Behind every successful lawyer is a blend of expertise, adaptability, and a knack for storytelling—and Andre Regard exemplifies all three. Today I am joined by Andre, whose journey spans from the horse tracks of Kentucky to bourbon distilleries and high-stakes litigation. He shares insights on building a versatile legal career, the art of client service, and the intersection of passion and profession. Andre’s approach to blending personal passions with professional expertise will leave you inspired and ready to think differently about your own legal practice.

Key Topics

03:09 - Andre shares his unique journey from Louisiana to Georgetown University and the Navy.

06:27 - Transitioning into equine law and balancing passion with legal expertise.

07:15 - Inside the world of thoroughbred racing, syndications, and high-value horses.

09:07 - Stories from representing some of the most prominent horse owners and breeders.

11:02 - The remarkable case of Curlin, a $75 million horse.

11:51 - Unique legal challenges in the equine world, including genetic anomalies in breeding.

14:51 - Andre’s evolution into complex business litigation and contingency cases.

16:46 - How Andre tackled COVID-era litigation, from FMLA cases to tuition disputes.

18:30 - The story behind Kentucky Senator Bourbon and how the brand was born.

20:31 - The unique three-tier structure of the bourbon industry.

22:31 - Plans for expansion, including upcoming bourbon releases in Louisiana.

23:23 - How bourbon law became a niche practice area for Andre.

26:53 - Advice for young attorneys: customer service is your greatest asset.

29:32 - How Andre leverages third-party legal providers for efficiency.

32:07 - The crucial role of intake in law firm growth and success.

34:59 - The financial math behind investing in intake staff.

38:33 - Breaking down the four pillars of a successful business: sales, production, administration, and leadership.

39:01 - Andre’s productivity tools: Teams, Monday.com, and his iPhone reminder app.

40:07 - Personal wellness: Andre’s daily one-hour morning walks.

44:47 - How to contact Andre and why he’s always ready to share a bourbon over conversation.

Resources Mentioned

Technologies & Apps:

• Microsoft Teams – Collaboration and communication platform.
• Monday.com – Project management and task tracking tool.
• iPhone Reminder App – Personal productivity tool.
• Zoom – Video conferencing platform.

Books:

• The Art of War by Sun Tzu - https://a.co/d/fYbDvUC 
• On War by Carl von Clausewitz - https://a.co/d/cHUcQj0 
• Blue Ocean Strategy by W. Chan Kim and Renée Mauborgne - https://a.co/d/eQgSiu8 

Other:

• CallRail – Call tracking and analytics software. - https://hey.callrail.com/ 
• LegalSoft – Remote legal services provider. - https://www.legalsoft.com/ 

About Guest:

Andre F. Regard has practiced in various state and federal courts since 2000. He is a seasoned litigator and business transactions attorney. Andre has prevailed in complex business cases for clients in both state and federal courts.

Andre F. Regard grew up in Louisiana and attended Georgetown University for undergraduate and law school. He served in the Navy for 8 years as a Supply Corps officer with the Nuclear Navy. Andre lives on a farm in Kentucky with his wife Jennifer and their seven children. Andre has been an active thoroughbred horse owner and breeder since 1996.

https://www.regardlaw.com/ 

https://www.linkedin.com/in/andre-regard-5057b83/ 

https://www.instagram.com/andreregard/ 

About Jay Berkowitz:

Jay Berkowitz is a digital marketing strategist with decades of experience in the industry. As the CEO of Ten Golden Rules, he has helped countless law firms and businesses harness the power of the internet to achieve remarkable growth and visibility. Jay is also a renowned keynote speaker and author, sharing his expertise at various industry events and publications worldwide.

Connect with Ten Golden Rules

Subscribe to Ten Golden Rules on YouTube

Check out our webinars on TenGoldenRules.com

Connect with Ten Golden Rules on LinkedIn

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Connect with Jay Berkowitz on LinkedIn

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If you’ve ever wondered how law firms can achieve financial efficiency and unlock sustainable growth, this episode has a wealth of insights. I sat down with Mark Khazanovich of Core Accounting Solutions to dive into the tools and strategies every law firm needs to thrive in 2025 and beyond. Mark shared how his firm specializes in helping law practices streamline their financial systems, emphasizing the critical importance of consistent internal processes and the right tech tools. We discussed the game-changing impact of connecting practice management software to business processes, the benefits of how clear financial workflows can reduce billing headaches and improve profitability. Mark also explored the distinctions between law firm owners who are business-driven versus attorney-focused, offering guidance on creating sustainable and growth-ready practices. Mark’s practical advice is a must-hear for any attorney aiming to turn operations into a competitive advantage.

Key Topics

• 03:27 An overview of the TGR Live! event scheduled for March 10-11, 2025, at the Opal Grand Hotel in Delray Beach, Florida.
• 05:50 The services KORE Accounting Solutions provides, their focus on day-to-day systems, processes, bookkeeping, and management accounting.
• 07:21 The importance of consistent, repeatable internal processes for law firms.
• 07:53 Adding expenses and activities into legal practice management software immediately for better accuracy and client satisfaction.
• 08:18 The importance of having the right tools in place and being conscious of ROI for all subscriptions and tools.
• 08:46 Advising law firms to have good internal processes and the right tools in place to be efficient and effective.
• 09:38 Clio hard importer tool, suggesting that firms should add expenses directly into Clio for better accuracy and timeliness.
• 10:12 The importance of having good processes and the right tools to manage cash flow, especially for contingency-based firms.
• 10:59 Advising PI firms to get approved for a line of credit before they need one to manage cash flow.
• 11:43 Recommends managing personal finances accordingly due to the irregular cash flow of PI firms.
• 12:20 Waiting a couple of weeks before dispersing funds to clients and paying off liens to avoid IOLTA account overdrafts.
• 13:18 The unique aspects of IOLTA accounts, including the state's notification of overdrafts and the interest earned on these accounts.
• 15:53 Challenging the idea of winners and losers among law firms, emphasizing the difference between business owners who happen to be attorneys and attorneys who happen to be business owners.
• 16:17 The importance of having good processes, consistent and repeatable roles, and being on top of finances and compliance.
• 16:39 The significance of knowing where expenses are, how much money is being made, and having a pulse on finances.
• 18:50 Firms with low accounts receivable and past-due invoices likely need better accounts receivable and billing processes.
• 19:05 Recommending regular business accounting and three-way reconciliation on a monthly basis for accurate financial management.
• 19:41 Advising firms to have enough runway to cover several months of expenses, especially for contingency-based firms.
• 20:22 The importance of being able to pull a profit and loss statement and balance sheet quickly for accurate financial management.
• 22:10 Suggesting that firms with a focus on business should meet with their financial professionals at least twice a year, with some meeting quarterly.
• 22:25 The importance of having a good relationship with a tax professional for accurate financial management.
• 22:40 Reviewing estimated tax payments, payroll amounts, and planning for the next year with a tax professional.
• 22:55 KORE was recognized by Intuit as the firm of the future in 2016, leading to a transition from an hourly model to a fixed-price model.
• 23:45 Believes that more firms will move to a fixed-price model in the next five years, aided by AI advancements.
• 24:41 The importance of niching down and becoming experts in a specific area, which has been transformative for KORE.
• 25:09 KORE no longer takes discovery calls from businesses outside the legal industry due to their focus on law firms.
• 26:46 Utilizing Calendly for scheduling meetings, which integrates with his calendar and sends reminders.

Resources Mentioned

TGR Live! Growth Strategies for Law Firms Live Event, March 10-11, 2025

Books:

• Simple Numbers, Straight Talk, Big Profits
• Atomic Habits

Tools & Programs: 

• Clio
• Case Status 
• QuickBooks
• ClickUp
• Calendly

About Mark Khazanovich:

Mark Khazanovich is the Director of Operations at KORE Accounting Solutions, where he drives innovation in technology-forward accounting services. With a Bachelor of Science in Quantitative Psychology from Arizona State University, Mark began his career in education technology, excelling in process improvements and team leadership. Since joining KORE in 2015, he has transformed the firm into a progressive accounting partner, helping clients leverage financial data for strategic business insights. Mark also enjoys educating attorneys and business owners, frequently leading Continuing Legal Education workshops on accounting and operational topics. Outside of work, he’s a music enthusiast, barbecue aficionado, and proud family man involved in community initiatives, earning the 2017 Sy Clark Young Leadership Award.

About Jay Berkowitz:

Jay Berkowitz is a digital marketing strategist with decades of experience in the industry. As the CEO of Ten Golden Rules, he has helped countless law firms and businesses harness the power of the internet to achieve remarkable growth and visibility. Jay is also a renowned keynote speaker and author, sharing his expertise at various industry events and publications worldwide.

Connect with Ten Golden Rules

Subscribe to Ten Golden Rules on YouTube

Check out our webinars on TenGoldenRules.com

Connect with Ten Golden Rules on LinkedIn

Follow Ten Golden Rules on Facebook

Connect with Jay Berkowitz on LinkedIn

Thanks for listening!

Thanks so much for listening to our podcast! If you enjoyed this episode and think that others could benefit from listening, please share it using the social media buttons on this page.

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Are you looking for some strategies to stabilize your law firm’s cash flow? In this episode, I sit down with Matt Darner, co-founder of Collbox, to uncover the secrets to mastering accounts receivable and build a financially sustainable practice. Matt shared valuable insights into the importance of cash flow management and collections for law firms. We explored how Collbox specializes in helping law firms streamline their accounts receivable processes by handling overdue payment follow-ups. Matt emphasized that having a defined accounts receivable policy, leveraging technology, and focusing on client-friendly payment solutions are game-changers for financial health and business sustainability.

Matt also highlighted the power of niching down, both in his own business and as advice for law firms. By focusing solely on law firms, Collbox has been able to deliver unparalleled value through tailored solutions and technology partnerships with platforms like Clio. This episode is a must-listen if you’re looking to improve your firm’s cash flow, reduce financial stress, and grow your business strategically. Tune in to discover actionable tips and hear Matt’s top strategies for creating a healthy, sustainable law practice.

Key Topics

• 02:40 Matt Darner describes his wild ride in the accounts receivable and debt collection space over the past decade.
• 02:10 His business partner and co-founder, who handles engineering, and their complementary roles.
• 03:23 Their initial focus on helping small businesses with collections and their eventual niche in serving law firms.
• 03:53 Their partnerships with tech companies like Clio and Smoke Ball, which significantly improved their business.
• 05:41 Developed a passion for solving problems and consulting.
• 06:22 Collbox focuses exclusively on law firms, having tripled their revenue after integrating with Clio.
• 06:37 The importance of cash flow and accounts receivable for any business.
• 06:55 Collbox takes over past-due bill follow-up for law firms, executing a well-thought-out accounts receivable workflow.
• 07:44 The human touch in their services, hiring trained accounts receivable professionals.
• 08:10 The challenges of chasing after various industries and the importance of niching down.
• 09:32 Their success of integrating with practice management systems and the significant impact on their revenue.
• 11:24 The pressure to say yes to any potential client and the learning curve in understanding different industries.
• 13:02 The importance of not losing the human touch in collections and maintaining client relationships.
• 11:19 The top problems Collbox solves, focusing on cash flow and accounts receivable.
• 16:29 Taking charge early in my sales career by creating my own presentations and resources, even clashing with marketing, to ensure I could deliver results quickly and effectively.
• 17:63 Working closely with business owners to tackle cash flow challenges, helping them improve receivables processes and avoid the financial pitfalls that cripple so many small and mid-sized businesses.
• 20:02 Top strategies for improving cash flow and collections, starting with defining and documenting an accounts receivable policy.
• 21:35 The importance of having a clear timeline for actions when bills go past due.
• 22:46 Reiterates the importance of having a documented accounts receivable policy and a clear process.
• 23:13 The importance of defining what are you, what are your leverage points, and what are your escalation points.
• 24:48 Leveraging technology to streamline the process and make it easier for clients to pay.
• 25:34 Setting clear cost expectations and making payment options as convenient as possible for clients.
• 26:10 Leverage modern practice management technology and flexible payment solutions, like financing options to reduce financial risk for your firm.
• 28:32 Hire the right person for the job, freeing up attorneys to focus on higher-value tasks.
• 29:15 Personal productivity technique of time boxing and using his calendar to block off time for work.
• 30:10 Efforts to create more content and his struggle with being camera shy.

Resources Mentioned

Books:

1. Traction
2. Hacking Growth
3. The Challenger Sale

Influential Figures and Content:

1. Alex Hormozi - Entrepreneurial content creator.

Technology and Software:

1. CollBox
2. Clio
3. Smokeball

Financing Solutions:

1. Affirm
2. LawPay 

About Matt Darner:

Matt Darner is a co-founder and the Vice President of Business Development at Collbox, a platform designed to help businesses get paid for their hard work. With a background in guiding industries to leverage data for growth, Matt has been instrumental in helping businesses streamline operations and reclaim time from repetitive tasks. As a seasoned revenue leader, he understands the challenges of scaling a company and is driven by a passion for helping businesses succeed. Through CollBox, Matt combines technology with a personal touch, ensuring that companies are compensated for their efforts while simplifying their financial processes. His expertise in business development and innovation has made him a trusted partner for businesses seeking to grow efficiently and get paid faster.

About Jay Berkowitz:

Jay Berkowitz is a digital marketing strategist with decades of experience in the industry. As the CEO of Ten Golden Rules, he has helped countless law firms and businesses harness the power of the internet to achieve remarkable growth and visibility. Jay is also a renowned keynote speaker and author, sharing his expertise at various industry events and publications worldwide.

Connect with Ten Golden Rules

Subscribe to Ten Golden Rules on YouTube

Check out our webinars on TenGoldenRules.com

Connect with Ten Golden Rules on LinkedIn

Follow Ten Golden Rules on Facebook

Connect with Jay Berkowitz on LinkedIn

Thanks for listening!

Thanks so much for listening to our podcast! If you enjoyed this episode and think that others could benefit from listening, please share it using the social media buttons on this page.

Do you have some feedback or questions about this episode? Leave a comment in the section below!

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Welcome to our annual planning session! I dive deep into the strategies and tools you need to build a winning business and marketing plan for 2025. From setting objectives to developing your strategies and tactics, I break down the steps to help your firm thrive. And to make it easier, I’ve created a downloadable Workbook and Worksheet to help you map out your goals and strategies as you listen.

As we map out the year, I'll share the leading trends for law firms, I will show you how to analyze your performance metrics, track your competitive rankings, and set actionable goals using proven frameworks like quarterly rocks and detailed marketing calendars. Whether you're looking to increase leads, improve conversion rates, or stand out in a competitive market, this episode is packed with insights to help you take your firm to the next level. Let’s get your business ready to crush it in 2025—grab the worksheet and let’s get started!

Key Topics

• 02:10 The introduction of Google's AI overviews, a feature similar to ChatGPT, which will impact search results.
• 03:35 The importance of answering questions on websites to be included in AI overviews, which can drive SEO traffic.
• 04:38 The trend of Morgan and Morgan dominating local service ads due to their strong branding.
• 05:03 The importance of building a notable, popular brand to optimize SEO.
• 05:48 Examples of consistent branding, such as Amanda Demanda's social media presence.
• 06:36 The trend of local service ads is discussed, with a focus on intake and conversion optimization.
• 07:41 The back-end services for clients, such as Case Status and Hona, provide updates on case status.
• 08:23 A  case study comparing two firms with identical website traffic but different results.
• 09:45 The importance of running the business like a business, with systems and processes in place.
• 10:37 Recommends using systems like Traction, Rockefeller Habits, and EOS to manage the business effectively.
• 12:25 The steps to set goals for 2025, include defining the target revenue and the number of leads needed.
• 17:29 The importance of writing down your goals, develop the plan and execute.
• 18:30 The calculation of monthly revenue targets and the importance of understanding the average case value.
• 21:36 Write down their "why" for setting these goals, such as preparing for a family member to take over the business.
• 20:01 The importance of having weekly leadership meetings and quarterly planning sessions.
• 23:33 An example of a scorecard used to track key metrics and performance.
• 27:39 Examples of how to track performance and identify areas for improvement.
• 29:27 The need for precise tracking of calls, chats, and leads to identify and solve problems.
• 30:09 The importance of tracking competitive analysis, including SEO, backlinks, and local service ads.
• 30:50 Track rankings, reviews, and competitor metrics from Google to optimize performance and dominate your market.
• 33:18 The process of setting quarterly projects, also known as "rocks," and assigning responsibilities.
• 33:54 Example of a firm's quarterly projects, such as hiring a social media person and launching a new website.
• 35:00 The brainstorming process involves identifying strengths, weaknesses, and trends to define the 2025 plan.
• 35:15 The importance of involving as many department heads as you have.
• 39:40 Creating a marketing calendar to map out the year and assign the task, ensuring execution.
• 41:36 Using EOS to implement an operating system for the business, including the responsibilities of your team.
• 42:15 The importance of completing the top priority project in each quarter.
• 42:59 The role of the visionary and integrator in the EOS framework.
• 43:51 The importance of having weekly and quarterly meetings to track progress and address issues.
• 44:56 Selecting an integrator, growing Google reviews, and conducting a CRO audit.

Resources Mentioned

Download the Workbook and Worksheet to create your Annual Business and Marketing Plan.

Books:

• Traction
• Get a Grip
• Mastering the Rockefeller Habits
• Scaling Up
• The Great Game of Business

Tools & Programs: 

• Case Status
• Hona 
• Hotjar

About Jay Berkowitz:

Jay Berkowitz is a digital marketing strategist with decades of experience in the industry. As the CEO of Ten Golden Rules, he has helped countless law firms and businesses harness the power of the internet to achieve remarkable growth and visibility. Jay is also a renowned keynote speaker and author, sharing his expertise at various industry events and publications worldwide.

Connect with Ten Golden Rules

Subscribe to Ten Golden Rules on YouTube

Check out our webinars on TenGoldenRules.com

Connect with Ten Golden Rules on LinkedIn

Follow Ten Golden Rules on Facebook

Connect with Jay Berkowitz on LinkedIn

Thanks for listening!

Thanks so much for listening to our podcast! If you enjoyed this episode and think that others could benefit from listening, please share it using the social media buttons on this page.

Do you have some feedback or questions about this episode? Leave a comment in the section below!

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If you would like to get automatic updates of new podcast episodes, you can subscribe to the podcast on Apple Podcasts or Stitcher. You can also subscribe in your favorite podcast app.

Leave us an Apple Podcast review

Ratings and reviews from our listeners are extremely valuable to us and greatly appreciated. They help our podcast rank higher on Apple Podcasts, which exposes our show to more awesome listeners like you. If you have a minute, please leave an honest review on Apple Podcasts. 

Ever wonder what it takes to scale your law firm while reclaiming your life? Stephanie Everett reveals the blueprint for building a thriving practice that works for you, not the other way around. I had the pleasure of speaking with Stephanie Everett, CEO of Lawyerist. Stephanie shared her fascinating journey from practicing attorney to managing a 20-person law firm, and finally, to becoming a coach and consultant for law firms worldwide. She emphasized the importance of intentional strategy, whether it’s building scalable business systems or aligning with personal goals like achieving work-life balance. Stephanie also discussed Lawyerist’s unique coaching model, which focuses on helping smaller firms create sustainable growth while ensuring the firm owner’s well-being—a philosophy rooted in their "Healthy Firm Model."

Stephanie and I dove deep into business strategies for law firm growth, touching on practical topics like marketing authenticity, building cohesive teams, and leveraging systems like the Entrepreneurial Operating System (EOS) for scalability. We also explored key differentiators between thriving firms and those struggling, highlighting the significance of consistency in branding and operational excellence.

Key Topics

• 03:04 Journey from practicing law at a big firm to starting her own firm with a partner, driven by client suggestions.
• 03:39 The growth of her firm to a team of 20 in seven years, her role as managing partner, and her transition to coaching and consulting for other firms.
• 04:05 Her love for the business puzzle and the opportunities that led her to become a business coach and consultant.
• 05:11 The evolution of Lawyerist from a blog to a resource website and eventually into a business coaching and consulting service.
• 05:52 Joining Laywerist  to help launch the coaching program and eventually taking on more responsibilities, leading to the role of  the CEO.
• 06:50 The importance of niching down in business, with Jay sharing his personal experience of focusing on the lawyer niche.
• 07:30 The importance of understanding the initial goals and creating a path to achieve them, often revamping strategies to align with the firm's true objectives.
• 07:54 The concept of the E-Myth and the common challenges faced by business owners who transition from being a technician to running a business.
• 08:57 The importance of having a strategy, building a team, creating a marketing plan, implementing systems and technology, understanding finances, and ensuring the firm owner's quality of life.
• 09:32 The "healthy firm" model including the firm owner's quality of life.
• 09:58 A success story of a husband-wife team who aimed to run their firm from Italy and achieved it within 18-20 months with intentional planning.
• 12:39 Lawyerist empowers your firm's growth with personalized coaching, strategic planning, ready-to-use resources, and collaborative workshops designed to drive actionable results
• 15:40 Stop wasting time on random acts of marketing—define your ideal client, identify where they seek solutions, and focus your efforts strategically to maximize impact.
• 16:45 The importance of aligning with the right help and building a supportive community, whether through formal coaching or informal networks.
• 17:35 The importance of consistency of a brand message.
• 19:02 Firm's success hinges on seamless operations—ensure every touchpoint, from answering the phone to delivering services, reflects your core values and creates a cohesive client experience.
• 22:41 Being open to opportunities and taking meetings, sharing her experience of how she joined Lawyerist through a serendipitous connection.
• 23:09 Her role in launching an incubator for socially conscious law firms, highlighting the importance of aligning with the right help and building a supportive community.
• 23:54 Her "why," driven by her own experiences as a firm owner and her desire to help other lawyers make their lives easier.
• 24:24 The importance of creating a firm that serves clients well and provides a fulfilling work environment for employees.
• 26:10 The importance of asking for help and being open to learning from others in the industry.
• 27:19 The role  of having a clear vision and strategy for growth, including building a team and systems to support the firm's expansion including becoming a CEO.
• 28:30 The importance of having a plan for scaling, including the potential for selling the firm or creating an exit strategy.
• 29:46 Productivity tools, including using Teamwork for project management and planning on paper for big-picture thinking.
• 31:25 The balance between work and personal well-being, highlighting the importance of self-care and setting boundaries.

Resources Mentioned

Books:

• The E-Myth 
• Traction 
• Simple Numbers, Straight Talk, Big Profits 
• High Performance Habits 

About Stephanie Everett:

Stephanie understands what it’s like to practice law and run a business. She started her career at a big law firm before co-founding her own real estate litigation firm. As the managing partner, Stephanie watched her firm grow from two lawyers to a team of twenty people in just seven years. 

Her passion for running a business led her to pursue coaching and consulting so she could help other lawyers who work hard, but often felt stuck in their business. In 2016, a joint venture comprising the State Bar of Georgia, the Georgia Supreme Court, and Georgia’s five law schools tapped Stephanie to design and launch Lawyers for Equal Justice, an incubator helping newer lawyers start socially conscious law firms. 

Stephanie joined the Lawyerist team in 2018 and launched our Lawyerist Lab program—helping lawyers grow and sustain a healthy business. Lawyerist merged with Affinity Consulting Group in 2023. Today, Stephanie serves as Affinity’s Chief Growth Officer and continues to coach lawyers. 

She is a co-author of Lawyerist’s best-selling book The Small Firm Roadmap Revisited, and host of The Lawyerist Podcast. 

Lawyerist.com  

https://lawyerist.com/about/stephanie-everett/ 

https://www.linkedin.com/in/stephanieaeverett/       

https://www.facebook.com/Lawyerist 

https://www.facebook.com/stephanie.everett.79 

https://www.linkedin.com/company/lawyerist-media-llc/ 

https://twitter.com/lawyerist 

https://www.instagram.com/lawyeristdotcom/ 

About Jay Berkowitz:

Jay Berkowitz is a digital marketing strategist with decades of experience in the industry. As the CEO of Ten Golden Rules, he has helped countless law firms and businesses harness the power of the internet to achieve remarkable growth and visibility. Jay is also a renowned keynote speaker and author, sharing his expertise at various industry events and publications worldwide.

Connect with Ten Golden Rules

Subscribe to Ten Golden Rules on YouTube

Check out our webinars on TenGoldenRules.com

Connect with Ten Golden Rules on LinkedIn

Follow Ten Golden Rules on Facebook

Connect with Jay Berkowitz on LinkedIn

Thanks for listening!

Thanks so much for listening to our podcast! If you enjoyed this episode and think that others could benefit from listening, please share it using the social media buttons on this page.

Do you have some feedback or questions about this episode? Leave a comment in the section below!

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If you would like to get automatic updates of new podcast episodes, you can subscribe to the podcast on Apple Podcasts or Stitcher. You can also subscribe in your favorite podcast app.

Leave us an Apple Podcast review

Ratings and reviews from our listeners are extremely valuable to us and greatly appreciated. They help our podcast rank higher on Apple Podcasts, which exposes our show to more awesome listeners like you. If you have a minute, please leave an honest review on Apple Podcasts.

Do you want to scale your business without being tied to every detail? Our guest today Chris Ronzio, the founder of Trainual, shares the secrets behind creating a streamlined, scalable business through effective systems and SOPs. Chris shared his journey from running a sports video production company to creating Trainual, a game-changing software that simplifies and centralizes standard operating procedures and employee onboarding.

We explored how proper systems like Trainual can streamline processes, onboard employees seamlessly, and scale businesses effectively—especially for law firms. Chris also discussed the importance of building a "process culture" to ensure consistent updates and foster innovation. With practical advice for optimizing processes like client intake and employee orientation, this episode is packed with actionable insights to help your business run like a well-oiled machine. 

Key Topics

• 02:09 The widespread use of Trainual and its integration with standard operating procedures (SOPs) and onboarding processes.
• 02:45 His journey and the story behind Trainual.
• 03:21 The importance of good training and onboarding in scaling his video production company.
• 03:45 The initial challenges of using Google Docs and Dropbox folders for business manuals and the need for a dedicated tool.
• 03:59 The need for a dedicated tool for business operating manuals led to the creation of Trainual, which started as a consulting tool and later became a software business.
• 05:08 Chris mentions writing a book, "The Business Playbook," to provide a framework for creating comprehensive operating manuals.
• 05:40 The benefits of having documented processes for onboarding new employees and training them effectively.
• 08:10 The need for businesses to create best practices, celebrate innovation, and regularly update their systems.
• 09:21 The importance of having the right tools and building a process culture into the DNA of the business.
• 10:15 Outlines the four pieces of the playbook methodology: business profile, people, policies, and processes.
• 10:42 The importance of understanding the business's culture, key milestones, and ideal customer.
• 11:15 The need to document roles, responsibilities, and processes, starting with administrative and sales processes.
• 13:15 He suggests using sent emails and calendar activities to identify responsibilities.
• 14:49 The importance of a structured orientation for new employees, especially in a remote setting.
• 15:50 Improving the intake process in law firms.
• 16:16 Documenting processes that are done frequently or by multiple people to ensure consistency and efficiency.
• 17:29 Using flowcharts to outline the intake process and involving all stakeholders in the documentation.
• 18:21 Recording steps with screen recordings or document templates to ensure clarity.
• 19:37 The importance of assigning and tracking training completion to ensure new employees are up to speed.
• 21:17 Approach to onboarding, including pre-offer training and intake forms to gather preferences and working styles.
• 22:23 A structured orientation program with live presentations, downtime for asynchronous training, and a buddy system for support.
• 26:35 Joined Dan Martell’s SAS Academy early on, learned the power of delegation through his 'Buyback Your Time' concept, and witnessed his business and book thrive worldwide.
• 30:45 Use playbooks both macro and micro: a full operations manual for the business and detailed SOPs for clear ownership, frequency, and efficiency.
• 32:35 Sharing an example of an account manager who pre-writes meeting notes, creating an SOP for the process.
• 36:25 Start training during the interview process, personalize onboarding with intake forms, and design a structured, engaging first day with a buddy system and tailored resources.
• 38:03 The role of change management in training and the importance of crowdsourcing best practices.
• 39:20 An example of an account manager who created an SOP for pre-writing meeting notes.
• 42:26 Structuring his week and daily routine, including time blocking for workouts and family time.

Resources Mentioned

Books:

• The E-Myth 
• The Business Playbook by Chris Ronzio 
• Buy Back Your Time by Dan Martell
• Living Your Best Year Ever by Darren Hardy

Websites:

• Trainual Website

About Chris Ronzio:

Chris Ronzio is a serial entrepreneur and the Founder and CEO of Trainual, a leading software platform that helps businesses document and delegate their processes for scalable growth. After starting his first business at 14, Chris built and sold a national video production company by the age of 25. He then launched Organize Chaos, a consulting agency specializing in business efficiency, which inspired the creation of Trainual. Chris is passionate about empowering business leaders to focus on what they love by streamlining operations. He is also a part-owner of Design Pickle, the world’s top flat-rate graphic design service.

About Jay Berkowitz:

Jay Berkowitz is a digital marketing strategist with decades of experience in the industry. As the CEO of Ten Golden Rules, he has helped countless law firms and businesses harness the power of the internet to achieve remarkable growth and visibility. Jay is also a renowned keynote speaker and author, sharing his expertise at various industry events and publications worldwide.

Connect with Ten Golden Rules

Subscribe to Ten Golden Rules on YouTube

Check out our webinars on TenGoldenRules.com

Connect with Ten Golden Rules on LinkedIn

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For our latest webinar I hosted an incredible panel of experts—Ben Leader, Adam Reiman, Chad Kerby, and Gary Musler —where we uncovered game-changing intake strategies that can revolutionize law firm conversion and client acquisition. From optimizing response times to implementing effective lead tracking and follow-up systems, we explored how firms can boost their conversions without increasing marketing spend. 

Ben shared his firm’s transformation journey, tripling case sign-ups by focusing on intake efficiency, while Adam and Chad provided actionable insights on leveraging technology, audits, and training for intake teams.

One standout theme was the importance of treating intake as a sales department rather than an afterthought. We discussed how tools like CRM systems, intake audits, and strategic follow-up practices can eliminate friction in the client onboarding process. If you're serious about scaling your practice and maximizing your marketing ROI, this episode is packed with strategies to streamline intake processes and secure more clients.

Key Topics

• 01:45 - Introduction of the panelists: Ben Leader, Chad Kerby, and Adam Ryman, and provides a brief background on each of them.
• 07:20 Ben Leader, a managing partner at Elrod Pope, shares his firm's growth from 165 cases in 2021 to 512 cases in 2023 by focusing on intake and conversion rates.
• 09:02 His firm missed 18% of incoming calls, which cost them thousands of dollars, and how they improved their intake process to increase signed cases by over 200%.
• 11:35 Reallocating funds from marketing to build an intake team boosting cases from 165 to 512 in two years, with 600 projected this year despite growing competition.
• 12:51 Six key take aways that helped fuel 200% growth.
• 15:49 The importance of viewing intake as a key pillar of the firm and investing in an intake team and software.
• 16:31 The importance of investing in an intake team and intake software, and the need to track marketing data accurately.
• 18:34 Transforming the intake process by implementing Lead Docket and hiring a dedicated intake manager, enabling us to track marketing data and make informed decisions for the first time.
• 21:00 The importance of having an intake audit done to identify friction areas and improve the intake process.
• 24:04 The benefits of working with an intake optimization company, such as Legal Intake Pros, to train staff, create manuals, and track marketing data.
• 27:31 The importance of minimizing paralegal and attorney involvement in the intake process to avoid delays and missed opportunities.
• 30:33 His firm incentivizes their intake team with performance-based incentives, which has led to increased conversion rates and revenue.
• 32:58 The importance of listening to phone calls and using tools like Google LSA and CallRail to monitor and improve call quality.
• 34:50 Eliminating bias and treating intake as the foundation of your firm's success transforms it from an afterthought into a powerful, cost-effective driver of growth and scalability.
• 39:49 Breakdown on call audits - Regular coaching, call monitoring, and detailed scorecards ensure our intake team stays empathetic and effective, driving continuous improvement in client interactions.
• 41:34 Chad Kerby introduces himself and his company, Scalable, which provides sales training and process improvement for law firms.
• 43:28 A case study where he secret shopped 30 law firms and found significant friction in their intake processes.
• 46:42 The importance of tracking key performance indicators (KPIs) such as lead conversion rate, average response time, follow-up rate, appointment scheduling rate, and cost per lead conversion.
• 47:23 Focusing on reducing intake friction and investing in strategic intake improvements over marketing can significantly boost client acquisition and long-term firm success.
• 50:57 The importance of having a strategic approach to intake and following up with leads consistently and effectively. Provide them with something of value.
• 1:03:31 Adam Reiman introduces himself and his role at Legal Soft, where he helps law firms improve their intake processes with virtual assistants.
• 1:07:42 His experience of working with over 200 law firms and secret shopping over 3000 law firms.
• 1:08:37 The importance of having a CRM system and using it consistently to track leads and follow-up activities.
• 1:10:59 The five-stage funnel of lead conversion and the critical stages that occur before a lead becomes a client.
• 1:12:11 The importance of having a methodology for follow-up and consistently pursuing leads until they either buy, die, or unsubscribe.
• 1:15:22 Have a sense of urgency with leads and to follow up quickly to avoid losing potential clients.
• 1:18:44 Claims that apply his coaching strategies can improve conversion rates by 128% without additional marketing expenses.
• 1:20:00 His team has secret shopped over 3000 law firms, with most scoring between 30 and 40 out of 100.
• 1:23:42 The issue of paralegals being overwhelmed with new client intake, leading to rejection of potential cases.
• 1:25:43 The benefits of having dedicated intake specialists who focus solely on their role, improving their skills through daily practice.
• 1:27:15 Highlights the high burnout rate among paralegals and attorneys handling intake, making it essential to have a specialized team.
• 1:28:31 The 3-2-1 format, where firms call, text, and call again for three days, then call and text for two days, and finally call every day until the lead responds.
• 1:30:20 Identifying success with video messages and tailored follow-up messages, emphasizing the importance of timing and content.

Resources Mentioned

• Traction
• Fireproof

• Lead Docket
• Filevine
• CallRai
• Scalable
• Legal Intake Pros

About Ben Leader:

Ben Leader, Managing Partner at Elrod Pope Accident & Injury Attorneys - Ben is a second-generation attorney who oversees Elrod Pope’s Intake and Marketing departments. Under his leadership, the firm has doubled its conversion rates and successfully resolved over 750 cases. His strategic approach to intake has revolutionized how his firm converts potential clients into success stories. 

About Adam Reiman:

Adam Reiman, Director of Law Firm Growth at Legal Soft - Adam Reiman has trained thousands of law firms across North America in growth and scalability. His “Legal Mastermind” sessions have become essential learning opportunities for forward-thinking firms, and his innovative strategies help create consistent client journeys that drive unprecedented growth. 

About Chad Kerby:

Chad Kerby, Co-Founder at ScaLawble.ai - Chad is a business strategist specializing in revenue growth for law firms. His innovative methods have empowered numerous legal professionals to implement systems that enhance their sales skills and achieve predictable revenue growth. Chad's expertise in building accountability and delivering effective client presentations has transformed how firms approach their intake process.

About Jay Berkowitz:

Jay Berkowitz is a digital marketing strategist with decades of experience in the industry. As the CEO of Ten Golden Rules, he has helped countless law firms and businesses harness the power of the internet to achieve remarkable growth and visibility. Jay is also a renowned keynote speaker and author, sharing his expertise at various industry events and publications worldwide.

Connect with Ten Golden Rules

Subscribe to Ten Golden Rules on YouTube

Check out our webinars on TenGoldenRules.com

Connect with Ten Golden Rules on LinkedIn

Follow Ten Golden Rules on Facebook

Connect with Jay Berkowitz on LinkedIn

Thanks for listening!

Thanks so much for listening to our podcast! If you enjoyed this episode and think that others could benefit from listening, please share it using the social media buttons on this page.

Do you have some feedback or questions about this episode? Leave a comment in the section below!

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I had the privilege of sitting down with Robert Simon, co-founder of the Simon Law Group, Law-Di-Gras, Attorney Share and Justice HQ, to explore his remarkable journey from launching a small law practice in 2009 to leading a powerhouse firm with 27 lawyers across multiple states. And, somehow he also finds time to host the popular Bourbon Approved Podcast! Robert shared invaluable insights into building a thriving membership community for high-level attorneys, developing innovative tools like Attorney Share, and carving out a niche in personal injury law, particularly in complex disc injury cases. His strategies and experiences offer practical guidance for anyone looking to scale their legal practice or improve operational efficiency. 

Robert’s passion for innovation and mentorship shines through in everything he does, from creating unique networking events like the music-festival-style legal conference Law-Di-Gras to hosting his bourbon-focused podcast, Bourbon Approved. He also shares actionable tips on leveraging technology, fostering community, and mentoring the next generation of legal talent. This conversation is a goldmine of inspiration for anyone eager to take their law practice to new heights.

Key Topics

• 03:13 Founded Justice HQ, a membership community for high-level lawyers, and Attorney Share, a case marketplace with over 2000 lawyers.
• 04:05 Annual Law-Di-Gras conference, which focuses on networking, personal growth, and legal education.
• 04:35 The conference features various tracks on media marketing, business operations, personal wealth, personal health, AI technology, and trial skills.
• 05:22 The conference's origins and the decision to make it more fun and interactive with musical guests.
• 06:22 The firm's trial successes and the publication of his book on disc injury cases.
• 06:55 Types of cases the firm handles, including disc injury cases, product liability, wrongful death, and ride-share cases.
• 07:35 Expansion into other states, including Texas and Arizona, and the success in these new markets.
• 08:43 The firm's mission to litigate and try a lot of cases and the importance of having a good team of trial lawyers.
• 09:21 Justice HQ as a membership community for lawyers, offering masterminds, media platforms, and on-demand education.
• 10:10 The community's technology platform, Slack communities, and new software for building communities.
• 10:45 The benefits of Justice HQ, including access to office space, branding, speaking opportunities, and collaboration.
• 12:07 Attorney Share, a marketplace for lawyers to find the best cases and co-counsel, and the integration with major case management platforms.
• 12:18 The family involvement in the firm, including his twin brother, younger brother, parents, and other family members.
• 12:49 The roles each family member plays and the trust and efficiency within the family business.
• 12:23 The pros and cons of working with family, emphasizing the trust factor and the potential for family disagreements.
• 13:42 The importance of having a good relationship with his brother, who manages the firm's finances.
• 14:14 They talk about the importance of family and the balance between personal and professional life.
• 16:35 Attorney Share the platform simplifies case sharing, fee agreements, and referral networks while minimizing lead generation costs.
• 18:12 Lawyers can easily refer cases and find top specialists nationwide through an organized, automated system.
• 19:27 The platform streamlines case referrals, fee sharing, and case tracking for law firms.
• 20:37 The importance of mentorship, build relationships by networking with mentors, peers, and legal organizations.
• 22:32 Focus on a niche, market yourself authentically, and leverage free tools to grow your practice.
• 24:12 Leverage networking groups and local organizations to build powerful connections.
• 25:21 Join small, focused groups for regular discussions on business and personal growth.
• 27:37 Vision for 2025 Law-Di-Gras, having others bring their communities, masterminds, and networking followed by a music festival. Avoiding conference burn out.
• 28:10 Talks about the Bourbon Approved podcast, which started as a fun project and evolved into a networking tool.
• 29:04 The high production quality of the podcast and the interest from guests.
• 29:43 The success of the Bourbon Approved Tour and the connections made through the podcast.
• 30:00 The importance of doing something you love and how it can benefit your business.
• 32:54 The importance of having systems in place to handle increased marketing volume.
• 33:12 The need for intake readiness, customer service, and efficient case management.
• 34:25 The benefits of integrating with Attorney Share and other platforms to track and manage cases.
• 34:43 The importance of specializing in a specific area of law and building a strong network of relationships.
• 38:16 Talks about his preventative health routine, including regular check-ups and liver panels.
• 40:46  The importance of mentoring and helping other lawyers, especially those starting out.

Resources Mentioned

Books:

1. Zero to One
2. Just One Thing
3. Client Centered Law Firm
4. You Can't Teach Hungry
5. Buy Back Your Time

Websites and Platforms:

1. Attorney Share
2. Simon Law Group - Justice HQ
3. Robert Simon’s Instagram

About Robert Simon:

Robert T. Simon (“Bob”) is a co-founder of the Simon Law Group — aka Justice Team — and acts as the primary trial attorney. Since launching the firm with his twin brother/wombmate/best friend, Brad Simon in late 2009, SLG has grown from a boutique office with just a few people into an 9-figure annual practice recognized by its peers throughout the country, with offices in California, Arizona, and Texas. He’s also been admitted by courts in Massachusetts, Iowa, Pennsylvania, and NewYork to handle large death cases caused by commercial carriers, an area of focus and national notoriety. 

Bob grew up in Pittsburgh as the oldest of 5 (tied!), and the son of a loving UPS truck driver and a nurturing stay-at-home mom. It has always been his dream to work with his brothers — Brad and Brandon. Growing up in the trucking world that Bob knows so much, and is passionate about, trucking & bus crashes. 

When Bob was a kid, his uncle was suddenly struck by a drunk driver and lost the use of his legs. This accident forever shifted his career trajectory. Bob made it his mission to fight for the injured and the less fortunate. He is known for getting massive verdicts on spine injury cases. 

Bob has won Trial Lawyer of the Year several times, as voted on by his peers, in many geographic areas. He speaks on a monthly basis educating other lawyers on best practices and how to achieve the best results for their clients. Bob spends a lot of his time giving back to the community and mentoring other trial lawyers in the craft of consumer advocate law. 

Bob co-founded Justice HQ, a fast-growing, collaborative workspace and network aimed at helping lawyers break away from the stodgy firms of old to grow their own solo practices. He recently launched Attorney Share– a platform that facilitates referrals between attorneys, digitizing the archaic referral system. Whether you are looking to streamline the referral process with your existing network of attorneys, find new, trusted, 3rd party vetted attorneys to take on your precious referrals, or looking for new clients to service, Attorney Share has you covered. (Please list us at the top of your Waterfall on Attorney Share!) 

Since 2012, he’s tried 50 cases as lead, winning 46, (3 being overturned!) with verdicts and settlements totaling over $100 million dollars annually. 

For some lighter fare, Bob can be heard and seen hosting his whiskey-fueled legal talk show — Bourbon of Proof and other shows on the growing podcast hub, Justice Team Network. Justice isn’t the only thing Robert is fighting for. He and his wife, Christine, are fighting to improve the life of foster kids and adoption. Follow their adoption story here. He is now a #GirlDad (times three!) with Remington (7), Penelope (4), and Josephine (1 ½).

About Jay Berkowitz:

Jay Berkowitz is a digital marketing strategist with decades of experience in the industry. As the CEO of Ten Golden Rules, he has helped countless law firms and businesses harness the power of the internet to achieve remarkable growth and visibility. Jay is also a renowned keynote speaker and author, sharing his expertise at various industry events and publications worldwide.

Connect with Ten Golden Rules

Subscribe to Ten Golden Rules on YouTube

Check out our webinars on TenGoldenRules.com

Connect with Ten Golden Rules on LinkedIn

Follow Ten Golden Rules on Facebook

Connect with Jay Berkowitz on LinkedIn

Thanks for listening!

Thanks so much for listening to our podcast! If you enjoyed this episode and think that others could benefit from listening, please share it using the social media buttons on this page.

Do you have some feedback or questions about this episode? Leave a comment in the section below!

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Automate, Communicate and Innovate! At our most recent live event I had the privilege of hosting a stellar panel featuring Edward Kirk, Kellen Brown, and Jay Sarmaz, where we explored cutting-edge tools that are transforming business marketing and client engagement in the legal industry. We dove deep into the role of technology in enhancing everything from lead tracking to case management and client satisfaction. Edward introduced us to Supio, an AI-native platform tailored for law firms, helping attorneys analyze complex data and expedite case work. Kellen showcased Crystal Knows, a groundbreaking tool that uses DISC personality profiling to optimize communication and sales strategies. Jay from Case Status walked us through their client engagement platform that lets firms manage client relationships like a "pizza tracker," enhancing both satisfaction and referrals through innovative features like AI-recommended responses and multilingual communication.

Our discussion emphasized how adopting focused technology solutions can streamline operations, boost client satisfaction, and ultimately drive growth. From understanding the ethical use of AI to leveraging tools that simplify communication or provide real-time insights, these technologies aren't just add-ons—they're becoming essential for competitive success. If you're in the legal industry and looking to future-proof your practice, this episode is packed with insights and actionable advice!

Key Topics

• 02:22 The importance of technology in the legal field.
• 03:05 The various ways clients can interact with law firms, including referrals, SEO, and social media.
• 03:30 The importance of tracking leads and using technology like call tracking numbers and intake technology is highlighted.
• 04:06 The role of Lead Docket, a FileVine product, in tracking and assigning leads.
• 04:20 The significance of CRM (Case Management Systems) in tracking cases and their progression is discussed.
• 04:58 Case Status, describing it as a banking app for clients to track their cases.
• 06:52 Supio as an AI-native tool designed for plaintiff lawyers, focusing on medical data, bills, and trial data.
• 06:17 The tool helps lawyers find insights, draft motions, and summarize cases using AI.
• 10:19 The importance of using the right AI for legal tasks and the risks of unreliable results from unethical tools.
• 12:34 Supio's AI assistant interacts with medical data, providing insights and drafting assistance.
• 14:00 The tool's ability to speed up cases and free up time for lawyers to focus on client interactions is highlighted.
• 14:35 A success story of a firm using Supio to win a half-billion-dollar verdict by accessing medical records in real-time.
• 15:30 The tool also helps with other types of data, such as depositions and expert reports, using a feature called Deep Dive.
• 17:01 Supio simplifies the process of extracting line items from medical bills and creating a ledger.
• 18:05 The tool's ability to check the eligibility of medical bills and generate reports is discussed.
• 18:50 Supio's drafting feature helps lawyers tailor demand packages and letters using AI.
• 20:10 The importance of integrating Supio with existing case management systems for seamless data flow.
• 28:38 Jay from Case Status, highlights the tool's ability to provide a banking app-like experience for clients.
• 30:08 Case Status helps law firms improve client satisfaction and operational efficiency.
• 31:23 The tool's client onboarding process is described, including the use of text messages and app download links.
• 34:08 The tool's ability to predict client sentiment and provide translations for multilingual clients is highlighted.
• 35:34 The importance of measuring client experience through Net Promoter Scores and referrals.
• 38:14 The recommended responses feature, which uses AI to draft responses based on firm data and previous conversations.
• 39:55 Case Status’ new product in works, case sentiment.
• 41:10 Success stories of firms improving their response times and client satisfaction scores.
• 42:54 The tool's integration with major case management systems and its ability to save time for law firms are emphasized.
• 48:43 Crystal Knows, the tool's ability to provide personality insights from LinkedIn profiles.
• 50:55 The DISC personality framework and how Crystal Knows uses it to predict communication styles.
• 52:04 The tool's ability to provide high-level do's and don'ts for communication with different personality types is discussed.
• 53:08 Example of using Crystal Knows to understand and communicate effectively with a friend.
• 53:28 The playbooks feature, provides detailed communication strategies for different personality types.
• 55:02 The tool's ability to enrich CRM data and provide insights during virtual meetings is highlighted.
• 56:05 The calendar integration feature provides personality predictions for upcoming meetings.
• 56:38 The tool's ability to help users understand and improve their own communication styles is emphasized.
• 1:01:25 The breakdown of disc types and how to deal with them in the first 5 seconds.
• 1:10:25 The panelists answer questions from the audience, including integration details and the ease of adopting new technologies.

Resources Mentioned

• Supio's AI Solutions
• Case Status
• Lead Docket

• Crystal Knows

• Litify
• Filevine
• Smart Advocates
• Clio

About Edward Kirk:

Ed is the Head of Partnerships at Supio, where he merges 12 years of legal acumen with a specialized focus on B2B legal tech sales. A graduate in Law from the University of Law, London, and History from Royal Holloway, Ed spent several years as a family lawyer at Simons Muirhead Burton in London, UK. Transitioning into legal technology, Ed was the Head of North America & UK at Settify. He successfully drove the company’s expansion across three countries through building collaborative relationships. Ed has cultivated an expansive network among the legal and legal tech community across North America and the UK.

About Jay Sarmaz:

Jay is the Vice President of Data & AI at Case Status, bringing over 14 years of experience in Data & AI, with a specialized focus on legal technology for the past five years. Known for his innovative approach and deep expertise, Jay is passionate about transforming the legal tech landscape, particularly in client engagement. His decision to join Case Status was driven by a shared commitment to innovation and impactful solutions. As Case Status continues to set new standards in client experience and operational efficiency, Jay’s leadership in data and AI initiatives plays a pivotal role in driving forward the company’s mission and vision.

About Kellen Brown:

Kellen is a Customer Success Manager at Crystal Knows, where he empowers clients to unlock the full potential of personality-driven insights. With a focus on fostering meaningful client relationships, Kellen works closely with organizations to integrate Crystal’s AI-powered personality tools into their communication and sales strategies, improving team dynamics and client engagement. Known for his proactive approach and commitment to client success, Kellen leverages his expertise in customer relations to ensure that clients not only meet but exceed their business goals with Crystal Knows.

About Jay Berkowitz:

Jay Berkowitz is a digital marketing strategist with decades of experience in the industry. As the CEO of Ten Golden Rules, he has helped countless law firms and businesses harness the power of the internet to achieve remarkable growth and visibility. Jay is also a renowned keynote speaker and author, sharing his expertise at various industry events and publications worldwide.

Connect with Ten Golden Rules

Subscribe to Ten Golden Rules on YouTube

Check out our webinars on TenGoldenRules.com

Connect with Ten Golden Rules on LinkedIn

Follow Ten Golden Rules on Facebook

Connect with Jay Berkowitz on LinkedIn

Thanks for listening!

Thanks so much for listening to our podcast! If you enjoyed this episode and think that others could benefit from listening, please share it using the social media buttons on this page.

Do you have some feedback or questions about this episode? Leave a comment in the section below!

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Hiring great resources as VAs, paralegals and office staff can transform your law firm’s productivity, profitability, and your work-life balance. In this game-changing episode I am joined by Raquel Gomes, the founder of Stafi, a unique staffing solution tailored specifically for small and mid-sized law firms. Raquel shares her journey from corporate America to entrepreneurship and explains how Stafi is solving the critical hiring and delegation challenges law firms face today. Stafi’s model provides firms with skilled, vetted paralegals and support staff, predominantly from Latin America, enabling lawyers to save on costs and increase efficiency by delegating routine tasks.

Raquel and I discuss how outsourcing certain functions—like intake, marketing, and paralegal work—can free up time for law firm owners to focus on higher-value tasks and enjoy a better work-life balance. Stafi goes beyond traditional staffing with extensive coaching and support systems for virtual staff, ensuring quality performance and alignment with firm culture. Raquel also shares her passion for helping law firm owners reclaim their time and find more joy in their work by incorporating effective delegation strategies and creating robust support systems.

Key Topics

• 02:20 Raquel worked in the high-tech space as a sales representative and climbed the corporate ladder to become a successful executive.
• 04:02 Stafi was founded to help business owners, including law firm owners, grow and scale their businesses without sacrificing personal life.
• 04:36 The challenges faced by small firm law firm owners in finding and vetting talent, and the lack of time and resources to onboard and train new staff.
• 05:00 The importance of delegation and work-life balance, sharing her personal breaking point when her newborn daughter was left unattended due to work commitments.
• 05:20 Stafi aims to provide high-end professionals who are vetted, screened, and trained to support law firms, allowing attorneys to focus on their core responsibilities.
• 06:37 The services offered by Stafi, including paralegals, marketing intake, executive assistants, and project managers.
• 07:08 Stafi's paralegals are experienced lawyers from their home countries, undergoing rigorous vetting and training.
• 08:37 The pricing for a top graduate attorney working as a paralegal is $2,800 per month, including all support and coaching.
• 09:12 The importance of matching the right talent with the right roles, considering personality and soft skills for client-facing roles.
• 10:45 The support provided by Stafi, including ongoing mentoring, training, and coaching for paralegals and other staff.
• 11:06 The importance of mental health and wellness, with in-house psychologists and mindset coaches available to support staff.
• 11:48 Providing task coaches to help with time management and process documentation, ensuring smooth operations for law firms.
• 12:28 The cost-effectiveness of hiring virtual staff, allowing law firms to save time and money while improving productivity.
• 14:48 The recent launch of Stafi's in-person staffing service, catering to law firms that need US-based attorneys and paralegals.
• 15:17 The new service includes mental health and wellness coaching for in-person staff, similar to the support provided for virtual staff.
• 17:04 Raquel’s approach to decision-making, emphasizing the importance of being in a state of joy and trusting her intuition.
• 17:44 Raquel shares her personal productivity tips, including taking deep breaths in the morning and appreciating one's achievements.
• 18:56 The importance of delegating tasks to virtual assistants to free up time for personal and professional growth.
• 19:32 The recent launch of Stafi's in-person staffing service, catering to law firms that need US-based attorneys and paralegals.
• 23:42 Raquel advises against hanging up the phone with qualified leads and emphasizes the importance of scheduling the next step during the initial call.
• 24:40 Have strategies to overcome objections and understand clients' goals to facilitate the intake process.
• 22:52 The importance of qualifying leads and using facilitating documents to streamline the intake process.
• 27:02 She shares her experience of using virtual assistants for personal tasks, such as calling schools and dealing with service providers.

Resources Mentioned

Websites:

1. stafi.cc

Books:

1. "The Success Principles" by Jack Canfield

About Raquel Gomes:

Raquel Gomes is the founder and CEO of Stafi, a company revolutionizing law firms with virtual staffing solutions. Raised in Brazil and inspired by her father's entrepreneurial journey, she developed a strong work ethic and determination. Raquel defied societal norms, rejecting the notion that women must choose between career and family. With a degree in psychology and an MBA, she gained experience in the high-tech corporate world while balancing motherhood. This inspired her to create Stafi, a solution born from her personal struggles. Stafi provides flexible staffing tailored to modern professionals, especially women. Raquel is committed to reshaping work standards to help women excel without sacrificing personal well-being.

About Jay Berkowitz:

Jay Berkowitz is a digital marketing strategist with decades of experience in the industry. As the CEO of Ten Golden Rules, he has helped countless law firms and businesses harness the power of the internet to achieve remarkable growth and visibility. Jay is also a renowned keynote speaker and author, sharing his expertise at various industry events and publications worldwide.

Connect with Ten Golden Rules

Subscribe to Ten Golden Rules on YouTube

Check out our webinars on TenGoldenRules.com

Connect with Ten Golden Rules on LinkedIn

Follow Ten Golden Rules on Facebook

Connect with Jay Berkowitz on LinkedIn

Thanks for listening!

Thanks so much for listening to our podcast! If you enjoyed this episode and think that others could benefit from listening, please share it using the social media buttons on this page.

Do you have some feedback or questions about this episode? Leave a comment in the section below!

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Ratings and reviews from our listeners are extremely valuable to us and greatly appreciated. They help our podcast rank higher on Apple Podcasts, which exposes our show to more awesome listeners like you. If you have a minute, please leave an honest review on Apple Podcasts.