This is Chapter 13 of the free audio edition of Renegade Lawyer Marketing (Second Edition)—only on the Renegade Lawyer Podcast.

It’s a short chapter with a powerful punch. Ben Glass shares the mindset shift that moves you from chasing clients… to having clients feel lucky to work with you.

In this episode, you’ll learn:

• What to say when a client name-drops other lawyers
• Why you shouldn’t always be the one pitching
• The difference between “needing a client” and “choosing a client”
• How to know when your marketing is working (spoiler: they don’t ask, “So what makes you different?”)

This is about building a law firm that commands respect before the first phone call—even before the first click.

Plus: Ben explains how his long-term disability practice grew a $750K recurring revenue stream by delivering insane client service.

Mentioned:

• $45M in future benefit claims under management
• $750K/year recurring revenue (and growing)
• Exactly what makes a potential client “thunderstruck”

To build a firm clients seek out—not stumble into—you need this chapter.

Listen on Apple or Spotify
 Get the book + bonuses at RenegadeLawyerMarketing.com
 Join us live this October at GLMSummit.com

Ben Glass is a nationally recognized personal injury and long-term disability insurance attorney in Fairfax, VA. Since 2005, Ben Glass and Great Legal Marketing have been helping solo and small firm lawyers make more money, get more clients and still get home in time for dinner. We call this TheGLMTribe.com

What Makes The GLM Tribe Special?

In short, we are the only organization within the "business builder for lawyers" space that is led by two practicing lawyers.

One thing we're sure you've noticed is that despite the variety of options within our space, no one else is mixing
the actual practice of law with business building in the way that we are.

There are no other organizations who understand the highs and lows of running a small law firm and are engaged in talking to real clients. That is what sets GLM apart from every other organization, and it is why we have had loyal members that have been with us for two-decades.