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Build Your Book

Build Your Book

By Dhawal Tank & Aaron Baer

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!
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The Great Legal Reformation with Mitch Kowalski

Build Your BookSep 18, 2021

00:00
59:30
Getting Control & Clarity about Your Legal Career

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

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.

Mar 27, 202235:28
Take The 12 in 12 Challenge in the New Year 🥳 (plus reflections on the past year)

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.

Dec 21, 202127:53
The Untapped Power of Behavioural Thinking with Roy Bendor Cohen

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:

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.

Dec 11, 202150:00
Branding & Content on LinkedIn for Lawyers with Robyn Addis

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:

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 04, 202142:03
Hustle & Grit with Eric Janssen

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:

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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Nov 27, 202140:36
Radical Transparency & Creativity with Josh Calderon

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:
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:

Nov 20, 202152:32
Samantha McKenna (#samsales) on LinkedIn Tips for Lawyers

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:
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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Nov 12, 202146:22
Steven Werner - From JD to a Sales Career

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:

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:

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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Oct 31, 202129:07
Giles Thompson - Getting Agile as a Lawyer going into Tech

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:

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:

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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Oct 17, 202142:12
The Skill of Content Marketing for Attorneys with Heidi Turner

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:

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:

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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Oct 02, 202153:49
Referrals, Marketing Funnels, and Sales for Attorneys with Agnes Lan
Sep 25, 202148:48
The Great Legal Reformation with Mitch Kowalski

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 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:

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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Sep 18, 202159:30
The Art of Standing Out as a Lawyer with Vivek Jayaram

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:

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:

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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Sep 11, 202151:26
Rainmaking for Attorneys with Liz Wendling

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:

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:

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 Podcast:

Sep 04, 202145:42
Be a Deal-Maker, Not a Deal-Breaker with Barry Wolfe

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 view, something you might not have heard before.

Further Info:
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:

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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Aug 29, 202152:33
The Silent Biases Women Face in Law with Robin Arnold

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 to give her personal and candid perspective on what it takes to succeed as a woman in law. Undoubtedly, there may appear to be things in there which you might not agree with. We know that. The purpose of this podcast is to share many different stories, and we think this story too deserves to be shared. We'd like to invite you to listen to it with an open mind. And if it at the end of it, you disagree and feel strongly about it, we'd love to hear your take on it. Send us a note on podcast@buildyourbook.org with your comments or if you'd like to join as a guest.

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:

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 Podcast:

Aug 21, 202151:52
Maximizing Your Legal Career with Nick Arnold

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:

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:

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 Podcast:

Aug 16, 202143:44
How to be authentic while being deliberate (mini-episode)
Aug 10, 202116:12
Escaping the Time Trap for the Busy Professional
Aug 04, 202133:19
Surprising Lessons from Coaching
Jul 24, 202156:49
Laura Frederick's Commitment to Generosity

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...
  • What to do with the imposter syndrome...
  • Why you need vulnerability and authenticity to thrive...
  • and more!

Laura's Recommended Books:

Where to find Laura:

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:

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 Podcast:

Jul 18, 202154:20
Take Charge with Norman Bacal

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:

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:

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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Jul 10, 202101:09:33
From Wrestler to Legal Sales Pro with Nick Cegelski

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:

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:

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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Jul 05, 202148:24
The Entrepreneurial Lawyer with Sukhi Hansra

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:

Recommended Books:

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:

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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Jun 28, 202149:53
Erin Durant - The Future is Small

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:

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:

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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Jun 19, 202156:36
Angela Han on How to Navigate Through Personal Blind Spots

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 process of reinvention.

For us, the big lesson was about embracing the importance of creative thinking and playfulness. There is absolutely no question of deservedness.

Have a vision. Take action. Go!

References:

Books we discussed:


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:

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 Podcast:

Jun 12, 202152:09
Pivoting Your Legal Career, The Value of Little Experiments, and Recreating Your Work
Jun 06, 202137:27
Choosing Yourself in the Legal Profession
May 29, 202141:47
Givers & Takers, Abundance vs. Scarcity
May 22, 202139:02
The Importance of Mindset, Authenticity & Vulnerability in Business Development

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.
  • Follow us on LinkedIn: https://www.linkedin.com/company/build-your-book
  • Brene Brown TED Talk: https://www.youtube.com/watch?v=iCvmsMzlF7o
  • Daring Greatly: https://www.amazon.com/Daring-Greatly-Courage-Vulnerable-Transforms/dp/1611736501
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:

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 Podcast:

May 15, 202136:19
Why Lawyers Need a Business Development Strategy
May 10, 202128:21