The Law Practice Doctor - Podcast

The law practice doctor podcast is the place to get the easiest most practical and profitable ways to grow your firm and still have a Life! Its mission is to help solo and small law firms succeed.
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The Law Practice Doctor - Podcast


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Now displaying: July, 2015
Jul 27, 2015

In this week’s episode of The Law Practice Doctor, Sam Gaylord interviews Ernest Svenson, who was a practicing attorney in commercial litigation for a large New Orleans law firm. Ernie is adept at being a ‘paperless lawyer’ and gave up his partnership after twenty years to start his own solo practice. Ernie has since gone on to teach lawyers how to dramatically cut their overhead, boost profits, and use tech-savvy materials.


Main Questions Asked:

  • What is the first step for a lawyer who wants to go paperless?  
  • Is Paperless Chase your main focus?
  • What hardware do you recommend for an attorney who wants to go paperless?
  • What are the common diagnoses of problems you are seeing with new clients?
  • What are problems you see with the scanning and digitization of automation of an office?
  • What are your prescriptions for solutions and success?


Key Lessons Learned:

Going Paperless

  • Take stock of what it means to be ‘paperless’ and get a clear realistic idea.
  • The key is to not become obsessed about getting rid of all paper, but rather to look at the paper you have and realize that most of it makes you inefficient and inhibits your flexibility.
  • Keep the paper that makes you comfortable and learn how to manage your cases in digital form.
  • People already have a high skill level in managing digital documents, they just have to take the momentum and leverage that.
  • Living in the information age means that you can find information quickly, process it, and don’t lose track.
  • If you digitize your information, you can automate it and compress it.
  • Printing on paper isn’t bad. It’s only bad if it’s the only thing you know how to do.



1. Digitize documents (scan or create a PDF). 

2. Create a system and manage documents. 

3. How good are you at managing information when it is in digital form?


Recommendations for Hardware & Software  

  • ScanSnap by Fujitsu (comes with Acrobat for Windows users).
  • Adobe Acrobat (standard or professional).
  • Free Adobe Reader.
  • Power PDF by Nuance.
  • Adobe Echo Sign service is a paid monthly service.
  • EFax.
  • HelloFax.


Diagnosis of Problems & Solutions

  • Don’t be impatient and take on unnecessary challenges such as trying to do it too quickly.
  • Start slow with one case or matter and work on it from the moment it comes into the office.
  • Start adding new people and new matters slowly.


Keeping Things in Paper Format

  • Just because you choose to keep documents in paper format doesn’t mean you aren’t going to scan them and put them into your system too.
  • Ask yourself, ‘what is going to make my life easier?’
  • Try to find areas where you are spitting out paper in an inefficient way and going backwards. It is legal to sign documents digitally.


Prescriptions for Solutions and Success

  • Get good at managing PDFs.
  • Everything will be digital, so get good with technology in general.
  • If you aren’t good already, don’t be afraid to get tech training for yourself.
  • Don’t scan closed files.
  • Change your engagement letter, even if you are not going to become paperless for a year. You will want to know if your client has given you permission to keep the information in digital form.


Thank you for listening! If you enjoyed this podcast, please subscribe and leave a 5 star rating and review in iTunes!


Links to Resources Mentioned

Paperless Chase

Text: 33444 (get the free guide)



Jul 20, 2015

In this week’s episode of The Law Practice Doctor, Sam Gaylord interviews Alison Pena, who is a principal Affluence Catalyst. Alison works with entrepreneurs, business owners, and professionals by providing ongoing accountability, support, and training in the art of affluence. She is a speaker, entrepreneur, and has a book on the way called Unlocking the Affluence Code. During the podcast, Sam and Alison discuss mind shifts and reframing, data mining, and why people don’t make the money they should.


Main Questions Asked:

  • What is an affluence catalyst?
  • What is an affluence wheel?
  • What are the prescriptions for purpose driven people to do better with their own business?
  • What are the practical things you recommend to newer clients?
  • What kind of data are we looking for to provide clarity and who should become our avatar client?
  • How do you help business owners find more time?
  • What resources do you use on a regular basis?
  • How does health play a role in what you are trying to achieve?
  • What tips can help mind shifts?


Key Lessons Learned:

  • As an affluence catalyst, Alison starts with the client and who they perceive they are in order to figure out how to work on their business.
  • If who we are in our business is congruent and aligned, then everything works better.


The Three Lenses

  • Who you are and how you interact in the world will determine how successful certain strategies are.
  •  Everybody sees and interacts through three lenses:


1. Purpose

§  When people are focused on their work and it is going well, then their life falls into place easily.

§  People with purpose make money easily because they understand goals and work well within structure.


2. Love

§  When the one-on-one connections are good, then everything works.

§  Focus on developing relationships and tend to give exceptional customer service.

§  These ‘Love’ people would have a large referral business as they nurture people who give them referrals.


3. Charity

§  These ‘Charity’ people are about community and see their entire business as an ecosystem.

§  This involves looking at how the people are networked.

§  Charity people often become the ‘go-to’ person for what people need and can build their business as being a resource.


Reasons People Don’t Make the Money They Should 

1. Mixing the value or sense of your own worth with the value of what you offer.

§  You won’t make enough money because the mindset is off.


2. Marketing to the wrong people.

§  Figure out which communities you care about.

§  Typically, your clients are the people and places you are most passionate about.

§  Align who your clients are with how much you want to get paid.

§  People choose clients from their passion or their pain.

§  Mine the data from your own life and work to see who those people are who you should serve.

§  Those clients will come to you easier as you are speaking their language.


Data Mining

  • The clearer you are about what you want, your milestones, and your end goal, the better you can serve your client and yourself.
  • Look back into your own personal business history.
  • Our whole life is a series of tweaks and assessments.


Finding More Time

  • We should only be working in our ‘sweet spot’ as soon as we can afford to do that.
  • Virtual assistants assist with the small things that take away from the focus of your business.



  • If you are not well, you are out of business if you are a solopreneur.
  • Mine the energy from your goals and celebrate each milestone.
  • Pausing and celebrating produces a burst of energy to reach the next milestone.


Mind Shifts & Reframing

  • Know the business you love.
  • We think that our success or failure is about circumstances outside of ourselves, but that is disempowering
  • We need to interact with the circumstances outside of ourselves, but know it’s not ‘them,’ it’s ‘us.’
  • Most of us know what we need to do; it’s all about getting out of our own way to do those things


Unlocking the Affluence Code

  • The door has a key, and it can be opened.
  • People who are struggling with surviving don’t have bandwidth for anything beyond themselves and their family.


Thank you for listening! If you enjoyed this podcast, please subscribe and leave a 5 star rating and review in iTunes!


Links to Resources Mentioned


The Affluence Code

Virtual Freedom (book)

Jul 13, 2015

In this week’s episode of The Law Practice Doctor, Sam Gaylord interviews Kevin Jans, who spent sixteen years on the government side of federal contracting and in 2001 formed Skyway Acquisition Solutions. Kevin is a speaker, podcaster, and is the author of Save Your Time. During the show, Kevin explains what government contracting is, how to source them, and common problems and solutions for new businesses entering the market.


Main Questions Asked:

  • What is a contracting officer?
  • What are you now trying to do with Skyway Acquisition Solutions?
  • Who is your avatar or client?
  • How does a small law firm get started?
  • What are common diagnoses of problems you see in the work you are doing?
  • Tell us about your Save Your Time book.
  • What are the solutions to the common problems of businesses entering the market?


Key Lessons Learned:

  • The government is the biggest buyer in the world and will continue to be for the foreseeable future.


Government Contracting

  • A contracting officer is someone who is constitutionally authorized to sign government contracts and spend our tax dollars. 
  • A Government Contracting Officer signs every contract that is more than $3.5K.


How to Find Government Contracts

  • Understand the importance of targeting and knowing what your ‘weight class’ is.
  • Research using the available resources to find out your target reachable market.
  • Go to USA spending Spending’s website and put in the keyword ‘legal advice,’ and you’ll see what kind of opportunities are available and what companies have won contracts.
  • Kevin suggests focusing only on your state.


Small Business Set Asides

  • For every type of business there is a threshold, which is based on the number of employees or the amount of revenue. 
  • Companies that have less than 500 employees are considered small businesses.
  • Accounting firms that do less than $7M revenue are considered small business.
  • Large businesses need to sub-contract out a small portion of their work to small businesses.


Difference Between Commercial and Government

  • Businesses not understanding what their target market is. 
  • Understanding the relationship process, aka the 80/20 ruleRule.
  • When being hired on the commercial side, it comes down to 80% relationships and 20% is the process.
  • The For the government side, 20% is relationships and 80% understanding the process.



  • Spend time thinking about how well what you do matches what the government buys.
  • Choose your targets wisely.
  • Decide if you want to be a prime contractor, subcontractor, or through a GSA schedule.
  • What your business does makes a difference in how you are going to have an entry into the government market.
  • Small Business Innovation Research is good for research and development companies.
  • Understand what your entry point is, focus on that, and choose three target agencies.
  • Figure out the right industry days and conferences to attend as well as who are the right program managers to spend time contacting.
  • Government contracting is fraught with ‘shiny objects,’ so it is important to niche down to something specific.


Thank you for listening! If you enjoyed this podcast, please subscribe and leave a 5 star rating and review in iTunes!


Links to Resources Mentioned

Skyway Acquisition Solutions  

Contracting Officer Podcast

Save Your Time (book)

USA Spending

Federal Procurement Data Systems Next Generation

Jul 6, 2015

In this week’s episode of The Law Practice Doctor, Sam Gaylord interviews Adam Hommey, who is the founder and creator of Help My Website Sell, which assists entrepreneurs in launching their products, services, books, and building conversion funnels. Adam is a mentor, and teacher, and provides solutions in order to help convert website visitors into prospects and customers. He simplifies the internet marketing technology for his clients. During the show, Sam and Adam discuss the website auditing process, what clients look for in an attorney’s website, and how to write and launch your book.


Main Questions Asked:

  • How do you go about diagnosing in terms of what is right and wrong with websites?
  • Explain what you mean by, ‘attorneys are targeting the right people.’
  • Talk about driving traffic and getting people to come to your website.
  • What do attorneys need on their websites?
  • Talk about attorneys having authority through writing a book.


Key Lessons Learned:

  • Some attorneys websites ‘toot their own horn’ rather than addressing client.
  • Just because you have a website doesn’t mean that is the only thing you are going to use for your marketing.
  • Being persistently consistent creates top of mind awareness.


Website Auditing Process

  • Audience targeting – Is your message addressing the right people?
  • Are you addressing your audience?


What People Look for in an Attorney’s Website

  • Clients are looking at attorney sites to see certifications, awards, and if they are a ‘super lawyer.’
  • How easy is it to get a hold of an attorney in their office and book an appointment?
  • Blogs where questions are actively answered.


What Should Be on Your Website

  • Phone number.
  • Information that provides piece of mind.
  • Sense that this is an established attorney.
  • Examples of media interviews such as TV and print.
  • Address FAQs as well as questions you wish clients would ask up front.


Search Engine Marketing

  • Think about what people naturally type into Google, e.g. “How do I beat an out of state New York speeding ticket,” and name your content accordingly.
  • Set yourself up as an authority and niche down as far as you can go.
  • Answer all the frequently asked questions you can think of.



  • This is a great way to draw visitors to you who are ready to receive your message.
  • To optimize a YouTube video, it’s about the title, description, and extra text inside the description that all have the key phrase.
  • Keep YouTube videos short with 3 points.


Traffic to Website vs. Visitors to Webpage

  • ‘Traffic’ can be random, whereas visitors are prequalified.
  • What you are looking for are visitors who are prequalified, prepped, and pumped.



Writing Your Book

  • Write outlines of what you want to cover.
  • Source 8 podcasts to be featured as a guest on and get interviewed on each of the 8 topics you want to cover.
  • Pay someone to interview you and record it on Instant Teleseminar.
  • Provide the podcasts and teleseminars to a transcriber.
  • Once transcribed, your content becomes an editing and transition job rather than writing a book from scratch.
  • Get a proofreader to clean up your draft.
  • Have a book designer to make a nice cover.   
  • Submit to Amazon CreateSpace.


Launching Your Book

  • Do a targeted campaign to get as many people to buy your book in the shortest period possible.
  • During the launch, have a promotion where people can have the book for free as long as they pay shipping and handling.
  • This project isn’t about getting a major book deal but rather about getting more clients and positioning you as an authority in your niche.
  • People will perceive that you have a popular book available and people have read it.
  • A book makes you more likely to get booked as a guest on various media outlets.
  • Every time someone buys your book, it puts them in your customer database.
  • The cost for each book is around $5.75.
  • A good price to charge for shipping and handling is $6.95 so you are getting paid $1 for every lead.
  • Book launches often have a unique website.


Thank you for listening! If you enjoyed this podcast, please subscribe and leave a 5 star rating and review in iTunes!


Links to Resources Mentioned

Business Creators Radio Show

Help My Website Sell