Your Law Firm - from Rosen Institute

By Ned Daze

Ned Daze and Lee Rosen speak to aspiring entrepreneurial and tenured law professionals on law practice management, marketing, technology and finance, increasing your revenues and helping you implement... more

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How many episodes does Your Law Firm - from Rosen Institute have?

The podcast currently has 687 episodes available.

Your Law Firm - from Rosen Institute episodes:

February 10, 2017 The 11-Step Plan for Pleasure, Energy, and Success
I like excitement, novelty, change, and drama. If I had to pick one word to describe the thing that drives me, it would be "innovation." In fact, I attended a pretty dumb retreat once and had to pick a word. That was my word.
I like the new stuff.
I buy a new phone every six months. I switch laptops about that often. I download one or two apps on a slow day. I have to keep a particular task list to remind myself to cancel all the subscription software, services, publications, websites, etc. that I pay for each day.
I live in hotels. I rarely stay in one place for more than a couple of weeks. A month is a long stay for us. We go, go, go. Change is our normal.
I'm Addicted to the Next New Thing
I'm a junkie for the new. I can barely finish writing this sentence because of the pull of nearby shiny objects. (At the moment, it's a kitten here in the breakfast room of our hotel in Langkawi, Malaysia.)
It's a miracle that I'm still married to my first wife after 26 years. I'm not sure how we were able to make that happen, but here we are.
It's a miracle that I've worked in the same law firm, also for 26 years.
But there's a reason I've stuck around. (I mean at the law firm. I still don't understand how I was lucky enough to stay married, and I'll save figuring that out for another day.)
I realized something early on as a result of observing others. I looked at successful lawyers and contrasted them with other lawyers who seemed to be moving sideways much of the time.
I noticed that many lawyers hopped around, switching jobs, practice areas, geographic locations, etc. Many of us change teams like we change our underwear. We change marketing approaches every time something new comes along. We alter our management tactics when the next business book comes out.
The hyperkinetic approach of some lawyers didn't appear to result in much success. Eventually, I reverse-engineered the career path of the lawyers who looked like they were winning and realized that they had a different approach from those who kept changing their paths.
Change for the sake of change seems to simply result in more change, not progress. Much of the change isn't positive. That was an unpleasant realization for me. I really, really like change.
Smart, Successful Lawyers Do It Differently
I noticed that some lawyers had a sticktoitiveness approach. They persisted. They didn't change when the economic winds blew from a different direction. They didn't change when they ran into a challenging obstacle. They didn't change when they encountered a new shiny object. They just kept moving along---forward, upward, and toward the objective.
These lawyers knew where they were going, and they didn't let anything, external or internal, get in their way. They just showed up and did what needed doing. Maybe they don't need the change? Maybe they don't require novelty? Maybe they're oblivious, unaware, or lacking in observational skills? I don't know. All I know is that they stick to it.
The lawyers who stick to it aren't always doing anything I consider exciting. They aren't that much fun for me to chat with over lunch about the latest marketing approaches or the cool new technology. They don't play my innovation game. They just keep cranking forward and sticking to their plan.
These stick-to-it lawyers aren't always brilliant. They aren't always interesting. They aren't always the life of the party.
But they see it. These lawyers know where they're going. They have a vision. They have something they want to do, need to do, and care about doing, and they are fully committed.
These lawyers believe that sticking to the vision gets them where they seek to go---eventually. They're confident in their ability to make a plan, commit to the plan, and reap the rewards.
They've learned that it's…
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21min
February 09, 2017Podcast: Distraction Is Destructive
Distraction is destructive. It infiltrates our lives more often than most of us care to recognize.
It happens in situations like these:
We're watching a show, playing around on our phone. We don't get the full appreciation for the TV show.

You're at dinner with your family or colleagues and you're distracted by business, phone alerts, etc. You lose connection with your relationships, and your network diminishes.

You're reading an article and start following links to further unrelated topics. You fail to retain value from the topic you originally committed time toward.
Distraction thrives in our firms. We start the newest, most attention-grabbing tactic and devote all of our energy toward it...until the next distraction pops up in our feed.
You need to stop. Distraction will drain your energy and hold you back from reaching your potential.
When you pause to focus on distraction, you'll be amazed by how much it's actually affecting your life. Practice with this episode (it's under 7 minutes on 2x playback). Make it to the end without opening another tab, checking a message, or clicking on a notification. You're probably far more distracted than you'd like to admit.
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13min
February 03, 2017 10 Insider Tips Insert Your Client in the Happiness Bubble
The five-star hotel down the block from where we were staying offered more than nice rooms.
It offered “the bubble." At least, that’s what Lisa and I are calling it now. Should you offer "the bubble" too? Maybe so!
We were in Luang Prabang, Laos. The central historic area is filled with tourists. They’re wandering from temple to temple, looking at monks, admiring the Mekong River, and shopping. Where there are tourists, there is always shopping, right? That’s true, even in Laos.
Some tourists are afraid of Laos. It's exotic, different, and intimidating---and therefore scary.
“The bubble" is an uber-safe place for tourists who are afraid of the world. They’re afraid of people, places, circumstances, and whatever else may come along. They don’t look afraid. They wear polo shirts, khaki pants, cute dresses, matching shoes, and sunglasses. They look poised and confident, but they’re scared.
The bubble is where fearful tourists go to feel comfortable.
Inside the bubble, you get a guide and a driver. You stay in five-star hotels. You only interface with the world as you choose and, if something is less than visually appealing, it’s blocked by a beautiful screen fashioned from silk. Sounds are pleasant, and smells are floral inside the bubble.
We watched the bubble people quite a bit in the coffee shop of that five-star hotel. “What’s next?” one of the bubble people asked the guide. “We’ll go for a walk around this area and I’ll show you some of the UNESCO buildings,” responded the guide (a nice Laotian man with perfect English). The guide then paid their bill, and the three of them walked down the block with the air-conditioned van trailing slowly behind by about 30 feet.
The bubble moved slowly through the historic area. Other bubble people strolled along nearby with their own guides and drivers. It was perfectly choreographed and wonderful to watch. Somehow umbrellas appeared the instant a drizzle started. Sweaters came out if bubble people got cold. Snacks were always nearby as was very, very clean bottled water.
The bubble people are paying for the privilege. It's worth it to them. Their anxiety about what might happen if they had to handle the local currency, speak the local language, or eat the local food creates a market for the services bubble people want to buy. They're comfortable in the bubble.
There are lots of commonalities between the delivery of tour services and legal services.
For the moment, let's pretend that Laos is a legal issue. Let's pretend that tourists are clients. Let's pretend that you're the guide. You with me?
Lawyers are constantly telling me that no one wants the bubble. "No one would pay for that; it's too easy," she says. "I can't deliver value on that because it's something they can easily do themselves," says another. "They can just talk and get that part resolved without us," says a third.
Those lawyers are missing the point. They don't get it. They don't understand that some---many---people want to live their lives in the bubble. They're afraid. Why? Because. They are afraid because they are afraid, that's why.
Some people are afraid of Laos. Some people are afraid of Disney World (probably smart), and some are afraid of alligators (me!). Fear doesn't need an explanation. It just is, and it's an opportunity for people like you who have the knowledge and skills required to alleviate fear.
Those folks are spending more for a week traveling in the bubble then they'd pay you for the entire legal engagement. And you're trying to convince them get out of their bubble? Why? If they want a bubble and can afford a bubble, they get a bubble. Bubble people want and deserve their bubble. Stop arguing with them. Give them a bubble.
They don't want to schedule the appraiser. They don't want to call the bank. The…
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19min
February 02, 2017 Podcast: Adventures Await the Digital Nomad Lawyer
I'm a full-time traveler without a home base. Before flipping my life upside down, I never would have imagined this would become the most productive time of my life.
I don't worry about homes, cars, property, or all the maintenance that goes along with them. Life is incredibly simple. My wife and I live out of a couple carry-ons, travel the world for less than we were paying to have a home in the States, and have the opportunity to do and see incredible things.
What we'll discuss today are the nomadic lawyer essentials. I've worked through the headaches so you don't have to.
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15min
January 27, 2017 11 Older Digital Nomad Truths
Being an “old” nomad is different from being a “young” nomad. Age isn’t entirely a state of mind. There are real differences between young and old.
Getting older---having already established a career, created a family, accumulated assets, and developed medical concerns---makes us different from many who have blazed the digital nomad trail.
There’s quite a bit written about becoming a digital nomad. Some of it is simply informative, and some of it is “content” to inspire you to buy products that reward you with “freedom.” It’s all interesting, and I certainly spent considerable time reading/dreaming about life on the road before we set out.
Much of what is written in the digital nomad arena is written by young nomads. These folks are typically between their early twenties and early thirties. They’re pleased to dole out advice, but their advice is based, of course, on their experience. Their experience is sometimes limited by their age.
I’m not suggesting that it’s not worth reading the tales of the young nomads. In fact, I found much of it quite helpful. I’ve just learned that there are some issues that the younger nomads miss because they’re young.
Here are some tips for the older digital nomads:
1. It’s not always cheap.
Young nomads love to extol the economic virtues of long-term travel. Some publish their expenses and brag about how they get by on next to nothing. That’s awesome, but my wife wants us to have our own apartment, a king-sized bed, air conditioning, and a pool. Call her a princess, but I’m glad she takes that position because I get to blame her while enjoying the luxury.
It’s true that some parts of the world are less expensive than the more developed countries, but many “Western” style services are pretty expensive in less developed countries. The Mandarin Oriental in Kuala Lumpur is less than the same hotel in New York, but it’s not “cheap.” Some young nomads are content to stay in a hostel dorm room. We’re not.
We tend to eat in the hot restaurants of the moment, buy food in the gourmet grocery stores, and take advantage of services aimed at tourists. (Can you say “helicopter tour”?) It’s hard to visit a cool place and skip out on the tours, sightseeing, and other opportunities afforded to tourists. Those opportunities always come with a price tag, and you feel the pressure to take advantage of your time somewhere new. You don’t have to break the bank, but you can't expect to live on next to nothing.
2. Insurance is important.
When you study the published budgets of many nomads, you’ll discover that they don’t include a number of things:
health insurance,
life insurance,
disability insurance,
renters insurance (required for umbrella),
a personal articles floater,
non-owner automobile insurance,
an umbrella liability policy, or
a medical evacuation policy.
When most young nomads mention insurance at all, it's an inexpensive travel insurance policy that offers next to zero coverage. Of course, you could pass on the insurance, as many young nomads do, but then you’d risk your assets. That might not be smart. You could also opt for an expat medical plan and save big bucks, but you’d likely be locked into health care in places other than your home country and likely be subject to underwriting requirements and pre-existing condition limitations.
3. Medical tests aren’t the same everywhere.
Some old nomads, like me, have medical issues. I’ve learned that medical tests vary pretty significantly from country to country. Less developed countries simply don’t have the machines and technology required to run certain tests. There’s one test I get that is only offered in the United States and a few other countries. I get the test once per year and have to fly back to get it. Be prepared for that possibility…
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20min
January 26, 2017 Podcast: 12 Reasons to Pass on Marketing Tactics
Some lawyers won't do anything marketing related. (This episode isn't for you.)
This podcast is for lawyers who can't decide what marketing tactic to use and feel like they're shooting in the dark.
Press play for 12 reasons to pass on some marketing tactics so you can start seeing results on others.
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17min
January 20, 2017 10 Ways Lawyers Quickly Destroy Trust (and 10 Ways to Fix It)
Relationships are built upon a foundation of trust.
Marketing your law firm is about relationships. Look at your approach to creating new client relationships. How is your marketing affecting the level of trust felt toward your firm?
It's easy to diminish trust if you're not very careful. That's especially true at the outset of a relationship. The first moments are critical to creating trust.
Restoring trust is tough once it’s damaged. Restoring trust lost before a solid relationship is formed is even harder.
Here are some ways law firms diminish trust at the outset of a relationship:
Failing to quickly respond to a prospective client. We spend a fortune on marketing to make the phone ring. Then we let the calls go to voicemail, and we can’t be bothered to call back quickly? What the fudge?
Keeping a prospective client waiting beyond the appointment time. Sitting in the lobby costs you as the seconds tick by. Good clients are flooded with “Do you know who I am?” thoughts? What’s the point of scheduling appointments if you intend to make people wait?
Cutting and pasting the wrong client name/address in a welcome e-mail, greeting packet, etc. Seemingly trivial errors aren’t trivial to the prospective client. My name is a big deal to me. Get it?
Advertising "free" information that's skimpy/inadequate. “Get our free e-book,” says the ad. Then the book is a short article. This stuff only works on those who lack critical thinking skills and judgment. Maybe that’s the market you’re seeking?
Advertising a "free" consultation with strings/time limits/restrictions attached. It’s not “free” if it’s not free. What am I missing here?
Revealing information about another client with an illustrative story. Telling stories with too many facts will get you in trouble when the main character turns out to be the prospective client’s cousin. Been there, done that. I suggest you learn from my mistake.
Inadvertently revealing information about another client by leaving documents visible in your meeting room.That pile of crap in the corner is making your prospective client wonder whether this is the way her secrets will be treated. She’s right to worry, right?
Inadvertently revealing information about another client when the client can overhear speakers in an office.The receptionist is using names that can be heard. The lawyers are speaking loudly with the door open. The prospective client sits in the lobby taking it all in. Then, when you ask for the big fee, he’s “not sure." I wonder why.
Marketing "XXX years of combined experience" when the lawyer in the initial consultation has practiced for six months. When the client shows up at the consult and the lawyer is 12 years old, it creates cognitive dissonance. Don’t emphasize stuff that’ll come back to bite you later in the form of lost trust.
Failing to answer critical questions like "How much will this cost?" or "How long will this take?" Failing to provide answers to obvious questions raises more questions. Why are you hiding the ball? Is it ignorance? Or is it fear? Either way, the prospective client wants the truth even when it’s ugly, unpleasant, and expensive.
Here are some ways law firms build trust at the outset of a relationship:
Quick response to initial contact. In a perfect world, all intake calls are handled immediately and within a couple of rings. That’s especially important in the retail law world of family, criminal, personal injury, etc.
Detailed pricing on the firm’s website. Tell the client what it’ll cost. Don’t know? Then tell them what you do know. Give them a best case and worst case. Explain how it’s determined and what factors influence the total fee. Share your expertise and insight.
Properly represent whatever is offered. Subtle lies on the websi…
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16min
January 19, 2017 Podcast: Don’t Let Your Networking Muscles Atrophy

Nothing pays off without effort.

Networking is the highest return on investment you can make for yourself and your business.

Once upon a time, us lawyers weren't allowed to advertise or have a website. Yes, marketing is a welcome accelerant, but its benefits are fleeting and come at a high cost.

Building a network is stressful, especially for those of us who feel trepidation at the thought of initiating conversation with a stranger. It becomes easy to bypass vulnerability and throw dollars at Google, billboards, and TV. Sure, it brings in clients, but you'll never be as desirable as a more connected lawyer. These lawyers don't struggle to obtain client agreements, and their expansion happens naturally.

If your goal is to grow, you need to get out there and nurture your connections every day.

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...more
13min
January 19, 2017 Podcast: Don't Let Your Networking Muscles Atrophy
Nothing pays off without effort.
Networking is the highest return on investment you can make for yourself and your business.
Once upon a time, us lawyers weren't allowed to advertise or have a website. Yes, marketing is a welcome accelerant, but its benefits are fleeting and come at a high cost.
Building a network is stressful, especially for those of us who feel trepidation at the thought of initiating conversation with a stranger. It becomes easy to bypass vulnerability and throw dollars at Google, billboards, and TV. Sure, it brings in clients, but you'll never be as desirable as a more connected lawyer. These lawyers don't struggle to obtain client agreements, and their expansion happens naturally.
If your goal is to grow, you need to get out there and nurture your connections every day.
Listen in Browser | Download MP3 | Subscribe in iTunes

...more
13min
January 12, 2017 Podcast: Five Lessons Learned Driving on the Wrong Side
I spent a few months in Ireland...and a lot of time driving on the wrong side of the road. It was nerve-racking, exhausting, and in many ways, eye-opening.
We're hard-wired by our norms; they determine the basis for our next business moves, relationships, and goals. Sometimes norms are good. They save us time, help build our network, and eliminate uncertainty.
For most of us, running a law firm doesn't come with a handy guidebook. We're forced outside of our normal, and we can either rethink or stall.
Driving on the wrong side of the road made me regroup. It stretched my brain and helped me grow. These are the five lessons I drove away with and applied to the acceleration of my business.
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11min

FAQs about Your Law Firm - from Rosen Institute:

How many episodes does Your Law Firm - from Rosen Institute have?

The podcast currently has 687 episodes available.

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