Episode 55: Chris Massaro

Many law firms pour thousands of dollars into digital ads each month, only to watch qualified leads slip through the cracks. Host Harry Nalbandyan sits down with Chris Massaro, CEO of TSEG, to breakdown what actually drives firm revenue in today’s digital environment. Chris breaks down the shift from simple SEO tactics to multi-channel search strategies, explaining why firm owners must stop chasing cheap leads and start focusing on true return on investment. They dive deep into the operational side of case acquisition, explaining why intake is actually a sales process that requires trained closers on the phone. Chris also exposes the common friction between law firm owners, marketing agencies, and fractional CMOs who focus on vanity metrics like backlinks rather than signed cases. If you want to scale your practice efficiently and build a predictable lead pipeline, this conversation delivers a tactical breakdown.