30 episodes

For lawyers at any sized firms: learn the strategies, tactics, tips & tricks that you need to build an rock solid book of business--authentically and stress free--without eating up all your time!

Build Your Book Dhawal Tank & Aaron Baer

    • Business

For lawyers at any sized firms: learn the strategies, tactics, tips & tricks that you need to build an rock solid book of business--authentically and stress free--without eating up all your time!

    Take The 12 in 12 Challenge in the New Year ūü•≥ (plus reflections on the past year)

    Take The 12 in 12 Challenge in the New Year ūü•≥ (plus reflections on the past year)

    In 2022, get short, fun, and new actionable missions every month to grow your book of practice, presence, and brand. Starting at just $19/month. Are you ready to get off the roller coaster ūüéĘ and on to the rocket ūüöÄ? Learn more at buildyourbook.org/12in12. Open to lawyers and other service professionals from everywhere in the world.

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    Dear listener,

    In this final episode of the year, we reflect back on what it takes to learn and grow your practice today. And what it takes to learn these skills.

    After speaking with hundreds of you, and coaching dozens of you, we got a rare glimpse at what it takes to create change.

    Learning business development is about so much more than unlocking a bigger book of business.

    It's about freedom, about happiness, about thriving in your career.

    The principles are simple. Execution can be hard when you're pressed for time and energy.

    That's why in the 2nd half of this podcast (15 minutes in), we get into a very exciting new challenge for 2022.

    We call it The 12 in 12 Challenge. It's meant to bring fun missions every month along with accountability and coaching all into one place. All for less than $50/month and open to people from around the world, no matter what stage of their career they're in.

    Learn more about our cohort experience, and the 12 in 12 challenge in this week's episode.

    Thanks everyone for a great year!

    Ad Astra,

    Aaron & Dhawal

    P.S. If you're still interested in the 8 week Authentic Business Builder cohort, we have just a handful of spots remaining in our January cohort. Apply today at buildyourbook.org/academy/ and start the new year even stronger with this in-depth deep-dive.

    • 27 min
    The Untapped Power of Behavioural Thinking with Roy Bendor Cohen

    The Untapped Power of Behavioural Thinking with Roy Bendor Cohen

    Every other industry has been disrupted by this paradigm. It's time for forward looking lawyers and law firms to think boldly about the future.

    Roy Bendor Cohen shows us how. Roy exists to provide answers to business problems using data, behavioral science and human thought. He encapsulates this mode of thinking at his firm Q Behavioural Thinking out of Tel Aviv.

    This is one of those rich episodes filled with threads that touch into psychology, economics, business, design, technology, and so much more. It also presents questions for lawyers who want to think differently. These ideas will touch the world of legal practice in 5-10 years, and those who embrace it will be richly rewarded.

    Topics in this episode include:


    The power of framing questions in the right way
    How lawyers can start using behavioural thinking right now to drastically find interesting insights and answers
    What exactly is behavioural thinking
    The different hats that are conducive to different modes of thinking
    Stories and anecdotes that highlight the powerful impact from applying this model
    A simple model to apply this thinking right now.
    And so much more!

    Resources from this episode:


    Find Roy on LinkedIn here.
    Learn more about Q Behavioural Thinking here.
    Six Thinking Hats by Edward De Bono.
    Amos Tversky
    Daniel Kahneman's Thinking Fast and Slow.
    The Double Diamond Model.

    Help Us Out!

    If you enjoy the podcast, would you please consider¬†leaving a short¬†review¬†on Apple Podcasts (or wherever you listen to your podcast)?¬†It takes less than 60 seconds, and it really makes a difference in helping ¬†to convince hard-to-get guests. We also love reading your¬†reviews! Click here for the guide on how to do the reviews if you're lost. Thank you ‚Äď we really appreciate it!

    Resources:


    Get the LinkedIn for Lawyers Course.
    We're launching applications for the January 2021 Build Your Book Academy. Consider signing up to get updates.
    The Authentic Lawyer Blog is filled with short emails sent bi-weekly with great ideas and voices to help you build your law practice your way. Read it, and subscribe to get new posts your way at blog.buildyourbook.org.

    If you have any comments or would to join as a guest on our podcast or nominate someone, send us a note at buildyourbook.org/nominate.

    • 50 min
    Branding & Content on LinkedIn for Lawyers with Robyn Addis

    Branding & Content on LinkedIn for Lawyers with Robyn Addis

    If you're looking to invest more time and effort on LinkedIn, and thinking about your content, you will want to catch this episode with Robyn Addis.
    Robyn is a digital transformation architect at LISI. That is to say, she helps lawyers tell stories, produce content on LinkedIn, and get their digital strategy right.
    In this practical episode on branding, we get down the rabbit hole of ideas, tactics, and strategies that lawyers can start using to produce better content and spruce up their presence so that they get results!

    In this episode, we get into all sorts of insights including:


    What branding on LinkedIn is all about...
    How to come up with great content ideas...
    Why everyone needs to use a content calendar...
    The internal struggles of writing and sharing for women and how to overcome them...
    and much more...

    We hope you find this interesting and helpful if you're going down the route of more content to attract the right clients.

    Resources from this Episode:

    Find Robyn on LinkedIn here.
    Check out Legalisi and get the content calendar right from their website.

    Help Us Out!

    If you enjoy the podcast, would you please consider¬†leaving a short¬†review¬†on Apple Podcasts (or wherever you listen to your podcast)?¬†It takes less than 60 seconds, and it really makes a difference in helping ¬†to convince hard-to-get guests. We also love reading your¬†reviews! Click here for the guide on how to do the reviews if you're lost. Thank you ‚Äď we really appreciate it!

    Resources:


    Get the LinkedIn for Lawyers Course.
    We're launching applications for the January 2021 Build Your Book Academy. Consider signing up to get updates.
    The Authentic Lawyer Blog is filled with short emails sent bi-weekly with great ideas and voices to help you build your law practice your way. Read it, and subscribe to get new posts your way at blog.buildyourbook.org.

    If you have any comments or would to join as a guest on our podcast or nominate someone, send us a note at buildyourbook.org/nominate.

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    Other Links to Listen to this Podcast:


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    • 42 min
    Hustle & Grit with Eric Janssen

    Hustle & Grit with Eric Janssen

    Eric is a practitioner and also a professor of sales at the Ivey Business School at the University of Western Ontario.
    Each year he teaches hundreds of entrepreneurs, consultants, engineers, and new grads how to sell. Not long ago he was in the trenches (sometimes literally) closing deals with the best music festivals in the world, logging 100,000+ air miles a year, and managing a global sales team. He did eventually figure out how to sell the right way, but it was a long and winding road full of trial-and-error.

    Today he teaches at one of the most popular courses on campus. Eric believes that a grounding in proper sales gives you ability to make more money, get promoted, or have more flexibility in your professional life because you can generate revenue. Eric believes we need to bring sales education back in business and law schools.

    In this episode we get into topics such as:


    What are the elements of preparing for a sales meeting...
    Why even business schools have ignored teaching sales skills to grads...
    How to trade up a pen for a car...
    The importance of rejection...
    Why manufactured experiences can boost your selling skills...
    And so much more!

    Resources from this Episode:

    Find Eric on LinkedIn here.
    Learn more about Hustle & Grit on hustleandgrit.ca
    Learn more on his website on https://www.ericjanssen.com/

    Help Us Out!

    If you enjoy the podcast, would you please consider¬†leaving a short¬†review¬†on Apple Podcasts (or wherever you listen to your podcast)?¬†It takes less than 60 seconds, and it really makes a difference in helping ¬†to convince hard-to-get guests. We also love reading your¬†reviews! Click here for the guide on how to do the reviews if you're lost. Thank you ‚Äď we really appreciate it!

    Resources:


    Get the LinkedIn for Lawyers Course.
    We're launching applications for the January 2021 Build Your Book Academy. Consider signing up to get updates.
    The Authentic Lawyer Blog is filled with short emails sent bi-weekly with great ideas and voices to help you build your law practice your way. Read it, and subscribe to get new posts your way at blog.buildyourbook.org.

    If you have any comments or would to join as a guest on our podcast or nominate someone, send us a note at buildyourbook.org/nominate.

    -----

    Other Links to Listen to this Podcast:


    Anchor
    Spotify
    Apple Podcasts
    Google Podcasts
    Amazon Music
    Pocket Cast
    Breaker

    • 40 min
    Radical Transparency & Creativity with Josh Calderon

    Radical Transparency & Creativity with Josh Calderon

    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.

    Help Us Out!
    If you enjoy the podcast, would you please consider¬†leaving a short¬†review¬†on Apple Podcasts (or wherever you listen to your podcast)?¬†It takes less than 60 seconds, and it really makes a difference in helping ¬†to convince hard-to-get guests. We also love reading your¬†reviews! Click here for the guide on how to do the reviews if you're lost. Thank you ‚Äď we really appreciate it!

    Resources:


    Get the LinkedIn for Lawyers Course.
    We're launching applications for the January 2021 Build Your Book Academy. Consider signing up to get updates.
    The Authentic Lawyer Blog is filled with short emails sent bi-weekly with great ideas and voices to help you build your law practice your way. Read it, and subscribe to get new posts your way at blog.buildyourbook.org.

    If you have any comments or would to join as a guest on our podcast or nominate someone, send us a note at buildyourbook.org/nominate.

    -----

    Other Links to Listen to this Podcast:


    Anchor
    Spotify
    Apple Podcasts
    Google Podcasts
    Amazon Music
    Pocket Cast
    Breaker

    • 52 min
    Samantha McKenna (#samsales) on LinkedIn Tips for Lawyers

    Samantha McKenna (#samsales) on LinkedIn Tips for Lawyers

    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.

    Resources from this Episode:

    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.

    Help Us Out!
    If you enjoy the podcast, would you please consider¬†leaving a short¬†review¬†on Apple Podcasts (or wherever you listen to your podcast)?¬†It takes less than 60 seconds, and it really makes a difference in helping ¬†to convince hard-to-get guests. We also love reading your¬†reviews! Click here for the guide on how to do the reviews if you're lost. Thank you ‚Äď we really appreciate it!

    Resources:


    Get the LinkedIn for Lawyers Course.
    We're launching applications for the January 2021 Build Your Book Academy. Consider signing up to get updates.
    The Authentic Lawyer Blog is filled with short emails sent bi-weekly with great ideas and voices to help you build your law practice your way. Read it, and subscribe to get new posts your way at blog.buildyourbook.org.

    If you have any comments or would to join as a guest on our podcast or nominate someone, send us a note at buildyourbook.org/nominate.

    -----

    Other Links to Listen to this Podcast:


    Anchor
    Spotify
    Apple Podcasts
    Google Podcasts
    Amazon Music
    Pocket Cast
    Breaker

    • 46 min

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