The Sales "How to" Podcast

How to Structure a Success Fee This podcast entitled “Pigs Get Fat; Hogs Get Bar Complaints” explores alternate legal fee arrangements in light of Elon Musk’s lawsuit against Watchell Lipton Rosen & Katz. Learn what the Bar rules require of fee agreements and how to structure a lump sum legal fee that passes ethical muster. […]

Want to generate cash flow now to take advantage of an investment opportunity, finance expansion, make payroll, or prove yourself in a new business development role or as a new partner with a different firm? This episode is all about the short game–how to buy yourself some time while you grow your practice or business.

How to Avoid the Friend Zone in Business Development Having too many leads can lead to poor nurturing practices and can land you in the business development friend zone where your prospects never convert to paying clients or paid users. This podcast discusses 3 ways to navigate a large lead list (and one way that […]

This episode is a roadmap to keeping ones ear to the ground to identify service opportunities ahead of your competitors. It’s about using business intelligence to identify and aggregate sources of information. But most of all, it’s about developing a healthy curiosity about an industry and your client profile and capitalizing on that nosiness to […]

Be an Opportunist This episode is about keeping your head on a swivel. Learn how to recognize opportunities to grow your business with existing clients or to use clients and others with whom you have relationships (online and in-person) to generate revenue. So, be on the lookout! Be an opportunist.

I’m Bagging This One This podcast episode provides a road map for landing your first client within your firm’s client profile. The earlier (in your career) you can do this, the better. It will make your superiors aware of your revenue-generation potential and put you on the equity track. However, bagging a client usually doesn’t […]

How to Keep Your Sugar Daddy Everyone has a sugar daddy. Whether it’s a job, a spouse or partner, a parent, a side hustle, or a large client, you have someone who is primarily responsible for putting food on the table. That person or thing is your sugar daddy, and you’d best know how to […]

This episode details where lawyers and other legal services providers can expect to earn fees during the period of high inflation. These are opinions on which practice areas are likely to be hot and which clients are likely to be buying. As usual, the advice is broken down by firm size. Naturally, we also cover […]

How Inflation is Impacting Legal Consumers and Law Firms of All Sizes This episode discusses the impact of trickle-down inflation on pricing strategies in the legal industry. Trickle-down inflation is the successive passing down of increased costs by larger businesses to their smaller business consumers until the higher pricing practices reach mom and pops businesses […]

The Cure for Procrastination In this episode, we learn to be our on therapist. I’ve been procrastinating lately. I figured out why and tried a few hacks to snap out of it. I share these tips with you in this 15-minute recording. First, we explore the reasons for procrastination. Then, we identify the best cure […]