Successful Barrister

Want to double your revenue? In this episode, Diana and Marc give you the tools to get there. These tools, the eight levers of profitability from the Atticus Double Your Revenue Workshop, are the key ways that your firm can increase its profit and grow. The levers cover all aspects of your firm, from how your build your caseloads to marketing and implementation. For detailed show notes, navigate using the time stamps below[2:30] Today, Diana and Marc will be discussing the eight levers of profit. The concept comes from an Atticus workshop called “Double Your Revenue” that helps firms create plans to double their revenue in the next three years. [6:25] Diana’s biggest takeaway from “Double Your Revenue” was that being a great lawyer was not the goal. In fact, being a great lawyer can be a trap. If your identity is around being a great lawyer, you may feel like you have to do everything and become a bottleneck.[8:38] The first lever is increasing your case value, or the amount you make per case. Marc Whitehead & Associates has caps on the fees they can charge because of government regulations. Increasing case value at the firm is about only taking high-value cases. [12:05] Next, think about your pricing strategies. You can increase your hourly rate or consider bundle billing to promote efficiency.[14:33] People also tend to think they are stuck at a one-third contingency fee, but there is no rule saying you cannot take 35% or 40%. [16:15] The third lever is strategic delegation. Think about all of the things you do and determine whether or not you have to be doing them. You will find that many tasks can be delegated, freeing up time and increasing your efficiency. [19:46] Particularly with new firms, new tasks arise with growth that you may not realize are being completed by your top employees. Try to match the value of the tasks performed to the cost of your employee. The fourth lever is to develop an all-star team, and this is necessary to delegate effectively. [22:08] Two years ago, Marc began having monthly lunches with his middle managers. He works with them on strategies like the Eisenhower Matrix to help them lead more effectively. [26:20] The fifth lever is about technology. Technology can help you do more with less by creating scalable processes that make your firm more efficient. Marc Whitehead & Associates is a paperless firm.[29:53] Marc Whitehead & Associates uses Case Status as a client portal. It is an app that clients can use to track their cases. It allowed their case managers to take on larger case loads.[36:31] The next lever, Focus Management Efficiencies, is about focusing on the most important tasks and deferring the tasks that don’t move the needle. The best use of Marc’s time, for example, is working on marketing and mentorship. [39:02] Focus Management is all about scheduling time to think. Taking time to think strategically about where you want to go and how you can get there is extremely important.[41:32] Your firm won’t be able to generate any profit if you aren’t attracting good clients. The next lever, marketing, is crucial to this piece. Building a good referral network is crucial to this step.[45:29] The final lever is implementation. You can have a ton of great ideas, but those ideas aren’t worth anything if they are not properly executed. Visit the Successful Barrister website: https://www.successfulbarrister.com/ Visit the Marc Whitehead & Associates website: https://disabilitydenials.com/ Email Marc Whitehead: marc@marcwhitehead.com Attend a Double Your Revenue Seminar: https://atticusadvantage.com/what-we-do/in-person-workshops/ 

In this episode, Marc Whitehead and Diana Berry discuss my many firms are afraid to hire all-star attorneys and how those firms can face their fears. Firms have three main concerns about all-star attorneys: they are costly, they might leave after resources are wasted on training them, and they may leave and take staff and clients with them. Marc and Diana provide potential solutions to all three of these concerns. You cannot be the only top lawyer at your firm; as Marc puts it, you can’t scale yourself. For detailed show notes, navigate using the time stamps below[1:23] Today’s episode is about the fear that many firms have of hiring all-star attorneys. Many firm owners are powerhouses in their own right, and sharing the spotlight can be scary.[2:59] You can’t scale yourself. If you are the only all-star attorney at your firm, the size of your firm will stagnate.[4:53] There are three legitimate reasons that firms may be hesitant to hire top attorneys. First, they are more expensive to hire. Second, firms are concerned that attorneys will take valuable resources to train and then leave the firm. Finally, firms worry that top attorneys will leave and take top clients with them.[7:25] An all star attorney is an attorney who you are confident can successfully work and generate revenue without you. [10:12] Business owners worry about the cost of all-star attorneys. Marc believes that all-star attorneys should be able to generate three times the amount that they cost. [14:26] You can address the concern about your top lawyers leaving by creating conditions where they want to stay. Treat your attorneys fairly and create a culture that they want to be a part of. [20:09] To address the fear that firms have of their best attorneys leaving and taking their clients, Marc Whitehead & Associates has employees sign a fee split for clients that originate from the firm.[26:59] Marc Whitehead & Associates has a non-equity partnership track for attorneys who have been a part of the team for seven years or more. This provides further motivation and incentive for top performers to stay with the firm. Visit the Successful Barrister website: https://www.successfulbarrister.com/ Visit the Marc Whitehead & Associates website: https://disabilitydenials.com/ Email Marc Whitehead: marc@marcwhitehead.com 

In this episode, Marc Whitehead and Diana Berry discuss the seven habits of highly effective lawyers. Based on the book by Stephen Covey, these habits are tailored to setting your firm up for success. Habits are important because they build on each other, so establishing a good habit early on can help you be successful over time. For detailed show notes, navigate using the time stamps below[2:30] Today’s episode is about choices and how they can lead to good habits. The idea of the episode comes from a Successful Barrister Newsletter article called The Seven Habits of Highly Effective Lawyers. [4:03] Why are habits so important? Habits are something that you can build on. Over the long run, habits lead to momentum and push you forward. [7:44] The seven habits are be proactive, begin with the end in mind, put first things first, think win-win, seek to understand then be understood, synergize, and sharpen the saw. [8:43] Initially Marc struggled to be proactive. Over time, Marc learned what to cut and what to focus on to maximize his time.[13:24] The second habit is to begin with the end in mind. For lawyers, this means beginning with your jury charge. Even better, envision the future of your firm and plan for it. [18:43] Putting first things first is all about focus and focus management. This involves allocating people to best use their abilities. It is about determining what you should and should not be doing.[25:17] Thinking win-win is all about recognizing mutual benefits and creating situations where both parties can win. Unnecessary win-lose situations may benefit you in the short term, but they can damage long term relationships. [29:39] The fifth habit is to seek to understand before seeking to be understood. For Marc, this is about meeting people where they are at. This means that sometimes Marc deals with different people differently.[35:12] Marc has reinterpreted synergy to refer to building an effective team. This could include people you have hired full-time, fractional hires, and outside vendors. [40:00] The final habit is sharpening the saw. This has to do with improving your teams through training and development. It can also have health implications because being at your best can help you perform at your best.Visit the Successful Barrister website: https://www.successfulbarrister.com/ Visit the Marc Whitehead & Associates website: https://disabilitydenials.com/ Email Marc Whitehead: marc@marcwhitehead.com 

In this episode, Marc Whitehead and Diana Berry discuss the book Necessary Endings: The Employees, Businesses, and Relationships That All of Us Have to Give Up in Order to Move Forward is a book by Dr. Henry Cloud. Necessary Endings, or “breakups” as Marc calls them, are extremely important to running a successful firm. They allow you to free up resources to spend on better opportunities. Necessary endings can encompass vendors, staff, clients, and services. Learn which necessary endings you may be missing on this episode of the Successful Barrister Podcast. [1:11] The topic of this episode is breakups, also known as necessary endings. Necessary Endings: The Employees, Businesses, and Relationships That All of Us Have to Give Up in Order to Move Forward is a book by Dr. Henry Cloud on things that you should stop doing. The book is ultimately about the allocation of resources – where to invest, and where not to.[4:09] It is difficult for people to say no. For example, denying cases from referral sources can be difficult, but learning how to do so is a necessary part of being successful.[6:25] Sunk-costs make these decisions particularly difficult, but they are ultimately irrelevant. If a project is failing, you need to learn how to let it go.[8:41] What are examples of necessary endings? In Diana’s first year, the firm “broke up” with their IT provider. The provider was a financial burden to the firm, and they were replaced with a much more effective provider.[11:17] Vendors often try to hook you with a low rate and price you up over time, which can be understandable to an extent but often gets out of hand. Other times, vendors start to prioritize a market that you are not a part of and they become a burden.[14:49] Necessary Endings are difficult. However, if you do not learn how to end things, you are missing better opportunities.[16:59] Sometimes, things work well initially but become irrelevant over time. Marc Whitehead & Associates had initial success from LSAs, but over time they became less effective and more expensive. [19:04] Another type of Necessary Ending is with practice areas. Some practice areas are interesting but do not pay well enough to justify working on them. Marc had to stop working in criminal law and personal injury law to grow his disability law firm. [23:20] Letting people go can be particularly difficult. Marc refers to this as “emotional cost” because the emotions around letting people go make removing people who are not pulling their weight painful.[27:52] Difficult relationships are like a hurricane. If a Necessary Ending between two people is being avoided, the “fan” can be more damaging to the people around them than to the people involved in the “eye.”[32:57] Marc Whitehead & Associates is normalizing necessary endings in its culture. Marc looks at the plan for each year and makes a list of aspects that are not working such as marketing channels, tools, and processes. These aspects then become necessary endings.Buy Necessary Endings: The Employees, Businesses, and Relationships That All of Us Have to Give Up in Order to Move Forward by Dr. Henry Cloud: https://www.amazon.com/Necessary-Endings-Henry-Cloud/dp/0061777129Listen to Necessary Endings: https://www.audible.com/pd/Necessary-Endings-Audiobook/B004J0YIQ4 Visit the Successful Barrister website: https://www.successfulbarrister.com/ Visit the Marc Whitehead & Associates website: https://disabilitydenials.com/ Email Marc Whitehead: marc@marcwhitehead.com 

In this episode, cohosts Marc Whitehead and Diana Berry discuss strategy by discussing the book Entrepreneurship 2.0 by Jim Collins. Learn how to find your unique strengths and cater your firm to them, place your big bets, and learn why you should be firing “rifle shots” before you fire “cannonballs.” Marc and Diana get into the specifics of how Marc Whitehead & Associates came to dominate the disability denial law market in Houston using Collins’s advice – and how you can do the same. [0:53] Marc Whitehead introduces himself and chief operating officer Diana Berry. He also introduces the subject of today’s episode, which is one of Marc’s favorites - strategy. His favorite strategist is Jim Colins, who reissued his book Beyond Entrepreneurship with updates during the pandemic, calling it Entrepreneurship 2.0. [2:50] Strategy is all about making good choices in your business. Marc notes that Diana and himself often differ on the choices they should make. Having methodology to make strategic decisions will help you make consistent choices that propel your business forward. [4:53] Entrepreneurship 2.0 may be a better fit for law firms than Colins’s more famous books, which tend to focus on large corporations.[8:54] Marc made strategic decisions about where to focus his practice as the legal landscape around his work shifted over time, specifically around bankruptcy law and personal injury. He made the strategic decision to focus on disability law.[11:24] The first step in making good choices is to understand your strengths and weaknesses and make choices based on your unique strengths. Marc’s strengths are that he is a good organizer, a good mentor, and good at setting up systems that run efficiently. He found that disability cases suited his unique strengths. [17:45] Collins advises entrepreneurs to determine where to place their “big bets” by testing different paths, or “firing rifle shots, not cannonballs.” Moving into new legal territory on a small scale can help you find the best paths to success.[20:55] Another Collins principal is to protect your flanks. This refers to mitigating risk by protecting steady, sustainable sources of work.[25:10] Diana and Marc move on to scaling, or “extending your victories” as Collins calls it. This means taking what you do well and finding a way to do more of it. To scale up, you have to have effective marketing in place and have the infrastructure to support an influx of cases.[30:46] Marc is currently adding elder law cases to his practice. These cases have significant overlap with the Marc Whitehead & Associates client base.[35:13] It is okay to make mistakes and take risks – Beyond Entrepreneurship 2.0 is all about ensuring that your mistakes will not bankrupt you.Buy Beyond Entrepreneurship 2.0 by Jim Collins: https://www.amazon.com/BE-2-0-Beyond-Entrepreneurship-Business/dp/0399564233 Listen to Beyond Entrepreneurship 2.0: https://www.audible.com/pd/BE-20-Beyond-Entrepreneurship-20-Audiobook/0593398629 Visit the Successful Barrister website: https://www.successfulbarrister.com/ Visit the Marc Whitehead & Associates website: https://disabilitydenials.com/ Email Marc Whitehead: marc@marcwhitehead.com 

In this episode, cohosts Marc Whitehead and Diana Berry discuss the ins and outs of creating a sustainable referral base. Identifying your target audience and curating campaigns that resonate will help other firms send you your perfect client. Learn tips and tricks for building your base, maintaining it, and segmenting it to determine who to prioritize.  [0:53] Marc Whitehead introduces himself and chief operating officer Diana Berry, and he also introduces the topic of the episode, which is B2B marketing. For Marc Whitehead & Associates, this involves marketing to other firms – sometimes even direct competitors. Marketing to attorneys is crucial to the business model of Marc Whitehead & Associates.[3:36] Marc constantly has to develop new referral sources for many reasons. Referral sources retire and find other people to refer clients to, so refreshing your referral base continuously is crucial to sustainability.[6:37] These referral sources, when properly cultivated, can be more effective than marketing to the general public because of the legal expertise and connections of your referral sources.[9:06] First, recognize that you cannot market to a B2B referral network in the same way that you market to the general public. The development about the Successful Barrister newsletter was one of these B2B-specific marketing campaigns.[11:56] Next, think about the specific audience that you are targeting. Marc Whitehead & Associates attempted to market to doctors and therapists, but found that the return on investment for those campaigns was far less than the return on campaigns targeting attorneys. [14:27] The third step is determining what makes you stand out. What is your niche? Marc Whitehead & Associates works in disability law, but the firm also stands out because Marc has written multiple books on disability law. [18:12] How many people should you have on your list before you begin a B2B marketing campaign? Marc says that your starting list can be the people that you knew in law school. You can also get involved in local organizations and add other members to your list.[21:57] The Successful Barrister newsletter is printed and sent through the mail. Marc notes that while this costs more, it is going to have a higher open rate than an email. This is especially true as junk mail is becoming less common with the rise of email.[24:38] Your Level 1 referrals are the referral sources who frequently send you clients whose cases are relevant to you. Marc prioritizes these referral sources and sends them gifts three times a year.[28:18] Diana notes the importance of tracking your referral sources to determine who are your most reliable sources. Marc Whitehead & Associates uses a VIP referral link.[34:37] Marc is constantly adding new referral sources to his list. Constantly adding names is crucial to sustainability.  [36:24] Next, you need to segment your list beyond your level ones. Your second level are occasional referral sources. The third tier are people who do not regularly refer clients to you, but you should mass market to them to keep them aware of your firm.[41:22] Last, never forget to say thank you. Find a systematic way to keep your referral sources updated. Saying thank you is a great way to follow up with your referral base. Visit the Successful Barrister website: https://www.successfulbarrister.com/ Visit the Marc Whitehead & Associates website: https://disabilitydenials.com/ Email Marc Whitehead: marc@marcwhitehead.com 

Today on the Successful Barrister Podcast, cohosts Marc Whitehead and Diana Berry discuss the value of talking to yourself. They start off by discussing closed and growth mindsets as described in Carol Dweck’s book Mindset: The New Psychology of Success, and how you can develop a growth mindset. Next, Marc and Diana discuss affirmations (or “pep talks,” as Marc prefers to call them), explain why they work, and give examples of their own. Learn how to develop a growth mindset and discover how affirmations can help you succeed. For detailed show notes, navigate using the timestamps below:[0:48] Marc Whitehead introduces himself, cohost Diana Berry, and the topic of today’s episode. This episode is about your mindset and how affirmations can improve it.[2:42] The episode is influenced by the book Mindset: The New Psychology of Success by Carol Dweck. It proposes that there are two mindsets: a closed mindset and a growth mindset. A growth mindset is the belief that skills and abilities can be developed through effort, while a closed mindset is the belief that skills are innate.[5:13] To expand your vision and your talent, you have to expose yourself to new ideas. The growth mindset is something that you have to work toward.[8:30] The next section of the episode is a “therapy session.” In July, Diana went to the PILMMA Mastermind in Asheville, and Diana came back with ideas for the firm. Marc was feeling left out because he was not able to go, and Marc responded to almost every idea with “that won’t work because…”[11:07] When you’re under stress, you tend to revert back to a closed mindset. This is why Marc had such a negative reaction to Diana’s ideas.[13:39] A better response would have been the sandwich method, or responding with a positive insight, followed by something negative, followed by something positive. [17:30] Diana notes that if every idea your team brings to you is bad, the problem may actually be you. It is unlikely that every idea your team comes up with is terrible. This could be a sign that you are burnt out.[19:24] On the other hand, team members might be able to recognize when people are having a bad day and choose not to share their more radical ideas on those days.[21:07] Daily affirmations, or a “pep talk” as Marc likes to call it, can help change your mindset. [25:06] For Diana, affirmations aren’t all stereotypical like “I am kind” and “I am strong.” One of her favorite affirmations for tough situations is “just because you can doesn’t mean you should.”[26:40] Marc recently read The Miracle Morning: The Not-So-Obvious Secret Guaranteed to Transform Your Life (Before 8AM) by Hal Elrod. The book discusses what makes an effective affirmation and includes guidelines on how to craft one. His tips are using present tense, staying positive, keeping it simple, including action words, and use feeling words to connect emotionally to your goals.[28:29] One of Marc’s affirmations is “I consistently spot opportunities and utilize them, and new doors are always opening for me.” It reminds him of the saying Carpe Diem, which means seize the day.[31:26] He also likes “I learn from the past, live in the now, and plan for the future.” This allows him to be present, but also speaks to the value of planning. [32:43] Diana does a series of three affirmations that she started during a period where she had trouble sleeping. She also made a series of affirmations for her daughter. Her daughter has tried to make ones for Diana as well.[34:33] Another of Marc’s is “I am always prepared, so luck favors me.” Marc says that everyone occasionally gets lucky, but only people who are prepared can utilize their luck. To take advantage of your luck, you have to be in a growth mindset.Read Mindset: The New Psychology of Success by Carol Dweck: https://www.amazon.com/Mindset-Psychology-Carol-S-Dweck/dp/0345472322Listen to Mindset: The New Psychology of Success: https://www.audible.com/pd/Mindset-Audiobook/0593150422Read The Miracle Morning: The Not-So-Obvious Secret Guaranteed to Transform Your Life (Before 8AM) by Hal Elrod: https://www.audible.com/pd/The-Miracle-Morning-Updated-and-Expanded-Edition-Audiobook/B0CHZ5SG3QListen to The Miracle Morning: The Not-So-Obvious Secret Guaranteed to Transform Your Life (Before 8AM): https://www.amazon.com/Miracle-Morning-Not-So-Obvious-Guaranteed-Transform/dp/0979019710Visit the Successful Barrister website: https://www.successfulbarrister.com/ Visit the Marc Whitehead & Associates website: https://disabilitydenials.com/ Email Marc Whitehead: marc@marcwhitehead.com 

There are many personality tests available, but how do you know which ones are legitimate? And how can you tell which test will be the best for your firm? How much weight should a personality test result be given in the hiring process. In this episode of the Successful Barrister podcast, Marc Whitehead and Diana Berry answer these questions and more, and explain why they use the DISC test and the Hiring MRI test at Marc Whitehead & Associates. For detailed show notes, navigate using the timestamps below:[1:00] Marc Whitehead introduces himself, cohost and COO Diana Berry, and the subject of the episode: personality testing. The firm uses personality testing to hire candidates and to create better teams.[3:02] Marc Whitehead & Associates uses the DISC profile and the Hiring MRI, also called the Jay Test at the firm because it is administered by Jay Henderson. The test asks unusual questions to find risks in candidates.[4:51] The DISC profile does not have “good” or “bad” results, instead it highlights different tendencies. The Hiring MRI is different because there are positive and negative results.[5:52] DISC stands for dominance, influence, steadiness, and compliance. Your DISC profile is about your tendencies, not your destiny, so it is possible to go beyond your DISC type.[7:35] High Ds make great attorneys because of their aggressiveness and assertiveness. High Is are good with people and tend to excel at customer service. People who score high in S are reliable and good mediators. High Cs are the best rule-followers. They are conscientious about getting things done and tend to finish work before deadlines.[10:27] Marc likes people who score high in S and C because they tend to be reliable and driven. [11:25] The Hiring MRI tests people on twelve domains. The best you can do on the text is nine-three, or nine positive and three areas for concern. Diana actually scored a seven-five on the test, meaning she had five areas for concern, but she was still hired.[13:39] Personality profiles are a tool in the hiring process, but they are not the end-all be-all. They should be used alongside a variety of tools.[21:33] When the Hiring MRI test brought up potential red flags for Diana, Marc focused on those categories when interviewing her and her references. He found that the answers he received ran contrary to the test results. [22:01] The firm is currently testing out the Meyers-Briggs personality test. Marc is an ESTP, which is an entrepreneur personality type. Diana is an ISFJ, or a defender. This means that she is dedicated and protective.[24:54] These personality types in leadership discussion can help Diana and Marc understand their team members and navigate conversations with them. [31:04] Personality tests aren’t free, so you need to evaluate what is right for your firm. Marc Whitehead & Associates only uses personality testing for the last two to three candidates. Hiring a bad candidate is very expensive, so tests to put the odds in your favor are worth the cost. [34:55] The sixteen personalities are free. There is also a test called the predictive index that many employers use, but it is more expensive. Visit the Successful Barrister website: https://www.successfulbarrister.com/ Visit the Marc Whitehead & Associates website: https://disabilitydenials.com/ Email Marc Whitehead: marc@marcwhitehead.com 

Health is Wealth: Delaying the Grim Reaper, Delaying the Grim Reaper, Lifestyle Changes for Longevity and SuccessIn this episode, Marc and Diana discuss the importance of prioritizing your health. In his 40s, Marc Whitehead began to experience chronic pain. After a series of crash diets, he began to make permanent changes through small, manageable steps. Learn how to take control of your health, why you should care, and how poor health affects your brain.[1:02] Marc introduces the subject of the episode, which is taking care of your health – or, delaying the Grim Reaper. Today’s episode is about how being healthy can make you more money. [3:25] Marc was very active growing up. He played football, track, and baseball. Then, life happened, and Marc’s health took a backseat to his career.[6:16] In the process of trying to lose weight, Marc tried lots of different diets that he describes as “crash dieting.” [7:50] Marc started to experience chronic pain and knew he had to make a more permanent change. He was able to shift his mindset and take the first step toward lasting progress.[9:11] 800,000 people die every year from cardiovascular disease. These deaths are almost 100% preventable. [10:42] In your 40s and 50s, how you take care of yourself will dictate how your life goes in your 70s and 80s. Many of us develop plaque during this time, which eventually turns into blood clots.[12:00] Blood clots can also build up in your body and lead to vascular dementia. This hit close to home for Marc because his grandfather died of vascular dementia. Most people can prevent blood clots through making better life choices.[15:05] Health is a lifelong journey, not a quick fix. The changes you make have to be reasonable, because you will be making them every day for the rest of your life.[19:29] At 55, it struck Marc at an Atticus session that he wants to live healthily to an old age. The session was based around the theory that a combination of AI and scientific advancements will lead to human lifespans increasing. Marc realized that he may be only halfway through his life. [24:39] Marc also began speaking to his friends and family about their health, because if he was going to live another 50 years, he wanted to take the people he cares about with him. [30:07] The standard of care is meant for everyone, and it is set by insurance companies, not doctors. Marc seeks out a higher standard of care for himself and works with a specialist to increase his longevity. [33:44] Marc had high blood pressure. Even a moderate amount of high blood pressure can be deadly overtime, so Marc began to work on it. [35:35] Most people don’t get enough protein and eat too many carbs. Marc uses pre-packages protein shakes to meet his daily protein needs. [38:39] Marc does not like cardio very much, but he likes listening to good music. He tricks himself by making Spotify playlists, so when he works out he gets to listen to his favorite music.[40:57] Healthy Heart, Healthy Brain by Bradley Bale and Amy Doneen and Outlive: The Science and Art of Longevity by Bill Gifford and Peter Attia are two resources on longevity that Marc recommends.Visit the Successful Barrister website: https://www.successfulbarrister.com/ Visit the Marc Whitehead & Associates website: https://disabilitydenials.com/ Read Healthy Heart, Healthy Brain by Bradley Bale and Amy Doneen: https://www.amazon.com/Healthy-Heart-Brain-Personalized-Protect-ebook/dp/B093ZQ5BPV Listen to Healthy Heart, Healthy Brain by Bradley Bale and Amy Doneen: https://www.audible.com/pd/Healthy-Heart-Healthy-Brain-Audiobook/B09QDTHB9R Read Outlive: The Science and Art of Longevity by Bill Gifford and Peter Attia: https://www.amazon.com/Outlive-Longevity-Peter-Attia-MD/dp/0593236599 Listen to Outlive: The Science and Art of Longevity by Bill Gifford and Peter Attia: https://www.audible.com/pd/Outlive-Audiobook/B0B6444XS3