Jason Williams spent more than a decade helping build the marketing engine behind a growing personal injury firm—driving consistent year-over-year growth and increasing referral-based cases from roughly 25% to nearly 50%.

In this episode, Ben Glass talks with Jason about what actually moves the needle for law firms: strong relationships, smart community involvement, better client experience, disciplined intake, and ruthless measurement.

They dig into how Jason helped build a motorcycle injury niche from scratch, why referral marketing still beats flashy tactics, how AI is improving intake review and call scoring, and what law firms should really look for when hiring marketing vendors.

Jason also shares why he launched Fractional Legal Marketing, a business focused on helping solo and small law firms grow with better strategy, better oversight, and fewer expensive mistakes.

If you’re tired of chasing leads, wasting money on bad marketing, or treating intake like an afterthought, this episode lays out a more practical path forward.

Ben Glass is a nationally recognized personal injury and long-term disability insurance attorney in Fairfax, VA. Since 2005, Ben Glass and Great Legal Marketing have been helping solo and small firm lawyers make more money, get more clients and still get home in time for dinner. We call this TheGLMTribe.com

What Makes The GLM Tribe Special?

In short, we are the only organization within the "business builder for lawyers" space that is led by two practicing lawyers. 

One thing we're sure you've noticed is that despite the variety of options within our space, no one else is mixing
the actual practice of law with business building in the way that we are.

There are no other organizations who understand the highs and lows of running a small law firm and are engaged in talking to real clients. That is what sets GLM apart from every other organization, and it is why we have had loyal members that have been with us for two-decades.

In Episode 210 of the Renegade Lawyer Podcast, Ben shares a preseason talk he delivered to the Herndon High School soccer program.

Yes — this episode is about soccer.

But it’s also about leadership, accountability, resilience, and how adults and athletes share responsibility for protecting the game.

Inside the conversation:

• Who high school referees actually are (and why they’re there)
• How referees prepare for games
• Why high school soccer is different from club soccer
• New rule changes players need to understand
• What referees think about dissent and sportsmanship
• Why leadership shows up most clearly when things go wrong
• And why captains carry more responsibility than they think

Ben also discusses mistakes referees make, how they handle them, and what separates resilient teams from fragile ones.

Whether you’re a player, coach, referee, parent — or just someone who cares about youth sports — this episode offers perspective you probably haven’t heard before.

If you’re from the soccer world, also check out the previous episode on “The On-Fire Brain” and managing escalation in youth sports.

🎧 Episode 210 is live now on Apple Podcasts and Spotify.

Ben Glass is a nationally recognized personal injury and long-term disability insurance attorney in Fairfax, VA. Since 2005, Ben Glass and Great Legal Marketing have been helping solo and small firm lawyers make more money, get more clients and still get home in time for dinner. We call this TheGLMTribe.com

What Makes The GLM Tribe Special?

In short, we are the only organization within the "business builder for lawyers" space that is led by two practicing lawyers.

One thing we're sure you've noticed is that despite the variety of options within our space, no one else is mixing
the actual practice of law with business building in the way that we are.

There are no other organizations who understand the highs and lows of running a small law firm and are engaged in talking to real clients. That is what sets GLM apart from every other organization, and it is why we have had loyal members that have been with us for two-decades.

Most lawyers start with marketing tactics.

Ben says that’s backwards.

In Chapter 21 of Renegade Lawyer Marketing, he makes the argument that good marketing doesn’t begin with ads, websites, or SEO.

It begins with design.

For the first 12 years of his career, Ben did what most lawyers do:

• Worked hard
• Took whatever cases came in
• Fought over bills
• Accepted chaos
• Told himself “this is just how it is”

And he listened to other lawyers complain about stress, insurance companies, and long hours like it was normal.

Then came the uncomfortable question:

What if I could actually design my life instead of reacting to it?

In this episode, Ben walks through:

• Why most lawyers hand over their credit card to marketing agencies without knowing what they’re building
• How random client flow keeps lawyers trapped
• Why your belief system about control determines your business ceiling
• The difference between chaos and systems
• How marketing becomes powerful only after you decide what kind of life you want

This chapter is the philosophical core of Great Legal Marketing.

Because if you don’t design your life first…

Marketing just feeds a machine you don’t even like.

🎙 The Renegade Lawyer Podcast
 Available on Apple Podcasts and Spotify

Ben Glass is a nationally recognized personal injury and long-term disability insurance attorney in Fairfax, VA. Since 2005, Ben Glass and Great Legal Marketing have been helping solo and small firm lawyers make more money, get more clients and still get home in time for dinner. We call this TheGLMTribe.com

What Makes The GLM Tribe Special?

In short, we are the only organization within the "business builder for lawyers" space that is led by two practicing lawyers. 

One thing we're sure you've noticed is that despite the variety of options within our space, no one else is mixing
the actual practice of law with business building in the way that we are.

There are no other organizations who understand the highs and lows of running a small law firm and are engaged in talking to real clients. That is what sets GLM apart from every other organization, and it is why we have had loyal members that have been with us for two-decades.

In this special episode, Ben speaks to a room full of law students about something most law schools barely touch: the business of law—and the freedom it can create.

At nearly 68 years old and 42 years into practice, Ben shares the unfiltered truth about building a law firm, surviving the hard years, and ultimately creating a practice that funds both wealth and freedom.

This isn’t a lecture about billing hours or making partner.

It’s about:

• Why “work-life balance” is the wrong framework
• How to reject the myth that lawyers must be stressed and miserable
• The power of niche practice areas (including his ERISA disability machine)
• Why marketing is an ethical duty
• How AI is transforming the profession (for those willing to embrace it)
• Why asking better questions is the most important legal skill
• How to think like an owner—even before you become one
• And why it’s okay to say: “I want to build something big, make a lot of money, and help people.”

Ben also shares:

• The early struggles of starting his own firm
• The moment he realized legal conferences were boring (and entrepreneurs weren’t)
• How relationship-building beats big advertising budgets
• Why there’s massive opportunity buying practices from retiring boomers
• And what he’d do if he were starting over today

If you’re a law student, young lawyer, or anyone questioning whether the profession has to be stressful and small—this episode is for you.

You get one life.
 You get one law degree.
 Design accordingly.

Ben Glass is a nationally recognized personal injury and long-term disability insurance attorney in Fairfax, VA. Since 2005, Ben Glass and Great Legal Marketing have been helping solo and small firm lawyers make more money, get more clients and still get home in time for dinner. We call this TheGLMTribe.com

What Makes The GLM Tribe Special?

In short, we are the only organization within the "business builder for lawyers" space that is led by two practicing lawyers. 

One thing we're sure you've noticed is that despite the variety of options within our space, no one else is mixing
the actual practice of law with business building in the way that we are.

There are no other organizations who understand the highs and lows of running a small law firm and are engaged in talking to real clients. That is what sets GLM apart from every other organization, and it is why we have had loyal members that have been with us for two-decades.

In Chapter 20 of Renegade Lawyer Marketing, Ben makes a bold claim:

Getting better at marketing isn’t optional. It’s your duty.

If you are a good lawyer…
 If you deliver quality service…
 If you genuinely care about your clients…

Then you owe it to the marketplace to make sure the right clients can find you.

In this episode, Ben challenges the myth that “good lawyers shouldn’t have to market.” He explains why average marketing produces average results—and why doing what most lawyers do guarantees you’ll get what most lawyers get.

Inside this chapter:

• Why solo and small firms can outmaneuver the 800-pound gorillas
• The danger of copying “safe” and generic lawyer marketing
• Why blind luck is not a business strategy
• How ethical marketing actually serves clients better
• The uncomfortable truth about average results

If you believe you are the right lawyer for someone out there right now… this episode will challenge you to act like it.

🎧 Listen now on Apple Podcasts or Spotify

Ben Glass is a nationally recognized personal injury and long-term disability insurance attorney in Fairfax, VA. Since 2005, Ben Glass and Great Legal Marketing have been helping solo and small firm lawyers make more money, get more clients and still get home in time for dinner. We call this TheGLMTribe.com

What Makes The GLM Tribe Special?

In short, we are the only organization within the "business builder for lawyers" space that is led by two practicing lawyers. 

One thing we're sure you've noticed is that despite the variety of options within our space, no one else is mixing
the actual practice of law with business building in the way that we are.

There are no other organizations who understand the highs and lows of running a small law firm and are engaged in talking to real clients. That is what sets GLM apart from every other organization, and it is why we have had loyal members that have been with us for two-decades.

In this chapter of Renegade Lawyer Marketing, Ben pulls back the curtain on what actually happens inside Great Legal Marketing’s confidential mastermind groups.

Spoiler alert: it’s not magic funnels, viral TikToks, or shiny new marketing hacks.

It’s fundamentals. Executed relentlessly.

Inside these closed-door sessions, successful solo and small firm lawyers from across the U.S. and Canada share what’s working—and what isn’t. And despite all the changes in media (Google, AI, YouTube, Instagram, TikTok, X…), the same truth keeps surfacing:

The basics still win.

In this episode, Ben breaks down the recurring principles behind thriving firms:

• Why most income still comes from referral systems—not ads
• The surprising power of monthly print newsletters (yes, snail mail)
• Why refining what works beats chasing new shiny objects
• The real leak in the bucket (hint: it’s not your marketing budget)
• How mastermind members build marketing equity in-house
• Why “likes” don’t deposit at the bank

If you’re spending money on marketing but not obsessing over relationships, referrals, and conversion, this chapter may sting a little—in the best way.

🎧 Listen now on Apple Podcasts or Spotify

Ben Glass is a nationally recognized personal injury and long-term disability insurance attorney in Fairfax, VA. Since 2005, Ben Glass and Great Legal Marketing have been helping solo and small firm lawyers make more money, get more clients and still get home in time for dinner. We call this TheGLMTribe.com

What Makes The GLM Tribe Special?

In short, we are the only organization within the "business builder for lawyers" space that is led by two practicing lawyers. 

One thing we're sure you've noticed is that despite the variety of options within our space, no one else is mixing
the actual practice of law with business building in the way that we are.

There are no other organizations who understand the highs and lows of running a small law firm and are engaged in talking to real clients. That is what sets GLM apart from every other organization, and it is why we have had loyal members that have been with us for two-decades.

From the IRS to Entrepreneur: How One Lawyer Built a National Tax Practice Focused on People First

Ben sits down with Pietro Canestrelli, a former IRS attorney turned boutique tax firm founder, to unpack how he built a thriving national practice with one clear mission: take the fear out of taxes.

With a niche focus on tax controversy and strategic tax planning, Pietro’s firm now serves clients across the U.S. and beyond—growing from two employees to 20+ in under 10 years. He’s also the author of America’s Tax Defender, a story-driven look at his years inside the IRS and why he chose to walk away.

🔍 Inside this episode:

• How Pietro turned his IRS insider experience into a competitive advantage
• The 3 tax domains every business owner should understand
• Why passion and compassion guide every client interaction in his firm
• How to market a niche practice by cultivating long-term referral partnerships
• What solo and small firm owners are getting wrong about tax planning
• His firm’s 3-stage hiring process—and how it keeps culture and client service aligned

📘 Bonus: Check out Pietro’s book, America’s Tax Defender, available on Amazon.

🎧 Listen now on Apple Podcasts or Spotify

Ben Glass is a nationally recognized personal injury and long-term disability insurance attorney in Fairfax, VA. Since 2005, Ben Glass and Great Legal Marketing have been helping solo and small firm lawyers make more money, get more clients and still get home in time for dinner. We call this TheGLMTribe.com

What Makes The GLM Tribe Special?

In short, we are the only organization within the "business builder for lawyers" space that is led by two practicing lawyers. 

One thing we're sure you've noticed is that despite the variety of options within our space, no one else is mixing
the actual practice of law with business building in the way that we are.

There are no other organizations who understand the highs and lows of running a small law firm and are engaged in talking to real clients. That is what sets GLM apart from every other organization, and it is why we have had loyal members that have been with us for two-decades.

A Special Episode on Refereeing, Emotional Regulation, and Showing Up as the Sane Adult in the Room

In this special edition of the Renegade Lawyer Podcast, Ben Glass steps away from case law and legal marketing—and dives into one of his biggest passions: youth soccer refereeing.

Now in his 52nd year wearing the whistle, Ben shares a presentation he recently gave to high school soccer referees in Northern Virginia. But this talk isn’t about yellow cards or offside calls—it’s about brain science, emotional regulation, and why the real job of adults in youth sports is to protect the experience for kids.

Drawing from decades of personal experience as both a referee and a parent of nine (including four children adopted from China), Ben opens up about how raising kids with early trauma taught him how to better handle on-fire brains—on the sidelines, the field, and at home.

🧠 Highlights:

• Why descent is a cancer on the game—and what referees can do about it
• What happens to the brain in moments of emotional escalation
• How lessons from parenting trauma-impacted kids can transform your leadership on the field
• Why every youth sports adult needs to adopt the mindset of "the sane adult in the room."

📚 Bonus: Want to learn more about Ben’s adoption journey and how it reshaped his understanding of emotional regulation?

👉 https://youtu.be/ibJHocmHH-g?si=G5kGM3x8GTGyS9ud

This one’s for:

• Referees in any sport
• Parents of youth athletes
• Coaches and volunteers
• Teachers, mentors, and anyone in emotionally high-stakes environments

🎧 Listen now on Apple Podcasts or Spotify

Ben Glass is a nationally recognized personal injury and long-term disability insurance attorney in Fairfax, VA. Since 2005, Ben Glass and Great Legal Marketing have been helping solo and small firm lawyers make more money, get more clients and still get home in time for dinner. We call this TheGLMTribe.com

What Makes The GLM Tribe Special?

In short, we are the only organization within the "business builder for lawyers" space that is led by two practicing lawyers. 

One thing we're sure you've noticed is that despite the variety of options within our space, no one else is mixing
the actual practice of law with business building in the way that we are.

There are no other organizations who understand the highs and lows of running a small law firm and are engaged in talking to real clients. That is what sets GLM apart from every other organization, and it is why we have had loyal members that have been with us for two-decades.

In this special recording of a guest lecture at the University of Iowa College of Law, Ben Glass gives students a rare behind-the-scenes look at how he built a national long-term disability (LTD) insurance practice—without relying on expensive digital ads.

This episode is packed with real-world insight into:

• What the ERISA long-term disability space actually is—and why it’s underserved
• How to build a multi-state legal niche that scales with systems, not billable hours
• The #1 marketing principle most lawyers ignore (but every business gets right)
• Why relationships, not algorithms, are Ben’s most profitable referral source
• The difference between transactional advertising and true “authority marketing”

💡 Highlights:

• Ben's approach to tribal leader marketing and storytelling to referral sources
• How a single $2,500 sponsored blog post led to a high-end national pipeline
• The 144-step internal process that doubles as a marketing magnet
• Why he built an entire referral stream from doctors, lawyers, and financial planners
• What to do when you’re brand new and don’t “have value” (hint: you do)

Ben closes the conversation by giving advice to future law firm owners: think like a storyteller, find a niche that needs you, and never bet your future on one marketing tactic.

Ben Glass is a nationally recognized personal injury and long-term disability insurance attorney in Fairfax, VA. Since 2005, Ben Glass and Great Legal Marketing have been helping solo and small firm lawyers make more money, get more clients and still get home in time for dinner. We call this TheGLMTribe.com

What Makes The GLM Tribe Special?

In short, we are the only organization within the "business builder for lawyers" space that is led by two practicing lawyers. 

One thing we're sure you've noticed is that despite the variety of options within our space, no one else is mixing
the actual practice of law with business building in the way that we are.

There are no other organizations who understand the highs and lows of running a small law firm and are engaged in talking to real clients. That is what sets GLM apart from every other organization, and it is why we have had loyal members that have been with us for two-decades.

In this first episode of 2026, Ben sits down with attorney-turned-coach Daya Naef, founder of The Success Partner, for a future-focused conversation about what solo and small firm lawyers need to thrive in today’s landscape.

Daya helps boutique firms (think 1 to 30 people) go from overwhelmed to optimized. Whether it’s succession planning, vision alignment, or AI implementation, she helps lawyers turn practices into platforms—and jobs into businesses.

They talk:

• The trap of accidental entrepreneurship in law
• Why lawyers delay vision work—and how to fix that
• How AI is impacting real law firms right now (and where the fear still lives)
• How Ben is using internal GPTs to extract years of IP from his LTD playbook
• Retirement as a creative act—not just an exit

If you’re building a law firm that serves your life—or hoping to exit one with grace—this episode is full of energy, strategy, and practical ideas to get you moving.

Ben Glass is a nationally recognized personal injury and long-term disability insurance attorney in Fairfax, VA. Since 2005, Ben Glass and Great Legal Marketing have been helping solo and small firm lawyers make more money, get more clients and still get home in time for dinner. We call this TheGLMTribe.com

What Makes The GLM Tribe Special?

In short, we are the only organization within the "business builder for lawyers" space that is led by two practicing lawyers. 

One thing we're sure you've noticed is that despite the variety of options within our space, no one else is mixing
the actual practice of law with business building in the way that we are.

There are no other organizations who understand the highs and lows of running a small law firm and are engaged in talking to real clients. That is what sets GLM apart from every other organization, and it is why we have had loyal members that have been with us for two-decades.