Tip the Scales: Recent Episodes
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Let's face it - theory learned in law school has little practical application when building a successful firm. Host Maria Monroy, President, and Co-founder of LawRank is here each week with conversations that inspire you to build a better practice and be a stronger attorney. When success lies in the balance of law and life - we're here to help you Tip the Scales.
For some, running one company is enough. Try running five or six. This week we sit down with lawyer, entrepreneur, game show contestant, Dungeons and Dragons princess, Law-Di-Gras extraordinaire, and twin, Bob Simon. Robert T. Simon is a co-founder of the Simon Law Group — aka Justice Team — and acts as the primary trial attorney. He also co-founded Justice HQ, a fast-growing, collaborative workspace and network aimed at helping lawyers break away from the stodgy firms of old to grow their own solo practices. On this week's episode, sit back and relax as Bob tells us why you shouldn't wear suits. He teaches us how to be a giver, not a taker; the correct way to read Green Eggs and Ham; and what not to do while working as a teen at your community pool. If you listen closely you may even learn how to masquerade as a secret princess while playing Dungeons and Dragons.
Key takeaways Be a giver, not a taker. Networking is hard, and there has to be a give and take. Don’t create a relationship that’s lopsided. Always try to give as much as you receive. It can be as simple as a "Thank you" or sharing some knowledge. Even lawyers can have a good time. Whether it’s attending Law-Di-Gras or playing Dungeons & Dragons, Bob makes time for fun. Take the time to find the joy in your life. You don’t always need a suit. Bob may recommend flip-flops at a conference, but not everyone can be that zen. Next time you go to grab that suit, maybe try business casual. It could change your whole outlook on life.
To contact Bob Simon, DM @planetfunbob on Instagram. Just make sure you’re not a bot. You can find links to all of Bob’s other initiatives at https://robertsimonattorney.com/
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Previous Guests: Mark Anderson, Chad Dudley, Bob Simon, Gary Sarner, Jen Gore-Cuthbert, Muhammad Ramadan, Amanda Baggett, Sara Williams, Joe Fried, Bibi Fell, Sahm Manouchehri, Sevy Fisher, Taly Goody, Teresa Diep, Dan Ambrose, Rick Ferri, Glen Lerner, and many others
Other episodes you might enjoy:
- Drop the Ego: Delegate to Scale (Bob’s first appearance!)
- Fireproof: Maximize Firm Profit with EOS
- Cultivating Culture: Jury Selection, High Low Agreements, and Work-Life Balance
Many law firms, both new and old, put intake at the end of their to-do list. They make the classic mistake of not putting customer service first. Learn from Mark Anderson why intake should be one of your top priorities and the right way to go about it. Personal injury attorney Mark Anderson is one of the most recognized attorneys in the Dallas-Fort Worth Metropolitan Area. For more than twenty years, he has helped injury victims obtain fair and just compensation from big insurance companies. This week Mark tells us how being fanatical about intake helped him grow to over 20,000 clients and gives practical tips on how other law firms can follow in his footsteps. We learn the mistakes he made along the way, how Spanish clients impact his workflow, and a bit about his famous fiancée.
Key takeaways
Great intake equals greater customer growth. Prioritize your intake from the very beginning. An amazing experience for your clients leads to an increase in closed cases. Spend the time to train your employees correctly and follow up on that training. It's not a one-and-done deal. Put in the work to make your Spanish-speaking clients happy. Mark removes friction by only hiring bilingual employees for his intake team. Learn about the differences between cultures and how to be sympathetic to their needs. Everyone has the right to representation. Create a work-life balance. Mark tells us how it's possible to run a successful law firm and to stop and smell the roses as well. He talks about traveling the world, gaining a business coach, and learning to put trust in your employees to watch over the business while you're gone.
To contact Mark Anderson, visit his website below or call him at: Dallas (214) 225-3407 Fort Worth (817) 380-8921
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Previous Guests: Chad Dudley, Bob Simon, Gary Sarner, Jen Gore-Cuthbert, Muhammad Ramadan, Amanda Baggett, Sara Williams, Joe Fried, Bibi Fell, Sahm Manouchehri, Sevy Fisher, Taly Goody, Teresa Diep, Dan Ambrose, Rick Ferri, Glen Lerner, and many others
Other episodes you might enjoy: 8. Integrity: Hiring Automation and Living Your Values 19. Built for Success: Processes, Systems, and Professional Networks For Early Stage Firms 24. Cultivating Culture: Jury Selection, High Low Agreements, and Work-Life Balance
If you want to run a successful firm, one of the most important skills you can have is being able to adapt. The COVID-19 pandemic forced many law firms to rapidly adjust to new work procedures, including everything from remote workers to digital case management. And even now, in the aftermath of the pandemic, Chad Dudley is focused on staying on the cutting edge of firm management.
Chad Dudley's law firm, Dudley DeBosier Injury Lawyers, employs more than 50 attorneys and 170 employees across the state of Louisiana. He also spent nearly ten years helping other plaintiff personal injury law firms run more efficiently through his company Vista Consulting. In 2017, Chad joined CJ Advertising's team, where he now serves as their CEO, helping personal injury firms optimize their marketing efforts.
This week, we sit down with Chad to discuss how his firm is adapting to a post-COVID world. Chad emphasizes the importance of building effective attorney teams and having a dedicated HR manager. He also highlights the need for law firms to adapt to changes in lead generation and focus on acquiring qualified leads at a reasonable cost.
Key Takeaways
Focus on your foundation. Building a successful firm requires consistently practicing simple disciplines at an extreme level. From effective team-building to efficient lead generation, good habits need to be baked into the DNA of your firm.
Gather qualified leads. Chad stresses the significance of lead generation strategies that focus on acquiring qualified leads. He recommends maintaining a healthy ratio of qualified leads to signed cases, illustrating how this approach enhances a law firm's success.
Invest in HR management. One of the keys to staying on the leading edge of your market is assembling a strong team. Having a dedicated HR person for hiring can ensure that you've got the right talent contributing to your firm's growth.
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Sign up for Chad's Xcelerate conference in Las Vegas and type keyword "LawRank" under "how did you hear about us" to save $1,500 on your registration.
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Simple Numbers, Straight Talk, Big Profits
Previous Guests: Bob Simon, Gary Sarner, Jen Gore-Cuthbert, Muhammad Ramadan, Amanda Baggett, Sara Williams, Joe Fried, Bibi Fell, Sahm Manouchehri, Sevy Fisher, Taly Goody, Teresa Diep, Dan Ambrose, Rick Ferri, Glen Lerner, and many others
Other episodes you might enjoy:
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Lead With Passion: Build On Strength
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Hiring Systems: Find your "A" Team
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Accelerate Your Firm: Intake and Understanding Revenue
Often, crafting a solid demand letter is critical to getting a fair settlement for your clients. But writing demand letters is a time-consuming process, and managing it in-house can limit your ability to grow your law firm. EvenUp is a software company dedicated to helping law firms of all sizes streamline their demand process and get better results for their clients.
Raymond Mieszaniec, COO of EvenUp, knows first-hand the sort of impact that a lowball settlement can have on a victim’s family. His passion for leveling the playing field for personal injury lawyers and accident victims has helped him grow EvenUp into a thriving business in just three years. Today, we sit down with Raymond to talk about how EvenUp got started and how it’s helping law firms scale their demand process without compromising quality. Learn what goes into crafting a strong demand and how AI is changing this aspect of the PI field.
Key takeaways
EvenUp helps any size law firm streamline their demand process. From sole proprietors who may only need to write six demand letters a year to high-volume firms generating 200 demands a month, EvenUp can help any size firm create a more streamlined demand process.
Better demands result in a better future for clients. Ray’s personal story shows that low settlement offers can impact an accident victim and their family for generations. EvenUp’s services can help lawyers get the best results for their clients, which may result in a better future for them and their loved ones.
Vulnerability is important when crafting a good demand. Although many accident victims may tend to hide their pain, that can be counterproductive when creating a demand. Showing exactly how much the accident has impacted a victim’s life can get better results.
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Discovery is one of the most tedious parts of the personal injury litigation process. You and your staff may spend as long as ten hours working on discovery for just one case. But what would you say if we told you there’s a way you can cut that time down to just two hours?
That’s exactly what Pratik Shah and Esquire Tek are doing for their clients. In addition to being a co-founder and CEO of Esquire Tek, Pratik is the associate director of litigation at Panish | Shea | Boyle | Ravipudi LLP. In 2021, he was named one of the Top 15 Attorneys Disrupting the Legal Industry, and he’s been named a Super Lawyers Rising Star multiple times.
This week, we talk to Pratik about how Esquire Tek works and how it can help attorneys streamline their discovery process and better scale their operations.
We also discuss how artificial intelligence is already changing the PI space and what changes we might expect to see in the future. Discover Maria and Prati’s thoughts on using Chat GPT for advice on your love life on this episode of the Tip the Scales podcast!
Our listeners will get an exclusive discount waiving the $295 activation fee when they sign up for Esquire Tek. Use code LAWRANK when you register at https://www.esquiretek.com/
Key Takeaways:
Esquire Tek can make the discovery process much easier. Using AI, the company can cut down the average time of discovery for a case from ten hours to two hours. Pratik and his team are also dedicated to making sure that their software is really useful to every one of their clients.
AI is already transforming the legal space. Companies like Esquire Tek and EvenUp are already utilizing this technology to make life easier for lawyers, and many other companies are working on similar software. But far from killing the legal industry, Pratik believes AI can free up lawyers’ time to expand the cases they take on.
While AI can be a powerful asset, you do have to be careful with it. Programs like Chat GPT have clauses specifying that the information you give them will be stored and used to train the programs. You need to limit how you use the program to ensure that you aren’t compromising client confidentiality.
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Previous Guests: Bob Simon, Gary Sarner, Jen Gore-Cuthbert, Muhammad Ramadan, Amanda Baggett, Sara Williams, Joe Fried, Bibi Fell, Sahm Manouchehri, Sevy Fisher, Taly Goody, Teresa Diep, Dan Ambrose, Rick Ferri, Glen Lerner, and many other episodes you might enjoy:
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Fireproof: Maximize Firm Profit with EOS
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Be the Frontier: Exploring New Technologies to Grow Your Firm
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Spotlight on EvenUp: Leveraging AI to Level the PI Playing Field
Crunch the Numbers: Using Big Data to Achieve Better VerdictsToo often, lawyers use guesswork to make decisions in cases worth tens of millions of dollars. And while gut feelings can be powerful, what if you could make decisions based on hard data instead? That’s exactly what John Campbell is helping lawyers do every day.
John has come up with an innovative method of using scientific survey techniques to predict the outcomes of jury trials. His studies can tell you whether you’re likely to win or lose a case, how much compensation you’re likely to get from a jury, and even how you should structure your case to get the best verdict. John developed this technique during his tenure as a professor at the University of Denver Sturm College of Law, and to date, he’s helped lawyers recover nearly $2 billion in trial.
This week, John walks us through how his system works and the amazing results they’ve seen. Learn how your firm can start making better-informed decisions in trial, from jury selection to your closing argument.
Key takeaways:
Big data can help you get better verdicts. John’s system has proven to be incredibly accurate at predicting what a jury will award in a case. Not only can you make sure you’re not asking so much that the jury will vote against you, but you can make sure you’re not leaving any money on the table.
The earlier you start studying the case, the more options you have. If you call John in two weeks before trial, he can perform a study, but you’ll be limited in the changes you can make to get the best result. If you call him in early, he can help you shape your case to get the best possible outcome.
Creating empathy with the jury is key. Using techniques like “the man in the black suit” can help jurors start to put themselves in the plaintiff’s shoes. This may make them more likely to return a larger settlement for your client.
To contact John Campbell, visit his website (below) or text him at (314) 249-2500.
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Previous Guests:
Bob Simon, Gary Sarner, Jen Gore-Cuthbert, Muhammad Ramadan, Amanda Baggett, Sara Williams, Joe Fried, Bibi Fell, Sahm Manouchehri, Sevy Fisher, Taly Goody, Teresa Diep, Dan Ambrose, Rick Ferri, Glen Lerner, and many other episodes you might enjoy:
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Pick a Winning Jury: Make the Emotional Connection
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Courage and Intention: How Radical Honesty Creates Stronger Attorneys
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Study Connection: Learning from the Best to Improve Your Communication
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Spotlight on EvenUp: Leveraging AI to Level the PI Playing Field38. Keep Your Balance: Focusing on What Matters Most
Oftentimes, we feel powerless in our lives. You may feel like things happen to you outside of your control and that, no matter how hard you try, you can’t create a life that feels joyfully authentic. David Bayer is here to tell you that you do have the power to cultivate a richer life and that it all starts with changing your mindset.
David Bayer believes he has unlocked the secret to the next level of human evolution. He now hosts seminars and coaching programs teaching people how to rewire their minds to create fuller lives. In the last seven years, David and his wife, Carol, have built their business from nothing to a $25 million empire that has reached tens of thousands of entrepreneurs, organizations, and individuals.
This week, we talk to David about his views on manifestation and personal power, as well as how changing your mindset can completely transform your life. Learn how to create a life of abundance simply by shifting your perspective on this week’s episode of Tip the Scales.
Key takeaways
Your instinctive reactions are a gift, not a curse. These reactions served you at one point in life, but they may have become unhealthy for where you are now. Through the practice of surrendering, you can learn to process those reactions in healthier, more helpful ways.
You can change to become your most authentic self. Self-work may change you, but that doesn’t mean you’re losing yourself in the process. Rather, you may be growing to become the most authentic version of yourself, free of behaviors that others taught you.
You can create a life of abundance for yourself. Many people feel as though they have no control over the things that happen to them in life. But you can create a life of abundance and joy for yourself simply by shifting your mindset.
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Previous Guests: Bob Simon, Gary Sarner, Jen Gore-Cuthbert, Muhammad Ramadan, Amanda Baggett, Sara Williams, Joe Fried, Bibi Fell, Sahm Manouchehri, Sevy Fisher, Taly Goody, Teresa Diep, Dan Ambrose, Rick Ferri, Glen Lerner, and many other episodes you might enjoy:
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Courage and Intention: How Radical Honesty Creates Stronger Attorneys
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Expand Your Horizon: Maintaining a Growth Mindset
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Be a Champion: Unleashing Wellness for Victorious Verdicts
Stay Hungry: Looking for Growth Opportunities
One of the keys to being a successful lawyer is always looking for ways to grow and improve. Learning to use new technological tools, doing self-work, and shaking things up at your firm can help you stay at the top of your game. Darryl Isaacs has perfected this skill over the course of his immensely successful career.
Darryl — better known as The Hammer — has been fighting for justice for his clients for over thirty years. His firm has recovered a staggering $2 billion for their clients since they got started. And his Brain Trust Legal Group has offered fellow attorneys a host of opportunities to expand their horizons.
This week, Darryl sits down with us to talk about the growth opportunities he’s currently pursuing. We discuss his experience at Gerry Spence’s Trial Lawyers College and talk about how he keeps the lawyers in his firm hungry for success. We also get a sneak peek into this year’s Brain Trust Legal Group Legal Marketing Summit, as well as an exclusive discount code!
Key Takeaways
Embrace technological changes. AI and social media are rapidly changing the landscape of the legal industry. But fighting them will only leave you trying to play catchup with your competitors. Instead, it’s best to figure out how to use these new tools to make your firm better and more efficient.
Keep your firm dynamic. Over time, it can be easy for your firm to slip into a rut and for your lawyers to get complacent. Reevaluate from time to time, find ways to keep your team hungry, and don’t be afraid to shift things around if it will make your firm stronger in the long run.
Look for growth opportunities. There are tons of opportunities for lawyers to do self-work, both personally and professionally. From Gerry Spence’s Trial Lawyers College to Darryl’s The Brain Trust Legal Group Legal Marketing Summit, find opportunities to improve your skills and grow on a personal level.
Use Code LAWRANK to get $500 off your registration for The Brain Trust Legal Group Legal Marketing Summit!
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Previous Guests: Bob Simon, Gary Sarner, Jen Gore-Cuthbert, Muhammad Ramadan, Amanda Baggett, Sara Williams, Joe Fried, Bibi Fell, Sahm Manouchehri, Sevy Fisher, Taly Goody, Teresa Diep, Dan Ambrose, Rick Ferri, Glen Lerner, and many other episodes you might enjoy:
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The 2 Billion Dollar Man: Lessons from 30 Years of Law
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Hiring Systems: Find your "A" Team
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Relentless Discipline:Success and the Power of Perspective
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Brett Schreiber, Singleton Schreiber - 10,000 Active Cases: Lessons from Lawyer of the Year
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Build Your Team: Fostering a Culture of Continuous Improvement
Winning big verdicts at trial takes more than just having the facts in order. As a lawyer, you need to be at your best, ready to pivot to meet any new challenge as it arises. You are your clients’ champion, and you need to be battle-ready as soon as you step into the courtroom.
Kurt Zaner’s strict health regimen has helped him achieve some truly groundbreaking results for his clients. He secured the biggest premises liability verdict in the history of Colorado, and in 2017, he was recognized for getting two of the biggest verdicts of the year across all practice areas. Kurt has been named one of the Top 100 Trial Lawyers, Super Lawyers, Super Lawyers Rising Stars, and Top 3 Best Rated Denver Injury Lawyers.
This week, Kurt digs into the health routine he uses while he’s in trial to stay at his sharpest. We talk about some of his biggest verdicts and the Hollywood-worthy maneuvers that helped him win those cases. Discover the lessons Game of Thrones can teach us as trial lawyers and learn why you should consider taking an acting class on this week’s episode of Tip the Scales.
Key takeaways:
Find the routines that keep you at your best. Kurt uses a combination of cold plunging, breathing techniques, and clean eating to keep him sharp during trial. Taking care of yourself can help you be on top of your game and get better results for your clients.
Be a champion for your clients. As a lawyer, your job is often to fight for those who can’t fight for themselves. Remembering that responsibility can change how you approach cases, both in and out of the courtroom.
Be authentically yourself. It can be easy to feel like you have to step into the role of “lawyer” as soon as you get in front of a jury. But when you allow yourself to be a person first and a lawyer second, you can better connect with a jury.
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Previous Guests: Bob Simon, Gary Sarner, Jen Gore-Cuthbert, Muhammad Ramadan, Amanda Baggett, Sara Williams, Joe Fried, Bibi Fell, Sahm Manouchehri, Sevy Fisher, Taly Goody, Teresa Diep, Dan Ambrose, Rick Ferri, Glen Lerner, and many others episodes you might enjoy:
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The 2 Billion Dollar Man: Lessons from 30 Years of Law
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Relentless Discipline: Success and the Power of Perspective
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Courage and Intention: How Radical Honesty Creates Stronger Attorneys
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Find Your Footing: Growing Confidence and Prioritizing Health
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Study Connection: Learning from the Best to Improve Your Communication
Rewrite Your Sticky Notes: Fostering Intentional Optimism
So many of us go through life every day feeling like we have little control over what happens to us. Planes get delayed, kids get sick, and we find ourselves frustrated, stressed, and generally unhappy. And while we may not be able to stop travel delays or illnesses, Joe Fried believes that we do have control over how we respond to these situations.
Joe has been challenging his preconceived notions about how the world works and how we should respond to the people we encounter every day. Not only has this helped him to become calmer and happier in his personal life, but he is also bringing these ideas to his work in the courtroom. Joe is among the top truck accident lawyers in the country, and has, in fact, been named Trucking Trial Lawyer of the Year.
This week, we’re delighted to welcome Joe back to the podcast to talk about how the work he’s doing in his personal life translates to his success in trial. We reexamine the assumptions we make every day, discuss the power of empathy, and dig into the work Joe is doing to help empower women in the legal field.
Everything works out okay in the end. Even things that may be painful or frightening in the moment will eventually become something you can move past and accept as part of your path. Spending time worrying about whether something will work out okay is just wasted energy.
You can control your beliefs and outlook on the world. Many of us feel like we don’t have any control over the things that shape the way we view the world. But you can make a conscious choice to change your preconceptions and shift how you view a situation.
Being a good lawyer doesn’t always mean being tough. Oftentimes, lawyers — especially women — feel like they have to present a front of being tough, badass, and no-nonsense. But being empathetic, vulnerable, and even emotional in front of a jury can sometimes help you get a better result for your client.
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Previous Guests:
Bob Simon, Gary Sarner, Jen Gore-Cuthbert, Muhammad Ramadan, Amanda Baggett, Sara Williams, Joe Fried, Bibi Fell, Sahm Manouchehri, Sevy Fisher, Taly Goody, Teresa Diep, Dan Ambrose, Rick Ferri, Glen Lerner, and many other episodes you might enjoy:
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Make the Choice: Champion for Kindness
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Own Your Career: Empowering Female Trial Attorneys
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Courage and Intention: How Radical Honesty Creates Stronger Attorneys
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Compassion Through Crisis: Discovering Strength in Vulnerability
Sean Claggett learned first-hand that health scares can change the course of your life. After surviving a near-death experience, he decided to take the leap into trial law. Sean has since built a successful career and now shares his skills and advice with newer lawyers.
Sean is the founder of Claggett & Sykes Law Firm, which has recovered over $300 million for their clients. In 2017, the Nevada Justice Association named him Trial Lawyer of the Year. He was also named a Mountain States Super Lawyer every year from 2014 to 2022. In addition to his work at Claggett & Sykes, Sean is an adjunct professor at UNLV’s William S. Boyd School of Law.
On this week’s episode, we talk about how Sean’s remarkable career got started and how he prioritizes his well-being while maintaining a full trial schedule. He talks to us about the role music plays in helping him connect with juries. And we dive into parenting and how Sean is raising two remarkable kids.
Key Takeaways
Prioritize your health. Sean survived a near-death experience that helped him shift his perspective on life and law. Learning to recognize signs of burnout and make time for recovery can help you avoid a similar lesson.
Trust your skills. When you’re first starting out, you may feel like you just got lucky on a case or that you’re a one-hit-wonder. Don’t let imposter syndrome ruin your confidence; instead, stay the course and let your work speak for itself.
Find the emotional connection. Getting a jury to connect emotionally to a case can be extremely helpful in getting a win in your cases. Find creative ways to foster that connection, whether that be through music or another method.
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Think Outside the Box: Building a Brand in a Competitive MarketBuilding a brand is hard work.
From choosing a market segment and a name to finding marketing opportunities that you can afford, it takes a lot of time, effort, and money. And it can be even more challenging when you’re trying to break into a market as competitive as Las Vegas.
Justin Watkins of Battle Born Injury Lawyers has seen his marketing efforts return remarkable profits. Battle Born Injury Lawyers has recovered over $100 million for their clients, including several individual verdicts well over $1 million. Justin has been named one of southern Nevada’s Top 150 lawyers every year for nine years running, and in 2016, he was elected to the Nevada Assembly.
This week, Justin sits down with us to talk about how he started Battle Born Injury Lawyers and how he uses a variety of marketing channels to maximize his ROI. We also discuss the death of his friend and business partner, Troy Atkinson. Key takeaways
Diversify your marketing. Billboards, radio ads, TV ads, SEO, and social media can all work together to get you more conversions and a higher ROI. A potential customer may drive by your billboard, see an ad on social media, and then recognize your name when it comes up in their search for a lawyer and decide to give you a call instead of your competitor.
Don’t be afraid to make changes in your firm. As your marketing begins to work, you may find that the systems you have in place don’t meet your needs with the larger volume of calls you’re receiving. Be willing to scrap the systems that don’t work for you anymore, and set up scalable processes that can sustain this new level of growth.
Be grateful for every day. Justin’s business partner, Troy Atkinson, lost his life to colon cancer in 2016, but right to the end, he fought for every day he had. Today, Justin focuses on appreciating every day he has to live, work, and carry on Troy’s legacy.
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Previous Guests: Bob Simon, Gary Sarner, Jen Gore-Cuthbert, Muhammad Ramadan, Amanda Baggett, Sara Williams, Joe Fried, Bibi Fell, Sahm Manouchehri, Sevy Fisher, Taly Goody, Teresa Diep, Dan Ambrose, Rick Ferri, Glen Lerner, and many others episodes you might enjoy:
- Punch Above Your Weight: Success On Any Budget11. Outshine the Competition: Authentic Branding and Wise Spending12. From $7 to $7 Million: Mobile Advertising and Optimism18. Accelerate Your Firm: Intake and Understanding Revenue21. Compassion Through Crisis: Discovering Strength in Vulnerability
As you grow your legal practice, it can be tempting to focus in on one specific area. And while diving deep into a specialty can be good, it’s important to remember not to limit yourself. Referrals can be one of your best friends, both in getting new cases and in expanding the scope of your practice.
Jeremy Tissot of The Tissot Law Firm is a pro at both referring cases to attorneys who specialize in other areas of law and handling cases that get referred to his firm. He has become one of the leading experts on litigating traumatic brain injury cases, and in fact, is a faculty member and featured speaker at TBI MedLegal conferences. Jeremy has taken more than 2,000 depositions over the course of his career and has been first chair on over thirty jury trials.
Today, we talk about when you should refer a case to another lawyer and how to make sure your intake team is set up to accept cases that get referred to you. Jeremy shares his insight into working with TBI victims, including the challenges working with mentally ill clients can pose.
Key takeaways:
Learn what you don’t know. No matter how long you’ve been working in a field, there’s always more to learn. You can’t get complacent and start to think you have everything figured out. Always be looking for what you don’t know, and don’t be afraid to call other lawyers for help.
Focus on improving your intake. If you’re missing more than 10 percent or so of your calls, you’re missing not only cold leads from potential clients, but also warm leads from other attorneys. Your intake team needs to be consistently answering and returning calls and engaging with clients who call you looking for help.
Mental illness complicates everything. Not only can it make your interactions with your clients more challenging, but it can also make your discovery process harder. It’s important to find ways to accurately assess the mental symptoms your clients are experiencing, as well as the physical ones.
Tip The Scales PodcastTip the Scales InstagramTip the Scales YouTubeMaria Monroy InstagramMaria Monroy LinkedInLawRank WebsiteLawRank InstagramLawRank FacebookLawRank LinkedInLawRank TwitterThe Tissot Law Firm WebsiteThe Tissot Law Firm FacebookThe Tissot Law Firm TwitterThe Tissot Law Firm InstagramThe Tissot Law Firm LinkedInJeremy Tissot FacebookJeremy Tissot InstagramJeremy Tissot LinkedIn
As you grow your legal practice, it can be tempting to focus in on one specific area. And while diving deep into a specialty can be good, it’s important to remember not to limit yourself. Referrals can be one of your best friends, both in getting new cases and in expanding the scope of your practice.
Jeremy Tissot of The Tissot Law Firm is a pro at both referring cases to attorneys who specialize in other areas of law and handling cases that get referred to his firm. He has become one of the leading experts on litigating traumatic brain injury cases, and in fact, is a faculty member and featured speaker at TBI MedLegal conferences. Jeremy has taken more than 2,000 depositions over the course of his career and has been first chair on over thirty jury trials.
Today, we talk about when you should refer a case to another lawyer and how to make sure your intake team is set up to accept cases that get referred to you. Jeremy shares his insight into working with TBI victims, including the challenges working with mentally ill clients can pose.
Key takeaways
Learn what you don’t know. No matter how long you’ve been working in a field, there’s always more to learn. You can’t get complacent and start to think you have everything figured out. Always be looking for what you don’t know, and don’t be afraid to call other lawyers for help.
Focus on improving your intake. If you’re missing more than 10 percent or so of your calls, you’re missing not only cold leads from potential clients, but also warm leads from other attorneys. Your intake team needs to be consistently answering and returning calls and engaging with clients who call you looking for help.
Mental illness complicates everything. Not only can it make your interactions with your clients more challenging, but it can also make your discovery process harder. It’s important to find ways to accurately assess the mental symptoms your clients are experiencing, as well as the physical ones.
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Expand Your Horizon: Maintaining a Growth Mindset Being a good lawyer isn’t just about the time you have in the game — it’s about what you do with that time. Przemek Lubecki of Morris Bart Personal Injury Lawyers has dedicated himself to constantly growing, improving, and honing his skills. This week he shares with us what routines he uses to stay at his best, inside and outside the courtroom. Przemek has personally tried over 100 jury trials. In fact, in 2006, he was recognized by the Cook County Jury Verdict Reporter for having tried the second-most jury trials of any lawyer in Illinois. He began his legal career in Chicago working in defense litigation before moving to New Orleans and switching to personal injury law. On this week’s episode, we talk to Przemek about the methods he uses to maintain a growth mindset in both his personal and professional lives. He tells us about his hobby of competition shooting and how it teaches him skills that transfer to the courtroom. And we delve into some of the wellness routines he uses to keep his mind and body at their best. Key takeaways Create a growth mindset. Simply having years of experience as a lawyer isn’t enough to keep you at the top of the game. It’s important to actively cultivate a mindset of growth and continuous improvement. Develop strong skills, strategies, and confidence. Many of the same characteristics that help Przemek win shooting competitions also help him find success in the courtroom. You need a solid strategy, the skills to put that strategy into action, and the confidence to sell a jury on what you’re telling them. Set up wellness routines. Finding wellness routines that fit with your needs and lifestyle can help you be healthier mentally and physically. Getting quality sleep, reducing your stress levels, and being more aware of your body’s natural rhythms can keep you at your best. Tip The Scales PodcastTip the Scales InstagramTip the Scales YouTubeMaria Monroy InstagramMaria Monroy LinkedInLawRank WebsiteLawRank InstagramLawRank FacebookLawRank LinkedInLawRank TwitterMorris Bart WebsiteMorris Bart InstagramMorris Bart FacebookMorris Bart TwitterMorris Bart LinkedInPrzemek Lubecki InstagramNew boost
Starting a legal career is hard. Even after you survive the slog of law school, you might have trouble getting a job, signing cases, or making the kind of money you want. Mauro Fiore of Fiore Legal knows first-hand the persistence it takes to make it through those early years.
Mauro started his career working on the cases that no one wanted and struggling to make ends meet. Today, his firm has won more than $250 million for their clients and includes the top 1 percent of lawyers. Mauro was named a Super Lawyer every year from 2016 to 2020 and has tried dozens of jury trials in his career.This week, Mauro tells us the story of the unusual path he took to becoming a lawyer and how he grew a successful firm out of humble beginnings. We chat about the importance of having a strong network of friends, the power of hard work, and what it takes to forge a successful career in the legal world.
Key TakeawaysPut in the work. Take the cases no one wants, make network connections, and put in the time working cases. Nothing can make up for a strong work ethic and a willingness to push through difficult situations when you’re establishing a legal career.
Make friends with other lawyers. Don’t view your competitors as your enemies — they can be some of your greatest resources. Make friends with the other lawyers in your field, and lean on them when you need advice.Trust the process. Finding success takes time, and it can be a challenging road. Trust the process, believe in yourself, and know that with enough time and work, you’ll end up where you want to be
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Leaving a steady, high-paying job at a successful law firm to strike out on your own may seem like a risky decision. But that’s exactly what Mark Bratt did. One year later, The Bratt Law Firm is making over a million dollars, and his work-life balance is better than ever before.
Mark has had an impressive career, winning over $150 million for his clients, being named a National Trial Lawyers Top 100 Trial Lawyer, and being nominated for the Los Angeles Trial Lawyer of the Year award. The Bratt Law Firm has recovered settlements of over $27 million in its first year, and this is just the beginning.
This week, Mark sits down with us to talk about why he left his job at a large law firm and how he’s found such success in his first year of sole proprietorship. We dig into the importance of work-life balance, the power of honesty and integrity, and how to push past fear and create a life you love.
Key takeaways:
Listen to your inner voice. Making change is scary, but you have to listen to your inner voice, not just the voice of fear. Be honest and vulnerable. If you aren’t being honest and transparent with your family, your friends, your clients, and yourself, you’re going to lose. Build a balanced life. Success in your career is wonderful, but it can’t come at the cost of happiness in your personal life. You have to build a life that allows you to meet both of those needs.
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What does it take to build a firm that has offices in half a dozen states, signs over 70 cases a day in one office, and employs more than 450 people? Glen Lerner of Lerner and Rowe can tell you that the key is consistency and having a team you can trust. In the past two decades, Glen has grown a firm that has some of the best brand recognition in the country.
Glen has built a national reputation and a firm that has recovered over a billion dollars for their clients in the last five years alone. He has worked as a teamster and a garbage man to gain a better understanding of the people he represents. And today, he prides himself on fighting for “the little guys” in personal injury cases.
On this episode of Tip the Scales, Glen talks to us about what exactly makes Lerner and Rowe so successful and how they’re navigating the challenges of a post-COVID world. We dig into why good processes are so critical, how to stand out in a competitive market, and Glen’s deep-rooted obsession with trees.
Key takeaways:
Focus on improving. Build processes that help your firm consistently deliver a better client experience. You should never feel like you can rest on your laurels — always be looking for ways to get better.
Worry less. Delegate tasks to people you trust, and trust that everything will work out okay in the end. Learning to go with the flow can help you find a healthier, happier mindset in your life.
Find the right people. Hire people into your firm who are dedicated to the same principles as you. If you have a solid team that believes in your company values, you’ll be able to create a great culture and brand.
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For Ali Awad, business is common sense. At just five years old he sold collectible trading cards to classmates. And turned a profit. Hooked on the power of money, he never turned back. Thanks to hi business acumen his firm, CEO Lawyer Personal Injury Law Firm is a take-off success. In his first year of practice, he settled over one million dollars for his clients and hold a success rate of 99.5%. Ali is a wealth of knowledge and share with us how to become famous in your niche without spending money and why the drive to outwork anyone is internal. He shares his thoughts on why great trial attorneys are already incredible marketers and how perspective shapes every choice and, ultimately, our success.
Key takeaways:
- Perspective can change everything. We can not choose how we grow up. But we can choose what we do with the lessons we learn.
- Money can buy freedom. As a business owner, it is your job to make enough money to delegate away each task that you do not want to do and is below your hourly wage.
- But it doesn't need to buy fame. When you are first starting out, leverage free or near-free platforms like social media to create a tight-knit base of supporters. Develop an organic community.
Links and Resources
- Tip The Scales Podcast
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- CEO Lawyer Website
- Ali Awad LinkedIn
- Ali Awad Instagram
- CEO Lawyer Summit
Chava Mercado has spent over a decade in advertising and has innovated at every stage of the game. When looking at seemingly endless white semi trucks on the highway, he saw an opportunity to connect brands with more eyes than any traditional billboard could. His agency, InMotion boasts a fleet of over 15,000 trucks and an insane 4 million impressions per truck - per month! But the ads are not just static. Hear how Chava and InMotion use real-time data and retargeting to capture ideal clients for personal injury firms.
Today, we discuss how laying it all out on the line can be the best decision a business owner can make, why staying positive is essential to achieving your goals, and how data is revolutionizing the mobile ad space.
Key takeaways:
- Eight Seconds. That is all the time you have to capture the attention of a potential client passing a billboard. If they don't understand your messaging, streamline the ad.
- Give it Time. Marketing campaigns can have incredible ROI and send your firm to the next level. But to get there you have to invest time.
- Enter through the side door. Look for alternatives if your firm does not have the capital for traditional media campaigns that rival mega-firms. Wrapping your ads in mobile trucks is an accessible way to get the impressions your firm needs without breaking the bank.
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- Tip The Scales Podcast
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Personal injury attorney, a Board Certified expert in construction law, and Partner at Baggett Law Personal Injury Attorneys, Amanda Baggett has built a thriving practice with her husband Matt. She received an AV Preeminent rating by Martindale-Hubbell, an honor given to only 10% of all attorneys. She has been named to the Super Lawyers List every year since 2009, and has repeatedly been recognized for excellence by Florida Trend Magazine. Today, she covers how to convey a brand perception that balances friendliness with effective lawyering. How to stand out in a competitive market like Florida. What successfully onboarding a client looks like and where to invest in your firm - after SEO.
Key takeaways:
- Onboard your clients. Once intake is complete, the client journey has just begun. The onboard process should be streamlined, consistent, and documented in standard operating procedures. Send automated welcome videos so clients have a better understanding of your firm.
- Resumes should not be the bottom line when hiring. Most hard skills can be learned, but soft skills that align with your firm's values - like friendliness - can not be taught. Build a team with your desired soft skills.
- To stand out in any market, reviews are critical. Make reviews part of the client journey and watch your practice grow.
Links and Resources
- Tip The Scales Podcast
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- LawRank Website
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- Amanda Baggett Website
- Amanda Baggett LinkedIn
- Baggett Law Instagram
To come out on top as a new firm, Max Antony knows that you must get creative, niche down, and never give up. He started with a shoestring budget and has grown over the past five years to a staff of four. Attorney at Antony Law Group, Max is living proof that even a solo attorney on a shoestring budget can punch above his weight and develop a thriving practice. He shares the most difficult parts of starting a new firm - and how to get through them. When his firm has no marketing budget, he found success by tapping into social media. And he explains how building a network can help your firm succeed.
Key takeaways:
- Slow and steady wins the race to success. Even if your first hire is a part-time high school student and your only marketing is on social, it is possible to grow. When the budget opens up, consider purchasing a client management software and ensure your website is in order.
- Google reviews boost your rankings. Seasoned and fresh firms alike need to tap into their existing client base and ask for reviews to help lead the pack.
- To get past your fears, tap into your network. Ask for help. Meet people who are currently where you want to go and ask for advice.
Links and Resources
- Tip The Scales Podcast
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- LawRank Website
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- Max Antony Website
- Max Antony LinkedIn
You can build a successful practice without paid marketing - IF you are willing to hustle. Mohammad hits the ground HARD with gorilla marketing on a daily basis. And he reaps the rewards of community engagement and the trust that comes from sowing face. A man of the people, he understands the needs of his clients. The Owner and Founder of Attorneys of Chicago serves hundreds of personal injury claimants and is rapidly growing.
Today, we discuss reaching your goals by any means necessary and the unstoppable power of guerilla marketing. Why money matters to your firm - especially if you think it doesn't. And why you should own who you are - proudly - at all times. Mohammad gets personal about intake and moving beyond survival mode.
Key takeaways:
- Fake it till you make it. New clients are won in five seconds or less. Stay polished and win the client.
- People hire real people. The old archetype of a demure lawyer standing in front of a bookcase is outdated and unlikely to win your firm clients.
- Hustle hard. Paid advertising is not necessary to build a successful firm. Pair on-the-ground networking with social media to grow your network.
Links and Resources
- Tip The Scales Podcast
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- LawRank Website
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- Attorneys of Chicago Website
- Mohammad Ramadan LinkedIn
Owner of Atlanta Personal Injury Law Group, Jennifer Gore-Cuthbert's firm has grown 7200% since opening just under a decade ago. She has served over 5,000 clients and recovered hundreds of millions of dollars. A recent addition to the INC. 5000 list, her firm is one of the fastest-growing in the nation. She is also a mother who infuses her core values into both her professional and personal life.
How does a firm with such explosive growth keep hiring on track with the increased caseload? Systems and Automation. Jennifer shares her insights on hiring before there is a need and the power of automation to buy you freedom. She also touches on the importance of creating a company culture with intention and how she runs her family with the same attention as her business.
Key takeaways:
- Treat hiring like a lead pipeline. Know where each candidate is in the funnel, automate as much as possible, and leverage technology so the cream rises to the top - saving you time in the process.
- Culture is guaranteed. But creating a culture that aligns with your values requires attention and intention in equal measure.
- Understand the origin of your vales. Were they simply inherited? Or are they what you truly believe? Evaluate and recommit to the ones that resonate with you. Release the rest.
Links and Resources
- Tip The Scales Podcast
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- LawRank Website
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- Atlanta Personal Injury Law Group Gore Website
- Jennifer Gore-Cuthbert LinkedIn
When you command a team of over 300 consultants, you learn a thing or two about identifying "A" players. Executive Director of Technology Enablement, Lena Haviland has spent the past 16 years perfecting hiring systems. She understands that the acquisition and retention of top talent begins with identifying their "why" and meeting their needs accordingly.
She shares with us what hiring slow and firing fast really means and why it is essential to the health of your firm. How setting goals and expectations with your team is an evolving process that should be communicated frequently. And she reveals why firing an employee is best for everyone involved.
Key takeaways:
- Soft variables remain the same. Hire on the human level for traits like truth, transparency, and collaboration. Well-communicated hard skills can be developed as the company evolves.
- Success comes down to people. Solutions can only be activated when the proper full-time employees and consultants are in place.
- Little projects go a long way. For long-term hires, a project demonstrates the candidate's dedication to the position, ability to deliver, response to feedback, and communication skills.
Links and Resources
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Few people have more experience with jury selection than Harry and Claire Plotkin. Over the past 20 years, their expertise in picking the right jury has helped attorneys recover over $2 Billion in over 800 trials. The California-based husband and wife team turn to values, beliefs, and expectations to help craft the ideal jury. They help attorneys focus on the most important aspect - creating a bond with each juror.
We discuss why jurors make value-based decisions - and what to do about it. And the best open-ended questions to ask a potential juror, the right way to uncover their true feelings, and what to avoid. We cover jury selection myths and what chess has to do with jury selection.
Key takeaways:
- Don't judge a book by it's cover. Demographics do not tell a complete story. To understand the feelings of a juror, ask open-ended questions and accept what they have to say.
- Be willing to listen. When asking questions, be willing to talk as little as possible. Aim for listening 90% of the time.
- Get comfortable with tech in the courtroom. Younger jurors expect evidence presented quickly and, often, with visual components. If something negative happens, they expect there to be video evidence of the incident.
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- Tip The Scales Podcast
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- Your Next Jury Website
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In broadcast since 1987, Gary Sarner is a legal marketing expert who knows how to construct a winning media campaign. Founder of ROI360+, Gary and his team have over 55 years of combined experience in media planning and buying. They combine practical expertise with data to help maximize a firm's ROI.
Successful firms invite potential clients to do business with them- both on and offline. When the unthinkable happens and they need a trusted attorney. Gary's insights can keep your firm top of mind.
Today, we cover how your firm should be spending on broadcast media to have the most impact - at any budget. And we get into how success is won through addressing your fears, embracing patience, turning to the data, and adjusting accordingly.
Key takeaways:
- Commit to the process. Successful campaigns are not won overnight. Start where you are and keep at it. Consistency and persistence are the keys to brand recognition.
- Tap into empathy. To connect with the community, explain who you are and how your firm aims to serve.
- Invest in yourself. 30 years ago even the biggest names in the industry were unknown. Invest in marketing early and often to reach your goals sooner.
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- Tip The Scales Podcast
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- LawRank Website
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- ROI360+ Website
- Gary Sarner LinkedIn
- ROI360+ Instagram
Irving Pedroza is the definition of resiliency. When faced with extreme adversity, he took life into his own hands and created the world that he wanted to see. Through deep healing and work, he has come out empathetic and kind - truly wanting others to succeed. With Irving, what you see is what you get. He has worked to be the same person both in and out of the courtroom and has litigated hundreds of cases in recovered millions for his injured clients. His unique experiences have set him on a mission to help people feel less broken.
Today, we discuss recovering from betrayal and lifting up others. He reveals how sharing trauma can heal both the storyteller and the listener. And how in the face of adversity - we get to decide who we become.
Key takeaways:
- Lift others up. Helping others will lift you up as well. Learn from one another and share in the success.
- Do what you love. And you will be good at it. Hard work and commitment become worthy investments on the path to greatness.
- Look inward. Once you become comfortable with the truth of your own story - look around. See that everyone is going through something. How can you help others going through similar troubles?
Links and Resources
- Tip The Scales Podcast
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Chad Dudley knows a thing or two about making good firms great. CEO of CJ Advertising, for 25 years he has helped personal injury brands dominate their space. Currently, he represents over 45 Personal Injury brands across the country. His guidance is not theoretical. His firm, Dudley DeBosier Injury Attorneys was built from the ground up. Today they employ 60 attorneys and over 220 staff - helping thousands across the state of Louisiana in the process.
Today, Chad explains why the biggest bottleneck at a growing firm is the owner and how to "let go to grow". Every successful firm is built on the strengths of leadership - not their weaknesses or what they hate doing. He delves into the importance of identifying limiting beliefs surrounding firm growth and the mechanics of delegating with accountability.
Key takeaways:
- Winning is hard. To be better than the day before, go out and take ownership of your development. Don't wait for it to happen to you.
- Get your house in order. Not just for profits today but to attract potential buyers down the line.
- Make a choice. By design or by neglect, every firm has a culture. Bring leadership together often to evaluate the direction of the firm.
Links and Resources
- Tip The Scales Podcast
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- LawRank Website
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- CJ Advertising
- Dudley DeBosier Injury Attorneys
- Chad Dudley LinkedIn
Darryl "The Hammer" Isaacs is set to celebrate 30 years in the Personal Injury field. His firm has become a stand-out example of what it looks like to succeed on your own terms. Isaacs & Isaacs has recovered over $2 Billion and amassed over 400 years of combined legal experience. But he did not get where he is through greed or putting others down. His growth has come from helping others - even his competition - coupled with the constant desire to learn.
Today, Darryl explains why his focus is never on money and how masterminds make good lawyers great. Hear his passion as he discusses the Brain Trust Summit and why he still gives out his cell phone number.
For $300 off of the Brain Trust Legal Summit, from September 28 -30th, enter LawRank at checkout. Call or text Darryl at 502-817-1000 anytime.
Key takeaways:
- Lift others up. Share your successes - and mistakes - with your network and learn from one another.
- Express gratitude. Where you are today is where you wanted to be just weeks, months, or even years before.
- Keep learning. Seasoned veterans and attorneys fresh from law school all have something worth sharing.
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- Tip the Scales Instagram
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- Darryl Isaacs Website
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- Darryl Isaacs Twitter
- Legal Mastermind Summit
If superheroes did exist, they would probably look a lot like Bob Simon. A champion for the people he Co-Founded Justice Team (AKA The Simon Law Group). The California-based firm, led by twin brothers Bob and Brad, wields the power of nearly thirty attorneys for restorative justice in personal injury. Bob transformed his love of community into Justice HQ. The four locations serve as a hub for a new generation of attorneys who believe in the power of camaraderie and collaboration. But Bob is not all work, he also knows how to have a good time. Enter Law-Di-Gras: An educational conference for lawyers and doctors that feels more like a golf tournament by day and a music festival by night.
For the first ever episode of Tip the Scales, Maria Monroy sat with the founder of Law-Di-Gras to get personal about why it always pays to help others succeed and why ego will cut success off at the knees. Using the values of family and community as a north star, we discuss building a practice with nearly every member of his family and the importance of picking a partner who makes you better.
Key takeaways:
- Dream BIG. Most of what we think we can do comes from what we can imagine. If you can't imagine it, it can not happen.
- Do the Right thing. When the focus is on helping people, the inevitable outcome is a higher quality of life and success in the legal field.
- Put the ego aside. When building your firm don't put yourself at the top of the pyramid. Build a team with similar values that you can trust. Delegate everything you don't like or are not good at. Businesses are not built on the weaknesses of leaders.
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- Robert Simon Website
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- Robert Simon Twitter
- Justice HQ Website
- Justice Team Website