Month: August 2020

EP 69 – David Miller – Expanding Your Practice to Incorporate Niches Your Competition is Overlooking

David Miller started his career in finance and investment banking and he worked on collateralized debt obligations. When the financial collapse occurred in 2008, David was just finishing up law school and with his previous background and experiences, he transitioned into a securities litigation practice. He teamed up with his current partner, Tom McCulloch, who has been doing estate planning for the past 30 years. They are trying to focus now on Complex Estate and Elder Law – what that means is having a plan not only for divesting your assets after you pass, but having a continuing care plan during your retirement and making sure that the right people are empowered to help you.

On This Episode, We Discuss…

  • Using Your Background and Experiences to Help Your Clients
  • How to Expand Into Other Niches and Why It Is Beneficial
  • Fostering Relationships and Tactics to Bring in New Business

EP 68 – Elise Holtzman – Developing Your Law Firm from a Business Development Standpoint

Elise Holtzman is the President and Founder of The Lawyer’s Edge. Elise is an experienced attorney, certified professional coach, and consultant. She is a former lawyer, no longer practicing law, and practiced in the area of commercial real estate transactions for two New York City law firms. When she was practicing law, she found that there were no coaches or very few female mentors in a similar situation. She got involved with professional coaching because it would combine everything that she loved that utilized many of the strongest disciplines she had developed during her professional career. Now, she helps lawyers and law firms become more successful in terms of bringing more revenue into the firms and running their firms like a true business. Elise does this by helping law firms develop their people into great business developers as well as great leaders. 

On This Episode, We Discuss…

  • Understanding the Difference Between Marketing and Business Development
  • Investing in Yourself and the People on Your Team
  • Fixed Mindset Approach vs Growth Mindset Approach

EP 67 – Kirk Smith – How Lawyers Can Add Value and Enhance Experiences for Clients That Have Been Taken Advantage Of

Kirk Smith is a Managing Partner at Shepherd, Smith, Edwards & Kantas, LLP. He has been practicing law for over 21 years. Kirk’s firm largely represents consumers against brokerage firms or investment advisors and they look to help consumers that may have been taken advantage of either in their portfolio or retirement savings.

On This Episode, We Discuss…

  • Red Flags That You Can Look For When Speaking to Your Clients
  • Why Are the Elderly Targeted and More Susceptible?
  • Misrepresented Products and Topics to Stay Away From

EP 66 – Peter Walts – Building Business Development Through IP and Value Proposition

Peter Walts is the Founder and CEO of Centropy Group as well as the COO of Employment Law Alliance, otherwise known as ELA. Peter is focused on creating new value and client momentum through business strategy, alliances, licensing, and transactions. He has been in this business for about 20 years now and has enjoyed helping companies look at building alliances and building business development within their firms.

On This Episode, We Discuss…

  • Leveraging Intellectual Property Internally
  • Assessing Your Unique Value Proposition
  • Benefits of Strategic Alliances for Law Firms

EP 65 – Terri Pepper Gavulic – Benefits to Being in a Law Firm Networking Group to Obtain Referrals and Expert Opinions

Terri Pepper Gavulic is the Chief Business Officer of TerraLex. TerraLex started as a referral network nearly 30 years ago and now, they are a membership network by invitation only. TerraLex has made a conscious effort to morph from being solely a referral network to having a platform for their members to collaborate which gives them the opportunity to have an even larger global footprint.

On This Episode, We Discuss…

  • How Does the Membership and Vetting Process Work?
  • Important Elements of Networking to TerraLex Members
  • Ways for New Lawyers to Get Involved in Referral Groups

EP 64 – Doug Ott – Getting to Know Your Contacts on a Personal Level to Improve Business Development

Doug Ott is the Founder of Doug Ott Consulting, LLC. Doug has been coaching and mentoring lawyers and accountants for the past 15 years and has been in business development for his entire career, over 30 years. He opened his own consulting practice about 4 years ago. Doug realized that there was a huge need for telling lawyers how not to sell, but how to connect with their prospective and existing clients to help them grow their business. His company, Doug Ott Consulting, works with lawyers all over the United States.

On This Episode, We Discuss…

  • Organizing Your Contacts List and Tracking Development of Relationships
  • Staying Top of Mind in Business Development
  • Collaborating with Internal and External Colleagues

EP 63 – Chase Williams and Ryan Klein – Why You Need to Start the Approval Process for the Biggest Google Update in Years

On This Episode, We Discuss …
• Why the Legal Local Service Ads Are Important to You?
• Where to Begin with Google Screened Local Service Ads
• Frequently Asked Questions Regarding Google Local Service Ads

EP 62 – Jason Levin – Getting Started with a Business Development Plan to Raise Your Profile

Jason Levin is the Founder and Owner of ReadySetLaunch. Jason implements a specific set of tools and approaches that lawyers should be used for law firm business development. ReadySetLaunch has been around for nearly 9 years as a full-service coaching and training company for attorneys doing business development and helping firms create and execute a road map.

On This Episode, We Discuss…

  • Understanding Discipline and Focus in SMART Goals
  • Common Traps that Lawyers Fall Into Within Business Development
  • Pro Bono as a Part of the Business Development Plan