27 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
    • 4.8 • 6 Ratings

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!

    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 – 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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    • 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 – 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:


    Anchor
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    Apple Podcasts
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    Amazon Music
    Pocket Cast
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    • 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 – 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:


    Anchor
    Spotify
    Apple Podcasts
    Google Podcasts
    Amazon Music
    Pocket Cast
    Breaker

    • 46 min
    Steven Werner - From JD to a Sales Career

    Steven Werner - From JD to a Sales Career

    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

    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 – we really appreciate it!

    Resources:


    Join the next cohort of our Build Your Book Academy. 
    Get the LinkedIn for Lawyers Course.

    If you have any comments or would to join as a guest on our podcast, send us an email at podcast@buildyourbook.org.

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    Other Links to Listen to this Podcast:


    Anchor
    Spotify
    Apple Podcasts
    Google Podcasts
    Amazon Music
    Pocket Cast
    Breaker

    • 29 min
    Giles Thompson - Getting Agile as a Lawyer going into Tech

    Giles Thompson - Getting Agile as a Lawyer going into Tech

    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.

    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 – we really appreciate it!

    Resources:


    Join the next cohort of our Build Your Book Academy. We're starting later on in October 2021 and we still have a few spots left.
    Get the LinkedIn for Lawyers Course.

    If you have any comments or would to join as a guest on our podcast, send us an email at podcast@buildyourbook.org.

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    Other Links to Listen to this Podcast:


    Anchor
    Spotify
    Apple Podcasts
    Google Podcasts
    Amazon Music
    Pocket Cast
    Breaker

    • 42 min
    The Skill of Content Marketing for Attorneys with Heidi Turner

    The Skill of Content Marketing for Attorneys with Heidi Turner

    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.

    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 – we  really appreciate it!

    Resources:


    Join the next cohort of our Build Your Book Academy. We're starting later on in October 2021 and we still have a few spots left.
    Get the LinkedIn for Lawyers Course.

    If you have any comments or would to join as a guest on our podcast, send us an email at podcast@buildyourbook.org.

    -----

    Other Links to Listen to this Podcast:


    Anchor
    Spotify
    Apple Podcasts
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    Pocket Cast
    Breaker

    • 53 min

Customer Reviews

4.8 out of 5
6 Ratings

6 Ratings

Nick L 39 ,

Essential listening for any legal professional at small or medium sized firm

This series is masterful at illustrating practices, that I rarely see or hear of being applied in law, despite sounding like a “no duh” standard practice in every other kind of business. I love it as a JD MBA candidate, and the partners (at midsize snd small firms) I have referred it to really enjoyed it. Big law people I think would still appreciate it too. Compelling and clear themes across the episodes. Currently my favourite podcast.

baronjosh ,

The stuff no one tells you about building a law practice

I just listened to the episode with Sukhi Hansra and it’s gold.

His experience as a client is so helpful for lawyers. “$1,000/hour? That is absurd. How are we going to pay for that?” He went on to create a law practice for startups and small businesses that meets their actual needs. He had unique insight because he remembered what it was like as a founder to look for a law firm.

I can’t wait for the next episode!

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