Life Beyond the Briefs

Brian Glass
  • 4.9 (42)
  • Entrepreneurship
  • Updated Semiweekly

At Life Beyond the Briefs we help lawyers like you become less busy, make more money, and spend more time doing what they want instead of what they have to. Brian brings you guests from all walks of life are living a life of their own design and are ready to share actionable tips for how you can begin to live your own dream life. 

  1. 1d ago

    Most Law Firm Marketing Talks to the Wrong People

    Most law firm marketing is aimed at one person: The prospect who is ready to hire right now. But that is only a tiny slice of the market. Most future clients are somewhere else entirely. They are confused. Curious. Avoiding the problem. Googling at midnight. Asking the wrong questions. Or not even realizing yet that they have a legal issue worth taking seriously. That is why we are bringing this episode back. This was one of the most downloaded episodes of Life Beyond the Briefs, and it makes sense why. It tackles one of the biggest blind spots in law firm marketing: Your prospects are not all in the same place. Some people need to understand the problem.  Some need to understand their options.  Some need to understand why your firm is different.  And some are finally ready to sign. If your marketing only speaks to that last group, you are missing almost everyone else. In this episode, Brian walks through the prospect pipeline and how lawyers can create content for every stage of client awareness. You will hear how Gene Schwartz’s five levels of market awareness apply to law firm marketing, why most legal content sounds the same, and how to stop relying on “we care” and “we fight hard” as your only differentiators. Brian also gets practical with video, follow-up systems, content tools, and why consistent lead follow-up can dramatically change your case signings. If your marketing feels scattered, generic, or too focused on people who are already ready to buy, this episode is a useful reset. Because great marketing does not just chase ready-now clients. It helps the right people move from confused to confident, one step at a time. To learn more about the GLM Tribe, visit theglmtribe.com ____________________________________ Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others. Want to connect with Brian? Follow Brian on Instagram: @thebrianglass Connect on LinkedIn

  2. Jul 14

    The Firm-Building Lessons Behind a $100M Verdict | Ryan McKeen

    Most lawyers see a $100 million verdict and think about the trial. Ryan McKeen thinks about everything that had to exist before the trial ever started. The team. The systems. The cash flow. The experts. The patience to carry a case for eight years without letting it break the firm. That is why we are bringing this episode back. In one of our most popular conversations on Life Beyond the Briefs, Brian sits down with Ryan McKeen to talk about what it actually takes to build a law firm that can handle serious cases. Not the Instagram version. The real version. Ryan shares how he set an eight-figure goal before he even had a six-figure case, and what had to change inside his firm to make that goal possible. He talks about learning trial work, building a stronger team, investing in the right support, and creating a business that could survive the pressure of big litigation. And the wild part? Even after the $100M verdict, the case was not really over. There was still the appellate process. Still uncertainty. Still the reality that big cases require stamina long after the headlines fade. This episode is not just about winning a massive verdict. It is about building the kind of firm that can take big swings without falling apart. Ryan also gets into hiring, leadership, private equity, and why the middle of the legal market may get squeezed hard in the years ahead. If you want bigger cases, better systems, and a firm that can handle real pressure, this conversation is worth revisiting. Because big verdicts are not built in the courtroom alone. They are built years before anyone stands up for opening statement. Connect with Ryan Best Era: https://bestera.com LinkedIn: https://www.linkedin.com/in/ryanmckeen ____________________________________ Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others. Want to connect with Brian? Follow Brian on Instagram: @thebrianglass Connect on LinkedIn

  3. Jul 7

    Your Best Leads Are Already in Your Database | David Vicknair

    Most law firm owners are obsessed with getting more leads. More clicks. More calls. More traffic. More ad spend. But David Vicknair has a reminder that sounds simple, and maybe a little annoying because it is true: Your best leads are probably already in your database. We are bringing this episode back because it hit a nerve the first time around. And it makes sense. In a world where everyone is chasing the next platform, David is talking about something much less flashy and much more durable. Staying in touch. In this episode, Brian sits down with David to talk about how his firm thinks about marketing in one of the most competitive personal injury markets in the country. They get into TV, long-term brand building, and why dabbling in big marketing channels is usually just an expensive way to lose money. But the heart of the conversation is the simple tool most firms ignore: A real newsletter. Not because it is trendy. Not because it is easy. But because it keeps you in front of the people who already know you, trust you, and might send the next great case your way. David also talks about attribution disease, why perfect tracking is mostly a fantasy, and how to think about marketing without driving yourself insane trying to measure every single touchpoint. If your marketing feels like a treadmill, this episode is a good reset. Because sometimes the smartest growth move is not finding more strangers. It is doing a better job staying connected to the people already in your world. Connect with David: Website: https://scottvicknair.com LinkedIn: https://www.linkedin.com/in/david-vicknair-b7454321 Podcast: Overruled Podcast ____________________________________ Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others. Want to connect with Brian? Follow Brian on Instagram: @thebrianglass Connect on LinkedIn

  4. Jun 30

    Dan Kennedy’s Second Rule of Marketing: Build Your Moat Before Consolidation Hits | pt. 2

    If Part 1 made you rethink your marketing, Part 2 is where Dan Kennedy gets practical. And maybe a little uncomfortable. We are bringing this conversation back because it was one of the episodes listeners loved most, and the timing feels even more relevant now. This episode picks up live from the Great Legal Marketing Summit, where Dan and Ben Glass go deeper into the marketing moves most lawyers dismiss too quickly. Direct mail. Personal follow-up. Real client engagement. Offers that do not sound like every other law firm. Systems that keep working after the first click, call, or consultation. In a market where everyone is chasing the same digital tactics, Dan makes the case for doing the work your competitors are too lazy, too distracted, or too “modern” to do. Then the conversation turns to something bigger. Consolidation. More money is moving into legal. Bigger players are buying attention, distribution, and market share. And for small and mid-sized firms, that changes the game. You can either compete in the same noisy arena as everyone else, or you can build a moat. A real one. Dan talks about what makes a firm harder to copy, why borrowed trust matters, and why mastermind groups are not just networking events. Done right, they are places where smart firm owners trade tested ideas, avoid expensive mistakes, and keep moving while the market shifts around them. If your marketing feels decent but fragile, this episode will make you think differently about what you are really building. This is Part 2 of Dan Kennedy’s marketing reset. Want the notes from this conversation and the rest of the Summit sessions? Grab them at glmsummitnotes.com ____________________________________ Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others. Want to connect with Brian? Follow Brian on Instagram: @thebrianglass Connect on LinkedIn

  5. Jun 23

    Dan Kennedy’s First Rule of Marketing: Stop Copying Your Competition | pt. 1

    Most lawyers do marketing the same way. They look at what every other firm is doing, copy the message, copy the offer, copy the ads, and then wonder why nobody notices them. Dan Kennedy would tell you that is exactly the problem. We are bringing this episode back because it was one of the conversations listeners loved most. And honestly, it is not hard to see why. This is Part 1 of a two-part conversation from the Great Legal Marketing Summit, where Ben Glass and Dan Kennedy unpack one of the simplest and most uncomfortable rules in marketing: Stop copying your competition. Ben starts with the story of how he went from being a good lawyer with no real business training to discovering Magnetic Marketing through a long sales letter he almost threw away. He tested the ideas anyway. That decision changed the way he built his firm, attracted clients, and created a business that did not depend on blending in. From there, Dan does what Dan does best. He cuts through the noise. He explains why “all digital everything” can turn law firms into commodities, why the biggest advertisers are not always your biggest threat, and why intake is not just an administrative function. It is a sales conversation with someone who is overwhelmed, skeptical, and probably wishes they did not need a lawyer at all. You will hear practical ideas around lead magnets, follow-up, positioning, and the “invited guest” concept. In other words, how to stop chasing prospects and start building a marketing asset that brings the right people toward you over time. If your marketing feels expensive, noisy, and too similar to everyone else’s, this episode is worth revisiting. And this is only Part 1. In Part 2, Dan and Ben go deeper into building a moat before consolidation changes the game. Want the full summit notes? Grab them at glmsummitnotes.com ____________________________________ Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others. Want to connect with Brian? Follow Brian on Instagram: @thebrianglass Connect on LinkedIn

  6. Jun 16

    Your Vacation Should Not Require a Laptop | Conrad Saam

    Most law firm owners say they want freedom. Then vacation starts. The laptop comes out. Slack gets checked. A “quick email” turns into an hour. And suddenly the business you built to create freedom is sitting right there at the hotel breakfast table with you. That is why we are bringing this episode back. In this conversation, Brian sits down with Conrad Saam of Mockingbird Marketing to talk about a simple test every firm owner should take: Can your business run without you for four days? Not forever. Not for a month. Just four days. And if the honest answer is no, that tells you something. Conrad walks through what had to change inside his own company so he could step away without everything falling apart. It was not about working harder. It was about building better structure, giving people real ownership, and learning to accept that someone else’s 80 percent might be better for the business than your 100 percent bottleneck. They also get into legal marketing, AI, directories, and how law firm owners should think about shiny new trends without getting distracted by every headline. But the real heart of this episode is simple. Your firm should support your life. It should not need you every hour of every day just to keep moving. If your vacation still requires a laptop, this episode is worth another listen. Connect with Conrad: Mockingbird Marketing: https://mockingbirdmarketing.com/ LinkedIn: https://www.linkedin.com/in/conradsaam/ ____________________________________ Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others. Want to connect with Brian? Follow Brian on Instagram: @thebrianglass Connect on LinkedIn

  7. Jun 9

    Your Law Firm Is Making Money. But Is It Actually Profitable? | Leah Miller

    Most law firm owners know the feeling. You are busy. The cases are coming in. The team is growing. The bank account looks decent. And somehow, you still do not feel fully in control of the money. That is why we are bringing this episode back. This is one of the most downloaded episodes of Life Beyond the Briefs, and it is easy to understand why. Leah Miller, founder of Firmly Profits and fractional CFO for law firm owners, explains law firm finances in a way that actually makes sense. No accountant-speak. No shame. No pretending you should already know all of this. Leah walks through the numbers every firm owner should understand if they want to build predictable profit instead of just hoping there is enough money left over at the end of the month. She breaks down what to look for in your financial statements, how to think about expenses, why revenue alone does not tell the full story, and how to use your real numbers to build a budget that supports your goals. Because the point is not to turn you into a CFO. The point is to help you make better decisions. How much can you afford to spend on marketing? When can you hire? Are wages eating too much of your revenue? Are you actually paying yourself what you want to earn? This is the kind of conversation every law firm owner needs to have sooner, not later. If your firm is making money but you still feel like you are guessing, this episode is worth another listen. Connect with Leah Miller Website: https://firmlyprofits.com LinkedIn: https://www.linkedin.com/in/leahlnmfinancial ____________________________________ Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others. Want to connect with Brian? Follow Brian on Instagram: @thebrianglass Connect on LinkedIn

  8. Jun 2

    Why Grassroots Marketing Still Beats Fancy Funnels | Tim Semeroth, Len Spada, & John Griffith

    Most law firm owners are constantly being sold the expensive stuff. SEO.  Paid ads.  Production teams.  Funnels.  Agencies. And sure, some of that can work. But this episode is about the kind of marketing that does not usually get sold from a stage because nobody is making a big commission from it. Grassroots marketing. This is a re-release of one of the most downloaded episodes of Life Beyond the Briefs, and it is easy to see why. Brian sits down with Tim Semeroth, Len Spada, and John Griffith to talk about the practical, scrappy, community-based marketing that actually grows law firms. Not theory. Not vague “build your brand” advice. Real examples. Len shares how he built deep trust in the Latino and motorcycle communities around Boston. John talks about using books, newsletters, referral lunches, and relationships to rebuild after a major shift in Tennessee workers’ comp law. Tim breaks down how his firm stays in front of past clients, referral sources, paralegals, and community groups in a way that compounds over time. The big lesson here is simple. You do not need to outspend everyone to grow. You need to be visible. Useful. Consistent. And genuinely connected to the people and communities you want to serve. If you are a solo or small firm owner trying to grow without lighting money on fire, this is one to study. Because sometimes the best marketing is not the flashiest. It is the stuff people remember. ____________________________________ Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others. Want to connect with Brian? Follow Brian on Instagram: @thebrianglass Connect on LinkedIn

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4.9
out of 5
42 Ratings

About

At Life Beyond the Briefs we help lawyers like you become less busy, make more money, and spend more time doing what they want instead of what they have to. Brian brings you guests from all walks of life are living a life of their own design and are ready to share actionable tips for how you can begin to live your own dream life. 

Information

  • Creator
    Brian Glass
  • Years Active
    2022 - 2026
  • Episodes
    280
  • Rating
    Explicit
  • Copyright
    © 2026 Life Beyond the Briefs
  • Show Website
    Life Beyond the Briefs

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