Success isn’t just about growing your business—it’s about building systems that allow it to thrive without you. I had the opportunity to speak with Adi Klevit, an expert in process documentation and business efficiency, about how professionals can create scalable systems to maintain consistency, improve training, and free up time. Adi shares insights on when to document processes, how to implement them effectively, and why having a single source of truth is crucial for growth. Whether you’re a solo attorney or managing a growing firm, her strategies will help you build a business that runs smoothly, no matter who’s in charge.

Key Topics

[02:51] Adi shares her background in industrial engineering and how it led to her passion for process improvement.

[04:10] How process documentation creates stability and allows businesses to scale effectively.

[05:20] The difference between simple checklists and fully developed process systems.

[06:49] Why business owners should focus on getting clients first before worrying about processes.

[08:12] When and how to start documenting systems once a business begins to grow.

[09:30] The importance of removing inconsistencies and reducing errors through proper training.

[11:05] How defining key processes helps maintain quality and ensures clients get the same experience every time.

[12:45] Why training should be structured like a playbook to ensure consistency across the team.

[14:10] The best way to capture best practices and avoid process misinterpretation.

[16:00] Using video training combined with written documentation for more effective learning.

[17:55] Why a single source of truth for process documentation prevents confusion.

[19:22] The value of internal communication platforms like Slack or Teams over email.

[20:45] How AI and automation can improve efficiency without replacing personal client connections.

[22:30] Adi’s personal strategy for increasing productivity and cutting down on distractions.

[24:18] How process improvement can significantly reduce employee onboarding time.

[25:50] Steps to create a training program that ensures new hires are set up for success.

[27:30] Keeping processes up to date and adapting them as businesses evolve.

[29:40] The role of leadership in ensuring processes are followed and continually optimized.

[31:15] How businesses can transition from relying on one key person to a well-structured system.

Resources Mentioned

• E-Myth by Michael Gerber - https://a.co/d/fkWLNEB
• Power Questions by Gerald Panas - https://a.co/d/dU6Qj21
• Buy Back Your Time by Dan Martell - ​​https://a.co/d/2oulLSK

• Slack – Internal team communication to reduce email overload.
• Microsoft Teams – Used for structured team communication and collaboration.

• Organized Chaos - Chris Ronzio (Trainual) – Discussing process documentation and business efficiency. - https://podcasts.apple.com/us/podcast/organize-chaos/id1478413578

About Guest:

Adi Klevit is a highly skilled process consultant known for simplifying complex business operations and implementing clear, efficient systems. Clients praise her ability to distill intricate workflows into actionable procedures, enabling smoother operations, improved onboarding, and effective delegation. Her expertise has been instrumental in streamlining processes across diverse industries, earning accolades for her follow-through and impact on team efficiency.

https://bizsuccesscg.com/ 

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

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

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The path to standing out in a crowded field doesn’t start with gimmicks; it begins with authentic connections, strategic planning, and consistency. I had the pleasure of speaking with Tim Semelroth, a leader in personal injury law and digital marketing innovation, who shared how his team’s efforts have earned them back-to-back GLaM Awards. From leveraging LinkedIn to mastering the art of speaking opportunities, Tim’s practical advice highlights how thoughtful marketing and relationship-building can take your firm—or any business—to new heights. His approach is all about working smarter, not harder, and turning every opportunity into long-term success.

Key Topics

[03:26] Tim’s passion for law began in eighth grade with mock trial competitions, which set the foundation for his legal career and leadership.

[05:00] A chance encounter during a state mock trial competition connected Tim to law school and influenced his decision to stay in Iowa.

[06:33] How being the youngest lawyer at his firm led Tim to take charge of digital marketing initiatives, beginning with their first website.

[08:11] Winning two GLAM Awards for outstanding digital marketing as a result of a strong team and consistent strategy.

[09:06] The importance of having a team-based approach to legal marketing and maintaining strong vendor relationships.

[10:26] Writing ad copy that speaks to your ideal client, not to yourself, and removing legal jargon to connect effectively.

[11:31] Selecting vendors who offer value beyond selling, based on conference presentations and thought leadership.

[14:36] Building and maintaining a referral list to leverage connections and generate high-quality cases.

[15:41] Why referrals often produce more revenue than direct client acquisitions, even though they make up a smaller percentage of cases.

[16:16] Leveraging LinkedIn strategically with consistent posting, newsletters, and print materials to stay visible and relevant.

[18:44] Using a dedicated in-house marketing team to ensure a consistent cadence of content and maintain a strong online presence.

[20:08] Looking outside the legal industry for innovative marketing ideas and learning from successful agencies and brands.

[22:36] Maximizing speaking opportunities by promoting them, creating backlinks, and repurposing content for long-term value.

[25:25] Engaging the audience during presentations with actionable takeaways, giveaways, and slides to capture their contact information.

[28:13] Using LinkedIn at conferences to connect with attendees in real time and build relationships.

[29:50] Creating follow-up content after conferences, such as “key takeaways” posts, to highlight insights from fellow speakers.

[31:02] Sending personalized messages and slides to contacts after events to nurture relationships and maintain visibility.

[36:19] Using Audible to listen to business and personal development books during long commutes, ensuring ongoing learning.

[37:49] Recommended books like The Checklist Manifesto by Atul Gawande for mastering standard operating procedures.

[40:04] Tim’s specialization in truck accident cases and his unique expertise as the only board-certified truck accident lawyer in Iowa.

Resources Mentioned

• The Checklist Manifesto by Atul Gawande - https://a.co/d/gyEtIs7 
• Buy Back Your Time by Dan Martell  - https://a.co/d/2Gxnaha 

• Audible – For listening to books during commutes.
• LinkedIn – Primary tool for networking and professional outreach.

• The Renegade Lawyer Podcast - Ben Glass  – Legal marketing insights.- https://podcasts.apple.com/us/podcast/the-renegade-lawyer-podcast/id1644400751 
• Life Beyond the Briefs - Brian Glass – Focused on case management and growth strategies. - https://podcasts.apple.com/us/podcast/life-beyond-the-briefs/id1651002001 

About Guest:

Tim Semelroth is Iowa’s only board-certified truck accident attorney, with 25+ years of experience, and is the author of The Law Guide to Iowa Truck Accident Claims. He offers to collaborate with attorneys on trucking litigation, providing expertise and deep knowledge of Iowa’s legal landscape. Start with a no-obligation strategy call to discuss cases and explore the best approach for success.

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

RSH Legal - https://www.fightingforfairness.com/ 

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!

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The secret to growing a successful business isn’t just about working harder—it’s about building smarter relationships and leveraging time efficiently. I had the privilege of speaking with Steve Fretzin, a seasoned coach for professionals, who specializes in helping lawyers master business development without the pressure of traditional selling. Steve’s innovative “sales-free selling” approach focuses on building authentic connections, fostering trust, and creating systems that simplify the process of growing your business. His insights on networking, strategic planning, and personal productivity will inspire you to rethink your approach to professional growth and client relationships.

Key Topics

[03:45] Steve explains how he transitioned into coaching lawyers during the 2008 recession.

[04:45] Why “sales-free selling” resonates with professionals and builds genuine relationships.

[05:57] The value of starting a podcast for relationship-building and content creation.

[08:15] Why networking through podcasts can generate business opportunities.

[10:45] How to embrace a mindset shift from hard selling to consultative business development.

[12:15] The importance of moving prospects to a clear “yes” or “no” and avoiding wasted energy.

[13:45] Writing a simple, actionable plan to guide your networking and business development.

[15:25] How to reconnect with old contacts to jumpstart referrals and opportunities.

[17:30] The significance of asking pointed questions to qualify relationships effectively.

[19:55] Testing potential referral partners with small exchanges to gauge reliability.

[21:15] Strategies for building a network in groups aligned with your target market.

[23:00] The “know, like, and trust” factor and why patience is critical for relationship-building.

[24:45] The power of offering value to others before asking for business in return.

[26:45] Using one-on-one meetings strategically to build meaningful connections.

[28:45] How Rainmakers delegate effectively to focus on their strengths and scale their businesses.

[30:30] Why letting go of perfectionism can increase productivity and growth.

[31:15] Leveraging peer advisory groups to gain outside perspectives and solve big challenges.

[33:45] The value of accountability in peer advisory groups to drive action and results.

[34:00] Steve’s personal productivity tool, the Remarkable 2, and its role in his paperless workflow.

[38:45] Why having a “right-hand” team member is essential for long-term success.

Resources Mentioned

Books:

• Traction by Gino Wickman - https://a.co/d/ihYy76d 
• Getting Things Done by David Allen  - https://a.co/d/jlj24W0 
• Who Not How by Dan Sullivan - https://a.co/d/cAouJ2E 

Tools/Websites

• Remarkable 2 – Digital paper tablet for note-taking and organization.
• LinkedIn – Leveraged for networking and professional branding.
• LinkedIn Tutorial for Business Development - https://www.youtube.com/watch?v=0EWfLRtUL0g 

Podcasts 

• Be That Lawyer Podcast (Steve Fretzin’s own podcast) - Focuses on helping lawyers develop business skills they didn’t learn in law school. - https://podcasts.apple.com/us/podcast/be-that-lawyer/id1498488978 
• All-In Podcast - A popular podcast featuring discussions on business, technology, and investing. - https://podcasts.apple.com/us/podcast/all-in-with-chamath-jason-sacks-friedberg/id1502871393 
• Joe Rogan Experience - Known for long-form interviews with influential figures across various fields. - https://podcasts.apple.com/us/podcast/the-joe-rogan-experience/id360084272 
• Under the Influence - A podcast about advertising, exploring the history and impact of iconic brands and campaigns. - https://podcasts.apple.com/us/podcast/under-the-influence-with-terry-oreilly/id493536367 
• Modern Wisdom - Explores topics like personal development, fitness, and philosophy. - https://podcasts.apple.com/us/podcast/modern-wisdom/id1347973549 
• Prof G Podcast - Hosted by Scott Galloway, covering business insights, marketing, and technology trends. - https://podcasts.apple.com/us/podcast/the-prof-g-pod-with-scott-galloway/id1498802610 

About Guest:

Steve Fretzin is a renowned business development coach, four-time author, and the host of the BE THAT LAWYER podcast. For over 16 years, he has dedicated his career to helping attorneys achieve exceptional growth, often doubling or tripling their books of business through tailored, highly engaging programs.

At FRETZIN, Steve empowers his clients to become confident, organized, and skilled rainmakers, equipping them with the tools and strategies to excel in business development. His expertise and passion for attorney success have made him a trusted partner for legal professionals seeking to elevate their practices.

https://www.fretzin.com/ 

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

https://www.facebook.com/salesresults/ 

https://x.com/stevefretzin 

https://www.youtube.com/user/SalesResultsInc 

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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Success in business is about more than hard work—it’s about crafting a vision, building strategies, and surrounding yourself with the right people. Ivy Slater brings her experience as a successful entrepreneur and coach to help law firms and professionals unlock their potential through strategic growth and succession planning. By aligning personal passions with professional goals, she demonstrates how bold decision-making, valuing your worth, and understanding the story behind your numbers can transform your business. Ivy emphasizes the power of stepping outside daily routines to gain fresh perspectives, fostering creativity and innovation. Her approach focuses on creating sustainable growth, building strong leadership teams, and preparing firms to thrive for years to come, inspiring a mindset shift toward abundance and long-term success.

Key Topics

[03:27] How Ivy transitioned from a printing business to coaching law firms and professionals.

[04:22] The importance of listening to your market and identifying opportunities.

[05:12] Why creating a business aligned with your passions leads to fulfillment.

[06:13] Lessons learned from helping professionals transition to entrepreneurship.

[07:39] Why decision-making is the foundation of effective leadership.

[09:16] Building trust by sharing your authentic self in business relationships.

[10:58] Overcoming self-doubt and valuing your worth as a professional.

[12:33] Understanding the critical role of numbers in business growth and planning.

[14:31] The importance of envisioning your personal and professional life five years from now.

[16:54] Using shorter timeframes for strategic planning to stay adaptable.

[19:27] Why stepping away from your desk helps unlock creativity and fresh ideas.

[21:34] Steps to create an actionable strategic plan, including SWOT analysis and SMART goals.

[23:24] Integrating succession planning into your long-term business strategy.

[25:44] Structuring your business so it can operate effectively without you.

[27:18] How building a strong team ensures the longevity of your firm.

[29:12] Why mindset shifts from scarcity to abundance are critical for success.

[31:13] The value of maintaining relationships over the long term for lasting success.

[32:44] Productivity strategies, including using calendars and CRM tools effectively.

[33:05] Incorporating wellness routines like walking and strength training into your life.

[36:34] Ivy’s advice for law firms looking to grow and create actionable visions for the future.

Resources Mentioned

• Think and Grow Rich by Napoleon Hill - https://a.co/d/gdQPvmr 
• The E-Myth by Michael Gerber - https://a.co/d/6p35pEW 

• Acquired – Business knowledge and case studies podcast.  https://podcasts.apple.com/us/podcast/acquired/id1050462261 
• Wiser Than Me by Julia Louis-Dreyfus – Inspirational interviews with accomplished women. https://podcasts.apple.com/us/podcast/wiser-than-me-with-julia-louis-dreyfus/id1678559416 

• CRM Systems – For managing client relationships.
• Calendars – Essential for task and relationship management.

About Guest:

Ivy Slater is the CEO of Slater Success, where she empowers C-suite executives and senior managers to drive impactful strategies that boost sales performance and business growth. With over 25 years of sales expertise, Ivy specializes in transforming sales teams by improving relationship dynamics and delivering measurable results, often increasing outcomes by up to 40% in just six months. A sought-after speaker, best-selling author, and podcast host of Her Success Story, Ivy combines strategic thinking with actionable insights to help businesses exceed their income projections and achieve lasting success. Before founding Slater Success, she built and sold a seven-figure printing business, Slater Graphics, in New York City, showcasing her proven relationship-driven growth strategies.

https://slatersuccess.com/ 

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

https://www.youtube.com/channel/UCJ8b1sGnADlpFE2NrqUfToQ 

https://www.instagram.com/ivyslaterssc/ 

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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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

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’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 KORE 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.

http://www.koreaccounting.com/

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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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

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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!

Subscribe to the podcast

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

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.