Josh Calderon is running his law practice differently. He confronts the myths of being a solo-practitioner. He shares his revenue numbers publicly on LinkedIn. He gives us a playbook on how to do business development effectively even when you don’t have the family connections to open door for you.

Josh represents a new era of lawyers who practice with radical transparency.

In this episode we get into all the nitty gritty details such as:

• How to stand out from the competition…
• Why going narrow and deep is much better than being broad and shallow…
• What it takes to get your first $500 client, and then your $50,000 client…
• Why we need to embrace radical transparency to grow our practices…
• What mental blocks are and why they’re the most important thing to work on…
• The difference between working “on” vs. “in” your practice.
• The artist’s approach to building a law practice

and more!

Resources from this Episode:

• Find Josh on LinkedIn here.
• The Artist’s Way by Julia Cameron.

Also available wherever you listen to your podcasts:

For more podcast links, go here.

Sam is a LinkedIn influencer. She’s one of the most sought after trainers & consultants in the world of sales and marketing. 

Sam started helping people with their sales challenges not too long ago and quickly built it into a leading organization. She’s since then worked with lawyers at 95 of the AmLaw 100 firms.

She’s here on our show today to share us how lawyers can do LinkedIn right.

This isn’t just about LinkedIn of course. It’s about the psychology of your clients, the LinkedIn algorithm, and what sets you apart as a lawyer. It’s about what to write about and how to connect with others to get business coming your way.

There are some great insights in this episode if you’re looking to up your LinkedIn game.

More about Sam:

• Find Sam on LinkedIn here.
• Get the LinkedIn for Lawyers Course.
• Learn more about Samantha at her website.
• Book recommendation: The Sales Acceleration Formula by Mark Roberge.

Also available wherever you listen to your podcasts:

For more podcast links, go here.

Steven Werner went to law school for his JD, but ended up with a sales career instead. Not for just legal tech companies, but directly for law firms and attorneys.

He started helping attorneys book meetings with general counsels. Through his unique insights, sheer perseverance, and an ever expanding network, he soon started opening the doors for AmLaw 200 law firms into the offices of general counsels at leading companies across the US.

In this episode, we reflect back on his career over the decades to go over:

• Why do lawyers so often struggle with selling?
• How to initiate relationships with prospects?
• What are some of the best practices from the world of legal tech that attorneys need to adopt?
• Where marketing and business development divide and how to bridge the gaps?

If you’re looking to outsource building these relationships and getting someone to open doors for you, Steven just might be your person! Listen to this episode and learn about a unique approach to business development that can help your practice.

Sources we talked about:

• Steven on LinkedIn
• Check out IDEO for Design Thinking

Also available wherever you listen to your podcasts:

For more podcast links, go here.

This week, we’re joined by Giles Thompson from across the pond in London, UK. He’s a former city lawyer turned Head of Growth at Avvoka, where they’re doing incredible things in the world of document automation.

We get into his story of the things he had to learn, unlearn, and is in the process of learning.

These ideas include:

• using agile methodology to create change in incremental and systematic ways…
• the lessons to be learned and adapted about how the tech world works and how that applies to law…
• the process of selling to lawyers (what’s it like being on the other side)…
• why law firms and lawyers need to start thinking about customer experience before someone else does…
• and a lot more…

The idea is simple: if you can learn these ideas and adapt them from one of the most productive industries on the planet, you can set yourself apart massively! This conversation is unique because it’s from a lawyer who went into a business function at a startup and is creating waves in the industry.Lots to learn in this one!

Find Giles Thompson at:

• LinkedIn
• Learn more about Avvoka here.

Also available wherever you listen to your podcasts:

For more podcast links, go here.

How do you write great blog posts, LinkedIn posts, and other content that connects with your audience?

Heidi Turner tells us how!

Heidi has been helping lawyers and attorneys create great content for almost 2 decades! She also teaches writing at Simon Fraser University, and has worked with firms small and big, to create compelling content strategies and execute on them. The result has been increasingly more business.

In this practical episode, we get into topics such as:

• How to think about who to write for…
• How to come up with great content ideas…
• How to edit for maximum impact…
• How to distribute your content for the best reach…
• How to think about content strategically…
• And a lot more!

If you’ve been looking to improve your content game, definitely check out this episode!More about Heidi:

• Her LinkedIn page.
• Her Website.

Also available wherever you listen to your podcasts:

For more podcast links, go here.