The Authentic Legal Professional

In this conversation with Agnes Lan, we get into how marketing funnels and referrals can start bringing in clients your way without active effort. All it takes is making a low risk ask and providing value to your audience.

Agnes leads sales at Change Connect in sales transformations at firms across North America. 

In this episode we talk about sales, marketing funnels, referrals, tactics, and the real psychological barriers that holds us back and how to overcome them.

Help us reach new listeners by leaving us a rating and review on Apple Podcasts!  It takes less than 30 seconds, and really helps our show grow, which allows us to bring on even better guests for you all! Thank you – we  really appreciate it!

Resources:

If you have any comments or would to join as a guest on our podcast, send us an email at [email protected].

-----

Other Links to Listen to this Podcast:

What's the future of how law will be practiced? How will it affect you? Are you missing the silent by tectonic change happening underneath your feet? How can you prepare yourself for this change?

Mitch gives us an answer. He's the author of The Great Legal Reformation, host of the Legal Innovators Roundtable, General Counsel for Aoyuan International (one of the largest publicly traded companies in the world), and has spoken all over the world.

Mitch gives us a perspective from both being in-house as well as from his days as partner at Baker McKenzie.

Learn about:

Find Mitch on LinkedIn and on his website.

Help us reach new listeners by leaving us a rating and review on Apple Podcasts!  It takes less than 30 seconds, and really helps our show grow, which allows us to bring on even better guests for you all! Thank you – we  really appreciate it!

Resources:

If you have any comments or would to join as a guest on our podcast, send us an email at [email protected].

-----

Other Links to Listen to this Podcast:

Perhaps you've felt you have to push this part of your life down. Well, you don't. 

Vivek shows us how.

Vivek started Jayaram Law at the height of the global recession in 2008/9. Over time, he's built it into the premier intellectual property law firm for creatives across North America. 

Today, he's sharing the principles he used to grow his practice, and so much more. We get into art, creativity, song-writing, and travel. But we also talk about the changing winds in corporate America (and everywhere else!) where success comes to those who know how to be themselves unabashedly.

If you haven't heard an episode in a while, this is a great way to get back this fall 2021.

Resources:

Help us reach new listeners by leaving us a rating and review on Apple Podcasts!  It takes less than 30 seconds, and really helps our show grow, which allows us to bring on even better guests for you all! Thank you – we  really appreciate it!

Resources:

If you have any comments or would to join as a guest on our podcast, send us an email at [email protected].

-----

Other Links to Listen to this Podcast:

Have you ever found yourself trying to upgrade your "sales" skills by learning how to close?

Lawyers & attorneys routinely believe that is the magic skill they're missing to get better at getting clients to sign the dotted line.

Well, it turns out that the paradigm is upside down! Opening is the new "closing".

Liz Wendling tells us how. 

Liz combines a rock-solid sales background with a passion for coaching. She believes it's all about HOW you sell that matters. When you start changing your sales approach, language, and process, everything changes for you.

Liz has coached many lawyers to build solid business skills, develop a success mindset, exceed their sales expectations, and prosper in this new economy. In this episode, we get into how this all happens!

Listen to this podcast to change how you think about selling.

References:

Help us reach new listeners by leaving us a rating and review on Apple Podcasts! It takes less than 30 seconds, and really helps our show grow, which allows us to bring on even better guests for you all! Thank you – we  really appreciate it!

Resources:

If you have any comments or would to join as a guest on our podcast, send us an email at [email protected].

-----

Links to Listen to this Podcast:

Do you help your client gets deal done or do you break them up? Lawyers often become deal breakers, not deal makers. Why does this happen and what can you do about it?

Barry Wolfe tells us that lawyers often miss the full picture of the deal. They overvalue what's in front of them, and become blind to everything else.

To succeed in this profession requires you to turn off the "lawyer" mode sometimes and start thinking about opportunity from the client's perspective.

Barry did just that. He went from a practicing lawyer to becoming a real estate broker. In his first year, he made $0. Today, he's the Senior Managing Director of Investments at Marcus & Millichap, the industry's largest firm specializing in real estate investment sales and financing.

Learn about the ups and downs of his journey, and everything he had to unlearn as a lawyer to succeed. This is an instructive episode on what it takes to do business development today. It is also a candid take from the client's point of view, something you might not have heard before.

Help us reach new listeners by leaving us a rating and review on Apple Podcasts!  It takes less than 30 seconds, and really helps our show grow, which allows us to bring on even better guests for you all! Thank you – we  really appreciate it!

Resources:

If you have any comments or would to join as a guest on our podcast, send us an email at [email protected].

-----

Links to Listen to this Podcast:

What biases exist for women in law today? How can they stand out? What is something that men need to understand about women in law? What about senior leadership? What's the balance look like for being authentic vs. putting on a facade and is that even the right gradient?

In this episode, we speak with Robin Arnold. She's a partner at Blue Williams, mom of 6 kids, and wife of Nick Arnold (our podcast guest from the previous week's episode).

We get into Robin's story of how she ended up in her practice and what's helped her grow it. We get downright candid and honest about topics like:

You can find Robin on LinkedIn and at Blue Williams.

We know this is going to be a controversial episode. She's here to give her personal and candid perspective on what it takes to succeed as a woman in law. Undoubtedly, there may appear to be things in there which you might not agree with. We know that. The purpose of this podcast is to share many different stories, and we think this story too deserves to be shared. We'd like to invite you to listen to it with an open mind. And if it at the end of it, you disagree and feel strongly about it, we'd love to hear your take on it. Send us a note on [email protected] with your comments or if you'd like to join as a guest.

Help us reach new listeners by leaving us a rating and review on Apple Podcasts!  It takes less than 30 seconds, and really helps our show grow, which allows us to bring on even better guests for you all! Thank you – we  really appreciate it!

Resources:

If you have any comments or would to join as a guest on our podcast, send us an email at [email protected].

-----

Links to Listen to this Podcast:

Nick Arnold has 15,000+ followers on LinkedIn. He's a partner at Blue Williams. He's a father of 6 kids. He's married to his high school sweetheart who's also a partner at the firm. He has an ever-growing book of business. How does Nick Arnold do it all?

In this episode of the podcast, we're getting into a great discussion with Nick Arnold about what it takes to succeed, maintain balance & time and grow in this profession.

We talk about:

And in case you missed our mini-episodes from this summer on 1. managing your time effectively and 2. using systems vs. being authentic, give them a listen!

Further Reading:

Help us reach new listeners by leaving us a rating and review on Apple Podcasts!  It takes less than 30 seconds, and really helps our show grow, which allows us to bring on even better guests for you all! Thank you – we  really appreciate it!

Resources:

If you have any comments or would to join as a guest on our podcast, send us an email at [email protected].

-----

Links to Listen to this Podcast:

You have great ideas to grow your practice, but it just doesn't feel authentic enough. Has that ever happened to you?

You want to be authentic, but you also feel this pull to use systems, plans, templates and everything else that feels "fake".

You end up subtly sabotaging your own efforts.

What do you do? How do you deal with the dichotomy of being authentic and being deliberate?

In this summer mini-episode, we talk about just this topic!

Let us know what you think.

Help us reach new listeners by leaving us a rating and review on Apple Podcasts!  It takes less than 30 seconds, and really helps our show grow, which allows us to bring on even better guests for you all! Thank you – we  really appreciate it!

Resources:

If you have any comments or would to join as a guest on our podcast, send us an email at [email protected].

-----

Links to Listen to this Podcast:

Your time is short and you've got more to do than ever before. You know business development is important, but you just can't make yourself do it given all the fires you're fighting.

Time is the cause of stress, anxiety, distraction fueled addictions, and sleepless nights. 

Right now, time is how you get compensated. It's all about the input. This way of thinking about time limits you from freeing yourself from your work. It prevents you from building your business. It stops you from being creative about how to automate/delegate/eliminate tasks.

In this episode, we start re-framing time. We look at the almighty to-do list and calendar and explore why they are some of the worst tools to think about how you look and manage time.

Most importantly, we find a better metaphor and analogy that will free you from the stress and anxiety of time.

Help us reach new listeners by leaving us a rating and review on Apple Podcasts!  It takes less than 30 seconds, and really helps our show grow, which allows us to bring on even better guests for you all! Thank you – we  really appreciate it!

Resources:

If you have any comments or would to join as a guest on our podcast, send us an email at [email protected].

-----

Links to Listen to this Podcast:

Why do your business development initiatives fail? Why do you feel burned out from these efforts? Why is branding a lot like starting a workout plan? What's the common link between a day at the spa and selling?

These are some of the questions we examine on this episode.

We go over the key lessons we have learned from a year of coaching lawyers and accountants from across the world to get better at business development.

The surprising lesson: teaching and working through strategies and tactics alone just doesn't work. Something else has to come way before that. Are you missing this yourself?

Plus, we talk about bringing our coaching to more of you at your own convenience on-demand with our on-demand Build Your Book Academy! You can learn more about it at BuildYourBook.org/academy.

Help us reach new listeners by leaving us a rating and review on Apple Podcasts!  It takes less than 30 seconds, and really helps our show grow, which allows us to bring on even better guests for you all! Thank you – we  really appreciate it!

Resources:

If you have any comments or would to join as a guest on our podcast, send us an email at [email protected].

-----

Links to Listen to this Podcast: