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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/

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"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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If your social media gets likes but not consults, this episode is for you. Sylvia Garibaldi explains why influencer-style content often falls flat in high-stakes professional services—and what actually builds trust when people are deciding who to hire. You’ll hear why prospective clients aren’t looking to be entertained, but reassured, informed, and guided, and how authority-driven content quietly does the heavy lifting. This episode offers a clear, practical way to rethink your content so it supports real decisions, real referrals, and real growth.

What you’ll learn:

• 01:29 Why Your Social Media Isn't Converting
• 03:31 The Importance of Trust and Educational Content
• 06:33 Why Influencer Content Falls Short
• 10:09 Effective Authority Content Formats
• 15:09 Practical Examples of Authority Content
• 18:09 Educate, Solve, and Build Trust

Resources:

• Feeling stuck about how to grow your practice, book a free strategy call here.
• #80 Use AI to Create Smarter, Faster Content
• #97 It's Not the Algorithm — It's Your Message
• #63 Build Authority and Attract Clients with Confidence

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"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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If your consult calls often turn into long explanations, repeated reassurance, or the same “I need to think about it” conversations, this episode is for you. Sylvia Garibaldi breaks down why those moments aren’t a sign that your prospects aren’t ready—but a sign that your marketing hasn’t done its job yet. You’ll learn how to use what people actually say on intake calls to create clear, service-driven marketing that answers questions before they’re asked. This episode offers a grounded, practical way to reduce pressure on your calls and shows how marketing can support your work instead of draining your energy.

What you’ll learn:

• 01:34 Common Objections in Client Calls
• 02:33 Transforming Objections into Marketing Data
• 03:25 Creating Clarity Through Marketing
• 03:58 Using Client Conversations for Content Creation
• 08:02 Tracking Objections Without Extra Tools
• 11:43 Turning Objections into Content
• 20:41 The Power of Focused Content

Resources:

• Feeling stuck about how to grow your practice, book a free strategy call here.
• #98 Your Next Client Is Already in Your Network (And How to Find Them in 10 Min a Day)
• #62 Attract Clients: The "Serve First" Secret
• #60 The 85% Rule: Why Most Clients Won’t Call You First

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"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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If you are a lawyer, mediator, or divorce professional who keeps thinking, “I just want to be sure before I commit,” this episode is for you. Sylvia Garibaldi talks about why waiting for certainty feels like the responsible choice—but often keeps your practice stuck in place. You’ll hear how the same careful thinking that serves your clients so well can quietly get in the way of marketing, visibility, and growth. This episode offers a practical, grounded way to think about practice growth and explains why confidence and clarity usually come after you take action, not before.

What you’ll learn:

• 01:31 The Hesitation Trap in Professional Growth
• 02:21 The Myth of Certainty in Marketing
• 03:56 Overcoming the Fear of Uncertainty
• 04:29 The Role of Professional Training in Decision Making
• 05:53 Taking Calculated Risks for Growth
• 08:18 The Importance of Consistency and Feedback
• 16:39 Practical Steps for Marketing Decisions

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
• #10 The Secrets of High Achieving Professionals That Make A Difference
• #40 What Most People Aren’t Telling You About Growing A Practice

Rate, Review, & Follow on Apple Podcasts
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In this episode, Sylvia Garibaldi breaks down why marketing plans for law firms and mediation practices consistently fail by February, and more importantly, how to design a 2026 marketing plan that actually survives real-world conditions—busy calendars, emotional client work, court deadlines, and unpredictable weeks. This is not an episode about doing more marketing. It is about understanding why good plans collapse under pressure, and how to build a simple, realistic marketing structure that continues working when things get busy. If you are a lawyer, mediator, or divorce professional who wants consistent inquiries, referrals, and visibility—without chasing every new tactic—this episode is for you!

What you’ll learn:

• 01:43 Reflecting on Last Year's Success
• 02:43 Why Marketing Plans Fail by February
• 04:37 Emotional Overrides and Marketing Collapse
• 08:13 Outcome vs. Behavior-Based Plans
• 12:08 The Pitfalls of Doing Too Much
• 15:42 Designing Resilient Marketing Plans
• 19:35 Marketing as a Non-Optional Activity
• 23:48 Building a Sustainable Marketing Plan for 2026

Resources:

• Feeling stuck about how to grow your practice, book a free strategy call here.
• #104 How Law & Mediation Practices Can Get More Clients in 2026

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 have no idea where their clients actually come from—and it’s costing them visibility, referrals, and revenue. In episode 104 of the Serve First, Sell Later Marketing Podcast, Sylvia Garibaldi walks you through a simple, no-shame year-end debrief that reveals the real sources of your 2025 clients. You’ll learn how to identify what worked, what didn’t, and how to build a focused 2026 client growth plan for your law firm, mediation or divorce practice.

In this episode, you'll learn:

• 01:38 The Importance of a Year-End Debrief
• 03:07 Identifying Your True Client Sources
• 06:34 Analyzing Patterns and Behaviors
• 11:28 Releasing Ineffective Strategies
• 14:56 Creating Your 2026 Growth Action Plan

Resources:

• Feeling stuck about how to grow your practice, book a free strategy call here.
• #88 5 Steps to Fast-Track Referral Partnerships
• #98 Your Next Client Is Already in Your Network (And How to Find Them in 10 Min a Day)
• #21 Visibility Matters: Strategies to Stand Out

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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