The Renegade Lawyer Podcast

What do you most value?Why are you really in business? (No, really!!)In this interview, Ben Glass the importance of making tough decisions as a business owner, specifically in the legal industry. He reflects on his own experience owning two businesses, and the mistakes he has made along the way. Ben emphasizes the importance of being present and focused on family, which has been a driving force in his decision-making. He also discusses the importance of saying "no" to requests that don't align with one's goals or values.Ben argues that lawyers should be focused on running a successful business, rather than being solely focused on justice for clients. He stresses the importance of hiring the right people, and how that can make or break a business.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.comWhat 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 mixingthe 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.

Millionaire Maker and author Dan Kennedy and Great Legal Marketing's Ben Glass discuss the importance of trust-based marketing - Kennedy argues that the higher up the pyramid one goes, the more people are paid for who they are rather than what they doKennedy argues that resumes don't matter unless one is seeking a low-level position  Kennedy argues that the current environment of distrust and anxiety presents both peril and opportunity for marketersWe discuss the importance of trust-based marketing and how it has evolved over time Kennedy argues that many professionals are doing something wrong by focusing on the product or service rather than the relationship with the customer - Kennedy contends that the focus should be on trust and the relationship, with the product or service as a secondary consideration - Glass discusses the unique challenges faced by lawyers in terms of time constraints and the need to differentiate themselves from the competition - Kennedy suggests ways to address these challenges, such as creating a closed funnel, getting the prospect off the internet as quickly as possible, and using a "shock and awe" package to create differentiation - Glass and Kennedy discuss the importance of being perceived as an authority rather than a commodity - Kennedy argues that operating from fear is always wrong and that creating a sense of exclusivity can actually be beneficialBen 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.comWhat 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 mixingthe 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.

This is a recording of an "emergency call" Ben Glasd did with members at the very beginning of the pandemic. The marketing lessons are golden, but the mindset lessons are more important.If you are a sub 7-figure law firm and want to grow to $3-5 million, the most important thing that is going to have to happen that you are going to have to be a different person. Ben and his team talk both "philosophy" and "marketing" on this call.Topics include:the importance of staying positive and surrounding oneself with optimistic people in order to persevere through difficult times. a recent marketing campaign they undertook to get more online reviews for their law firm.strategies for getting reviews, which included reaching out to both current and former clients, as well as people who had simply called for referrals.the importance of language and communication when working with clients, particularly in the ERISA disability niche.the importance of being supportive and accessible to employees in order to help them learn and grow.Ben answers a question from Joe about the language used in an email request to clients for reviews, and offers to provide the language to him.the importance of providing direct links to review sites in order to make it easy for clients to leave reviews.Ben talks about the importance of messaging to clients during the coronavirus pandemic, and the importance of reassuring them that the firm is still available to help them.the importance of staying positive and focusing on growth, rather than being consumed by negative news.Ben highlights the importance of networking with other lawyers and joining groups that promote positive thinking.Ben advises against switching to a new practice area in response to the pandemic, but suggests looking for opportunities to partner with other lawyers who may not be as skilled in marketing.Ben discusses the importance of leadership during this time, and the opportunity for lawyers to step up and fill the void.Ben encourages lawyers to use the disruption to their routine as an opportunity to focus on personal development and learning. 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.comWhat 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 mixingthe 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.

Jackie Schaffer is the founder and CEO of Clearbrief. On this podcast Ben and Jackie discuss:Jackie's  background as a litigator, first at Paul Weiss, then as an Assistant Attorney General in Alaska and Washington State.  Her frustration with the archaic process of legal writing, specifically with citations. How her experience with a pro bono case, where she successfully helped a woman and her toddler gain asylum, was a turning point for her and lead to the idea for Clearbrief.Ben and Jackie discuss the universal problem of lack of context when reading legal documents and how Jackie began networking with other AI product leaders to develop a prototype of Clear Brief.Jackie then raised startup capital from angel investors and key advisors.Ben and Jackie talk about her entrepreneurial spirit and Jackie discusses the importance of building a network and the art of building relationships.Jackie talks about how her vision for Clear Brief evolved over time, based on feedback from usersJackie highlights the benefits of Clear Brief for solo and small firm lawyers, including saving time and winning casesBen and Jackie discuss the importance of trust in the legal profession and how Clear Brief helps to establish itFor more on Jackie, check out her LinkedIn.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.comWhat 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 mixingthe 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.

In the last episode I explained how lawyers can leverage the time and money they are already putting into local seminars to create more referrals. In this episode, I explain the marketing and philosophy behind running a seminar to teach lawyers how to do ERISA long-term disability cases. We charged $8,000 per firm for the sold-out seminar, but this was about a lot more than creating a short seminar and making almost six-figure from those couple of days. This was really about creating an event that we could use to demonstrate expertise to our ERISA clients (who come to us from all over the country.) I also show an example of what another Virginia attorney is doing, using essentially the same psychology, to increase referrals of car accident cases to his firm. These strategies can be used by any lawyer to build trust and increase referrals - you don't need to ask anyone's permission to add value to the world!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.comWhat 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 mixingthe 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.

To the extent that a small law firm uses events to acquire clients, it's usually a one shot deal. The seminar is marketed, potential clients are put into a room (often to eat the chicken dinner you paid for) and then prospects are either closed or they aren't.That's not very efficient. What if you could put "tribal leaders" into your room - folks who can refer clients to you? In this session from a Great Legal Marketing live event, Ben talks about how he and his team have put pastors, insurance agents, chiropractors, and yes, lawyers, into the Ben Glass Law training center, educated them about something they were interested in, and by doing so, continued to build out his base of referral sources. 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.comWhat 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 mixingthe 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.

Marco Brown and Ben Glass - How to Build a Family Law Practice That Could be Scaled to Nationwide.Ben and Marco Discuss:The number one job of any attorney is to feed YOUR familyHow to build a practice that allows you to be out of the country for a month at a timeA very challenging beginning to a law careerWhat Marco learned from Lee RosenHow his team of 12 attorneys is organizedHow Marco thinks about compensation schemesWhy superstars like to work with superstarsA "standup" morning meeting like no other in lawThe moral duty to market your services (if you are any good as a lawyer)Mentions:Brown Family LawLee RosenGrant Cardone UniversityBen Glass LawBen 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.comWhat 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 mixingthe 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.

In this episode, Ben Glass and Eddie Hanline discuss the field of paid digital marketing for lawyers. Is Ben anti-paid digital advertising while Eddie is the paid digital guy?Which is harder? Generating a lead or dealing with everything that comes after the lead is generated?How Eddie jumpstarted his wife's personal injury practice.It is really possible to scale a practice 200% in a year?Does Google really favor ads purchased by agencies over individual firms?Calculating Return on Advertising Spend?Eddie Hanline is the owner of Client Forest; a Durham, NC based-business providing marketing and advertising services. Eddie has over a decade of experience and a dedication to bringing results to his clients.For more information about Eddie' services.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.comWhat 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 mixingthe 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.

Most lawyers are dissatisfied with the leads and clients that their marketing dollars produce. When they come to us for coaching, this is almost always their "major issue." When we ask, "Do you record your calls and listen to what your team is saying to people about you?" the answer is almost uniformly "no."You should be listening to your calls.Pre-pandemic BenGlassLaw used a virtual answering service for after-hours, on weekends, and when we were in team meetings. They were good until they weren't, then they got horrible, and we fired them during the pandemic.Coming out of the pandemic, and as our overall marketing improved, we felt we needed help with intake and sales, so we went on a search. The company that we had fired was on the list, and after they promised us the "A TEAM" we started back with them. Two calls in, and after costing us what we estimate to be about $15,000 (our average fee value on the type of case you'll be listening to), we fired them in seven days.The "workers comp" call you will listen to was AFTER we sent the first call to them and told them "This is unacceptable."  To irritate us even more, they insisted that we pay them for the "3 months minimum."Bad move.LISTEN TO YOUR CALLS. Before spending another dime on getting a lead, listen to what's actually going on right now.And oh yes, if you'd like your in-house team trained on handling your new leads, check out Intake Success System.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.comWhat 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 mixingthe 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.

In this episode, you get to listen to one of Ben's coaching calls with two lawyers running a small contingent fee law firm. They are frustrated by the constant bombardment of emails and phone calls from marketers all having "the solution" to their marketing problems. Topics include: Ben's superpower with helping small law firms get more cases, make more money and still get home in time for dinner;What you want potential clients to see when they read your online reviews (it's not what most lawyers think);Why your reviews don't need to come only from clients (and why waiting to the end of the case is not necessary);Why having a "blog" on your site, with no "blogs" is killing your intake;How lawyers waste money on marketing by not having a trained sales force in place to take the calls the advertising generates;Why many lawyers are wasting their time on video;How small law firms can compete with Morgan and Morgan (or whoever the big force is in your marketand  a lot more. By the way, if your intake and sales team is not converting the calls that the marketing is producing, you should check out Intake Success System. If you like what you hear and you are running a small law firm doing at least $500,000 in top line revenue, then you might be a good candidate to join Great Legal Marketing. We are looking for the next cohort of law firm owners who have good practices and steady income but who want to break the 7-figure barrier. 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.comWhat 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 mixingthe 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.