Great Practice. Great Life. by Atticus™ Helping attorneys grow thriving practices, increase revenue, lower stress, and achi

Steve Riley
Great Practice. Great Life. by Atticus™ Helping attorneys grow thriving practices, increase revenue, lower stress, and achi

What if you could hang out with successful small and solo law firm attorneys, ask them about their successes and failures, their business strategies and mindset habits; then take an insight or two to guide your own growth in your practice? That’s what we do each week on Great Practice. Great Life. Hosted by Steve Riley –– former trial attorney and lawyer coach for more than 20 years –– every episode is an in-depth look at how to work less while maintaining high client service standards, reduce your stress levels while growing your income, and find time to make changes when you are time-starved. The goal is to provide strategies to help you balance your lives and grow your practice.

  1. 110: Turning Referral Marketing into a Business Growth Machine Firm with Mark Powers and Shawn McNalis

    5 DAYS AGO

    110: Turning Referral Marketing into a Business Growth Machine Firm with Mark Powers and Shawn McNalis

    Can you transform your legal practice into a thriving success story while staying true to your values? On this episode of Great Practice, Great Life, join us as we uncover the secrets of effective marketing with Steve’s partners, Mark Powers and Shawn McNalis. We navigate the intricate marketing landscape for small and solo law firms, emphasizing the crucial blend of traditional and digital strategies. With our “pyramid of marketing effectiveness,” discover how to harness the power of personal interactions to build trust and complement them with digital tools to amplify your reach. We offer a blueprint for attorneys eager to balance professional success with personal fulfillment by aligning their marketing efforts with their core values. Referral marketing holds a timeless charm, yet many professionals shy away from it. We explore why face-to-face interactions can be more lucrative than relying solely on digital strategies and why combining both is key to cultivating lasting client relationships. Learn to step into marketing comfortably, choosing familiar settings and crafting scripts that ease you into these essential conversations. We share practical tips to overcome the fear of self-promotion, turning networking into an enjoyable and rewarding experience. Build confidence and make impactful connections, focusing on integrating old-school techniques with modern approaches. We dissect the evolution from static brochures to dynamic lead-generation platforms and the influence of online reviews on a firm’s reputation. As we delve into making effective referral requests, our conversation highlights how even a simple request can dramatically boost your business. By fostering a culture of genuine interaction and understanding your target audience, you can move from being a good attorney to a great rainmaker. This episode is a comprehensive guide, bridging traditional wisdom with modern tactics to empower ethical lawyers to safeguard clients and thrive in their practices. In this episode, you will hear: Integration of traditional and digital marketing strategies for law firms Emphasis on the importance and effectiveness of referral-based marketing Exploration of creating comfortable and strategic environments for marketing Guidance on utilizing online marketing tools and platforms effectively Discussion on the significance of online reviews and managing client feedback Insights into crafting effective referral requests in a professional setting Advice on establishing marketing habits to enhance business growth Follow and Review: We’d love for you to follow us if you haven’t yet. Click that purple '+' in the top right corner of your Apple Podcasts app. We’d love it even more if you could drop a review or 5-star rating over on Apple Podcasts. Simply select “Ratings and Reviews” and “Write a Review” then a quick line with your favorite part of the episode. It only takes a second and it helps spread the word about the podcast. If there’s a topic you would like us to cover on an upcoming episode, please email us at steve.riley@atticusadvantage.com. Supporting Resources: How Good Attorneys Become Great Rainmakers: A Breakthrough Referral Marketing Process by Mark Powers and Shawn McNalis: atticusadvantage.com/books Episode 095: Building a Dream: A Trial Lawyer’s Success with Social Media and Referral Marketing with Eric Rosen: atticusadvantage.com/episode095 DISC Assessment: atticusadvantage.com/disc-assessment Groundhog Day – Ned Ryerson Scene: www.youtube.com/watch?v=XqSYC_vwhDg The Path to a Great Practice & Great Life: atticusadvantage.mykajabi.com/the-path-to-a-great-practice-and-great-life-workshop-landing Episode Credits If you like this podcast and are thinking of creating your own, consider talking to my producer, Emerald City Productions. They helped me grow and produce the podcast you are listening to right now. Find out more at https://emeraldcitypro.com Let them know we sent you.

    57 min
  2. 109: Breaking Free from Envy: Finding Joy and Focus in Your Life with Brother Curtis

    DEC 9

    109: Breaking Free from Envy: Finding Joy and Focus in Your Life with Brother Curtis

    Have you ever been envious of someone like Harry Connick, Jr., who seems to have it all? On this episode of Great Practice, Great Life, Brother Curtis, a seasoned monk, joins Steve to explore the tangled web of envy and jealousy that can often trap us. With humor and wisdom, we unpack how these emotions, while natural, can undermine our personal and professional growth. Through engaging stories and reflections, we learn to identify envy as a signal of deeper issues like self-acceptance and how cultivating empathy, self-awareness, and emotional intelligence can open new doors. Through this conversation, we examine the roots of our envious feelings, often tracing back to childhood and family dynamics. Brother Curtis provides guidance on understanding these emotions through the lens of our personal life practice and the concept of vocation. By focusing on who we are called to be rather than what we do, we can find balance and resilience amidst life's changes. We also highlight the importance of nurturing present moments, shifting from a mindset of fear and scarcity to one focused on contribution and fulfillment. Finally, we invite you to reflect on your true calling and essence in life. Consider moving beyond mere occupations to embrace a life that heals past wounds and cherishes what is mortal. Foundational practices like gratitude and relationship-building are essential for daily living and professional growth. Join us in wrapping up with a meditation to release envy and embrace gratitude, paving the way for greater purpose and clarity. In this episode, you will hear: An exploration of envy and jealousy, including their roots and impact on personal and professional growth Insights from Brother Curtis on identifying envy as a signal for deeper issues like self-acceptance Strategies for transforming envy into empathy, self-awareness, and emotional intelligence Examining childhood and family dynamics as origins of envious feelings The concept of vocation and finding balance by focusing on who we are called to be The importance of nurturing present moments and shifting from scarcity to a mindset of contribution Foundational practices like gratitude and relationship-building as anchors for a fulfilling life Follow and Review: We’d love for you to follow us if you haven’t yet. Click that purple '+' in the top right corner of your Apple Podcasts app. We’d love it even more if you could drop a review or 5-star rating over on Apple Podcasts. Simply select “Ratings and Reviews” and “Write a Review” then a quick line with your favorite part of the episode. It only takes a second and it helps spread the word about the podcast. If there’s a topic you would like us to cover on an upcoming episode, please email us at steve.riley@atticusadvantage.com. Supporting Resources: Brother Curtis Almquist, SSJE: www.ssje.org/br-curtis-almquist Society of Saint John the Evangelist, Massachusetts: www.ssje.org 101: A Monk, a Lawyer and a President Walk into a Podcast: A Conversation Featuring Brother Curtis: atticusadvantage.com/episode101 Episode Credits If you like this podcast and are thinking of creating your own, consider talking to my producer, Emerald City Productions. They helped me grow and produce the podcast you are listening to right now. Find out more at https://emeraldcitypro.com Let them know we sent you.

    1h 4m
  3. 108: Breakthrough Growth: How Empathetic Leadership Drives Success with Doug Burnetti

    DEC 2

    108: Breakthrough Growth: How Empathetic Leadership Drives Success with Doug Burnetti

    On this episode of Great Practice, Great Life, unlock the secrets to achieving a balanced and thriving legal practice with Steve’s conversation with Doug Burnetti, a board-certified trial lawyer. Discover how servant leadership can transform your professional success and your personal satisfaction. Doug shares his remarkable journey in building a flourishing plaintiff's practice by leading with service and introspection, offering practical strategies to overcome obstacles and foster growth. Explore the pressing challenges personal injury law firms face today, such as fierce competition and the rapid evolution of technology. Doug candidly discusses the importance of staying technologically savvy and how adopting a mindset of open sharing can lead to business innovation. Drawing from John Kotter's work on change, we dissect the complexities of implementing new ideas and how internal leadership can hinder or drive progress. Gain valuable insights into the power of empathy, change management, and customer service excellence. With over 30% of cases coming from referrals, Doug reveals how nurturing relationships and investing in staff development have been key to his firm's success. With a heartfelt reflection on maintaining a fulfilling life, Doug offers a refreshing perspective on not defining oneself solely by professional roles, inspiring you to cultivate a great practice and an even greater life. In this episode, you will hear: Doug Burnetti's insights on servant leadership in legal practice Overcoming challenges in personal injury law post-COVID Emphasizing empathy and change management for firm growth Strategies for staying competitive through technology Influence of Dale Carnegie and John Kotter on leadership philosophies Balancing professional success with personal fulfillment Importance of exceptional customer service and staff development Follow and Review: We’d love for you to follow us if you haven’t yet. Click that purple '+' in the top right corner of your Apple Podcasts app. We’d love it even more if you could drop a review or 5-star rating over on Apple Podcasts. Simply select “Ratings and Reviews” and “Write a Review” then a quick line with your favorite part of the episode. It only takes a second and it helps spread the word about the podcast. If there’s a topic you would like us to cover on an upcoming episode, please email us at steve.riley@atticusadvantage.com. Supporting Resources: Burnetti, P.A.: www.burnetti.com Doug Burnetti bio: www.burnetti.com/attorneys/doug-burnetti Atticus Law Firm Coaching https://atticusadvantage.com Leading Change by John P. Kotter:  www.amazon.com/Leading-Change-New-Preface-Author/dp/1422186431 Change: How Organizations Achieve Hard-to-Imagine Results in Uncertain and Volatile Times: by John P. Kotter: www.amazon.com/Change-Organizations-Hard-Imagine-Uncertain/dp/1394321511 How to Win Friends & Influence People by Dale Carnegie: www.amazon.com/How-Win-Friends-Influence-People/dp/0671027034 The New One Minute Manager by Ken Blanchard: www.amazon.com/New-One-Minute-Manager/dp/0062367544 The Fred Factor: How Passion in Your Work and Life Can Turn the Ordinary into the Extraordinary by Mark Sanborn: www.amazon.com/Fred-Factor-Passion-Ordinary-Extraordinary/dp/0385513518 Leadership and Self-Deception: Getting Out of the Box by The Arbinger Institute: www.amazon.com/Leadership-Self-Deception-Fourth-Transforming-Relationships/dp/1523006560 The E-Myth Revisited: Why Most Small Businesses Don't Work and What to Do About It by Michael E. Gerber: www.amazon.com/Myth-Revisited-Small-Businesses-About/dp/0887307280 Episode Credits If you like this podcast and are thinking of creating your own, consider talking to my producer, Emerald City Productions. They helped me grow and produce the podcast you are listening to right now. Find out more at https://emeraldcitypro.com Let them know we sent you.

    54 min
  4. 107: Top 10 ClioCon 2024 Takeaways to Power Your Success with Jennifer Felten and Ed Cainglit

    NOV 25

    107: Top 10 ClioCon 2024 Takeaways to Power Your Success with Jennifer Felten and Ed Cainglit

    Can technology turn the legal world on its head? On this episode of Great Practice, Great Life, Steve and his guests, Ed Cainglit and Jennifer Felten, explore how AI and cutting-edge technology are revolutionizing legal practice. With their firsthand experiences from ClioCon, Ed and Jennifer reveal the pathways law firms can take to tailor their tech stacks, shift billing models, and embrace AI-driven transformations that promise to streamline operations and amplify client experiences like never before. Their conversation uncovers the critical role of Key Performance Indicators (KPIs) in guiding legal practices toward greater profitability and efficiency. Ed and Jennifer offer strategies for integrating AI tools, such as Clio’s Duo, into the everyday workings of law firms, demonstrating how these technologies can automate mundane tasks and enhance client relationship management. We also draw inspiration from thought leaders like James Clear, emphasizing the importance of reflection and habit-building to elevate productivity and client satisfaction. But it’s not all about technology. We delve into the ethical implications and responsibilities that accompany these advancements. As we discuss the potential impacts of neurotechnology on fields like estate planning and trust administration, Ed and Jennifer encourage legal professionals to adopt an agile mindset in navigating this evolving landscape. This episode is packed with actionable insights and reflections, aiming to equip you with the tools and mindset required to stay at the cutting edge of the legal industry. In this episode, you will hear: Insights from ClioCon on integrating AI into legal practices for improved efficiency and client satisfaction Transitioning from hourly billing to value-based pricing models for increased profitability Using Key Performance Indicators (KPIs) to measure law firm success and operational efficiency The impact of AI on mundane legal tasks, including document analysis and marketing strategies Ethical considerations and challenges posed by AI and neurotechnology in legal services Strategies for building a tech stack tailored to law firm needs to enhance client experiences and reduce costs The importance of adaptability and continuous learning to thrive in a tech-driven legal landscape Follow and Review: We’d love for you to follow us if you haven’t yet. Click that purple '+' in the top right corner of your Apple Podcasts app. We’d love it even more if you could drop a review or 5-star rating over on Apple Podcasts. Simply select “Ratings and Reviews” and “Write a Review” then a quick line with your favorite part of the episode. It only takes a second and it helps spread the word about the podcast. If there’s a topic you would like us to cover on an upcoming episode, please email us at steve.riley@atticusadvantage.com. Supporting Resources: Grow Your Practice with AI: atticusadvantage.mykajabi.com/the-power-of-AI-workshop Law Firm Coaching: atticusadvantage.com/what-we-do/law-firm-coaching My Great Life Planner: gn477.infusionsoft.app/app/orderForms/My-Great-Life-Planner ClioCon: cliocloudconference.com The 2024 Clio Cloud Conference in Review: www.clio.com/blog/highlights-2024-clio-cloud-conference 2024 Legal Trends for Solo and Small Law Firms: www.clio.com/resources/legal-trends/2024-solo-small-firm-report Atomic Habits by James Clear: www.amazon.com/Atomic-Habits-Proven-Build-Break/dp/0735211299 Kolleno: www.kolleno.com SaneBox: www.sanebox.com GenAI in the legal industry: Where it’s already impacting legal talent management: www.thomsonreuters.com/en-us/posts/technology/genai-legal-talent Traba Legal: trabalegal.com 053: Breaking Into Growth: How We Grew Our Law Firm 400% Over 6 Years and Learned to Take 6 Weeks Off Annually with Jennifer & Fred Felten: atticusadvantage.com/episode053 104: How Virtual Assistants Could Play a Strategic Role in Growing Your Law Firm with Matthew Crider and Ed Cainglit: atticusadvantage.com/episode104 The Battle for Your Brain: Defending the Right to Think Freely in the Age of Neurotechnology by Nita Farahany: www.amazon.com/Battle-Your-Brain-Defending-Neurotechnology/dp/1250272955 Episode Credits If you like this podcast and are thinking of creating your own, consider talking to my producer, Emerald City Productions. They helped me grow and produce the podcast you are listening to right now. Find out more at https://emeraldcitypro.com Let them know we sent you.

    55 min
  5. 106: Building an All In Team with Mike Michalowicz

    NOV 18

    106: Building an All In Team with Mike Michalowicz

    Acclaimed author and speaker Mike Michalowicz joins Steve as we confront the challenge of entrepreneurial poverty that plagues many in the legal profession. On this episode of Great Practice Great Life, we share practical strategies from Mike's book, “All In: How Great Leaders Build Unstoppable Teams,” revealing how attorneys can achieve financial success without sacrificing exceptional client service. Following his appearance at The Summit, through humor and engaging stories, including Mike's own experience as an expert witness, we discuss overcoming professional obstacles by embracing a mindset shift. Embarking on the journey from practicing lawyer to law firm owner is a pivotal decision that demands strategic delegation. We delve into fractionalization—where tasks are dissected and assigned—even those you love, to prevent the superhero complex of feeling irreplaceable. For trial lawyers and specialized roles, breaking down responsibilities into bite-sized pieces eases the transition and builds a thriving business.  Reimagining your professional identity can be the key to unlocking your potential. By shifting from being seen as just a lawyer to a shareholder of a legal business, we explore how this transformation fosters strategic thinking and empowerment within teams. The discussion extends to the critical role of community in the legal industry, highlighting the isolating nature of the profession and the need for collaboration among peers. Atticus is celebrated for nurturing an environment where lawyers gain strategic insights and mutual support, demonstrating that collective wisdom truly outshines individual efforts. Don’t miss this discussion with Mike Michalowicz as he shares insights on mastering entrepreneurship for lawyers and creating an all-in team. In this episode, you will hear: Addressing entrepreneurial poverty in the legal profession and achieving financial success without sacrificing client service Strategic delegation and fractionalization to avoid the superhero complex and build a sustainable business Shifting professional identity from lawyer to shareholder of a legal business to foster strategic thinking and team empowerment The critical role of community and collaboration among legal professionals to overcome isolation Celebrating Atticus for providing a supportive environment for lawyers to gain insights and mutual support Encouraging mindset shifts to redefine legal practice and elevate personal and professional growth Follow and Review: We’d love for you to follow us if you haven’t yet. Click that purple '+' in the top right corner of your Apple Podcasts app. We’d love it even more if you could drop a review or 5-star rating over on Apple Podcasts. Simply select “Ratings and Reviews” and “Write a Review” then a quick line with your favorite part of the episode. It only takes a second and it helps spread the word about the podcast. If there’s a topic you would like us to cover on an upcoming episode, please email us at steve.riley@atticusadvantage.com. Supporting Resources: Mike Michalowicz website: mikemichalowicz.com Mike Michalowicz bio: mikemichalowicz.com/bio All In: How Great Leaders Build Unstoppable Teams: mikemichalowicz.com/all-in Get Different: mikemichalowicz.com/get-different Fix This Next: mikemichalowicz.com/fix-this-next-book Clockwork: mikemichalowicz.com/clockwork Profit First: mikemichalowicz.com/profit-first Surge: mikemichalowicz.com/surge The Pumpkin Plan: mikemichalowicz.com/pumpkin-plan The Toilet Paper Entrepreneur: mikemichalowicz.com/the-toilet-paper-entrepreneur My Money Bunnies: mymoneybunnies.com The Dream Manager by Matthew Kelly: www.amazon.com/Dream-Manager-Matthew-Kelly/dp/1401303706 The Path to a Great Practice & Great Life Workshop: atticusadvantage.mykajabi.com/the-path-to-a-great-practice-and-great-life-workshop-landing Episode Credits If you like this podcast and are thinking of creating your own, consider talking to my producer, Emerald City Productions. They helped me grow and produce the podcast you are listening to right now. Find out more at https://emeraldcitypro.com Let them know we sent you.

    27 min
  6. 105: The 3 Challenges of Embracing AI: Steps to Building a Future-Ready Practice Today with Steve Riley

    NOV 11

    105: The 3 Challenges of Embracing AI: Steps to Building a Future-Ready Practice Today with Steve Riley

    Is your law practice ready to embrace the future with artificial intelligence, or will it be left behind? On this episode of Great Practice, Great Life, join Steve as he tackles the pressing challenges and remarkable opportunities AI presents in the legal field. We'll navigate the complexities of integrating AI, ensuring it aligns with your professional values and ethical standards. Discover how AI can transform your practice by increasing efficiency and reducing costs, ultimately allowing you to serve your clients better and secure a competitive edge in a rapidly evolving industry. Steve draws inspiration from futurist Ray Kurzweil's predictions and explores the implications of AI reaching human-level intelligence by 2029. Steve delves into the ethical and societal considerations that arise as we approach the singularity in 2045, where humans and AI are expected to merge. Through personal anecdotes and real-world examples, he illustrates the potential of AI to revolutionize areas such as medical advancements and legal practice, underscoring the importance of thoughtful integration and understanding. Strategic AI implementation is crucial as law firms adapt to new business models and enhance client services. From innovative tools like Spellbook that streamline legal tasks to AI-driven marketing and training solutions, we explore practical ways to incorporate AI into your practice. Steve emphasizes the need for regulation and strategic planning, addressing the global implications of AI's rapid advancement. By embracing AI thoughtfully, you can position your practice for growth, ensuring it remains ethical, efficient, and ready for the future. In this episode, you will hear: The potential of AI in legal practice and its integration with ethical standards Ray Kurzweil's predictions on AI achieving human-level intelligence by 2029 and merging with humans by 2045 Strategic AI implementation to optimize business models and enhance client services in law firms Challenges for law practices reliant on billable hours due to AI's efficiency in reducing costs Importance of AI regulation and ethical integration in the legal field Encouragement for legal professionals to adopt an AI mindset and plan for an AI-driven future Emphasis on the rapid pace of AI advancements and their societal implications Follow and Review: We’d love for you to follow us if you haven’t yet. Click that purple '+' in the top right corner of your Apple Podcasts app. We’d love it even more if you could drop a review or 5-star rating over on Apple Podcasts. Simply select “Ratings and Reviews” and “Write a Review” then a quick line with your favorite part of the episode. It only takes a second and it helps spread the word about the podcast. If there’s a topic you would like us to cover on an upcoming episode, please email us at steve.riley@atticusadvantage.com. Supporting Resources: Grow Your Practice with AI: atticusadvantage.mykajabi.com/the-power-of-AI-workshop Download: Elevating Marketing Strategies for Law Firms with ChatGPT https://atticusadvantage.mykajabi.com/law-firm-chatgpt  How to Take Advantage of The AI Decade https://atticusadvantage.com/wp-content/uploads/2024/11/Taking-Advantage-of-the-AI-Decade.pdf  052: Could AI Replace the Role of Humans in the Judiciary System with Chief Judge Mark W. Klingensmith: atticusadvantage.com/episode052 091: Using AI in Your Law Firm: Give Curiosity the Credit It Deserves and Become More Innovative with Carla Johnson: atticusadvantage.com/episode091 Management, policies, cybersecurity and compliance: www.reuters.com/legal/legalindustry/management-policies-cybersecurity-compliance-2024-04-23 Episode Credits If you like this podcast and are thinking of creating your own, consider talking to my producer, Emerald City Productions. They helped me grow and produce the podcast you are listening to right now. Find out more at https://emeraldcitypro.com Let them know we sent you.

    51 min
  7. 104: How Virtual Assistants Could Play a Strategic Role in Growing Your Law Firm with Matthew Crider and Ed Cainglit

    NOV 4

    104: How Virtual Assistants Could Play a Strategic Role in Growing Your Law Firm with Matthew Crider and Ed Cainglit

    Have you ever wondered how estate planning attorneys can operate seamlessly from a Mercedes travel van? On this episode of Great Practice, Great Life, we unravel the journey of Matthew Crider and Ed Cainglit, two forward-thinking California attorneys leveraging global remote teams to revolutionize their practices. By integrating virtual assistants from the Philippines, they've enhanced their efficiency and pioneered a new business model that supports other law firms eager to break free from traditional staffing constraints. You'll hear about the creation of Traba Legal, a company born from the innovative minds of Matthew and Ed. Traba Legal connects law firms with skilled virtual assistants, fostering a 24-hour operational cycle that turns time zones into an advantage. We dive into the nitty-gritty of hiring and managing remote workers, sharing insights on overcoming challenges such as maintaining trust and upholding ethical standards. Using real-world examples, we demonstrate how virtual assistants can streamline tasks like email management, freeing up valuable time for lawyers to focus on client relationships and strategic growth. Listen closely as we explore the importance of building a cohesive firm culture across global teams. Discover how regular meetings and gratitude practices can strengthen connections, ensuring that your team remains united and efficient no matter the distance. With a focus on innovation, niche markets, and collaboration, this episode is full of strategies that can empower law firms to rethink their staffing and practice management, all while gaining a competitive edge in the legal industry. In this episode, you will hear: Insights on integrating global remote work in legal practices, focusing on virtual assistants from the Philippines Matthew Crider and Ed Cainglit share their journey and success with remote work innovations Discussion on the creation and operations of Traba Legal, a company connecting U.S. attorneys with Filipino virtual assistants Exploration of niche markets, specifically estate planning for Filipino Americans Examination of the benefits and challenges of remote staffing, including ethical considerations and trust Strategies for maximizing efficiency and building a cohesive team culture with remote workers Addressing professionalism and data security measures for virtual assistants in the legal field Follow and Review: We’d love for you to follow us if you haven’t yet. Click that purple '+' in the top right corner of your Apple Podcasts app. We’d love it even more if you could drop a review or 5-star rating over on Apple Podcasts. Simply select “Ratings and Reviews” and “Write a Review” then a quick line with your favorite part of the episode. It only takes a second and it helps spread the word about the podcast. If there’s a topic you would like us to cover on an upcoming episode, please email us at steve.riley@atticusadvantage.com. Supporting Resources: Traba Legal: Traba Legal.com Traba Legal Assessment Form: Traba Legal.com/online-assessment-form Traba Legal Outsourcing Scorecard: https://atticusadvantage.com/wp-content/uploads/2024/11/Traba-Legal-Scorecard.pdf  Crider Law Group: www.criderlaw.net  Oak Crest Law Group: oakcrestlaw.com The Summit: nsslfc.com Law Firm Coaching: atticusadvantage.com/what-we-do/law-firm-coaching Buy Back Your Time by Dan Martell: www.amazon.com/Buy-Back-Your-Time-Unstuck/dp/059342297X Episode Credits If you like this podcast and are thinking of creating your own, consider talking to my producer, Emerald City Productions. They helped me grow and produce the podcast you are listening to right now. Find out more at https://emeraldcitypro.com Let them know we sent you.

    59 min
  8. 103: Breaking the Sales Stereotype: A New Approach for Lawyers with Lori Pulvermacher

    OCT 28

    103: Breaking the Sales Stereotype: A New Approach for Lawyers with Lori Pulvermacher

    Discover the art of transforming sales in the legal profession into a powerful tool for leadership and client advocacy with insights from guest Lori Pulvermacher. On this episode of Great Practice, Great Life, prepare to challenge the traditional view of sales as merely transactional. We redefine it as a consultative process that prioritizes understanding and addressing client challenges. We delve into strategies to eliminate decision-making obstacles, create a client-centric culture, and convert consultations into successful business outcomes. We encourage legal professionals to embrace sales as a service that aligns with their core values. As we unfold the nuances of consultative sales, we shift perspectives to see sales as a vital element of offering solutions rather than a necessary evil. Lori shares her journey from skepticism to recognizing sales as essential in legal practice. By reframing sales as a leadership skill, we explore overcoming mindset barriers and adopting business acumen crucial for growing a legal practice. Our discussion offers practical strategies for legal professionals to refine their approach, emphasizing effective questioning techniques and maximizing referral opportunities. We address common sales challenges, such as fear of rejection and limiting beliefs, providing actionable tips to enhance consultative skills. By understanding clients' needs and motivations and fostering a positive client-centric culture, legal practitioners can enhance their practice and make a meaningful impact on their clients' lives. This episode equips you with the tools to master sales in your legal career, guiding you toward leadership and service excellence. In this episode, you will hear: Transforming sales in the legal profession into a leadership and advocacy tool Shifting the mindset from transactional sales to consultative, client-centric approaches Overcoming common sales challenges, including fear of rejection and limiting beliefs Emphasizing effective questioning techniques and active listening to understand client needs Encouraging attorneys to adopt business acumen and sales skills for practice growth Maximizing referral opportunities and leveraging strong client relationships Cultivating a positive, client-centric culture within legal practices Follow and Review: We’d love for you to follow us if you haven’t yet. Click that purple '+' in the top right corner of your Apple Podcasts app. We’d love it even more if you could drop a review or 5-star rating over on Apple Podcasts. Simply select “Ratings and Reviews” and “Write a Review” then a quick line with your favorite part of the episode. It only takes a second and it helps spread the word about the podcast. If there’s a topic you would like us to cover on an upcoming episode, please email us at steve.riley@atticusadvantage.com. Supporting Resources: Lori Pulvermacher: Practice Advisor: atticusadvantage.com/our-team/lori-pulvermacher Law Firm Coaching: atticusadvantage.com/what-we-do/law-firm-coaching Great Practice. Great Life. by Atticus – 063: What is the #1 Skill to Grow Your Practice? with Victor Medina: atticusadvantage.com/episode063 Great Practice. Great Life. by Atticus – 050: Why I Love Conflict with Lori Pulvermacher: atticusadvantage.com/episode050 Great Practice. Great Life. by Atticus – 092: You’re Late Again! Tips on Navigating Workplace Expectation, Communication, and Other Fun Challenges with Lori Pulvermacher: atticusadvantage.com/episode092 Great Practice. Great Life. by Atticus – 102: Holiday Marketing Made Simple: 5 Tips to End the Year Strong with Lori Pulvermacher and Aaron Rothert: atticusadvantage.com/episode102 Great Practice. Great Life. by Atticus – 010: Is It Possible for Non-Lawyers to Do Initial Meetings? with Patti Paz: atticusadvantage.com/episode010 Great Practice. Great Life. by Atticus – 088: 4 Levels of Team Empowerment with Patti Paz: atticusadvantage.com/episode088 Great Practice. Great Life. by Atticus – 095: Building a Dream: A Trial Lawyer’s Success with Social Media and Referral Marketing with Eric Rosen: atticusadvantage.com/episode095 Episode Credits If you like this podcast and are thinking of creating your own, consider talking to my producer, Emerald City Productions. They helped me grow and produce the podcast you are listening to right now. Find out more at https://emeraldcitypro.com Let them know we sent you.

    57 min
5
out of 5
54 Ratings

About

What if you could hang out with successful small and solo law firm attorneys, ask them about their successes and failures, their business strategies and mindset habits; then take an insight or two to guide your own growth in your practice? That’s what we do each week on Great Practice. Great Life. Hosted by Steve Riley –– former trial attorney and lawyer coach for more than 20 years –– every episode is an in-depth look at how to work less while maintaining high client service standards, reduce your stress levels while growing your income, and find time to make changes when you are time-starved. The goal is to provide strategies to help you balance your lives and grow your practice.

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