The Authority Builder Podcast

The question that keeps lawyers up at night is: “How do I get clients?”

All my attorney clients joke that they don’t teach you business development in law school…

In this episode, we’re going to cover a framework for building a business development plan for attorneys.

(And even if you’re not an attorney, these strategies will help you, too…)

My guest Elise Holtzman, CEO of The Lawyer’s Edge, is an expert at growing thriving law practices. 

She’s here to break down the 3 pillars of business development and share how you can leverage relationships to get more clients.

Want to land a deal today? 

What if I told you that in today’s podcast my guest shares a method anyone can do today, it costs nothing, and can land a high-ticket deal today? 

Would you want it?

That’s exactly what John Phillippe, author of the new book Prospecting Hacks shares on today’s episode. 

If you want new, out-of-the-box ways to attract clients, this episode is for you…

Plus, John will share the mindset you need to succeed at prospecting and seize the possibilities that are all around you.

The key to earning more? 

Working less.

If you’re an agency owner, delegation is the path to winning back your time while growing your business. 

My guest Karl Sakas is an expert at elevating agency owners to a higher performance level so they can achieve time freedom.

In this episode, he’ll break down the 4 stages of involvement for agency owners—and how you can take action now to move to the next level.

We’ll also cover:

• The 6 roles every agency needs
• The difference between delegating and abdicating
• How to know if you’re charging what you’re worth
• The path to an owner-optional business
• And more… 

Many attorneys (and most other professionals, too) hate the idea of “selling” but want to build a business…

They want to scale their practice to achieve freedom and control in their legal careers…

Yet they struggle with “sales”—something they don’t teach you in law school.

My guest, business development coach Steve Fretzin, is here to share a unique, “sales-free” approach to growing a legal practice.

He’ll also break down his 3 painless approaches to asking for referrals…

And reveal why peer groups are the secret weapon every business owner needs. 

It’s time to finally convert all the fantastic leads on your list who haven’t taken the leap yet…

The single best way I’ve ever found to generate a lead is a book… and for those leads that don’t convert immediately, the single best way to convert them into clients is with a virtual event.

Think webinar, summit, or challenge.

Virtual events are an effective way to get leads to know, like, and trust you…

During an event, leads “sample” the value you bring—and they invest their mst precious asset, time, to pay attention to you. It’s a strong buying signal. 

But what key factors make a successful virtual event?

Steven Pemberton, founder of Hollowco, a done-for-you virtual events company, is here to share his expertise on crafting events that drive qualified leads and land clients. 

How can you instantly increase your law firm’s profitability?

Free up your time.

When you delegate tasks, you increase your capacity for billable hours and can double your earnings…

This is the difference between firms that can be sold and firms that will be impossible to exit.

Michael Chastaine built a profitable private law practice and successfully exited—now, he consults other attorneys on how to do the same.

In this episode, he’ll share:

• His process for making firms profitable
• The business principles they don’t teach you in law school
• Why tracking your time & money data is crucial
• Health habits for peak performance
• And more

Big Announcement: An exciting update after 6 years...

This is an excerpt from my newest book The Million Dollar Book. 

Click here to get your copy

From Chapter 2: The Unbelievable Impact of a Book

My First “Celebrity” Experience
I’d been invited to speak at the Inbound conference in Boston—one of the largest marketing conferences in the world, hosted by HubSpot. I was all set to speak to a room of several hundred marketing agency owners on my unique approach to referrals. As I waited for the session to start, an attendee approached me…

With a copy of my Unstoppable Referrals book in his hand, he said that he loved my work. He said that it had totally changed how he did business development.

Then he handed me the book and a sharpie and asked if I would sign his copy.

I’ll admit, I was a little embarrassed.

I’m a pretty regular guy. Mom raised me to stay humble, and this was all new and unexpected.

In this guy’s mind, I had celebrity status… at least at some level.

I’ve observed the same dynamic with our clients when we help them write and publish their book. They often report that they experience an instant boost in celebrity and authority status with their clients, with competitors, family members, and potential clients.

They’re the same exact person. They just invested the time and effort into having something to say and writing it down.

And that’s just the beginning of the story…

Get the full scoop in today’s episode of the podcast.

The Million Dollar Book is live!

I wrote The Million Dollar Book to give you a 30-day roadmap to creating your own lead-generating book that will produce 7-figures of revenue for your business.

I’ve found that a book is the single best way to generate pre-sold clients for a high-ticket service…

It works better than webinars, online ads, and direct mail…

It supercharges referrals, creates better, more prepared clients, who place a higher value on what you do.

It gives you instant credibility that attracts clients today and for years to come…

The problem is that most people believe writing a book is a huge project that requires many months (or years) to complete. It doesn’t have to. Do it right and it is easy and fast.

In today’s episode, I’m giving you a preview of The Million Dollar Book.

Listen to find out:

• If a book is the right next move for your business
• Why you should avoid bestseller-in-a-box services
• Why books are your best lead-generating asset
• How you can write your book in just 30 days and have it published and working for you in 90 days
• And more…

My new book is coming next week…

So today on the podcast, I’m breaking down how we launch books–The Inverted Viral Launch Method™.

This is a simple formula that gets you almost immediate ROI for your book…

And, sets you up for decades of results.

The good news: you don’t have to get millions of readers or make The New York Times bestseller list to see a big impact from your book launch.

Listen to find out how you can leverage your existing network to turn your book into clients…

And visit themilliondollarbook.org to get a free copy of The Million Dollar Book.