Ever had that client who makes your stomach knot every time their name appears in your inbox? The one whose case you've kept far longer than you should have? You're not alone.

Today I'm tackling my number one client tip for attorneys, and it's not what most expect. Forget marketing strategies or case valuation techniques – the most crucial skill is learning to "rip the bandaid" by terminating problematic client relationships promptly and professionally. This seemingly simple action can save you years of frustration, wasted energy, and needless stress.

Through personal experience (including some painful lessons), I share the three critical red flags that signal potential client issues: inconsistencies between client reports and medical records, the client who complains about everyone they encounter, and the excessive editor who doesn't trust your professional judgment. These early warning signs almost always intensify rather than improve with time.

The decision to terminate a client relationship is never easy. We fear the phone won't ring again, or we've already invested too much time, or perhaps worst of all – the client is genuinely nice. But maintaining these relationships past their natural conclusion inevitably leads to regret. As one colleague bluntly asked after I finally terminated a particularly difficult client: "What took you so long?"

Whether you're a seasoned attorney or just starting your practice, mastering when to say goodbye to clients who aren't the right fit is essential for your professional longevity and personal wellbeing. Remember, there are plenty of clients who will value your expertise and guidance – and plenty of other attorneys who might better serve those you let go.

Have you faced this challenge in your practice? Share your experience, subscribe to the podcast, and pass this episode along to a newer attorney who hasn't yet learned this crucial lesson. Your future self will thank you.

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Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia. He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field. This podcast is his effort to share that passion with others.

Want to connect with Brian?

Follow Brian on Instagram: @thebrianglass
Connect on LinkedIn

Would you hire you?
That’s the uncomfortable but powerful question at the center of this episode—and it just might change the way you build your law firm team forever.

This week, Brian sits down with Jay Henderson, performance coach, hiring expert, and the brain behind Real Talent Hiring. With over 50,000 assessments under his belt, Jay breaks down what most law firms get completely wrong about hiring.

We’re talking about how to assess judgment—not just experience—the secret to interviews that reveal the real person, why your culture is either attracting or repelling top talent, and how to flip the script so that candidates are chasing you, not the other way around.

If you’re tired of hiring people who check all the boxes but still don’t perform, this episode is for you.

Want to dive deeper into Jay’s work or get your hands on his new book?
Jay is offering free copies of The Lawyer’s Guide to Hiring Superstars. To request one, simply email him at [email protected] —no charge, no shipping.

To learn more about Jay’s hiring assessments and how he helps law firms build high-performance teams, visit www.realtalenthiring.com.

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Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia. He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field. This podcast is his effort to share that passion with others.

Want to connect with Brian?

Follow Brian on Instagram: @thebrianglass
Connect on LinkedIn

What separates thriving law practices from struggling ones isn't always what you'd expect. Drawing from our firm's recent EOS quarterly meeting, I'm peeling back the curtain on the three critical obsessions that drove our personal injury practice to grow by over 400% in just five years.

The first revelation might surprise you: most law firms think they have a marketing problem when what they really have is a sales problem. We've become relentlessly focused on our sales process, ensuring our team genuinely believes we offer the best solution and communicates that conviction to potential clients. This obsession extends to regular call reviews, script refinements, and streamlining the signing process—all of which dramatically improve conversion rates without spending an extra dollar on marketing.

The second game-changer has been our fanatical approach to client experience. We recognized the dangerous gap that forms when firms are hyper-responsive during acquisition but seemingly disappear afterward. Our solution includes welcome boxes arriving within 48 hours of signing, automated yet personalized status updates, and a carefully orchestrated communication schedule. The result? Clients never wonder what's happening with their case because we've already told them. This approach generates authentic five-star reviews without gimmicks or manipulation.

Our third obsession might be the most pragmatic: making it ridiculously easy for insurance companies to pay us. By understanding adjuster workloads and organizing our demand packages with crystal clarity, our files naturally rise to the top of their stacks. This collaborative rather than obstructionist approach accelerates settlements and maximizes outcomes. Interestingly, this contrasts with our long-term disability practice, where a more confrontational style sometimes proves necessary—highlighting that there's no one-size-fits-all approach to law firm success.

What would you say you obsessed over if looking back on your perfect law firm years from now? Take some time this weekend to reflect on the obsessions that could transform your practice into exactly what you want it to be.

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Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia. He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field. This podcast is his effort to share that passion with others.

Want to connect with Brian?

Follow Brian on Instagram: @thebrianglass
Connect on LinkedIn

What happens when a trial lawyer burns the boats, leaves litigation behind, and builds an entire business by posting on LinkedIn?

In this episode of Life Beyond the Briefs, Brian sits down with Tony Albrecht—former litigator, founder of Contender, and the go-to ghostwriter for trial lawyers who want to grow their influence online without sounding like everyone else.

Tony shares his personal journey from asbestos defense to digital storytelling, including the moment LinkedIn clicked and changed the trajectory of his career. Together, they unpack what it really takes to build a personal brand as a lawyer in today’s attention economy—and why most attorneys are still playing the wrong game when it comes to content.

Inside this conversation:

• The surprising upside of consistent posting (even when no one’s watching)
• The 1-5-10 Method Tony teaches lawyers to build visibility, trust, and relationships
• How to use content to generate demand—not just leads
• The difference between being a funnel and being a magnet
• And why the most powerful form of marketing might be the one you can’t measure at all

Whether you’re brand new to LinkedIn or already posting but feeling stuck, this episode is a tactical, mindset-shifting guide for showing up with more clarity, consistency, and confidence.

Where to find Tony Albrecht:

• Connect on LinkedIn: https://www.linkedin.com/in/tony-albrecht
• Explore ghostwriting and bootcamps: https://contenderllc.com
• Read In the Creative Arena: https://www.amazon.com/Creative-Arena-Creativity-Building-Future/dp/1735605824

If you’re a lawyer ready to market with meaning—and stop hiding behind a headshot—this conversation is your call to action.

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Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia. He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field. This podcast is his effort to share that passion with others.

Want to connect with Brian?

Follow Brian on Instagram: @thebrianglass
Connect on LinkedIn

Grassroots marketing offers powerful, low-cost strategies that enable law firms to connect authentically with their communities and enhance referral networks. By engaging with local organizations, sending personalized communications, and creating meaningful relationships, law firms can achieve sustainable growth without the need for hefty advertising budgets.

• Grassroots marketing as a vital strategy for law firms
• Importance of personalized outreach and newsletters
• Community engagement through scholarships and events
• Building referrals via partnerships with local businesses
• Authentic branding and client trust as foundational elements
• Reaping substantial ROI through creative grassroots initiatives 
• Sharing success stories and informative content on social media
• Fostering a culture of community involvement within the firm

Get your tickets to the 2025 Great Legal Marketing Summit Here.

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Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia. He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field. This podcast is his effort to share that passion with others.

Want to connect with Brian?

Follow Brian on Instagram: @thebrianglass
Connect on LinkedIn

You’re 20 years into your legal career… and something feels off. Do you stay where it’s safe — or finally bet on yourself?

In this episode of Life Beyond the Briefs, Brian sits down with a mystery guest — we’re calling him Mr. X — for a raw, unscripted coaching call. Mr. X is stuck between two paths: leave his firm and build something of his own, or join another practice with the promise of future equity.

But this conversation isn’t just about business. It’s about autonomy, mental health, and what it really means to take control of your future.

If you’ve ever asked yourself:

• Should I go out on my own?
• What if I make the wrong choice?
• Is it too late to design a life I actually want?

Then hit play. This one’s for you.

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Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia. He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field. This podcast is his effort to share that passion with others.

Want to connect with Brian?

Follow Brian on Instagram: @thebrianglass
Connect on LinkedIn

The digital marketing landscape for lawyers has fundamentally changed, and small law firms are feeling the squeeze. Large multi-state firms have discovered a profitable formula: automate backend processes, offshore what they can, and reinvest those savings into increasingly aggressive advertising campaigns. The result? Client acquisition costs have skyrocketed to $2,400-$3,000 per case – an unsustainable model for most small practices.

At the center of this transformation are companies like Case Connect, flooding social media with deceptive advertisements promising "Harvard-level AI" that can instantly calculate settlement values while explicitly telling viewers to avoid "greedy lawyers." These misleading campaigns create unrealistic expectations while simultaneously undermining the perceived value of legal representation. What happens when a potential client fills out one of these forms? They're quickly connected with a law firm using carefully crafted intake scripts designed to sign cases within minutes – even on weekends – often charging premium contingency rates of 40% to offset their enormous marketing expenses.

For solo practitioners and small firms that can't match this "speed-to-lead" approach, competing in the digital arena has become nearly impossible. The sustainable path forward isn't trying to outspend these marketing behemoths but rather doubling down on what small firms do best: building relationships, fostering community connections, and providing exceptional client service that naturally generates referrals. By focusing on creating remarkable experiences rather than chasing the latest marketing trend, small firms can build practices that aren't vulnerable to the whims of search algorithms or dependent on increasingly expensive digital advertising. Discover how to position your firm to thrive in this challenging landscape while maintaining your professional integrity and building a practice you genuinely enjoy.

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Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia. He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field. This podcast is his effort to share that passion with others.

Want to connect with Brian?

Follow Brian on Instagram: @thebrianglass
Connect on LinkedIn

It’s April Fools’ Day—but what you’re about to hear is no joke.

The legal industry is facing a quiet revolution. AI tools are writing demand letters. Offshore teams are handling case management. And some of the biggest personal injury firms in the country are pulling in $25,000 per case—while still struggling to turn a profit.

So what gives?

In this episode, Brian Glass sits down with Gabriel Stiritz, founder of Lexamica and one of the sharpest minds in legal tech and strategy, to answer the question that’s on every small firm owner’s mind:

What will your law firm look like in 2030—and will it even exist?

Together, they unpack the rise of cost compression, the ethics of passing AI expenses onto clients, and why operations—not just marketing—now make or break your business. Gabriel also shares why Big Law’s playbook might not be worth copying, and how small firms can win by staying scrappy, service-oriented, and deeply rooted in their communities.

If you've ever wondered whether it’s worth chasing scale, if 40% fees are sustainable, or how to compete in a market increasingly owned by hedge funds and software… this conversation is your roadmap.

This isn’t just a forecast—it’s a challenge. And the time to rethink your strategy is now.

Press play to hear what’s coming—and what to do about it.

Connect with Gabriel:
Follow Gabriel Stiritz on LinkedIn or learn more about Lexamica at lexamica.com

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Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia. He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field. This podcast is his effort to share that passion with others.

Want to connect with Brian?

Follow Brian on Instagram: @thebrianglass
Connect on LinkedIn

We explore the concept of the "prospect pipeline" and how lawyers can create marketing that addresses potential clients at every level of awareness and interest – from those who don't even realize they have a legal problem to those ready to sign a retainer agreement.

• The five levels of market awareness from Gene Schwartz's "Breakthrough Advertising" and how they apply to legal marketing
• How to create content that addresses clients at each stage of awareness
• Tips for creating effective social media videos without perfectionism getting in the way
• Ways to differentiate your law firm beyond claiming to be "the best"
• Why systematic lead follow-up is crucial and how it can double your case signings
• Tools for streamlining your content creation: Descript, Opus Pro, and Vista Social
• The importance of tracking your leads and implementing follow-up systems

If you're struggling with implementing these strategies or want personalized guidance, check out theglmtribe.com or reach out directly via LinkedIn to explore a 60-day trial of our membership program.

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Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia. He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field. This podcast is his effort to share that passion with others.

Want to connect with Brian?

Follow Brian on Instagram: @thebrianglass
Connect on LinkedIn

Today’s episode delves into the powerful journey of transforming a law firm website into a revenue-generating asset through SEO. With actionable insights from Jason Hennessey, we explore core strategies, challenges, and the patience required for success.

• Discussion of essential SEO components: relevancy, popularity, integrity 
• Highlights initial low performance and gradual improvement of birthinjurylawyer.com 
• Insights into the critical role of content quality and keyword alignment 
• Understanding the importance of a well-planned link-building strategy 
• Digital PR campaigns as a successful strategy for gaining media attention 
• Encouragement for listeners to take actionable steps in their SEO efforts 
• Emphasis on the power of persistence and continuous learning in SEO 

If you're keen to change your digital marketing game, follow the strategies outlined in this episode!

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Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia. He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field. This podcast is his effort to share that passion with others.

Want to connect with Brian?

Follow Brian on Instagram: @thebrianglass
Connect on LinkedIn