Build Your Book

Dhawal Tank & Aaron Baer

4.9 (7)
MARKETING

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!

03/27/2022

Getting Control & Clarity about Your Legal Career

You want more control, more autonomy and a greater sense of feeling over your career. So far, the path to get there has been hazy at best. People become partners and still stumble their way around. Go to coffees and lunches, it sort of works sometimes, and so you hunker down and just do your work...until you feel the heat and decide to go to some conference. You get some traction...until you're back in a pit again. The feast and famine cycle continues. If you have work, there's not enough work from the kinds of clients you want. In this episode, we share the 6 things you need to master in order to get all this under control! Master these 6 things and you will learn how to build an engine that gives you results, over and over again. We're back from a long hiatus for a solo episode here where we discuss some insights we've learned over the last few months since we last spoke. Click at the bottom of this email for links to listen to the episode. Resources: Breakthrough Lawyer Branding course starting April 8th. Taking Up Space newsletter by Build Your Book alum Selena Kim and Natalie Rizkalla-Kamel Secret Sauce for Success newsletter by Build Your Book alum Nadia Zaman 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 the Breakthrough Lawyer Branding course in April 2022. Apply today on Maven. 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.

35 min
12/21/2021

Take The 12 in 12 Challenge in the New Year 🥳 (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 🎢 and on to the rocket 🚀? Learn more at buildyourbook.org/12in12. Open to lawyers and other service professionals from everywhere in the world. ------ 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.

28 min
12/11/2021

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 – 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
12/04/2021

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 – 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

42 min
11/27/2021

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. ----- Other Links to Listen to this Podcast: Anchor Spotify Apple Podcasts Google Podcasts Amazon Music Pocket Cast Breaker

41 min
11/20/2021

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. ----- Other Links to Listen to this Podcast: Anchor Spotify Apple Podcasts Google Podcasts Amazon Music Pocket Cast Breaker

53 min
11/12/2021

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. ----- Other Links to Listen to this Podcast: Anchor Spotify Apple Podcasts Google Podcasts Amazon Music Pocket Cast Breaker

46 min
10/31/2021

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. ----- Other Links to Listen to this Podcast: Anchor Spotify Apple Podcasts Google Podcasts Amazon Music Pocket Cast Breaker

29 min

See All (31)

4.9

out of 5

7 Ratings

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

09/16/2021

Nick L 39

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.
The stuff no one tells you about building a law practice

07/01/2021

baronjosh

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!

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!

Creator

Dhawal Tank & Aaron Baer
Years Active

2021 - 2022
Episodes

31
Rating

Clean
Show Website

Build Your Book

Build Your Book

Getting Control & Clarity about Your Legal Career

Take The 12 in 12 Challenge in the New Year 🥳 (plus reflections on the past year)

The Untapped Power of Behavioural Thinking with Roy Bendor Cohen

Branding & Content on LinkedIn for Lawyers with Robyn Addis

Hustle & Grit with Eric Janssen

Radical Transparency & Creativity with Josh Calderon

Samantha McKenna (#samsales) on LinkedIn Tips for Lawyers

Steven Werner - From JD to a Sales Career

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

The stuff no one tells you about building a law practice

About

Information

Build Your Book

Episodes

Getting Control & Clarity about Your Legal Career

Take The 12 in 12 Challenge in the New Year 🥳 (plus reflections on the past year)

The Untapped Power of Behavioural Thinking with Roy Bendor Cohen

Branding & Content on LinkedIn for Lawyers with Robyn Addis

Hustle & Grit with Eric Janssen

Radical Transparency & Creativity with Josh Calderon

Samantha McKenna (#samsales) on LinkedIn Tips for Lawyers

Steven Werner - From JD to a Sales Career

Ratings & Reviews

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

The stuff no one tells you about building a law practice

About

Information