"Grow Through What You Go Through" w/ Charlotte Christian 205

This week on the show we have Charlotte Christian, who operates an Alabama Divorce Law Firm and is working to expand her virtual model throughout the State of Alabama.

In today’s episode we’ll talk about changing practice areas, working remotely, and scaling.

Jim’s Hack:
In this time of great uncertainty and anxiety, we need to be as transparent as we can, especially with our employees about the realities of the situation. We shouldn’t sugarcoat things. I also don’t think we should be alarmist, but I think we have to be realistic and we have to be honest. We have to be as honest and vulnerable and as transparent as we can be.

Tyson’s Tip:
Save time with the Reach app. You can create groups of people. Let’s say you have a bunch of lawyer friends, say criminal defense lawyers, and you need somebody to cover a court appearance, you can send a text to all of those people. Let’s say you’re a personal injury lawyer and you’ve got a question about underinsured motorist coverage or something like that, you can send it to all of those people at one point. It’s not a group text. It is an individual text to all of the different people in that group.

Charlotte’s Tip:
If you have an iPhone 10 or 11, you can get Verizon to add an additional line to your phone. It’s not a voice line. It’s not an internet line. It’s an actual cellular line. This way you have a personal line and a business line. Whenever you start to make a call, it lets you choose which line you’re going to use to make the call.

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Run your law firm the right way.

This is The Maximum Lawyer Podcast.

Your hosts, Jim Hacking and Tyson Mutrux.

Let's partner up and maximize your firm.

Welcome to the show.

Jim: Welcome back to The Maximum Lawyer Podcast. I'm Jim hacking.

Tyson: I'm Tyson Mutrux. What’s up, Jimmy?

Jim: Tyson, it's a rainy nasty day and it's just sort of gross. It'd be nice to get outside. 

Tyson: Yeah, and it's weird because the temperature’s nice but the rain is not. It's like one of the things where you look at the forecast and like, “Oh, it's going to be 72 degrees”, and then you look and it’s like, “Oh, it’s going to be raining all day” but that's fine. It’s a good day to get work done, right?

Jim: For sure.

I was just talking to our guest offline, before we hopped on the call, just generally for the issues with the coronavirus. We could sit here and talk about it all day long but what Tyson and I are trying to do is to give you guys a respite, a place to get away from that for a little bit. Obviously, it'll probably come up from time to time in our future interviews. And then, we'll probably have future episodes devoted just to that but, as we make our way through this new normal, we want to try to talk to our friends on the show about running their practice, about marketing, and about the issues of the day.

Tyson: That's exactly right. There's a time to talk about all this stuff. We've talked about it a lot. It sucks. Turn on the news right now. It sucks.

We're doing the same things that you all are doing. You know, we're checking things out. We're monitoring it all the time but, every once in a while, you need to take a break and work out, focus on your business. Hopefully, we’ll give you a little bit of entertainment as well. So, take a break from all that stuff.

Jim: We're talking today with a good friend of ours, a friend of the show, someone who's been very supportive of Maximum Lawyer. She came to the Zapathon which seems like 10 years ago. Her name is Charlotte Christian. She's a family lawyer out of Huntsville, Alabama. One of our favorite Huntsville-ians along with, of course, Mo Lilienthal.

Charlotte, welcome to the show.

Charlotte: Hey, guys. Thank you so much for having me.

Tyson: It's interesting, the Zapathon. You mentioned the Zapathon, Jimmy. Actually, some of the things that I integrated during the Zapathon [inaudible 00:02:18], so it's pretty good.

All right, Charlotte. We're happy to have you on the show. Tell us a little bit about your journey and how you got to where you are now.

Charlotte: Sure.

I've practiced for about 20 years. Fifteen of those years, I did real estate law. And then, about five years ago, I decided to add and move toward the family law practice. We've been very successful with that and have been fortunate that the journey kind of took us there a strange way. My husband passed away a few years back. The town that I lived in, I didn't want to remain there, so from being real estate there, I had to pick another area.

I just lived in a small town outside of Huntsville but I decided that I would go to the market that had more individuals and more fish to fish for. And so, I chose Huntsville, and moved from the town that my husband and I lived in and started this family law practice, and been very fortunate to have built a strong practice and got our processes and procedures down pretty well and we do well. That's kind of how I've gotten to where I am now.

Jim: Charlotte, talk to us a little bit about that transition. Obviously, you're dealing with the death of your husband, so I'm sure that was difficult. You don't need to go into all that if you don't want to, but just switching from real estate to family law and then moving into a new city. I applaud that. I think that's pretty amazing to sort of take that all on your shoulder but talk to us a little bit about what you were thinking as you made those decisions.

Charlotte: Well, I was looking for an area that I thought that I could turn into a business, but I also thought that I could have more opportunity in. I think we see, looking in a lot of practice areas, that family law is a viable market to-- our area is a good market, now, to get into. A lot of people, unfortunately, are getting a divorce. I just saw an opportunity for that area mainly because I kind of knew the area. While doing real estate, I had dabbled in it a little bit so I knew that area and was comfortable with it so it was a comfortable place to fall. I also have been much more interested in running a business over the years, so I was able to put those married few loves, I guess. I love running the business but, I guess, I love family law but I liked it and I knew it. I was able to put the knowledge that I had with the passion that I have of running a business and I was able to get a model off the ground pretty quickly.

I was fortunate with my website because I, at the time, didn't have so much competition and I was able to come into a town, like Huntsville, and rank very well with my SEO. I put a lot of work into my website. In doing that, we ranked very well. I think the website itself has brought us a lot of business.

The transition was not so rough. Starting at the bottom, with the divorce practice, of course. I just knew that I had to have my processes and procedures in place and have everything ready so that I could go from day one.

We get a lot of referral business and people just felt like that they could send cases to us and we would do a good job which is our objective is to do a good job for every single client. We just built on that.

And transitioning from real estate to the divorce, I guess, the difference was in Real Estate Law you develop relationships with realtors and bankers, and you depend so much on them just to eat. But in the world of Domestic Law, you depend on referrals as well, but you can depend on so many other marketing avenues. That sort of talks to, I guess, the transition of Real Estate Law to Domestic Law.

Tyson: Charlotte, I'm curious about your billing model because, you know, a lot of people think, “Oh, you know, personal injury lawyers, you all make so much more money because you get the contingency, the third” and what they don't think about is just the risk that we have to take and all the money we had to lay out. And then, I'm convinced that the way you make a lot of money in this country is an hourly model because you can just churn, and churn, and churn if you have clients. Then, I also hear other people that flat rate’s the way to go. Like, what have you found is the best billing model for you all?

Charlotte: Interestingly, Tyson, we went with the flat fee model for a few years. What I found, after breaking that model just down into just small bites of time that’s actually used. Plus, what people are willing to pay. I found the model did not work for me. I actually thought that I could make more money and still believe that we can make more money doing hourly model and do better by our clients.

What I found was that, in that flat fee model, you would have to get clients who are willing to pay a really high amount. There's people who are successful doing this. I mean, you know Lee Rosen. Lee Rosen did it and was able to charge a large amount. There were couple people at the Zapathon, I think, who are on the flat fee model who were able to get a lot of money in. But, in my area, it was just difficult because it's just very hard to price, because if you quote somebody per phase, let's say. For example, if there's three phases in a divorce case. If you quote somebody $15,000 per phase which is very dangerous for you to do because you may have a case that costs $60,000 for the entire case, and then you've cost yourself too much money because once you quote that you're pretty much locked in. So, just quoting $15,000 to the average client is very difficult for him to swallow at the beginning. I think, to make money on that model, you’d have to be able to quote just a flat fee for the entire case. And then, if the case settles you kind of, in Alabama where my firm is, you can't keep the money.

You can't just quote flat fee and keep all of that. You have to prove to the Bar that you did the work or you did an amount of work equal for you to have kept that fee and earned that fee. My idea was that if you're going to have to prove that, if you're going to have to earn that, under the Alabama rules, the lawyer is the only person who's taking the liability and taking the chance because if you're going to have to prove the hourly fee anyway, and that's all the Bar’s going to be let you take, go ahead and charge an hourly fee that can allow your business to run, and operate, and for you to be able to take care of your client but also for you to be able to run your business and make money. We, as a firm, just went away from that flat fee method and we bill hourly now.

I'm not saying that it doesn't work because I have a lot of colleagues and friends who are flat fee attorneys and they make it work. We were just not able to.

Jim: Charlotte, I'm picturing you like rolling into Huntsville in an old 1970’s Caddi with your roof down but when you pulled in to Huntsville, how do you sort of launch yourself in a new market and a new practice area?

Charlotte: I spent a lot of time, Jim, introducing myself to other lawyers and just I had boots on the ground. Like I said, I had my SEO going for me and I added Huntsville. I was fortunate, at the time, to not have much website competition and was able to get on page one and many of my keywords and we've been able to keep those rankings. That's helped us but from day one, I just went to the other lawyers who I felt like would be good referral sources. I introduced myself. I had built my processes and procedures from the beginning, gave them collateral documentation, just told them what we would be able to do and why I felt like we were different. I was able to try to differentiate myself that way.

I got an LLM. [inaudible 00:11:16] and I were getting an LL.M. at the same time in trial ad because he’s from Temple. I spent a year flying from Alabama up to Philadelphia about every three to four weeks and then did online work to get our LL.M. So, I got that and that was a differentiator for Alabama because I'm not aware of any other lawyers in Alabama, certainly not family lawyers, who have an LL.M. in Trial Advocacy.

What that sort of did though was trap move to the courtroom because I realized, if I sold that asset and add in-- say, that I have an LL.M., a trial advocacy, then that put me as being the person who had to actually try the cases. I've been trying to get out of having to do that and have some 1099 lawyers help me in the practice so that I can run the practice instead of being a lawyer, so it’s kind of a catch-22.

At the same time, I also went to Gerry Spence’s trial lawyer college out in Wyoming. I was able to use both of those, kind of, to catapult and give myself somewhat of an advantage in the Family Law arena, that I had those two areas. It's still a double-edged sword of selling me versus selling the practice. That's pretty much what I think I used to get me started here.

Tyson: Charlotte, I think you have a very magnetic personality. For anyone that's met you, you're just so full of joy and energy, and I love it. How much of that do you incorporate into your marketing because I feel like you've got a story that really draws people to you, right? You've got a personality that draws people to you. So, how much of that do you pour into your marketing?

Charlotte: I started doing the 366 Challenge this year with several other people and met some lawyer. I've let that really pull out my personality. Now, I used to think that when you get on video, you had to have on your suit and scarf, and look into the camera, and just be something that you weren't really. This year, I've spent a lot of time convincing myself and have actually just put into play, just getting in front of the camera with my T-shirt on and just being me. It's difficult. I won't just say it's easy to sit in front of the camera and just be you. I'll get better, I think, every day. But I think being yourself and trying to let people know what your personality is just goes far. I do try to use it a lot in marketing.

I have a story that-- I mean, it’s an extremely sad story and I try to not use that to death but it's who I am, and it’s how I got where I am, and it’s what caused me to start this family law practice. I have to use it somewhat, but I try certainly to never overuse it because I just wouldn't feel right doing that.

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Jim: We're back with Charlotte Christian. She's a family lawyer from Huntsville, Alabama.

Charlotte, talk to us about your setup as far as your team or how you handle the office and things like that.

Charlotte: About six months ago, I went fully remote. I am working remotely. I have several people who work for me. Every person who works for me is remote. I have some offshore people who work. And then I have some folks, local, who work but everybody who works for me already was working from home. I think that has been very different for my practice. It's been good for the people who worked for me to be able to work from home.

I still think, and the way I've got it set up, we are able to be more productive and take better care of our clients. We practice throughout the state of Alabama. Huntsville is where our hub is and where we actually first begin the Family Law practice and the Family Law arena. Although it is a high-tech town, being we have NASA. We have the space flight center, Marshall Space Flight Center. There's a military base here. There's a lot of people who appreciate the fact that we're virtual, who appreciate the fact they don't have to drive downtown and look for a parking place.

It's still a learning curve and it's still a hill that has been put in place and we have to overcome, and have to do a really good job on the four piece, on the sales piece because people still expect to have an office to come in and sit down, and Kleenex’es, and oak walls. People still expect that because they see it on TV. We're working really hard in our messaging and on our front end to explain why it's better for us to see them virtually.

Surprisingly, one thing that we had an issue was convincing people that we're real people because people are so inundated now with scams and with bad information that we have to overcome that and convince people that we're real people with a real firm. We get me, or another lawyer, or somebody to jump on a call quickly and jump on a Zoom as quickly as possible. We spoke, generally, like the day that they call, if we can all get them to a point where they're willing to talk to a lawyer. We try to do it quickly so that they can see that we are a real person.

Tyson: That's so funny because we have a lot of clients that we’ve signed up over the phone. We signed them up electronically. Just because most of the people just don't want to meet with us. They don't they don't care anymore. The cellphone’s changed everything. Ten years, I was meeting everybody. And now, I'm meeting with one out of every hundred. It's insane.

I had a couple of clients that actually stopped by the office a few weeks ago. They just dropped in because they were dropping off some photographs. I had never met them. They were telling the people at the front desk, “Oh, we want to actually just meet him”. It was almost like confirming that I was a real person, so we finally got a good laugh out of it.

You've gone through a lot in your life, right? You’ve gone through a ton, a lot of struggle. What is something that you struggle with, because I see you as someone that's pretty resilient? So, what is it that you struggle with?

Charlotte: Tyson, I guess, where I struggle is giving up the cases which is what I know that I have to do to be able to scale this firm. I'm a quick start and I know that I can better serve the firm and can better serve more people as I'm scaling, so I have to be able to do that better. I have to learn the process. I have to make myself a process to be able to give up the cases because I sort of feel like I know how to know how to fix it than I know how to fix cases. And so, I probably got my hand in that too much. That’s probably one area where I struggle. I mean, certainly, I have a lot of areas where I struggle but that's one, is being able to feel like that I can let go of the cases and they're going to be okay.

I think the key is just surrounding yourself with great people. Like, I know most good business owners want to surround themselves with people who are smarter. I certainly want to surround myself with people who are smarter than I am. I try every day, when I add people to the team, to make sure that I feel like they have, you know-- I like the people to have more ability than I do, certainly so I try to surround myself with that. I've been very successful because I think I have that attitude and that's my process so.

We all struggle. There's none of us, if we're being honest, we can say that we don't struggle.

I know, we’re not going to talk about the virus but I will just add one thing that I think would be very helpful to the listeners. This came from Ryan McKeen. I was talking to Ryan yesterday. Like we all are, we were talking about the virus and Ryan just had something to say that I felt was very helpful. He said, “In my mind, there's a system to this.” And I thought, “We say, all the time, let's have a system for everything but I certainly didn't think about this.” But he said, “In my mind, there's a system for this. Keep your eyes out. Be informed. Don't panic. Take appropriate defensive action. Otherwise, just do it day-to-day, one day at a time.”

You know, I thought, “That goes back to so much of what we preach is systems. You know, systems, our people, our processes, our people are our product. Of course, we’re here for the profit. I think that we have to really concentrate on those now.

Jim: Charlotte, talk to us. You brought up the virus and the new normal that we're all experiencing. Talk to us a little bit about sort of the day-to-day approach because I think so much of this is going to be just sort of focusing on the things we can control and letting go of the things that we can't.

Charlotte: My day-to-day approach has been that, first off, is that I've tried to talk to clients and keep clients comfortable knowing that we're here. We're not going anywhere.

Ironically, I had a question. I was told a very strange question. I had a client send me a text message and he said, “What if you get the virus and something happens to you? What happens to us?” I was like, “Goodness. You know, I haven’t really thought about that, but I guess that's a fear that my clients have,” so I spent a lot of time after that. I did an audio recording on it, to put that out there, and we've been sending that to my clients. I've also actually been personally trying to call the clients to answer any questions they have and to ensure them that we have procedures setup so that if stuff happens to anybody on their team that they remain taken care of.

Another area that I've spent a lot of time is just talking to the people who work with me and making them feel as secure as I possibly can and letting them know that I'm putting a plan in place and that I'm going to do everything I possibly can to help us all get through this, that I'm going to lead this firm and I'm going to lead us through this the best we can and just trying to give the people who work with me, the comfort and solace and just secure them. I give them as much security, as I possibly can, telling them that I'll get a plan and trying to work through that plan. I think that's been the most important thing that I've just done on a day-to-day.

We're just starting this. I mean, we're pretty new into this, with regard to quarantine, where we can. I already had my home office set up so I didn't disrupt what I do on a daily basis. I still go sit at the same chair, in the same place, with the same monitors. I think just taking care of the people is the most important thing at this time. Instead of we could all worry and panic and run for the hills. I don't think that's the thing to do. I think the thing to do is just to know that we have a great community here. We're all in this together.

I've had several people reaching out to me from Maximum Lawyer just saying, “Hey, how you doing? Can I help you?” I've tried to do that same thing, to reach out to people. I think just talking to people and letting each other know that we're going to be there for each other is just so important at this time. I know that this community itself has helped me as a person, it’s helped me as a business owner. I feel very, very fortunate and very thankful to be a part of it. I think that just taking care of each other and taking care of our clients is just so important right now.

But, first off, certainly, our family. We have to take care of our family and we have to know that we've got to find a way to get through this and we can. I mean, we're resilient. We're a resilient country but we're a resilient people. I think that we're leaders and we have to act like leaders right now. And in doing that, and I think just being good to people, we'll be able to take care of our family and work through this.

Tyson: That question that you asked, I think everyone, at the end of this episode, should stop what they're doing and answer that question in whatever medium that they choose, whether it be a blog post, a video, podcast episode because that didn't even occur to me, Charlotte, and it should have, that, “Hey, clients are worried about their cases. What happens if you die? What happens if you get coronavirus and get sick?” I mean, that's just so hard. I'm glad you asked that. That's one of the first things I'm going to be do is I'm going to address that. I think that's really, really good.

Let’s be a little more positive here and go on a look at the future. So, what's your future hold? Where are you going to take your firm?

Charlotte: Well, right now, for the next three quarters, I'm really going to work on scaling this firm. My plan before this was to open up in two other towns within the next three quarters. I don't know exactly where this is going to be take us now but with regard to where we are with an economy that I've set it up so that I can scale and I believe opening up, marketing to those other areas, I've got processes and procedures in place in order to be able to do that. It's just a matter of adding the marketing pieces and getting those areas opened up.

I am really working on trying to find a way to not turn away people but still be able to make a good living. I'm looking at adding some limited scope to be able to do that for people who can't afford a full scope practice. I'm looking at adding some limited scope, and then adding in some estate work. I find that with, of course, after every divorce, folks want to re-do their will, so I think those two areas really can marry nicely. And so, for the rest of this year, I'm going to add an estate practice and scale this thing a little bit more.

I have a plan that I believe I'm going to try to open up in at least one other State to just kind of, I guess, broadening the base and trying to serve the most amount of people possible with what we have because I truly believe in what we do. I truly believe in the team I’ve built. I truly believe in what we're able to offer people. I want to offer that to as many people as I possibly can. 

Jim: Charlotte, I've got to applaud you. I mean, I love going on offense when everyone else is on defense. I think that you have the right approach. I think that it's going to be interesting as the economy tightens and, especially with consumer facing practices, when people hire us, they have to give us money as opposed to a contingency fee situation. I think that expanding your reach is a great way to stay either at the same level or grow like you want to. I think that that's a really important mindset is that everyone's going to have to grow where they're getting their cases from because if you just sit still-- it's always true that if you're not growing, you're backsliding. But it's definitely going to be true now that you have to just go on the offense, even if it's just to stay at the same level.

Charlotte: I think that's true. I don't think that any of us can sit and practice the way that we've practiced forever and necessarily survive. Even before the COVID-19 virus, the practice of law has been changing very radically. Just the fact that that alone, now hit with what we're facing, we’ve to be able to change with the market - change our practices we go. We've got to be able to meet people where they are.

I was talking to my sales team last night. We probably have had 30 people call this week who’ve said, “You know, I only have $1,000. I don't have that kind of money. I've had to save up my money for food, you know. I'm scared. I don't know what's going to be happen.” I stayed up till three o'clock this morning trying to work on a model of, “Okay, if somebody calls and they only have $1,000, how can we help them?”

Just as soon as I finish this podcast with you guys, I'm going to roll out what I’ve built last night, so my team has an offering to these people, so that you know we can help them. It also helps  us. I mean, if people call, they need us and they don't have the money, that this is not necessarily the way to scale forever. But I think, personally, that it's the way to build what I'm doing because I think it gives us an opportunity to actually help. I genuinely believe that if you help people, that it comes back around 10 times.

You’ve got Erin Levine who's doing Hello Divorce. She doesn't attract lower-income individuals. She attracts tech individuals. Her model is perfect for where she is. That model doesn't work in Alabama because our market is not the same as hers. I have to offer a service similar or like what she's doing on a very different scale. That's what I spent a lot of time last night trying to build and put together what that can look like and how it can be economically feasible for me to do it but also take care of these folks who can't afford more. 

Tyson: Being able to adapt in this environment is extremely important. I think that your mindset’s perfect. It's really kind of interesting to me, all of these big law firms that have been caught off guard. I've heard of some pretty large PI firms in St. Louis that are scrambling right now because they're all software-based and not cloud-based firms. And so, they're trying to figure out how they're going to practice over the next six months. It's kind of crazy.

Anyways, we do need to wrap things up. Before I do. I want to remind everyone, go to the Facebook group. A lot of great people like Charlotte in the group sharing great information, so get involved there.

And then, if you will, please, especially right now, we’re trying to spread the word about Maximum Lawyer, I think right now is when people need the group most, so go and leave us a five-star review, please. If you're getting something from this, hopefully you are if you're listening, you're getting some good information from this podcast. So please leave a five-star review.

Jimmy, what’s your hack of the week?

Jim: For my hack of the week, I'm picking up on something that Charlotte said and that is that in this time of great uncertainty and anxiety, that we need to be as transparent as we can. Transparent especially with our employees about the realities of the situation. I don't think we should sugarcoat things. I also don't think we should be alarmist but I think we have to be realistic and we have to be honest.

If Charlotte's clients are wondering what's going to happen if she gets the virus. Obviously, people are worried about themselves getting the virus but just about the normal life continuing. I think that we have to be as honest and vulnerable and as transparent as we can be.

Tyson: Completely agree. I agree. That’s great advice.

Charlotte, do you have a tip or a hack for us?

Charlotte: I do. I may be the last one to know this but I thought it was pretty cool. I have always had the problem of being in the car, or not being at my desk, and talking to clients on my cell phone and I ended up with a lot of clients having my cell phone number. I've tried to work around that and I have a Nextiva. So, I run their app. Of course, that runs under the internet. Historically, I would be talking to somebody and I would lose them. I've tried Google Voice. Anything that runs on the internet, if you're in a remote area, I was losing them.

Right and left, it just didn’t seem professional, so I've researched a way to do-- for an answer. I could never find anything. Finally, I found out that if you have an iPhone 10 or 11, you can get Verizon to add an additional line to your phone. It's not a voice line. It's not an internet line. It's an actual cellular line. I had Verizon add that line. Now, I have a personal line which is my personal cell phone, but I have a business line. So, whenever I start to make a call, it lets me choose which line I'm going to use to make the call. Actually, it’s been very helpful. I've been able to protect my own personal line a little bit better. 

Tyson: That is freakin’ gold. That's worth this entire episode by itself. Oh my gosh, that's amazing. I had the same problem. Like every single VOIP app I've ever tried to use is just garbage. That is amazing. Thanks for sharing that.

So, whenever they call that number back, where does that number go? Do they go to your office?

Charlotte: No, it goes straight to my cellphone. So, what happens is like if you call me on that line. I was able to pick my number with Verizon. I think AT&T does this as well. But if they call you back on the number, it calls back on your phone, but you can have a different voicemail on that. For example, you could say, “This is an unattended line, please call the office at--" whatever your office number is, or you can answer it. You can, certainly, control it - what you what you take in. But it comes straight to your phone. So, it either says “P or B?” It’s my personal or business line. It has proven worth its weight in gold to get that set up.

I think you can get that set up without actually having to go into the store. I think you can call and get that set up. That's been one of the greatest hacks for my practice that that I've had in a long time.

Tyson: That's good. That's so good.

My tip of the week is something that is also a communications device. Yesterday, I spent a lot of time copying and pasting text messages just saying, “Hey, just checking in and see how you're doing” kind of a thing. I did it amidst a bunch of people. A buddy of mine and a buddy of Jim's, Jim [inaudible 00:35:41], he texted me back and he said, “What app are you using to send these out to everybody?” I said, “I'm not using an app.” He said, “Haha. I'm not the only one. There’s something like that.” He knew because he had apparently been doing the same thing all day.

He told me about this app called Reach, Reach app. I played with it yesterday. It’s freakin’ awesome. It would’ve saved me so much time. You can create groups of people. Let's say you have a bunch of lawyer friends, let’s say criminal defense lawyers, and you need somebody to cover a court appearance, you can send a text to all of those people. Let's say you're a personal injury lawyer and you've got a question about something about underinsured motorist coverage or something like that, you can send it to all of those people at one point. It's not a group text. It is an individual text to all of the different people in that group, so it's freakin’ awesome. And so, check it out. Reach app.

Charlotte, so much for coming on. Thank you so much for sharing. You're just awesome, so thank you for being a part of our tribe. You're just awesome, so thanks for coming on.

Charlotte: Guys, thank you so much for having me. I just love this whole entire tribe.

Tyson: Nice. See you.

Charlotte: Thanks, guys.

Thanks for listening to The Maximum Lawyer Podcast. To stay in contact with your hosts and to access more content, go to maximumlawyer.com.

Have a great week and catch you next time.