GLF Podcast

Join Sasha Berson as he speaks with John Scott, Partner at Anders CPAs and Advisors

👉 Sasha and John explore:

— The importance of paying attention to data and testing different marketing strategies to see what works best for your firm

— How legal businesses, like any service business, can scale if there is demand and supply

— The ability to replicate a successful process-driven service model within a geographic area or new cities

— Focusing on cash, financials, production, and pipeline metrics on a weekly basis

— Utilizing a consultant to develop KPIs and focus on priority areas needing attention

— Benchmarking your firm's financial data against industry peers through a customized accounting structure

👉 Main takeaways from the episode:

— Law firm growth is attainable through strategic scaling of proven internal processes, not reliance on reputation alone

— Tracking metrics over time via recurring reviews reveals trends and priorities for targeted improvement

— Standardizing operations while customizing analytics benchmarks performance for maximum competitive advantage

— Consultants expedite progress by documenting workflows, analyzing finances, and recruiting to expand capabilities

📰 About John Scott:

John Scott is a Partner in Tax at Anders CPAs & Advisors. As the leader of the firm's virtual CFO team for legal clients, John draws on his wealth of experience in helping law firms optimize their financial management. He works closely with attorney and business owner clients to address complex tax, estate planning, and valuation issues. 

John employs a collaborative approach, partnering clients with other advisors to accomplish their goals in a cost-effective manner. With a focus on profitability, John provides dedicated resources and critical thinking to make law practices more efficient and competitive. His expertise benefits both established and emerging firms seeking to maximize performance.

📞 Connect with John Scott:

• Website: https://anderscpa.com/ 

• LinkedIn: https://www.linkedin.com/in/john-c-scott-cpa/ 

• Facebook: https://www.facebook.com/AndersCPA 

• Twitter: https://twitter.com/anderscpa 

• Instagram: https://www.instagram.com/anderscpa/ 

📞 Connect with Sasha Berson:

• LinkedIn:  https://www.linkedin.com/company/grow-law-firm/ 

• Instagram: https://www.instagram.com/grow_lawfirm/ 

• YouTube: https://www.youtube.com/@growlawfirm 

• Facebook: https://www.facebook.com/growlawfirm 

• Email: [email protected] 

• Phone: (312) 854-7724

#LawyerWebsite #LawyerSEO #LawFirmMarketing

If you enjoyed today’s show, please leave a review and subscribe so you never miss an episode. For more information and links to all of the resources mentioned in today’s episode, visit https://growlawfirm.com/ 

Join Sasha Berson as he speaks with Tom Lenfestey, CEO of The Law Practice Exchange

👉 Sasha and Tom explore:

— The importance of strategic fit in law firm acquisitions

— Developing a clear acquisition plan aligned with growth goals

— The process of searching for the right acquisition opportunity

— Financial considerations and funding in law firm acquisitions

— Buy-sell agreements for solo practitioners and small partnerships

— The significance of thorough transition planning and post-acquisition integration

👉 Main takeaways from the episode:

— Firms should avoid stretching into new practice areas just because opportunities arise and instead ensure strategic fit with their goals.

— Solo practitioners can facilitate succession planning through buy-sell agreements with respected peer attorneys

— Valuation analyses are needed to avoid killed deals from unrealistic price expectations on the part of sellers

— Thorough transition planning and open communication between parties make post-acquisition integration infinitely easier

📰 About Tom Lenfestey:

Tom Lenfestey is the Founder and CEO of The Law Practice Exchange, a leading platform facilitating law firm sales, mergers, and succession planning. A practicing attorney and licensed CPA, Tom recognized the legal profession lacked resources for practice transitions. He founded LPE in 2013 to fill this void, providing services to guide lawyers through succession planning, exits, and acquisitions. 

With vast expertise in evaluating law firm transactions, Tom consults firms on valuation, integration, and long-term strategy. As an accomplished speaker, he regularly shares insights with legal associations on topics including succession planning and law practice sales. Clients praise Tom for his expertise and personalized guidance.

📞 Connect with Tom Lenfestey:

• Website:  https://thelawpracticeexchange.com/ 

• LinkedIn: https://www.linkedin.com/in/tomlenfestey/ 

• Facebook: https://www.facebook.com/lawpracticeexchange/ 

• Twitter: https://twitter.com/LawPracticeExch 

📞 Connect with Sasha Berson:

• LinkedIn:  https://www.linkedin.com/company/grow-law-firm/ 

• Instagram: https://www.instagram.com/grow_lawfirm/ 

• YouTube: https://www.youtube.com/@growlawfirm 

• Facebook: https://www.facebook.com/growlawfirm 

• Email: [email protected] 

• Phone: (312) 854-7724

#LawyerWebsite #LawyerSEO #LawFirmMarketing

If you enjoyed today’s show, please leave a review and subscribe so you never miss an episode. For more information and links to all of the resources mentioned in today’s episode, visit https://growlawfirm.com/ 

Join Sasha Berson as he speaks with Chris Guymon, the Founder of Time Freedom for Lawyers

👉 Sasha and Chris explore:

— How the four-hour rule focuses attorneys' work only on cases that have funds in their trust account to ensure they are working on paid matters

— Common exceptions to the four-hour rule for certain practice areas like personal injury or contingency fees

— The benefits of the four-hour rule like being able to collect payment on nearly all hours worked and not losing money on employees.

— How there is a lot of opportunity in law through inefficiency and solving clients' pain points in new ways without needing fancy business expertise.

— The idea that with some innovative approaches, attorneys can make good money with less effort by addressing client needs instead of just replicating typical practices.

👉 Main takeaways from the episode:

— Adopting strategies like the four-hour rule that focus attorneys' work on paid cases can significantly increase revenue by collecting payment on nearly all billable hours.

— Simplifying processes, like completing divorces in three months through flat fees and limiting pre-mediation work, leads to better client outcomes at lower costs.

— Non-traditional approaches to law practice, such as Chris' move into coaching, can improve work-life balance while maintaining or increasing income.

— With innovative thinking, attorneys have opportunities to earn more per hour worked by addressing inefficiencies compared to typical billable hour models.

📰 About Chris Guymon:

Chris Guymon is a seasoned marketing strategist specializing in legal services. With over 15 years of experience, he has a proven track record of boosting client acquisition and enhancing brand visibility for law firms. Chris is passionate about leveraging innovative marketing techniques to deliver measurable ROI and sustainable growth for his clients.

📞 Connect with Chris Guymon:

• Website: https://www.crc.law/ 

• LinkedIn: https://www.linkedin.com/in/chris-guymon-tfl 

• Facebook: https://www.facebook.com/groups/timefreedomforlawyers/ 

📞 Connect with Sasha Berson:

• LinkedIn:  https://www.linkedin.com/company/grow-law-firm/ 

• Instagram: https://www.instagram.com/grow_lawfirm/ 

• YouTube: https://www.youtube.com/@growlawfirm 

• Facebook: https://www.facebook.com/growlawfirm 

• Email: [email protected]

• Phone: (312) 854-7724

#LawyerWebsite #LawyerSEO #LawFirmMarketing

If you enjoyed today’s show, please leave a review and subscribe so you never miss an episode. For more information and links to all of the resources mentioned in today’s episode, visit https://growlawfirm.com/ 

Join Sasha Berson as he speaks with Stuart Ratzan, the Founding Partner at Ratzan Weissman & Boldt

👉 Sasha and Stuart explore:

— The importance of continuously developing legal and advocacy skills throughout one's career

— The challenges of balancing both the professional obligations and business demands of running a small law firm

— Finding fulfillment through upholding the principles and integrity of the legal profession

— The misconception some have that personal injury law is merely "ambulance chasing" and lacks complexity

— How taking risks and working diligently on cases contributes to positive outcomes over superficial resolutions

— Striking the right equilibrium between practicing law competently while also sustaining the business needs of a firm

👉 Main takeaways from the episode:

— Both competence in legal advocacy and strong networking skills are necessary for a sustainable small firm practice

— Viewing legal work as a meaningful pursuit beyond just money and business requires embracing both craft and humanity

— Taking pride in working hard each day with fairness and honesty builds rewarding careers and serves clients well in the long run

📰 About Stuart Ratzan:

Stuart Ratzan is the founding partner of Ratzan Weissman & Boldt, a Miami personal injury law firm. As a renowned trial lawyer, he has secured multimillion-dollar settlements in high-profile medical malpractice and catastrophic injury cases. Ratzan believes strongly in bringing wrongdoers to account through impactful jury verdicts. He is committed to public safety and ensuring access to healthcare. Ratzan has earned many accolades, including recognition as one of Florida's top attorneys by Best Lawyers.

📞 Connect with Stuart Ratzan:

• Website: https://www.rwblawyers.com/ 

• LinkedIn: https://www.linkedin.com/in/stuartratzan/ 

• Facebook: https://www.facebook.com/rwblawyers/ 

• Twitter: https://twitter.com/ratzanlaw 

• Instagram: https://www.instagram.com/rwblawyers/ 

📞 Connect with Sasha Berson:

• LinkedIn:  https://www.linkedin.com/company/grow-law-firm/ 

• Instagram: https://www.instagram.com/grow_lawfirm/ 

• YouTube: https://www.youtube.com/@growlawfirm 

• Facebook: https://www.facebook.com/growlawfirm 

• Email: [email protected]

• Phone: (312) 854-7724

#LawyerWebsite #LawyerSEO #LawFirmMarketing

If you enjoyed today’s show, please leave a review and subscribe so you never miss an episode. For more information and links to all of the resources mentioned in today’s episode, visit https://growlawfirm.com/ 

Join Sasha Berson as he speaks with Chris Dreyer, the CEO of Rankings.io

👉 Sasha and Chris explore:

— The importance of proper capital allocation for marketing, especially for originating new cases

— How direct response marketing requires short-term spending while brand building is long-term

— Best practices for intake systems and client experience to generate reviews

— The "profit first" mindset of allocating a percentage of revenue to profit upfront to force profitability and efficiency

— Features of excellent intake systems like training, personality assessments, and an emphasis on care and client happiness

— The need to substantially invest in major market campaigns, often over $1 million monthly, to stand out competitively

👉 Main takeaways from the episode:

— Proper capital allocation for marketing is crucial, especially early on, to generate cases and data to gauge effectiveness

— Building a long-term brand requires substantial, ongoing investment though it leads to cheaper client acquisition over the long run

— Intake systems deeply impact client experience and retention, potentially costing or earning firms millions each year

— Establishing financial targets, cutting costs strategically, and planning growth over multiple years with a fractional CFO's help can substantially increase law firm wealth

📰 About Chris Dreyer:

Chris Dreyer is the CEO and founder of Rankings.io, an SEO agency that specializes in helping elite personal injury law firms generate cases through organic search on Google. His company has been named to the Inc. 5000 list five years consecutively, recognizing its impressive growth. After competing globally in collectible card games and poker as a youth, he earned a degree in history education but found his true calling in digital marketing.

Starting with an affiliate marketing side hustle during spare time from his teaching job, he grew it into a full-time venture. When changes in search engine algorithms impacted his business, he pivoted to legal marketing, leveraging his SEO expertise. As the founder and CEO of Rankings.io, he has scaled the agency significantly year over year, achieving eight-figure revenues through his data-driven approach and dedicated team.

📞 Connect with Chris Dreyer:

• Website: https://rankings.io/ 

• LinkedIn: https://www.linkedin.com/in/chrisdreyerco/ 

• Facebook: https://www.facebook.com/chrisdreyerco/ 

• Twitter: https://x.com/Rankingsio 

• Instagram: https://www.instagram.com/chrisdreyerco/ 

📞 Connect with Sasha Berson:

• LinkedIn:  https://www.linkedin.com/company/grow-law-firm/ 

• Instagram: https://www.instagram.com/grow_lawfirm/ 

• YouTube: https://www.youtube.com/@growlawfirm 

• Facebook: https://www.facebook.com/growlawfirm 

• Email: [email protected]

• Phone: (312) 854-7724

#LawyerWebsite #LawyerSEO #LawFirmMarketing

If you enjoyed today’s show, please leave a review and subscribe so you never miss an episode. For more information and links to all of the resources mentioned in today’s episode, visit https://growlawfirm.com/ 

Join Sasha Berson as he speaks with Elise Holtzman, the CEO of The Lawyer's Edge

👉 Sasha and Elise explore:

— Developing a book of business and lawyers' motivations to earn more based on the business they bring in

— Lawyers' focus on billable hours and resistance to tasks without immediate billable credit like networking or thought leadership

— Understanding business development as a long-term investment rather than something producing instant results

— The need for firms to train lawyers in business development and coach them through the process

— Challenges smaller firms face in delegating roles and barriers to revenue growth

👉 Main takeaways from the episode:

— Lawyers are naturally driven by billable hours but must shift focus to business development to avoid "tunnel vision" and maximize leverage of their expertise

— Creating business takes an investment of time and may not provide immediate returns, but paying off over the long run through building relationships

— Growing a firm requires owners to delegate roles to specialists and move from solely practicing law to managing business operations

— Younger lawyers want mentoring and opportunities to develop skills just as they received coaching in other activities as they grew up

📰 About Elise Holtzman:

Elise Holtzman is an accomplished attorney and professional coach dedicated to helping lawyers maximize their potential. As the founder of The Lawyer's Edge, she draws from her experience practicing commercial real estate law at top firms and graduating cum laude from Columbia Law School. Through individualized coaching, training programs, and frequent speaking engagements, Elise equips attorneys with the business development skills needed to lead thriving practices and legal organizations. Her mission is empowering lawyers to take control of their careers while sustaining high-quality client service and operations. 

📞 Connect with Elise Holtzman:

• Website: https://thelawyersedge.com/ 

• LinkedIn: https://www.linkedin.com/in/eliseholtzman 

• Facebook: https://www.facebook.com/TheLawyersEdge/ 

📞 Connect with Sasha Berson:

• LinkedIn:  https://www.linkedin.com/company/grow-law-firm/ 

• Instagram: https://www.instagram.com/grow_lawfirm/ 

• YouTube: https://www.youtube.com/@growlawfirm 

• Facebook: https://www.facebook.com/growlawfirm 

• Email: [email protected]

• Phone: (312) 854-7724

#LawyerWebsite #LawyerSEO #LawFirmMarketing

If you enjoyed today’s show, please leave a review and subscribe so you never miss an episode. For more information and links to all of the resources mentioned in today’s episode, visit https://growlawfirm.com/ 

Join Sasha Berson as he speaks with Brian Glass, the Partner at BenGlassLaw

👉 Sasha and Brian explore:

— The differences in sales efforts needed for personal injury law compared to other legal fields like estate planning

— How the first lawyer a potential client speaks to will establish the most rapport

— Differentiating a law firm by clearly explaining its process for handling cases

— Using a rating system to evaluate employees and identify talent mismatches

— The differences between managing a law firm versus practicing law

👉 Main takeaways from the episode:

— It's important to differentiate your law firm from others by clearly explaining your unique process and value proposition to clients

— Managing a law firm requires different skills than practicing law, so promoting great attorneys into management roles may not always work

— Lawyers should look inward at issues within their own control rather than always blaming external factors for lack of success

— Focusing efforts on the 20% of activities that will drive the most results is key to achieving goals without burnout

📰 About Brian Glass:

Brian Glass is a personal injury attorney and partner of BenGlassLaw. With over 15 years of experience, he represents injured individuals in their legal battles against insurance companies. Born and raised in Fairfax, Virginia, Brian attended James Madison University and the College of William & Mary Law School. He has received numerous honors for his excellence in litigation, including recognition as a top lawyer by Super Lawyers. Outside of practicing law, Brian is passionate about empowering others to build successful businesses and lead purposeful lives. He hosts the podcast Time Freedom for Lawyers, sharing advice and stories from high-achieving entrepreneurs.

📞 Connect with Brian Glass:

• Website: http://www.benglasslaw.com/ 

• LinkedIn: https://www.linkedin.com/in/fairfaxpersonalinjury/ 

• Facebook: https://www.facebook.com/brianglass 

• Instagram: https://www.instagram.com/thebrianglass 

📞 Connect with Sasha Berson:

• LinkedIn:  https://www.linkedin.com/company/grow-law-firm/ 

• Instagram: https://www.instagram.com/grow_lawfirm/ 

• YouTube: https://www.youtube.com/@growlawfirm 

• Facebook: https://www.facebook.com/growlawfirm 

• Email: [email protected]

• Phone: (312) 854-7724

#LawyerWebsite #LawyerSEO #LawFirmMarketing

If you enjoyed today’s show, please leave a review and subscribe so you never miss an episode. For more information and links to all of the resources mentioned in today’s episode, visit https://growlawfirm.com/ 

Join Sasha Berson as he speaks with Suzette Welling, the Founder of Law Practice Edge

👉 Sasha and Suzette explore:

— The challenges of bringing in inexperienced managers from outside the legal industry

— Alternative partner compensation structures beyond equal splitting of profits

— Suzette's experience helping firms develop new compensation models

— Establishing standard operating procedures and budgets, and analyzing attorney profitability

— The importance of recruiting top talent and how challenging it is for law firms

👉 Main takeaways from the episode:

— Bringing in inexperienced managers from outside the legal industry often fails without the proper firm experience and skillset required

— Compensation structures need to appropriately reward rainmakers for the business they generate to attract top talent

— Strategic consulting processes help firms establish priorities, protocols, and accountability measures

— Formalizing processes ensures work is directed to the appropriate level while maximizing returns

📰 About Suzette Welling:

Suzette Welling is the Founder and President of Law Practice Edge, bringing over 25 years of distinguished experience in law firm management. As a Certified Legal Manager and holder of a Legal Lean Sigma certification, Suzette possesses proven expertise across strategic planning, finance, human resources, and more. 

She guides firms of all sizes, utilizing her comprehensive knowledge and specialized process improvement tools. Previously honored as the Tampa Bay Business Journal CFO of the Year, Suzette's career has been about pursuing excellence and supporting legal professionals through tangible resources and trusted advice.

📞 Connect with Suzette Welling:

• Website: https://lawpracticeedge.com/ 

• LinkedIn: https://www.linkedin.com/in/suzettewelling/ 

• Facebook: https://www.facebook.com/suzette.welling/ 

📞 Connect with Sasha Berson:

• LinkedIn:  https://www.linkedin.com/company/grow-law-firm/ 

• Instagram: https://www.instagram.com/grow_lawfirm/ 

• YouTube: https://www.youtube.com/@growlawfirm 

• Facebook: https://www.facebook.com/growlawfirm 

• Email: [email protected]

• Phone: (312) 854-7724

#LawyerWebsite #LawyerSEO #LawFirmMarketing

If you enjoyed today’s show, please leave a review and subscribe so you never miss an episode. For more information and links to all of the resources mentioned in today’s episode, visit https://growlawfirm.com/ 

Join Sasha Berson as he speaks with Tom Lenfestey, the CEO of Law Practice Exchange

👉 Sasha and Tom explore:

— The unique challenges lawyers face in succession planning and business practices

— The importance of building systems within a law firm to enhance value

— Transition-based sales and their role in ensuring smooth handovers

— Different scenarios for valuing a law firm and factors that affect valuation

— The emotional and practical aspects of selling a law firm

— The complexities and challenges of partnerships in law firms

— Strategies for lawyers to invest in systems and processes to create lasting value

👉 Main takeaways from the episode:

— Ensuring a smooth handover by having the selling attorney remain involved post-sale can mitigate value loss and ensure client and referral source retention.

— Investing in robust systems within a law firm can significantly enhance its market value, making it more attractive and easier to transition during a sale.

— Form partnerships only when there is a clear complementary skill set and strong, long-term relationships.

📰 About Tom Lenfestey:

Tom Lenfestey is an attorney and CPA who founded the Law Practice Exchange, a marketplace for buying and selling law firms. With a background in assisting dentists and CPAs in selling their practices, Tom identified the need for a similar platform for lawyers. His work focuses on helping attorneys realize the value of their practices, providing structured exit strategies, and facilitating smooth transitions.

📞 Connect with Tom Lenfestey:

• Website: https://thelawpracticeexchange.com/ 

• LinkedIn: https://www.linkedin.com/in/tomlenfestey/ 

• Facebook: https://www.facebook.com/lawpracticeexchange/ 

• Twitter: https://twitter.com/LawPracticeExch 

📞 Connect with Sasha Berson:

• LinkedIn:  https://www.linkedin.com/company/grow-law-firm/ 

• Instagram: https://www.instagram.com/grow_lawfirm/ 

• YouTube: https://www.youtube.com/@growlawfirm 

• Facebook: https://www.facebook.com/growlawfirm 

• Email: [email protected]

• Phone: (312) 854-7724

#LawyerWebsite #LawyerSEO #LawFirmMarketing

If you enjoyed today’s show, please leave a review and subscribe so you never miss an episode. For more information and links to all of the resources mentioned in today’s episode, visit https://growlawfirm.com/

Join Sasha Berson as he speaks with Philip Fairley, the President of The Rainmaker Institute

👉 Sasha and Philip explore:

— The importance of branding, marketing, consistent lead generation, and sales.

— Strategies for client intake, including automated nurturing and outbound calls.

— The need for law firms to provide immediate and empathetic responses to potential clients.

— How the first law firm a potential client speaks to has a 50% chance of being hired.

— The importance of nurturing leads and having an efficient intake process.

👉 Main takeaways from the episode:

— Automation is crucial for business growth, and firms should prioritize building out automation systems, especially for lead nurturing and follow-up.

— Leadership needs to understand the importance of client acquisition and view it as a priority rather than focusing solely on legal work.

— Documenting processes helps identify where steps can be streamlined or automated to improve efficiency.

📰 About Philip Fairley:

Philip Fairley is a renowned legal marketing expert and the President of The Rainmaker Institute, a leading law firm marketing company that provides innovative solutions for attracting leads, converting leads into clients, and managing law firm data. With a strong background in technology and entrepreneurship, Fairley has developed cutting-edge software platforms such as Turbine® and Rainalytics®, which have revolutionized the legal marketing industry.

He is a sought-after speaker and has been featured in various publications, including the American Bar Association's Journal, Entrepreneur, and Fortune Small Business. Fairley is dedicated to helping law firms grow their business through data-driven marketing strategies and automation. He is married with three children and enjoys the Arizona lifestyle, mountain biking, and coaching youth sports.

📞 Connect with Philip Fairley:

• Website: https://therainmakerinstitute.com/

• LinkedIn: https://www.linkedin.com/in/philipfairley/

• Facebook: https://www.facebook.com/TheRainmakerInstitute

• Instagram: https://www.instagram.com/rainmakerinstitute/

📞 Connect with Sasha Berson:

• LinkedIn: https://www.linkedin.com/company/grow-law-firm/

• Instagram: https://www.instagram.com/grow_lawfirm/

• YouTube: https://www.youtube.com/@growlawfirm

• Facebook: https://www.facebook.com/growlawfirm

• Email: [email protected]

• Phone: (312) 854-7724

#LawyerWebsite #LawyerSEO #LawFirmMarketing

If you enjoyed today’s show, please leave a review and subscribe so you never miss an episode. For more information and links to all of the resources mentioned in today’s episode, visit https://growlawfirm.com/