Build Your Book
Dhawal Tank & Aaron Baer
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For lawyers at any sized firms: learn the strategies, tactics, tips & tricks that you need to build an rock solid book of business--authentically and stress free--without eating up all your time!
Available episodes
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Mar 27, 2022
Getting Control & Clarity about Your Legal Career
You want more control, more autonomy and a greater sense of feeling over your career.
So far, the path to get there has been hazy at best. People become partners and still stumble their way around.
Go to coffees and lunches, it sort of works sometimes, and so you hunker down and just do your work...until you feel the heat and decide to go to some conference. You get some traction...until you're back in a pit again.
The feast and famine cycle continues.
If you have work, there's not enough work from the kinds of clients you want.
In this episode, we share the 6 things you need to master in order to get all this under control!
Master these 6 things and you will learn how to build an engine that gives you results, over and over again.
We're back from a long hiatus for a solo episode here where we discuss some insights we've learned over the last few months since we last spoke.
Click at the bottom of this email for links to listen to the episode.
Resources:
* Breakthrough Lawyer Branding course starting April 8th.
* Taking Up Space newsletter by Build Your Book alum Selena Kim and Natalie Rizkalla-Kamel
* Secret Sauce for Success newsletter by Build Your Book alum Nadia Zaman
Help Us Out!
If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts (or wherever you listen to your podcast)? It takes less than 60 seconds, and it really makes a difference in helping to convince hard-to-get guests. We also love reading your reviews! Click here for the guide on how to do the reviews if you're lost. Thank you – we really appreciate it!
Resources:
* Get the LinkedIn for Lawyers Course.
* We're launching the Breakthrough Lawyer Branding course in April 2022. Apply today on Maven.
* The Authentic Lawyer Blog is filled with short emails sent bi-weekly with great ideas and voices to help you build your law practice your way. Read it, and subscribe to get new posts your way at blog.buildyourbook.org.
If you have any comments or would to join as a guest on our podcast or nominate someone, send us a note at buildyourbook.org/nominate.
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Dec 21, 2021
Take The 12 in 12 Challenge in the New Year 🥳 (plus reflections on the past year)
In 2022, get short, fun, and new actionable missions every month to grow your book of practice, presence, and brand. Starting at just $19/month. Are you ready to get off the roller coaster 🎢 and on to the rocket 🚀? Learn more at buildyourbook.org/12in12. Open to lawyers and other service professionals from everywhere in the world.
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Dear listener,
In this final episode of the year, we reflect back on what it takes to learn and grow your practice today. And what it takes to learn these skills.
After speaking with hundreds of you, and coaching dozens of you, we got a rare glimpse at what it takes to create change.
Learning business development is about so much more than unlocking a bigger book of business.
It's about freedom, about happiness, about thriving in your career.
The principles are simple. Execution can be hard when you're pressed for time and energy.
That's why in the 2nd half of this podcast (15 minutes in), we get into a very exciting new challenge for 2022.
We call it The 12 in 12 Challenge. It's meant to bring fun missions every month along with accountability and coaching all into one place. All for less than $50/month and open to people from around the world, no matter what stage of their career they're in.
Learn more about our cohort experience, and the 12 in 12 challenge in this week's episode.
Thanks everyone for a great year!
Ad Astra,
Aaron & Dhawal
P.S. If you're still interested in the 8 week Authentic Business Builder cohort, we have just a handful of spots remaining in our January cohort. Apply today at buildyourbook.org/academy/ and start the new year even stronger with this in-depth deep-dive.
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Dec 11, 2021
The Untapped Power of Behavioural Thinking with Roy Bendor Cohen
Every other industry has been disrupted by this paradigm. It's time for forward looking lawyers and law firms to think boldly about the future.
Roy Bendor Cohen shows us how. Roy exists to provide answers to business problems using data, behavioral science and human thought. He encapsulates this mode of thinking at his firm Q Behavioural Thinking out of Tel Aviv.
This is one of those rich episodes filled with threads that touch into psychology, economics, business, design, technology, and so much more. It also presents questions for lawyers who want to think differently. These ideas will touch the world of legal practice in 5-10 years, and those who embrace it will be richly rewarded.
Topics in this episode include:
* The power of framing questions in the right way
* How lawyers can start using behavioural thinking right now to drastically find interesting insights and answers
* What exactly is behavioural thinking
* The different hats that are conducive to different modes of thinking
* Stories and anecdotes that highlight the powerful impact from applying this model
* A simple model to apply this thinking right now.
* And so much more!
Resources from this episode:
* Find Roy on LinkedIn here.
* Learn more about Q Behavioural Thinking here.
* Six Thinking Hats by Edward De Bono.
* Amos Tversky
* Daniel Kahneman's Thinking Fast and Slow.
* The Double Diamond Model.
Help Us Out!
If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts (or wherever you listen to your podcast)? It takes less than 60 seconds, and it really makes a difference in helping to convince hard-to-get guests. We also love reading your reviews! Click here for the guide on how to do the reviews if you're lost. Thank you – we really appreciate it!
Resources:
* Get the LinkedIn for Lawyers Course.
* We're launching applications for the January 2021 Build Your Book Academy. Consider signing up to get updates.
* The Authentic Lawyer Blog is filled with short emails sent bi-weekly with great ideas and voices to help you build your law practice your way. Read it, and subscribe to get new posts your way at blog.buildyourbook.org.
If you have any comments or would to join as a guest on our podcast or nominate someone, send us a note at buildyourbook.org/nominate.
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Dec 4, 2021
Branding & Content on LinkedIn for Lawyers with Robyn Addis
If you're looking to invest more time and effort on LinkedIn, and thinking about your content, you will want to catch this episode with Robyn Addis.
Robyn is a digital transformation architect at LISI. That is to say, she helps lawyers tell stories, produce content on LinkedIn, and get their digital strategy right.
In this practical episode on branding, we get down the rabbit hole of ideas, tactics, and strategies that lawyers can start using to produce better content and spruce up their presence so that they get results!
In this episode, we get into all sorts of insights including:
* What branding on LinkedIn is all about...
* How to come up with great content ideas...
* Why everyone needs to use a content calendar...
* The internal struggles of writing and sharing for women and how to overcome them...
* and much more...
We hope you find this interesting and helpful if you're going down the route of more content to attract the right clients. Resources from this Episode:
* Find Robyn on LinkedIn here.
* Check out Legalisi and get the content calendar right from their website.
Help Us Out!
If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts (or wherever you listen to your podcast)? It takes less than 60 seconds, and it really makes a difference in helping to convince hard-to-get guests. We also love reading your reviews! Click here for the guide on how to do the reviews if you're lost. Thank you – we really appreciate it!
Resources:
* Get the LinkedIn for Lawyers Course.
* We're launching applications for the January 2021 Build Your Book Academy. Consider signing up to get updates.
* The Authentic Lawyer Blog is filled with short emails sent bi-weekly with great ideas and voices to help you build your law practice your way. Read it, and subscribe to get new posts your way at blog.buildyourbook.org.
If you have any comments or would to join as a guest on our podcast or nominate someone, send us a note at buildyourbook.org/nominate.
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Other Links to Listen to this Podcast:
* Anchor
* Spotify
* Apple Podcasts
* Google Podcasts
* Amazon Music
* Pocket Cast
* Breaker
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Nov 27, 2021
Hustle & Grit with Eric Janssen
Eric is a practitioner and also a professor of sales at the Ivey Business School at the University of Western Ontario.
Each year he teaches hundreds of entrepreneurs, consultants, engineers, and new grads how to sell. Not long ago he was in the trenches (sometimes literally) closing deals with the best music festivals in the world, logging 100,000+ air miles a year, and managing a global sales team. He did eventually figure out how to sell the right way, but it was a long and winding road full of trial-and-error.
Today he teaches at one of the most popular courses on campus. Eric believes that a grounding in proper sales gives you ability to make more money, get promoted, or have more flexibility in your professional life because you can generate revenue. Eric believes we need to bring sales education back in business and law schools.
In this episode we get into topics such as:
* What are the elements of preparing for a sales meeting...
* Why even business schools have ignored teaching sales skills to grads...
* How to trade up a pen for a car...
* The importance of rejection...
* Why manufactured experiences can boost your selling skills...
* And so much more! Resources from this Episode:
* Find Eric on LinkedIn here.
* Learn more about Hustle & Grit on hustleandgrit.ca
* Learn more on his website on _https://www.ericjanssen.com/_
Help Us Out!
If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts (or wherever you listen to your podcast)? It takes less than 60 seconds, and it really makes a difference in helping to convince hard-to-get guests. We also love reading your reviews! Click here for the guide on how to do the reviews if you're lost. Thank you – we really appreciate it!
Resources:
* Get the LinkedIn for Lawyers Course.
* We're launching applications for the January 2021 Build Your Book Academy. Consider signing up to get updates.
* The Authentic Lawyer Blog is filled with short emails sent bi-weekly with great ideas and voices to help you build your law practice your way. Read it, and subscribe to get new posts your way at blog.buildyourbook.org.
If you have any comments or would to join as a guest on our podcast or nominate someone, send us a note at buildyourbook.org/nominate.
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Other Links to Listen to this Podcast:
* Anchor
* Spotify
* Apple Podcasts
* Google Podcasts
* Amazon Music
* Pocket Cast
* Breaker
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Nov 20, 2021
Radical Transparency & Creativity with Josh Calderon
Josh Calderon is running his law practice differently. He confronts the myths of being a solo-practitioner. He shares his revenue numbers publicly on LinkedIn. He gives us a playbook on how to do business development effectively even when you don't have the family connections to open door for you.
Josh represents a new era of lawyers who practice with radical transparency.
In this episode we get into all the nitty gritty details such as:
* How to stand out from the competition...
* Why going narrow and deep is much better than being broad and shallow...
* What it takes to get your first $500 client, and then your $50,000 client...
* Why we need to embrace radical transparency to grow our practices...
* What mental blocks are and why they're the most important thing to work on...
* The difference between working "on" vs. "in" your practice.
* The artist's approach to building a law practice
and more! Resources from this Episode:
* Find Josh on LinkedIn here.
* The Artist's Way by Julia Cameron. Help Us Out!
If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts (or wherever you listen to your podcast)? It takes less than 60 seconds, and it really makes a difference in helping to convince hard-to-get guests. We also love reading your reviews! Click here for the guide on how to do the reviews if you're lost. Thank you – we really appreciate it!
Resources:
* Get the LinkedIn for Lawyers Course.
* We're launching applications for the January 2021 Build Your Book Academy. Consider signing up to get updates.
* The Authentic Lawyer Blog is filled with short emails sent bi-weekly with great ideas and voices to help you build your law practice your way. Read it, and subscribe to get new posts your way at blog.buildyourbook.org.
If you have any comments or would to join as a guest on our podcast or nominate someone, send us a note at buildyourbook.org/nominate.
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Other Links to Listen to this Podcast:
* Anchor
* Spotify
* Apple Podcasts
* Google Podcasts
* Amazon Music
* Pocket Cast
* Breaker
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Nov 12, 2021
Samantha McKenna (#samsales) on LinkedIn Tips for Lawyers
Sam is a LinkedIn influencer. She's one of the most sought after trainers & consultants in the world of sales and marketing.
Sam started helping people with their sales challenges not too long ago and quickly built it into a leading organization. She's since then worked with lawyers at 95 of the AmLaw 100 firms.
She's here on our show today to share us how lawyers can do LinkedIn right.
This isn't just about LinkedIn of course. It's about the psychology of your clients, the LinkedIn algorithm, and what sets you apart as a lawyer. It's about what to write about and how to connect with others to get business coming your way.
There are some great insights in this episode if you're looking to up your LinkedIn game. Resources from this Episode:
* Find Sam on LinkedIn here.
* Get the LinkedIn for Lawyers Course.
* Learn more about Samantha at her website.
* Book recommendation: The Sales Acceleration Formula by Mark Roberge. Help Us Out!
If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts (or wherever you listen to your podcast)? It takes less than 60 seconds, and it really makes a difference in helping to convince hard-to-get guests. We also love reading your reviews! Click here for the guide on how to do the reviews if you're lost. Thank you – we really appreciate it!
Resources:
* Get the LinkedIn for Lawyers Course.
* We're launching applications for the January 2021 Build Your Book Academy. Consider signing up to get updates.
* The Authentic Lawyer Blog is filled with short emails sent bi-weekly with great ideas and voices to help you build your law practice your way. Read it, and subscribe to get new posts your way at blog.buildyourbook.org.
If you have any comments or would to join as a guest on our podcast or nominate someone, send us a note at buildyourbook.org/nominate.
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Other Links to Listen to this Podcast:
* Anchor
* Spotify
* Apple Podcasts
* Google Podcasts
* Amazon Music
* Pocket Cast
* Breaker
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Oct 31, 2021
Steven Werner - From JD to a Sales Career
Steven Werner went to law school for his JD, but ended up with a sales career instead. Not for just legal tech companies, but directly for law firms and attorneys.
He started helping attorneys book meetings with general counsels. Through his unique insights, sheer perseverance, and an ever expanding network, he soon started opening the doors for AmLaw 200 law firms into the offices of general counsels at leading companies across the US.
In this episode, we reflect back on his career over the decades to go over:
* Why do lawyers so often struggle with selling?
* How to initiate relationships with prospects?
* What are some of the best practices from the world of legal tech that attorneys need to adopt?
* Where marketing and business development divide and how to bridge the gaps?
If you’re looking to outsource building these relationships and getting someone to open doors for you, Steven just might be your person! Listen to this episode and learn about a unique approach to business development that can help your practice.
Sources we talked about:
* Steven on LinkedIn
* Check out IDEO for Design Thinking Help Us Out!
If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts (or wherever you listen to your podcast)? It takes less than 60 seconds, and it really makes a difference in helping to convince hard-to-get guests. We also love reading your reviews! Click here for the guide on how to do the reviews if you're lost. Thank you – we really appreciate it!
Resources:
* Join the next cohort of our Build Your Book Academy.
* Get the LinkedIn for Lawyers Course.
If you have any comments or would to join as a guest on our podcast, send us an email at podcast@buildyourbook.org.
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Other Links to Listen to this Podcast:
* Anchor
* Spotify
* Apple Podcasts
* Google Podcasts
* Amazon Music
* Pocket Cast
* Breaker
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Oct 17, 2021
Giles Thompson - Getting Agile as a Lawyer going into Tech
This week, we're joined by Giles Thompson from across the pond in London, UK. He's a former city lawyer turned Head of Growth at Avvoka, where they're doing incredible things in the world of document automation.
We get into his story of the things he had to learn, unlearn, and is in the process of learning.
These ideas include:
* using agile methodology to create change in incremental and systematic ways...
* the lessons to be learned and adapted about how the tech world works and how that applies to law...
* the process of selling to lawyers (what's it like being on the other side)...
* why law firms and lawyers need to start thinking about customer experience before someone else does...
* and a lot more...
The idea is simple: if you can learn these ideas and adapt them from one of the most productive industries on the planet, you can set yourself apart massively! This conversation is unique because it's from a lawyer who went into a business function at a startup and is creating waves in the industry.
Lots to learn in this one!
Find Giles Thompson at:
* LinkedIn
* Learn more about Avvoka here. Help Us Out!
If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts (or wherever you listen to your podcast)? It takes less than 60 seconds, and it really makes a difference in helping to convince hard-to-get guests. We also love reading your reviews! Click here for the guide on how to do the reviews if you're lost. Thank you – we really appreciate it!
Resources:
* Join the next cohort of our Build Your Book Academy. We're starting later on in October 2021 and we still have a few spots left.
* Get the LinkedIn for Lawyers Course.
If you have any comments or would to join as a guest on our podcast, send us an email at podcast@buildyourbook.org.
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Other Links to Listen to this Podcast:
* Anchor
* Spotify
* Apple Podcasts
* Google Podcasts
* Amazon Music
* Pocket Cast
* Breaker
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Oct 2, 2021
The Skill of Content Marketing for Attorneys with Heidi Turner
How do you write great blog posts, LinkedIn posts, and other content that connects with your audience?
Heidi Turner tells us how!
Heidi has been helping lawyers and attorneys create great content for almost 2 decades! She also teaches writing at Simon Fraser University, and has worked with firms small and big, to create compelling content strategies and execute on them. The result has been increasingly more business.
In this practical episode, we get into topics such as:
* How to think about who to write for...
* How to come up with great content ideas...
* How to edit for maximum impact...
* How to distribute your content for the best reach...
* How to think about content strategically...
* And a lot more!
If you've been looking to improve your content game, definitely check out this episode!
More about Heidi:
* Her LinkedIn page.
* Her Website. Help Us Out!
If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts (or wherever you listen to your podcast)? It takes less than 60 seconds, and it really makes a difference in helping to convince hard-to-get guests. We also love reading your reviews! Click here for the guide on how to do the reviews if you're lost. Thank you – we really appreciate it!
Resources:
* Join the next cohort of our Build Your Book Academy. We're starting later on in October 2021 and we still have a few spots left.
* Get the LinkedIn for Lawyers Course.
If you have any comments or would to join as a guest on our podcast, send us an email at podcast@buildyourbook.org.
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Other Links to Listen to this Podcast:
* Anchor
* Spotify
* Apple Podcasts
* Google Podcasts
* Amazon Music
* Pocket Cast
* Breaker
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Sep 25, 2021
Referrals, Marketing Funnels, and Sales for Attorneys with Agnes Lan
The heart of sales is solving problems. Yet, attorneys hold themselves back because they often think it is about being pushy and manipulative. When it comes to asking for referrals and sales, there's a goldmine you might be missing on.
In this conversation with Agnes Lan, we get into how marketing funnels and referrals can start bringing in clients your way without active effort. All it takes is making a low risk ask and providing value to your audience.
Agnes leads sales at Change Connect in sales transformations at firms across North America.
In this episode we talk about sales, marketing funnels, referrals, tactics, and the real psychological barriers that holds us back and how to overcome them. Learn more about Agnes:
* Find Agnes on LinkedIn.
* Learn more about Change Connect here. Help Us Out!
Help us reach new listeners by leaving us a rating and review on Apple Podcasts! It takes less than 30 seconds, and really helps our show grow, which allows us to bring o…
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Sep 18, 2021
The Great Legal Reformation with Mitch Kowalski
What's the future of how law will be practiced? How will it affect you? Are you missing the silent by tectonic change happening underneath your feet? How can you prepare yourself for this change?
Mitch gives us an answer. He's the author of The Great Legal Reformation, host of the Legal Innovators Roundtable, General Counsel for Aoyuan International (one of the largest publicly traded companies in the world), and has spoken all over the world.
Mitch gives us a perspective from both being in-house as well as from his days as partner at Baker McKenzie.
Learn about:
* practical skills to stand apart when pitching your law firm's services to others.
* what lawyers get wrong from the perspective of in-house counsel.
* how attorneys can stand apart in the changing environment.
* the signals that clients give out as they "ghost" a law firm.
* how you can stand out.
* and much more!
Find Mitch on LinkedIn and on his website. Help Us Out!
Help us reach new listeners by leaving…
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Sep 11, 2021
The Art of Standing Out as a Lawyer with Vivek Jayaram
Are you afraid to stand out as a lawyer? Are you afraid to share your edges? Can you truly succeed in this business "being yourself"?
Perhaps you've felt you have to push this part of your life down. Well, you don't.
Vivek shows us how.
Vivek started Jayaram Law at the height of the global recession in 2008/9. Over time, he's built it into the premier intellectual property law firm for creatives across North America.
Today, he's sharing the principles he used to grow his practice, and so much more. We get into art, creativity, song-writing, and travel. But we also talk about the changing winds in corporate America (and everywhere else!) where success comes to those who know how to be themselves unabashedly.
If you haven't heard an episode in a while, this is a great way to get back this fall 2021.
Resources:
* Find Vivek at Jayaram Law.
* Find Vivek on LinkedIn.
* How to Write One Song by Tweedy. Help Us Out!
Help us reach new listeners by leaving us a rating and re…
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Sep 4, 2021
Rainmaking for Attorneys with Liz Wendling
Have you ever found yourself trying to upgrade your "sales" skills by learning how to close?
Lawyers & attorneys routinely believe that is the magic skill they're missing to get better at getting clients to sign the dotted line.
Well, it turns out that the paradigm is upside down! Opening is the new "closing".
Liz Wendling tells us how.
Liz combines a rock-solid sales background with a passion for coaching. She believes it's all about HOW you sell that matters. When you start changing your sales approach, language, and process, everything changes for you.
Liz has coached many lawyers to build solid business skills, develop a success mindset, exceed their sales expectations, and prosper in this new economy. In this episode, we get into how this all happens!
Listen to this podcast to change how you think about selling.
References:
* Liz Wendling's Rainmaking for Attorneys.
* Mindset by Carol Dweck.
Help Us Out!
Help us reach new listeners by leaving us a rating and rev…
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Aug 28, 2021
Be a Deal-Maker, Not a Deal-Breaker with Barry Wolfe
Do you help your client gets deal done or do you break them up? Lawyers often become deal breakers, not deal makers. Why does this happen and what can you do about it?
Barry Wolfe tells us that lawyers often miss the full picture of the deal. They overvalue what's in front of them, and become blind to everything else.
To succeed in this profession requires you to turn off the "lawyer" mode sometimes and start thinking about opportunity from the client's perspective.
Barry did just that. He went from a practicing lawyer to becoming a real estate broker. In his first year, he made $0. Today, he's the Senior Managing Director of Investments at Marcus & Millichap, the industry's largest firm specializing in real estate investment sales and financing.
Learn about the ups and downs of his journey, and everything he had to unlearn as a lawyer to succeed. This is an instructive episode on what it takes to do business development today. It is also a candid take from the client's point of vi…
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Aug 21, 2021
The Silent Biases Women Face in Law with Robin Arnold
What biases exist for women in law today? How can they stand out? What is something that men need to understand about women in law? What about senior leadership? What's the balance look like for being authentic vs. putting on a facade and is that even the right gradient?
In this episode, we speak with Robin Arnold. She's a partner at Blue Williams, mom of 6 kids, and wife of Nick Arnold (our podcast guest from the previous week's episode).
We get into Robin's story of how she ended up in her practice and what's helped her grow it. We get downright candid and honest about topics like:
* How clients and peers often perceive women in law...
* What young women in law can do to build a tribe of mentors...
* What it takes to raise 6 kids with a husband who's also a law firm partner...
* The silent biases that clouds judgement and decisions in law...
* and more!
You can find Robin on LinkedIn and at Blue Williams.
We know this is going to be a controversial episode. She's here…
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Aug 16, 2021
Maximizing Your Legal Career with Nick Arnold
Nick Arnold has 15,000+ followers on LinkedIn. He's a partner at Blue Williams. He's a father of 6 kids. He's married to his high school sweetheart who's also a partner at the firm. He has an ever-growing book of business. How does Nick Arnold do it all?
In this episode of the podcast, we're getting into a great discussion with Nick Arnold about what it takes to succeed, maintain balance & time and grow in this profession.
We talk about:
* Where to get great content ideas from.
* How to organize your time in a family of busy professionals.
* How to lead with generosity.
* The sorts of opportunities that come from doing marketing actively.
* How to get over the fear of judgement & rejection.
* And much more!
And in case you missed our mini-episodes from this summer on 1. managing your time effectively and 2. using systems vs. being authentic, give them a listen!
Further Reading:
* Find Nick on LinkedIn and at Blue Williams.
* Angela Duckworth on Grit and the Charac…
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Aug 9, 2021
How to be authentic while being deliberate (mini-episode)
You have great ideas to grow your practice, but it just doesn't feel authentic enough. Has that ever happened to you?
You want to be authentic, but you also feel this pull to use systems, plans, templates and everything else that feels "fake".
You end up subtly sabotaging your own efforts.
What do you do? How do you deal with the dichotomy of being authentic and being deliberate?
In this summer mini-episode, we talk about just this topic!
Let us know what you think. Help Us Out!
Help us reach new listeners by leaving us a rating and review on Apple Podcasts! It takes less than 30 seconds, and really helps our show grow, which allows us to bring on even better guests for you all! Thank you – we really appreciate it!
Resources:
* Join the next cohort of our Build Your Book Academy.
* Get the LinkedIn for Lawyers Course.
If you have any comments or would to join as a guest on our podcast, send us an email at podcast@buildyourbook.org.
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Links to Listen to this…
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Aug 4, 2021
Escaping the Time Trap for the Busy Professional
Your time is short and you've got more to do than ever before. You know business development is important, but you just can't make yourself do it given all the fires you're fighting.
Time is the cause of stress, anxiety, distraction fueled addictions, and sleepless nights.
Right now, time is how you get compensated. It's all about the input. This way of thinking about time limits you from freeing yourself from your work. It prevents you from building your business. It stops you from being creative about how to automate/delegate/eliminate tasks.
In this episode, we start re-framing time. We look at the almighty to-do list and calendar and explore why they are some of the worst tools to think about how you look and manage time.
Most importantly, we find a better metaphor and analogy that will free you from the stress and anxiety of time. Help Us Out!
Help us reach new listeners by leaving us a rating and review on Apple Podcasts! It takes less than 30 seconds, and really help…
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Jul 24, 2021
Surprising Lessons from Coaching
Why do your business development initiatives fail? Why do you feel burned out from these efforts? Why is branding a lot like starting a workout plan? What's the common link between a day at the spa and selling?
These are some of the questions we examine on this episode.
We go over the key lessons we have learned from a year of coaching lawyers and accountants from across the world to get better at business development.
The surprising lesson: teaching and working through strategies and tactics alone just doesn't work. Something else has to come way before that. Are you missing this yourself?
Plus, we talk about bringing our coaching to more of you at your own convenience on-demand with our on-demand Build Your Book Academy! You can learn more about it at BuildYourBook.org/academy. Help Us Out!
Help us reach new listeners by leaving us a rating and review on Apple Podcasts! It takes less than 30 seconds, and really helps our show grow, which allows us to bring on even better gu…
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Jul 17, 2021
Laura Frederick's Commitment to Generosity
Laura Frederick left her job as in-house counsel at Tesla right before the pandemic to start her own firm in her 50s. As a single mom of 4 kids, she had to make this whole thing work.
In this episode of the Build Your Book podcast, we learn about the lessons she learned along the way to not only survive, but thrive in this new paradigm. Along the way, she built a thriving LinkedIn following of 17,000+ lawyers, an online academy, wrote a book.
Her secret is simple: start with generosity. This generosity has guided her relationships with clients, with friends, and so many more. Generosity is not only good for the heart, but good for business as well. This episode gets into how to do it all
In this episode, we learn about:
* Why security and freedom are not opposites, but part of the same equation...
* What it takes to thrive on LinkedIn...
* How to strengthen your connections before you need them...
* How to lead with generosity...
* The importance of small experiments...…
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Jul 10, 2021
Take Charge with Norman Bacal
Norman Bacal is a legend in Canadian law. Norm built & led one of Canada’s most prestigious law firms. He was also one of the most successful film finance lawyers in the country. He sat on the board of directors of a Hollywood studio and represented companies like Warner Bros, MGM, Sony, and Lionsgate.
Then, the firm collapsed and he re-invented himself as a bestselling author of Breakdown, speaker, and mentor to young lawyers (or just young professionals starting out).
In this episode, we talk about:
* How to get started in sales as a lawyer
* What being a vacuum salesperson taught Norm about selling as a lawyer
* Why "failing" 6 times with each client is part of the process
* The most important thing to do when you fall through the trapdoor in life
* The importance of a performance as a lawyer
* What it's like to start from zero again
* and so much more!
This episode is for the books!
References:
* Find Norm's book Take Charge
* Find Norman on his websit…
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Jul 5, 2021
From Wrestler to Legal Sales Pro with Nick Cegelski
Nick Cegelski gets what it takes to sell. Sales is not a dirty word to him. The heart of sales is a conversation, it is about questions.
In this episode, we break down the entire client sales meeting where you as a lawyer have to sit down and convince the client to retain you. But as you'll soon discover, there is no convincing required if you run the meeting in the right away.
In this practically grounded episode, we learn from Nick all the ways that lawyers get in their own way in running sales meetings with prospective clients.
He shows us a different approach, a more human approach. And it isn't about slicking back your hair, cracking jokes, and being sleazy. It is all about the art and science of building comfort and asking questions.
If you're looking for more sales ideas, don't forget to check out Nick's podcast: 30 Minutes to President's Club! It is made for salespeople who want to go further.
References:
* 30 Minutes to President's Club
* Fanatical Prospecting by Jeb…
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Jun 28, 2021
The Entrepreneurial Lawyer with Sukhi Hansra
He's a food entrepreneur, a tech consultant, a lawyer, and just someone who thinks differently. Sukhi is an entrepreneur first who decided to choose himself and skip the line that other lawyers force themselves into.
The fact is, anyone can learn to be an entrepreneur. Entrepreneurs are not born, they're made. And despite what you might think, there is less risk than ever before.
In this talk, we learn about Sukhi's story, and we get into solid tactics and strategies to help you get started with building your own abundance mindset as well as tips to get clients coming in through the door.
We also get into:
* The art of asking shamelessly (and usually getting what you're asking for)
* What it takes to skip the traditional line that a lawyer feels so confined in
* If optimism is learnable or not
* Why being different is your unique advantage and that you need to go all in on
* What cheesy marketing techniques actually work
* and more...
References:
* Find Sukhi at Han…
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Jun 19, 2021
Erin Durant - The Future is Small
What makes someone go from an equity partner at a large law firm to striking out on their own in a small practice? In this incredible talk, we learn from the candid Erin Durant about her adventure into building something herself.
She talks about how going out on your own is less scary than people think. She gets into all the ways she prepared herself to do things herself, and what it takes to build an incredible culture (that is to contrary to how big law thinks!) at a firm.
She makes a compelling case on why now is a better time than ever before to strike out on your own and succeed.
Plus of course, the need for a coach and mentor during pivotal moments of change in your life & career.
We get into all the details about mentorship, marketing, and mental health as well in this episode.
References:
* Find Erin Durant at Durant Barristers.
* Project Aristotle by Google: a large scale study on culture and corporate success.
* Lead from the Outside by Stacey Abrams Help Us Out!…
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Jun 12, 2021
Angela Han on How to Navigate Through Personal Blind Spots
A teacher who becomes a lawyer. This is the story of Angela Han, an immigrant to the US who goes from feeling unwanted & unworthy to becoming someone who loves her work as a lawyer, a health coach, a life coach, and a mom. This is a deeply personal episode as Angela talks about her immigration story to the US, her turbulent start in the legal profession and what it takes to re-invent yourself.
She's been coaching women to reinvent their legal careers and we're excited to have her on!
In this episode, we discuss:
* How finding your passion often begins with finding your deepest pain.
* Why playfulness is so important in your career.
* What most people are missing when they want to change their life.
* The true cost of fear in your life.
* The importance of finding a powerful why and the process to do it.
* Transcending from "problem" thinking to "creating" thinking.
* When it makes sense to hire a personal career/life-skill coach.
* How to deal with the ego in the pro…
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Jun 6, 2021
Pivoting Your Legal Career, The Value of Little Experiments, and Recreating Your Work
People can spend their entire lives doing work they hate in this profession. Why? The fear of a drop in income. The fear of starting from scratch. But it doesn't have to be that way. It is simple to manage around these fears.
It is easier than ever to build a foundation right where you are, run small experiments, and pivot when the time is right. It doesn't require extremely focused planning. It's all about playful experimentation.
I am joined by Aaron Baer as he discusses big changes that he made in his legal career with small steps.
Plus, a big announcement on new people joining the Build Your Book team as well as the podcast in the coming weeks!
References:
* 80,000 Hours Project
* FISH! Philosophy Help Us Out!
Help us reach new listeners by leaving us a rating and review on Apple Podcasts! It takes less than 30 seconds, and really helps our show grow, which allows us to bring on even better guests for you all! Thank you – we really appreciate it!
Resources:…
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May 29, 2021
Choosing Yourself in the Legal Profession
Traditional law firms want you to stay in your lane, do your work, bill hours, and go home. This is no longer the right recipe for success, fulfillment and happiness. It is also the riskiest thing you can do for your career.
In this episode, we discuss the many different ways you must choose yourself. Whether you're a solo practitioner or a partner at a big law firm, choosing yourself, your passion, your interests, and even your own way (unselfishly!) of doing things is downright necessary.
Reinvention, chasing your curiosity, embracing change, are all part of this new economy. But this doesn't have to be scary. It can be exhilarating.
Refereces:
* The Startup of You by Reid Hoffman & Ben Casnocha. Help Us Out!
Help us reach new listeners by leaving us a rating and review on Apple Podcasts! It takes less than 30 seconds, and really helps our show grow, which allows us to bring on even better guests for you all! Thank you – we really appreciate it!
Resources:
*…
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May 22, 2021
Givers & Takers, Abundance vs. Scarcity
Who comes out on top? The "sharks" or the takers, or the givers? Can saying "no" be a sign of abundance? Can saying "yes" be coming from a place of scarcity?
The legal profession is mired in a scarcity mindset. Beliefs like there aren't enough clients, enough work, enough dollars keeps people constantly in stress, buttoned up and away from feeling true security, freedom, and financial success.
In this episode, we talk about how to cultivate an abundance mindset. Before talking about any strategies and tactics, the mindset is key. We continue on this conversation about the right mindset needed to succeed in building a successful practice.
References:
* Give & Take by Adam Grant
* WorkLife Podcast by Adam Grant Help Us Out!
Help us reach new listeners by leaving us a rating and review on Apple Podcasts! It takes less than 30 seconds, and really helps our show grow, which allows us to bring on even better guests for you all! Thank you – we really appreciate it!
Resourc…
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May 15, 2021
The Importance of Mindset, Authenticity & Vulnerability in Business Development
In this episode, we continue our conversation with Aaron Baer discussing the importance of mindset, authenticity and vulnerability when it comes to business development and life itself.
Please subscribe and leave a rating for us on Apple iTunes or wherever it is that you get your podcast.
We discuss:
* Why most people burn out from doing business development
* How to gain more confidence and self-esteem in your work
* The one crucial mindset change you need to make when you're wearing the business development hat
* Why most strategic and tactical tips/ideas to do with business development don't work
* Our favorite books & authors who can change your view of your work and people
* The trends in corporate America in business development training
* What the military and business development have in common
* and much more...!
Resources:
* Build Your Book: https://www.buildyourbook.org. Go here to setup a time to speak with us, or get the Amazon bestseller for free.…
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May 10, 2021
Why Lawyers Need a Business Development Strategy
In this episode, we talk with Aaron Baer, Partner at Aird & Berlis, a Top Canadian law firm. He recounts his story of having to adapt quickly during the Coronavirus pandemic and how approaching business development strategically made a huge difference for him.
The fact is, lawyers are like pilots. They can't fly a plane by themselves. They need a flight plan, a ground crew, and a crew on the plane. This podcast is about breaking broken ideas and embracing more authenticity, greater freedom, and greater financial rewards that comes when you build your book strategically.
The episode is hosted by Dhawal Tank. He has 10 years of experience doing business development across industries and company sizes. He currently runs BuildYourBook.org helping lawyers becomes business development pros and build the practice of their dreams. Help Us Out!
Help us reach new listeners by leaving us a rating and review on Apple Podcasts! It takes less than 30 seconds, and really helps our show grow,…
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