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If you keep saying you want better clients — but your practice keeps attracting the same ones — this episode is for you. Sylvia Garibaldi explains why attracting ideal clients isn’t about more marketing, but about alignment. She breaks down how your messaging, systems, and referral network must work together to consistently draw in the right people. You’ll hear why broad positioning weakens authority, why visibility alone won’t fix misalignment, and how small strategic shifts can transform who feels naturally drawn to your practice.

What you’ll learn:

• 01:21 Why You’re Still Getting the Wrong Clients
• 03:26 Marketing Amplifies Your Current Design (Not a Fix)
• 06:50 Design for Ideal Clients: ICP vs Buyer Persona
• 12:32 Do Your Systems Train the Right Clients?
• 15:21 The Alignment Triangle: Messaging, Systems & Referrals
• 21:17 What to Stop Doing to Level Up Clients
• 25:58 Four Step Action Plan

Resources:

Feeling stuck about how to grow your practice, book a free strategy call here.

#95 What Thousands of Professionals Taught Me About Marketing That Works

#99 LinkedIn for Lawyers & Mediators: Turning Followers into Referral Partners

#107 Your Intake Calls Are Telling You Exactly What to Say in Your Marketing

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If you’re trying to grow your practice but still marketing yourself as “I do everything,” this episode is for you. Sylvia Garibaldi sits down with veteran family lawyer Steve Benmor to discuss how he successfully shifted his practice from litigation to mediation. You’ll hear how niche positioning builds authority, why generalists often get overlooked, and how reputation, visibility, and specialization work together to drive referrals. Steve also shares how shifting from litigation to mediation reshaped not just his practice model—but his brand—and why becoming known for something specific is what ultimately gets you the call! He also discusses founding the Divorce Coaches Association of Ontario and how collaborating with divorce coaches strengthens outcomes for families — and referrals for professionals.

What you’ll learn:

• 03:48 Steve's Journey from Litigation to Mediation
• 07:42 The Adversarial vs. Mediation Model
• 11:18 Marketing Mediation and Arbitration
• 20:04 Building a Reputation and Expertise
• 25:28 Identifying Your Ideal Client
• 32:13 Referral Partnerships and Marketing Strategies
• 37:47 The Role of Divorce Coaches
• 40:39 Creating the Divorce Coaches Association of Ontario

Resources:

• Feeling stuck about how to grow your practice, book a free strategy call here.
• Learn more about Steve Benmor at Benmor Family Law Group:

https://benmor.com/

https://www.linkedin.com/in/benmorfamilylawgroup/

Resources Library: https://benmor.com/our-library/

• Learn more about Divorce Coaches of Ontario (DCAO):

https://dcao.ca/

Rate, Review, & Follow on Apple Podcasts
"Love listening and learning from the Serve First, Sell Later Marketing Podcast” If that sounds like you, please consider rating and reviewing my show! This helps me support more people -- just like you. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let me know what you loved most about the episode!

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Most professionals already know that showing up matters. The real question isn’t whether marketing should be consistent — it’s whether that kind of consistency is actually realistic inside a busy, demanding practice. In this episode, Sylvia Garibaldi breaks down a more practical way to think about marketing — one that goes far beyond posting on social media and doesn’t rely on constant effort, pressure, or reinvention. Instead of treating marketing as a collection of tasks, this conversation reframes it as a system — one designed to support visibility, relationships, and authority over time, even when client work takes priority.

What you’ll learn:

• 01:33 The Importance of Consistency
• 02:36 Redefining Consistency in Marketing
• 03:48 Signals of Consistency
• 07:19 Building a Steady Marketing Ecosystem
• 07:57 System 1: Visibility
• 10:27 System 2: Relationship Building
• 12:35 System 3: Authority Reinforcement
• 14:55 Practical Steps for Sustainable Marketing
• 22:37 Action Plan for Consistent Marketing

Resources:

• Feeling stuck about how to grow your practice, book a free strategy call here.
• #75 The Secret to Keep Clients Coming
• #85 Turn One Webinar Into Clients
• #47 3 Common Mistakes Holding Back Your Practice's Growth

Rate, Review, & Follow on Apple Podcasts
"Love listening and learning from the Serve First, Sell Later Marketing Podcast” If that sounds like you, please consider rating and reviewing my show! This helps me support more people -- just like you. Click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let me know what you loved most about the episode!

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Sign up for our free LinkedIn newsletter on marketing your professional practice

Connect with me on linkedin

Join our online community

Subscribe to my youtube channel