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Rainmaking for Attorneys with Liz Wendling

Rainmaking for Attorneys with Liz Wendling Build Your Book

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:

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Be a Deal-Maker, Not a Deal-Breaker with Barry Wolfe

Be a Deal-Maker, Not a Deal-Breaker with Barry Wolfe Build Your Book

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.

References:

Help Us Out!

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! Not sure how to leave a rating/review? Click here for a guide.

Resources:

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

Also available wherever you listen to your podcasts:

For more podcast links, go here.

The Silent Biases Women Face in Law with Robin Arnold

The Silent Biases Women Face in Law with Robin Arnold Build Your Book

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:

  • How clients and peers often perceive women in law…
  • What young women in law can do to build a tribe of mentors…
  • What it takes to raise 6 kids with a husband who’s also a law firm partner…
  • The silent biases that clouds judgement and decisions in law…
  • and more!

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 Out!

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]

Also available wherever you listen to your podcasts:

For more podcast links, go here.

Maximizing Your Legal Career with Nick Arnold

Maximizing Your Legal Career with Nick Arnold Build Your Book

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:

  • Where to get great content ideas from.
  • How to organize your time in a family of busy professionals.
  • How to lead with generosity.
  • The sorts of opportunities that come from doing marketing actively.
  • How to get over the fear of judgement & rejection.
  • And much more!

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!

Resources from this episode:

Help Us Out!

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]

Also available wherever you listen to your podcasts:

For more podcast links, go here.

Authenticity vs. Deliberateness

How to be authentic while being deliberate (mini-episode) Build Your Book

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 Out!

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]

Help Us Out!

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]

Also available wherever you listen to your podcasts:

For more podcast links, go here.