On The Lawyer's Edge podcast, attorney and professional business coach Elise Holtzman sits down with successful lawyers, legal marketing specialists, business leaders and authors to talk about how lawyers and law firms can grow and sustain healthy, profitable businesses.
Jacqueline Newman | Play To Your Strengths To Achieve Happiness and Success
Jacqueline Newman is the Managing Partner of Berkman Bottger Newman & Schein, LLP, one of the largest matrimonial law firms in New York. In her practice, she focuses on litigation, collaborative law, and mediation, specializing in complex high-net-worth marital cases and negotiating prenuptial agreements.
Jacqueline is the author of The New Rules of Divorce and has appeared as an expert commentator on television and radio shows. She has also been quoted in publications, including NBC News, ABC News, the New York Times, and Woman’s Day. As an adjunct law professor, Jacqueline teaches divorce processes at Cardozo School of Law and has taught family law practice, collaborative family law, and matrimonial law at other reputable institutions.
In 2019, she was selected as a family and matrimonial attorney serving high-net-worth clients in New York by Chambers and Partners, a respected international lawyer research company. Jacqueline was also named in the New York-Metro Super Lawyers Top 50 Women Attorneys, Best Lawyers in America, and Super Lawyers’ Top 100 Lawyers in New York City. With a substantial career honing her strengths and a reputation for ethical standards, Jacqueline has reached the pinnacle of happiness and success.
In this episode… In a traditional law firm setting, many lawyers focus so much on practicing law and serving clients that business growth may take a back seat. But with client demands evolving and junior attorneys wanting more growth opportunities, attorneys must market and develop their firms. How can you balance these competing roles while fostering your strengths and aiming for success?
After joining a law firm as a partner, esteemed attorney Jacqueline Newman recognized an opportunity to build and grow the business using strategic infrastructure and marketing techniques. Rather than outsourcing business development representatives, Jacqueline recommends building credibility gradually by emphasizing your talents and participating in public speaking opportunities. This allows you to advance your strengths and promote your firm as a reputable company.
Join Elise Holtzman in this episode of The Lawyer’s Edge Podcast as she speaks with Jacqueline Newman, the Managing Partner of Berkman Bottger Newman & Schein, LLP, about nurturing your strengths to achieve a successful and rewarding career. Jacqueline explains how personal recognition impacts client acquisition and firm growth, how she balances multiple roles, and why attorneys should nurture associates’ strengths.
Deborah Glatter | Shift Performance Reviews From Painful to Transformational
Deborah Glatter is a legal management and training consultant and certified culture coach helping law firms align their values and behaviors with their business objectives. After practicing law for a decade, she joined the Law Society of Ontario’s Department of Education, where she designed courses and licensing examinations for the Bar Admission Course. Deborah then joined a national law firm as a partner, where she was responsible for the professional development and management of its lawyers.
As an Accredited Provider of Professionalism Content, Deborah co-designed a graduate diploma for lawyers in Legal Services Management for Queen’s Law School. She is regularly invited to speak to bar and management associations, conferences, and firm retreats about topics, including legal workforces in transition, navigating new working arrangements, and best practices for virtual meetings.
With specialties in legal skills training and designing human capital management systems, Deborah focuses on competencies and skills inventories and performance management and development systems. Her expertise in these areas equips her to instruct firms on facilitating transformational performance reviews.
In this episode… Traditional performance reviews were developed during World War I and II when the US military implemented a system to promote and dismiss soldiers. However, this review structure is ineffective for knowledge-based professionals like lawyers who rely on professional development opportunities to advance their careers. How can law firms create a functional infrastructure that nurtures progress and reduces the discomfort of critical reviews?
The next generation of attorneys are bright, ambitious, and motivated individuals, so culture coach and legal management consultant Deborah Glatter maintains that attracting and retaining them requires transitioning from an evaluative performance review system to a developmental coaching session. Rather than identifying lawyers’ shortcomings, Deborah advises setting three to five incremental goals and communicating skills expectations and partnership criteria. Yet sometimes performance reviews are necessary, so collaborating to identify problems and develop solutions is crucial.
Tune in to this episode of The Lawyer’s Edge Podcast as Elise Holtzman hosts Deborah Glatter, a legal management consultant, to discuss how to transition from uncomfortable performance reviews to transformational development sessions. Deborah explains the importance of infrastructure for law firms, how lawyers should respond to criticism during performance reviews, and how to structure a high-performing law firm.
Scott Mason | Dislodge Toxic Myths To Ignite the Best Version of Yourself
Scott Mason is a Keynote Speaker and Coach at My Freedom Rocks, where he helps individuals and teams magnetize and monetize professional freedom. After graduating from Columbia Law School, he worked for more than 25 years as an attorney and C-suite executive with numerous government and nonprofit organizations before growing and scaling a small manufacturing company.
As an executive and leadership coach, Scott helps frustrated attorneys level up their leadership, find a new purpose, and envision and achieve their goals. As a public speaker, he has given speeches and panel presentations before international audiences, and his insights have appeared in book compilations, online magazines, television, and podcasts. Scott sits on the board of the New York City National Speakers’ Association.
Using the lessons of Greek mythology, Scott provides lawyers who feel stagnant in their careers with a system that obliterates toxic myths to ignite their inner charisma. By reframing challenges and removing internal barriers in their professional lives, he helps attorneys uncover the best versions of themselves to attract new opportunities.
In this episode… Many lawyers reject traditional work cultures and feel a sense of dissatisfaction and frustration associated with their careers. In response, some have transitioned from partners into leadership roles to find a greater purpose. Still, attorneys can be apprehensive about making major personal and professional transformations. How can you dispel deeply embedded societal myths to envision and attain your objectives? By employing the powerful lessons and imagery of Greek Mythology, of course!
As a passionate student of Greek mythology, executive coach Scott Mason identifies five toxic myths governing professionals’ lives: the tragic origin, social, ritual, apocalyptic, and underworld myths. Lawyers are plagued by the ritual myth in which they fear change, the social myth allowing family and friends to govern their decisions, and the apocalyptic myth that promotes risk aversion. Eliminating these beliefs involves cultivating the highest version of yourself, maximizing your impact, and making meaningful changes in the world through charisma. Scott advises identifying a mythological figure that aligns with your vision to facilitate the journey to self-transformation.
In today’s episode of The Lawyer’s Edge Podcast, join Elise Holtzman as she welcomes Scott Mason, the Keynote Speaker and Coach at My Freedom Rocks, who shares the secrets to dislodging toxic myths to uncover your true self. Scott explains the role of avatars and the Oracle in attorneys’ lives, the value of charisma, and the difference between an Olympian and a hero.
John Hinson | How To Use Referral Marketing To Generate Business
John Hinson is the Editorial Director at Spotlight Branding, which offers content marketing for financial and law firms. In his role, he oversees the company’s marketing strategy, including lead generation, content creation, and production. John creates content for Spotlight Insider by writing blogs, hosting The Law Firm Marketing Minute and Center Stage podcasts, managing social media platforms, and producing videos.
As a legal content marketer and editorial expert, John has nearly 10 years of experience helping solo and other small firms build their businesses through content. He focuses on helping law firms leverage referral marketing to attract ideal clients. John also builds his personal brand as an independent author of memoirs and historical nonfiction.
With a wealth of experience as a creative marketing professional, John knows how to employ referral marketing with specialized content to generate business for attorneys and law firms.
In this episode… The legal industry is recognizing the growing need for content marketing to acquire new clients. However, many law firms are unsure of the content forms they should create, and as a result, they often resort to traditional billboard marketing strategies. With so much engaging content in the market, how can attorneys stand out and stay top of mind with their clients?
As a legal content marketing expert, John Hinson emphasizes the benefits of referral marketing. Yet most law firms don’t maximize their referrals effectively. A study conducted by Texas Tech found that 80% of law firms are willing to refer other businesses, but only 30% take the initiative. John recommends doubling your referrals by writing blog posts with relevant, evergreen information addressing common questions and issues. You can elevate this top-of-mind awareness by creating niche content and customizing your messaging to your precise audience. This can also be accomplished through email newsletters that deliver value and inspire action.
In today’s episode of The Lawyer’s Edge Podcast, Elise Holtzman sits down with John Hinson, the Editorial Director at Spotlight Branding, to discuss referral marketing strategies to build your law firm. John talks about the problem of competing for search engine rankings, refining the traditional marketing funnel, and how to build an email list.
Steve Fretzin | Get Out of the Friend Zone and Turn Contacts Into Clients
Steve Fretzin is the President of Fretzin, Inc., where he provides legal business development services for attorneys. With over 20 years of coaching experience, Steve works with lawyers in all practice areas, ranging from startups to attorneys at large firms amassing over $6 million in billable hours annually. As a best-selling author and the host of the Be That Lawyer podcast, he has been featured in the Chicago Tribune and Entrepreneur.com and has appeared on NBC News and WGN Radio.
Steve has authored four books on legal business development and written articles for the Attorney at Law magazine, the National Law Review, the American Bar Association, and the Illinois State Bar Association. Focusing exclusively on advancing lawyers’ business development skills, he offers two programs: an MBA-level coaching and training session on business development and a peer advisory roundtable for experienced attorneys looking to further their success.
Steve collaborates directly with lawyers to create custom plans that deliver tangible results based on their specific business goals. His methods help attorneys develop a more successful law practice, and he shows them how to turn contacts into clients.
In this episode… Most lawyers aren't well-versed in the art of sales, which can hinder their firms' growth potential. They join associations to develop connections but can become uncomfortable when faced with soliciting clients and partnerships. How can you obtain the most value from these opportunities and acquire new clients to grow your practice?
Although not a practicing attorney, Steve Fretzin has spent his entire career coaching attorneys on networking, client acquisition, and business development. He encourages lawyers to shift their approach and target their ideal audience. This includes engaging with prospective clients, referral sources, and circles of influence to build trust and likeability. But true business growth occurs when you convert associates and friends into clients. Steve suggests listening to and understanding your prospects' needs and demonstrating authority to establish relationships.
Join Elise Holtzman in this episode of The Lawyer’s Edge Podcast as she interviews Steve Fretzin, the President of Fretzin, Inc., about turning friends into law firm clients. Steve shares the most recent business development trends in the legal industry, how to influence buying decisions, and how to avoid discomfort when asking clients for referrals.
Matthew Connor | A Military Cybersecurity Expert’s Tips for Protecting Your Law Firm From Attack
Matthew Connor is the Founder and CEO of CyberLynx, which offers cybersecurity and premium IT services to protect growing businesses from ransomware. Formerly Your IT Department, CyberLynx helps businesses become more efficient and profitable by utilizing precise technology effectively. Matthew began his professional programming career at age 12 while working as a coder for his father’s company.
As a 17-year US Army veteran, he served in the intelligence unit with a top-secret security clearance, applying his tech knowledge to enhance intelligence operations. Matthew is an author, speaker, and podcast host, lending his knowledge to help business leaders adopt cutting-edge technology. With a passion for technology, business, and cybersecurity, he understands how to protect law firms from various cyber attacks.
In this episode… With AI a staple in the business landscape, cyber attacks have become more frequent and sophisticated. Hackers can write codes that bypass antivirus software, compromising law firm networks and data. Yet many law firms are behind in their cybersecurity efforts, still using antivirus and antimalware programs offering little to no protection against modern threats. How can you strengthen your cybersecurity measures to safeguard against breaches?
As a seasoned cybersecurity, intelligence, and technology professional advising law firms on security measures, Matthew Connor understands the obligation to protect their networks and client data. This requirement goes beyond updating operating systems and implementing firewalls. Eliminating security vulnerabilities involves integrating email encryption and data loss prevention software and enabling multi-factor authentication on numerous devices. Rather than attempting these efforts yourself, Matthew recommends partnering with IT providers who can verify your programs’ security capabilities.
In today’s episode of The Lawyer’s Edge Podcast, Elise Holtzman chats with Matthew Connor, the Founder and CEO of CyberLynx, about how law firms can protect themselves against cyber attacks. Matthew addresses how evolving cyber attacks impact law firms’ security, practical measures for preventing legal breaches, and how to source a reliable IT provider.
Transforming intellectual into practical tips
I love this podcast because it is takes an intellectual approach to examining our realities and how to improve them while also making the takeaways actionable. It feeds my mind as well as my heart!
Great podcast/Great Guests
Elise does a great job of bringing valuable career and marketing advice to the legal community. Her guests are first rate and she does a great job of getting them to share their pearls of wisdom.
The Lawyers Edge is a great podcast for the legal community! I’ve been the owner and managing partner of a woman-owned law firm in New Jersey for the past 15 years. I have listened to practically all of the episodes and always take away something of value. There are many helpful insights from the professionals Elise interviews. Elise herself also provides useful tips and is a skilled podcast interviewer. I strongly encourage others to listen to this podcast!