The Renegade Lawyer Podcast

Ben Glass

I am more convinced than ever that nothing that traditional bar organizations are doing is going to move the needle on the sad stats on lawyer happiness ...The root cause of all lawyers' problems is financial stress. Financial stress holds you back from getting the right people on the bus, running the right systems, and being able to only do work for clients you want to work with. Financial stress keeps you in the office on nights and weekends, often doing work you hate for people you don't like, and doing that work alone.(Yes, you have permission to do only work you like doing and doing it with people you like working with.)The money stress is not because the lawyers are bad lawyers or bad people. In fact, most lawyers are good at the lawyering part and they are good people.The money stress is caused by the general lack of both business skills and an entrepreneurial mindset.Thus, good lawyers who are good people get caught up and slowed down in bringing their gifts to the world. Their families, teams, clients, and communities are not well-served because you can't serve others at your top level when you are constantly worrying about money.We can blame the law schools and the elites of the profession who are running bar organizations, but to blame anyone else for your own woes is a loser's game. It is, in itself, a restrictive, narrow, mindset that will keep you from ever seeing, let alone experiencing, a better future.Lawyers need to be in rooms with other entrepreneurs. They need to hang with people who won't tell you that your dreams are too big or that "they" or "the system "won't allow you to achieve them. They need to be in rooms where people will be in their ear telling them that their dreams are too small.Get in better rooms. That would be the first step.Second step, ignore every piece of advice any general organized bar is giving about how to make your firm or your life better.

  1. Jul 8

    Ep. 226 – Renegade Lawyer Marketing (Audio Book) – Chapter 24: Hire a Marketing Assistant Before You Think You're Ready

    Most lawyers wait too long to hire marketing help. That mistake costs them time, growth, and ultimately money. In Chapter 24 of Renegade Lawyer Marketing, Ben Glass explains why your first marketing hire shouldn't be viewed as an expense—but as one of the highest-return investments you'll ever make. In this episode, you'll learn:  Why you should hire a marketing assistant sooner than you think  How to recruit for attitude before technical skills  The interview questions that reveal far more than a résumé ever will  Why every step of your hiring process is also marketing  How to avoid "warm body hiring"  Why hiring slow—and firing fast—protects your firm's culture  Why giving a brand-new hire the title "Marketing Director" is often a mistake Whether you're a solo attorney making your first hire or building an in-house marketing department, this chapter offers a practical framework for finding people who will help grow your practice instead of simply filling a seat. Renegade Pro Tip: Your marketing assistant isn't there to make your life easier. They're there to keep you busy by making sure the right clients keep finding your firm. If you missed the previous chapters in the Renegade Lawyer Marketing audiobook series, be sure to catch up. New chapters are released regularly on the Renegade Lawyer Podcast. Ben Glass is a nationally recognized personal injury and long-term disability insurance attorney in Fairfax, VA. Since 2005, Ben Glass and Great Legal Marketing have been helping solo and small firm lawyers make more money, get more clients and still get home in time for dinner. We call this TheGLMTribe.com What Makes The GLM Tribe Special? In short, we are the only organization within the "business builder for lawyers" space that is led by two practicing lawyers.  One thing we're sure you've noticed is that despite the variety of options within our space, no one else is mixing the actual practice of law with business building in the way that we are. There are no other organizations who understand the highs and lows of running a small law firm and are engaged in talking to real clients. That is what sets GLM apart from every other organization, and it is why we have had loyal members that have been with us for two-decades.

    Ep. 226 – Renegade Lawyer Marketing (Audio Book) – Chapter 24: Hire a Marketing Assistant Before You Think You're Ready
  2. Jul 1

    Ep. 225 - Renegade Lawyer Marketing (Audio Book) – Chapter 23: Marketing to Your Avatar Client (Stop Taking Clients You Hate)

    In this episode, Ben Glass dives into Chapter 23 of Renegade Lawyer Marketing and explains why trying to serve everyone is one of the biggest mistakes lawyers make. Instead, he challenges you to define your avatar client—the people you genuinely enjoy helping and who bring the greatest value to your practice. Ben walks through practical exercises for identifying your best clients, creating a "no list" to filter out problem cases, and building marketing that attracts the people you actually want to work with. He also shares stories of lawyers who transformed their practices simply by niching down, charging appropriately, and having the confidence to turn away cases that didn't fit. You'll also hear why AI makes it easier than ever to create marketing tailored to your ideal audience and how saying "no" to the wrong clients creates more time to attract the right ones. In this episode: Why generalists struggle to build great practicesHow to define your avatar clientCreating a "no list" for case acceptanceThe power of niching downCharging premium consultation feesBuilding marketing around your ideal clientUsing AI to create better marketing assetsStop trying to be everything to everyone—and start building the practice you actually want. Ben Glass is a nationally recognized personal injury and long-term disability insurance attorney in Fairfax, VA. Since 2005, Ben Glass and Great Legal Marketing have been helping solo and small firm lawyers make more money, get more clients and still get home in time for dinner. We call this TheGLMTribe.com What Makes The GLM Tribe Special? In short, we are the only organization within the "business builder for lawyers" space that is led by two practicing lawyers.  One thing we're sure you've noticed is that despite the variety of options within our space, no one else is mixing the actual practice of law with business building in the way that we are. There are no other organizations who understand the highs and lows of running a small law firm and are engaged in talking to real clients. That is what sets GLM apart from every other organization, and it is why we have had loyal members that have been with us for two-decades.

    Ep. 225 - Renegade Lawyer Marketing (Audio Book) – Chapter 23: Marketing to Your Avatar Client (Stop Taking Clients You Hate)
  3. Jun 26

    Ep. 224 (Part 2) – Ben Unleashed: Referral Marketing, Authority Building, and Making Money in the Dark

    Part 2 of Ben's live CLE presentation is all about practical marketing strategies that actually work. Ben dives into referral marketing, authority building through books and educational content, direct mail, AI, and why the best marketing often happens where your competitors can't see it. He also shares how Ben Glass Law measures marketing success, builds long-term relationships with referral partners, and has grown its long-term disability practice into a nationally recognized firm without relying on massive advertising budgets. If you're looking for ideas to attract better clients, build lasting trust, and create marketing assets that continue working for years, this episode is packed with actionable insights. Topics include: Why advertising should start conversations—not close salesBuilding a referral-driven practice"Making money in the dark"Books, videos, and educational marketingDirect mail in the digital ageUsing AI to accelerate content creationMeasuring marketing ROIGrowing a national niche practiceBen Glass is a nationally recognized personal injury and long-term disability insurance attorney in Fairfax, VA. Since 2005, Ben Glass and Great Legal Marketing have been helping solo and small firm lawyers make more money, get more clients and still get home in time for dinner. We call this TheGLMTribe.com What Makes The GLM Tribe Special? In short, we are the only organization within the "business builder for lawyers" space that is led by two practicing lawyers.  One thing we're sure you've noticed is that despite the variety of options within our space, no one else is mixing the actual practice of law with business building in the way that we are. There are no other organizations who understand the highs and lows of running a small law firm and are engaged in talking to real clients. That is what sets GLM apart from every other organization, and it is why we have had loyal members that have been with us for two-decades.

  4. Jun 24

    Ep. 223 (Part 1) – Ben Unleashed: The Marketing Philosophy Most Lawyers Never Learn

    In this special live edition of the Renegade Lawyer Podcast, Ben Glass takes the stage at a CLE program and delivers a candid, unfiltered session on legal marketing, law firm growth, and building a practice that serves your life—not the other way around. Ben shares the philosophy behind decades of success, why most lawyers waste money on marketing, how delegation and global hiring transformed his firm, and why "making money in the dark" beats chasing every new digital trend. You'll learn:  Why happiness should come before marketing strategy  The biggest mistake lawyers make when hiring marketing vendors  How Ben built authority without bragging  The power of direct mail and relationship marketing  Why most lawyers focus on the wrong metrics  How to create a law practice that energizes your life This is Ben Glass live, unscripted, and unapologetically renegade. Ben Glass is a nationally recognized personal injury and long-term disability insurance attorney in Fairfax, VA. Since 2005, Ben Glass and Great Legal Marketing have been helping solo and small firm lawyers make more money, get more clients and still get home in time for dinner. We call this TheGLMTribe.com What Makes The GLM Tribe Special? In short, we are the only organization within the "business builder for lawyers" space that is led by two practicing lawyers.  One thing we're sure you've noticed is that despite the variety of options within our space, no one else is mixing the actual practice of law with business building in the way that we are. There are no other organizations who understand the highs and lows of running a small law firm and are engaged in talking to real clients. That is what sets GLM apart from every other organization, and it is why we have had loyal members that have been with us for two-decades.

  5. Jun 17

    Ep. 222 - Protecting Physicians, Building Freedom, and Staying Small on Purpose | Matt Wiggins

    What happens when a physician loses the ability to practice medicine? In this episode of the Renegade Lawyer Podcast, Ben Glass welcomes Matt Wiggins, founder of DocInsure and one of the nation's leading experts on disability insurance for physicians. Matt explains why disability insurance protects a doctor's most valuable asset—their future earning power—and why many physicians unknowingly rely on inadequate employer-provided coverage. Together, Ben and Matt break down own-occupation disability insurance, common misconceptions about disability claims, and the policy features that can make a life-changing difference when illness or injury strikes. The conversation also explores entrepreneurship, business partnerships, leadership, and Matt's journey from building the largest disability insurance agency in the country to creating a smaller, more profitable company designed around freedom and purpose. Whether you're a physician, attorney, entrepreneur, or professional who depends on specialized skills to earn a living, this episode offers valuable lessons on protecting your income, serving clients well, and building a life by design. Topics discussed: • Own-occupation disability insurance • Group vs. individual disability coverage • Disability claims and common mistakes • Financial protection for physicians • Entrepreneurship and business partnerships • Building a company "small on purpose" • Freedom, purpose, and long-term success Website: www.docinsure.com Ben Glass is a nationally recognized personal injury and long-term disability insurance attorney in Fairfax, VA. Since 2005, Ben Glass and Great Legal Marketing have been helping solo and small firm lawyers make more money, get more clients and still get home in time for dinner. We call this TheGLMTribe.com What Makes The GLM Tribe Special? In short, we are the only organization within the "business builder for lawyers" space that is led by two practicing lawyers.  One thing we're sure you've noticed is that despite the variety of options within our space, no one else is mixing the actual practice of law with business building in the way that we are. There are no other organizations who understand the highs and lows of running a small law firm and are engaged in talking to real clients. That is what sets GLM apart from every other organization, and it is why we have had loyal members that have been with us for two-decades.

    Ep. 222 - Protecting Physicians, Building Freedom, and Staying Small on Purpose | Matt Wiggins
  6. Jun 10

    Ep. 221: The Exit Blueprint — How to Build a Law Firm You Can Actually Sell

    What happens when you're finally ready to step away from the law firm you've spent decades building? In Episode 221 of the Renegade Lawyer Podcast, Ben Glass welcomes back attorney, CPA, and Law Practice Exchange founder Tom Lenfestey to discuss one of the most overlooked topics in the legal profession: exit planning. Drawing insights from his new book, The Exit Blueprint: The Law Firm Owner's Playbook for Selling, Succession, and Life After Law, Tom explains why the biggest challenge isn't finding a buyer—it's figuring out who you are when you're no longer running the firm. Ben and Tom explore what makes a law firm truly valuable, how lawyers can create businesses that thrive without them, and why waiting until retirement is often too late. In this episode: ✅ Why lawyers struggle with succession planning ✅ The emotional side of selling a law firm ✅ How to increase your firm's value years before an exit ✅ The role of systems, SOPs, and AI in building transferable businesses ✅ What buyers are looking for in today's market ✅ Private equity's growing interest in legal practices ✅ Common deal killers and valuation mistakes ✅ How to create a meaningful life after law Whether you're planning to retire in twenty years or considering a transition today, this conversation offers practical guidance for building a law firm that serves your life—and leaves a lasting legacy. Guest: Tom Lenfestey Book: The Exit Blueprint: The Law Firm Owner's Playbook for Selling, Succession, and Life After Law https://a.co/d/0d4256oI Website: https://www.thelawpracticeexchange.com Ben Glass is a nationally recognized personal injury and long-term disability insurance attorney in Fairfax, VA. Since 2005, Ben Glass and Great Legal Marketing have been helping solo and small firm lawyers make more money, get more clients and still get home in time for dinner. We call this TheGLMTribe.com What Makes The GLM Tribe Special? In short, we are the only organization within the "business builder for lawyers" space that is led by two practicing lawyers.  One thing we're sure you've noticed is that despite the variety of options within our space, no one else is mixing the actual practice of law with business building in the way that we are. There are no other organizations who understand the highs and lows of running a small law firm and are engaged in talking to real clients. That is what sets GLM apart from every other organization, and it is why we have had loyal members that have been with us for two-decades.

    Ep. 221: The Exit Blueprint — How to Build a Law Firm You Can Actually Sell
  7. Jun 3

    Ep. 220 – “We’re Not a Law Firm. We’re a Marketing Company"

    Most lawyers think they're in the legal business. David Vicknair thinks differently. In this episode of the Renegade Lawyer Podcast, Ben Glass sits down with Louisiana attorney and law firm owner David Vicknair to discuss what it really takes to build a scalable law firm, develop leaders, create an exceptional client experience, and grow a practice that can operate without the owner being involved in every decision. David shares how he and his longtime partner, Brad Scott, built a unique multi-practice firm structure, why they view their organization as a marketing company first, and how they’ve grown a team of more than 40 professionals while staying deeply involved in their community. You’ll hear:  How David and Brad built a successful partnership without fighting over money  Why David believes most law firms are actually marketing companies  The systems and leadership structure behind a growing Louisiana practice  Lessons learned from scaling a team and developing future leaders  How their firm uses community involvement, direct mail, TV, and relationship marketing  The role of remote team members in Mexico and how they’ve become integral to the firm’s success  Why coaching, therapy, and mindset work have become essential parts of David’s leadership journey  What excites David most about AI and the future of law firm operations David also shares practical advice for lawyers who want to build stronger firms, create better client experiences, and stop believing they have to do everything themselves. Bottom line: Great lawyers don't automatically build great law firms. Great law firms are built by leaders who understand marketing, systems, people, and culture. And David Vicknair is proving what happens when all four come together. Ben Glass is a nationally recognized personal injury and long-term disability insurance attorney in Fairfax, VA. Since 2005, Ben Glass and Great Legal Marketing have been helping solo and small firm lawyers make more money, get more clients and still get home in time for dinner. We call this TheGLMTribe.com What Makes The GLM Tribe Special? In short, we are the only organization within the "business builder for lawyers" space that is led by two practicing lawyers.  One thing we're sure you've noticed is that despite the variety of options within our space, no one else is mixing the actual practice of law with business building in the way that we are. There are no other organizations who understand the highs and lows of running a small law firm and are engaged in talking to real clients. That is what sets GLM apart from every other organization, and it is why we have had loyal members that have been with us for two-decades.

    Ep. 220 – “We’re Not a Law Firm. We’re a Marketing Company"
  8. May 13

    Ep. 219 – Building a 150-Person Law Firm in One of the Most Competitive Markets (w/ Seth Bader)

    What does it actually take to build—and lead—a 150-person law firm in a hyper-competitive market like Atlanta? In this episode of The Renegade Lawyer Podcast, Ben Glass sits down with Seth Bader, founder of Bader Law, to unpack the real story behind scaling a modern personal injury and workers’ compensation firm. This isn’t theory.  It’s the messy, hard-earned reality of growth. Seth shares:  How he went from a one-bedroom apartment (and a French bulldog) to a 150-person firm  What it’s like competing in a $100M+ legal advertising market  Why fast growth creates hiring mistakes—and how to fix them  The difference between talent and leadership (and why most firms get it wrong)  How EOS transformed his leadership structure and decision-making  The truth about offshore teams—and what actually works They also dive into:  Why referrals are still the most powerful (and cheapest) growth channel  How visionaries and integrators must work together—or break the business  The real role of marketing in scaling impact—not just revenue  What Seth is focused on right now to level up his firm even further Bottom line: Scaling a law firm isn’t about doing more. It’s about building the right people, systems, and leadership to handle what comes next. Seth Bader LinkedIn: https://www.linkedin.com/in/seth-bader-48618016/ Bader Law LinkedIn: https://www.linkedin.com/company/bader-law/ Bader Law Website: https://baderlaw.com/?utm_source=podcast&utm_medium=referral&utm_campaign=podcast-guest  Ben Glass is a nationally recognized personal injury and long-term disability insurance attorney in Fairfax, VA. Since 2005, Ben Glass and Great Legal Marketing have been helping solo and small firm lawyers make more money, get more clients and still get home in time for dinner. We call this TheGLMTribe.com What Makes The GLM Tribe Special? In short, we are the only organization within the "business builder for lawyers" space that is led by two practicing lawyers.  One thing we're sure you've noticed is that despite the variety of options within our space, no one else is mixing the actual practice of law with business building in the way that we are. There are no other organizations who understand the highs and lows of running a small law firm and are engaged in talking to real clients. That is what sets GLM apart from every other organization, and it is why we have had loyal members that have been with us for two-decades.

    Ep. 219 – Building a 150-Person Law Firm in One of the Most Competitive Markets (w/ Seth Bader)
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About

I am more convinced than ever that nothing that traditional bar organizations are doing is going to move the needle on the sad stats on lawyer happiness ...The root cause of all lawyers' problems is financial stress. Financial stress holds you back from getting the right people on the bus, running the right systems, and being able to only do work for clients you want to work with. Financial stress keeps you in the office on nights and weekends, often doing work you hate for people you don't like, and doing that work alone.(Yes, you have permission to do only work you like doing and doing it with people you like working with.)The money stress is not because the lawyers are bad lawyers or bad people. In fact, most lawyers are good at the lawyering part and they are good people.The money stress is caused by the general lack of both business skills and an entrepreneurial mindset.Thus, good lawyers who are good people get caught up and slowed down in bringing their gifts to the world. Their families, teams, clients, and communities are not well-served because you can't serve others at your top level when you are constantly worrying about money.We can blame the law schools and the elites of the profession who are running bar organizations, but to blame anyone else for your own woes is a loser's game. It is, in itself, a restrictive, narrow, mindset that will keep you from ever seeing, let alone experiencing, a better future.Lawyers need to be in rooms with other entrepreneurs. They need to hang with people who won't tell you that your dreams are too big or that "they" or "the system "won't allow you to achieve them. They need to be in rooms where people will be in their ear telling them that their dreams are too small.Get in better rooms. That would be the first step.Second step, ignore every piece of advice any general organized bar is giving about how to make your firm or your life better.

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