, he reminded his staff that the turf isn’t theirs to defend; it belongs squarely to the market forces they are there to serve.

You can read the rest herehttp://www.jdsupra.com/legalnews/we-need-a-sidewalk-strategy-is-the-98731/

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And thanks to Nancy Myrland of Myrland Marketing for including my musings regarding conference prep here: http://www.myrlandmarketing.com/2017/03/lma17-conference-networking-tips-from-our-friends/

“Use social media actively leading up to (and following) to get to know the attendees and any issues that are pressing/trending. Engage with them virtually – comment and reciprocate. When you arrive, make a point to connect with those whose experiences and views you have found interesting. Spend time between sessions in conversation with those folks, genuinely learning about their interests and their careers. And be sincere and humane. The worst feeling is when you’re talking to someone, and you get the vibe they are waiting for someone seemingly ‘more important’ to enter the frame. Your best (lifelong) business contacts will start from kinship, not opportunism.”

Thanks, Nancy! Appreciate you helping me represent … virtually. Have a marvelous time at #LMA17. I’m there in spirit! Love you and the whole #LMAMkt family .

Nancy writes: “#LMA17 Networking Tip #12 is from @roysexton – More: http://bit.ly/2nXm0A6 Thanks Roy! We miss you & wish you were here.” pic.twitter.com/TfXFrrAOBe

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Reel Roy Reviews is now TWO books! You can purchase your copies by clicking here (print and digital).

In addition to online ordering at Amazon or from the publisher Open Books, the first book is currently is being carried by BookboundCommon Language Bookstore, and Crazy Wisdom Bookstore and Tea Room in Ann Arbor, Michigan and by Green Brain Comics in Dearborn, Michigan.

My mom Susie Duncan Sexton’s Secrets of an Old Typewriter series is also available on Amazon and at Bookbound and Common Language.

Once more with feeling (#LMA16): Perspectives from In-House Legal Marketers on Social/Digital Media

img_0348If you missed this week’s Social and Digital Media SIG webinar recapping our takeaways from #LMA16, the recording is now posted here: http://event.on24.com/wcc/r/1174915/B5ECC687155CBA1462A3D24E464C0D94. (You have to “register” to watch.)

Thanks to the incomparable Megan McKeon for joining me on this presentation! And listen for shout outs to Nancy Leyes Myrland, Lindsay Griffiths, Tasneem K. Goodman, Jabez LeBret, Jonathan Fitzgarrald, Heather Morse-Geller, Melissa Thomas, Amber Bollman, Bree Harms, Jim Jarrell, Gina Rubel, and more …

“As the influence of social and digital media continues to evolve and cross-over into all aspects of marketing the legal profession, legal marketers continue to become less generalized, and more focused on specific areas of expertise. These varying focuses and roles, result in differing approaches to the social and digital media in our profession. In other words, what a business development professional finds valuable about a digital media presentation, may differ from that of a marketing technologist. As such, the Legal Marketing Association Social Media SIG invites you to attend our LMA Annual Conference Recap Webinar involving in-house legal marketers from various areas of our profession to discuss their favorite digital and social media programs from this year’s conference. Discussion topics include key takeaways from our favorite sessions, general discussion of the hot topics you may have missed, and the impact of the 2016 LMA Annual Conference programming on our behavior as legal marketers.”

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LMA 16Reel Roy Reviews is now TWO books! You can purchase your copies by clicking here (print and digital). 

In addition to online ordering at Amazon or from the publisher Open Books, the first book is currently is being carried by BookboundCommon Language Bookstore, and Crazy Wisdom Bookstore and Tea Room in Ann Arbor, Michigan and by Green Brain Comics in Dearborn, Michigan.  

My mom Susie Duncan Sexton’s Secrets of an Old Typewriter series is also available on Amazon and at Bookbound and Common Language.

#LMA16Selfie – wonderful people doing silly things and posting the photographic evidence (VIDEO)

SelfieHave you posted your ‪#‎LMA16Selfie yet? These people have!

Thanks to Nancy Leyes Myrland for this great kick-off video! #LMA16Selfie, ‪#‎LMA16, ‪#‎LMAMKT – post your photo to be included in the next edition!

For the second year, in advance of the Legal Marketing Association’s national conference, a mad selfie campaign has been launched whereby folks in legal marketing (and their buddies) do silly things and post the photographic evidence, using the hashtag #LMA16Selfie.

Here are the results to date …

Midwest BoardAll these fabulous faces on display! Maureen Fechter Farr, Megan McKeon, Sydney Iglitzen, Joni Radaszewski, Kate Harry, Suzanne Donnels, Jacqueline Madarang, Stefanie Knapp, Rachel Green, John Mola, Easter Roynny, Andrew Rundall, Kyle Lawson, Jessica Aries, Andrew Laver, Jim Jarrell, Melissa Thomas, Sheila McShane, Cynthia Voth, Elonide Caldwell Semmes, Robin Oliver, Taryn Dreyer Elliott, Peter Moyer, and (pictures IN pictures) Gail Porter Lamarche, Laura Toledo, Lindsay Griffiths, Lance Godard, Gina Furia Rubel, Heather Morse-Geller, Josh Toledo, Susie and Don Sexton, Ratana Therakulsathit … and don’t forget Lucy!!

Roynny____________________________

Reel Roy Reviews is now TWO books! You can purchase your copies by clicking here (print and digital). In addition to online ordering at Amazon or from the publisher Open Books, the first book is currently is being carried by BookboundCommon Language Bookstore, and Crazy Wisdom Bookstore and Tea Room in Ann Arbor, Michigan and by Green Brain Comics in Dearborn, Michigan. 

My mom Susie Duncan Sexton’s Secrets of an Old Typewriter series is also available on Amazon and at Bookbound and Common Language.

12 Days of Social Media: Yours Truly

NERD Roy UpdateThanks to Gail Lamarche and the Legal Marketing Association‘s Social Media Special Interest Group for including me in their series of interviews this month “12 Days of Social Media.” Gail writes (very kindly, I might add): “I’m thrilled to participate today and share insights from a great in-house friend from the Motor City, Roy Sexton from Trott Law, PC. I first met Roy at a LMA National Conference in Orlando a couple years ago when he attended the Social Media SIG’s Tweet-up. Since then, Roy is quickly becoming an integral part of the LMA community and currently serves as a board member-at-large for the Midwest Chapter.”  You can read the original post here.

 

1. What’s the next big thing in social media marketing for law firms in 2016?

I think the next big thing remains the last big thing. And it’s not some kind of zippy technology or shiny new platform. It remains the ever-elusive crossroads of great content and authentic engagement. I had a relative give me grief once, querying “How can you have so many friends?” with a particularly sniffy emphasis on the word friends. I wish I’d had the presence of mind to reply, “How can you not?”

The reality is that we and our colleagues, as professionals (and, cough, being of a certain age) have accumulated hundreds, nay, thousands of connections in our lives. Some stronger than others, obviously, but social media in all its permutations offers us the ultimate efficiency machine in drawing all the threads of our respective lives in a one-stop shop. The problem therein is in the authenticity of those relationships as evidenced by the time we do – or even can – spend developing them, and perhaps that was the heart of my cousin’s question (though I rather doubt the inquiry was that nuanced).

lgfmlwmcYou can’t just gather up an army of digital acolytes and hope something magical happens in order to promote your service or to achieve your desired business outcomes. You have to engage these people in meaningful ways that add value to their daily lives. As in life, a social media relationship is a transaction. It can be small – making sure you acknowledge a client/co-worker/colleague birthday – or big – writing a killer blog post that gives great analysis on a developing legislative issue or case victory.

The point is this: figure out the recipe that brings you success in your in-person relationships and apply that to the digital world. And, if you figure that out for yourself, you will be able to work wonders for your attorneys or your clients. You will be bringing them value and insight personally, and you will also be able to provide coaching and mentoring to help them do the same for their own networks. It’s been said before, but don’t approach social media as a task or as a campaign tactic (even if that is basically what it is), but rather position social media as a key component of your (and your organization’s) daily voice, both personally and professionally.

 

2. Who do you see doing social media marketing right, and what can others learn from them?

I get frustrated when I see us only look at what other law firms are doing in this space. Competitive benchmarking is important, of course, but I think the biggest innovation and the best work is happening in other industries or even in the white hot glare of celebrity culture.

How many marketers fit in an elevator?

Take Disney for example. None of us will ever have the budgets (or the legion of marketing minions) that the Mouse House has at its white-gloved disposal. However, you can still learn from what they are doing well, even if it borders on market saturation. With the launch of a new tent-pole like Avengers: Age of Ultron or the ubiquitous Star Wars: The Force Awakens, they have successfully leveraged the personal appeal of the professionals involved (the film stars), encouraging (and likely requiring) them to tweet, post, kvetch about their respective films in their own inimitable voices. Carrie Fisher alone, with her mix of cheek and charm, has been doing yeoman’s work singlehandedly making every Baby Boomer want to see a film about which they might have been otherwise indifferent. Disney has also supplied content across all levels of potential engagement – scientists to fanboys – in an endless series of articles, seriously journalistic and seriously not, using that old standby SEO to have a new wave of clickbait waiting on your device every time you log on.

I also look at celebrities – like Felicia Day (The Guild) or Katy Perry or even, heaven help us, Miley Cyrus and some of our politicians – who have used a digital space to expand their brand, personally and professionally, creating the very real illusion that they are interacting meaningfully with those who buy their stuff and sharing TMI as a channel for launching a new book/download/video. It’s the old Johnny Carson/Barbara Walters-confessional on steroids … but utterly controlled by the confessor.

2 Zoo Kids 2

So what? Why should we as legal marketers care? Because this is what we ourselves consume in our downtime and this is increasingly how the world expects to interact with its stars, its service providers, its industry, its government, and so on. No attorney should ever mimic Miley in their social media protocols. Ever. Yet, the days where you could legitimately say “Well, I use LinkedIn for professional contacts and Facebook for personal” are over. Social media is the new golf course or cocktail party where a conversation can flow naturally from the personal to the professional and back again. It doesn’t replace in-person interaction but it sure as heck enhances it.

And one final note – benchmark within LMA and look at your fellow members who do such a great job of branding themselves as individuals and as key members of their respective organizations: Nancy Myrland, Lindsay Griffiths, Heather Morse-Geller, Laura Toledo, Jonathan Fitzgarrald, Gail Lamarche, Tim Corcoran, Catherine MacDonagh, Lance Godard, Adrian Lurssen, Gina Rubel, Darryl Cross, and many others I’m leaving out so I don’t sound like a total sycophant.

Check out their pages – Facebook, LinkedIn, Twitter and their blogs – study how they glide between humor and insight, poignancy and camp, silliness and impressive data-driven analysis. Benchmark that and see what lessons you can import to the good work you do for yourself and your firm.

 

3. What’s the biggest challenge for law firms trying to be active in the social media space, and how can they overcome it?

I just hate that occasionally we still find ourselves in the defensive position of talking colleagues off a ledge about social media, but it is the reality we will always face. And, honestly, I think it’s a healthy tension to have. Marketers, (no offense, as I include myself in this) tend to get giddy about a glittering new creative idea, so having a countervailing force in our lives asking “Why, how much, what will be achieved, and what are the risks?” is really important. We may ask ourselves those questions, but, if we are already smitten with the idea, we may not be as objectively agnostic as warranted. Well-navigated pressure refines an idea and strengthens resolve. Use it to your advantage.

My fellow panelists

Beyond that, I think another hurdle is in creating crisp clarity of voice. The trick is creating a social media profile for our firms that has a collective consistency while still allowing the wonderful and accomplished individuals within those firms to shine through. There can be a tendency toward marketing homogenization where the writing all sounds like it is coming from a machine. You have to fight that, and create messaging that seems to be coming from real people. How do you do that? Well, let real people do the writing, and create the guidance/parameters for both marketing pieces and individual attorney efforts that will provide solace to managing partners who fear (rightly so) any erosion of client privilege or a glib post that devolves into a PR crisis.

Walking that high-wire act between inspiring creativity and controlling outcomes is the biggest challenge in this sphere, and I don’t think there is an easy answer. You have to look honestly at your own skills and deficiencies as a leader, to review opportunistically what are assets and what are limitations in your respective firm cultures, to gauge what your clients will accept/appreciate and how they themselves are interacting with their clients and business partners, and to be crystal clear about what is proper practice in the legal industry (regional/state/national). Once you’ve done that work – with integrity and enthusiasm – then you can properly achieve the right consensus that will engage your colleagues and help them connect with your clients.Me with Gail, Josh, Laura, Lindsay, Nancy


Connect with Roy …

 

Roy Sexton serves as Senior Vice President of Corporate Affairs at Trott Law, P.C., a Metro Detroit law firm specializing in all facets of real estate finance legal work, including litigation, bankruptcy, eviction, REO and default servicing – www.trottlaw.com. In addition to leading Trott Law’s marketing and strategic planning, Sexton is responsible for the overall organizational and cultural communication and change, business development, service line planning, facility planning and support, and other administrative oversight.

Prior to joining Trott Law, Roy spent 10 years in various planning and communications roles at Oakwood Healthcare System, serving as the corporate director of strategic communications and planning. In this role he led a staff of 20 marketing professionals and developed the strategic direction for the $1 billion health care system. He also worked at Deloitte Consulting.

Keep CalmRoy earned his Bachelor’s degree from Wabash College in 1995 and is a 1997 graduate of The Ohio State University, where he earned his Master’s degree in Theatre. In 2007, Roy graduated with his MBA from the University of Michigan. He is a graduate of Leadership Detroit and Leadership A2Y, is a governor-appointed member of the Michigan Council of Labor and Economic Growth and was appointed to the Michigan Mortgage Lenders Association Board of Governors (local and now state) in 2012. Roy has been involved on the following nonprofit boards and committees: First Step, Michigan Quality Council, National MS Society, ASPCA, Wabash College Southeast Michigan Alumni Association, Penny Seats Theatre Company and the Spotlight Players. He is a published author with two books Reel Roy Reviews, Volumes 1 & 2 (based on his blog of the same name – www.reelroyreviews.com). He is a board member-at-large for the Midwest Chapter of LMA.