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: December, 2015
Dec 23, 2015

In this week’s episode of The Law Practice Doctor, Sam Gaylord interviews John Terhune, who is a lawyer, author, entrepreneur, and speaker. John shared the stage with Ronald Reagan, Gerald Ford, and Norman Schwarzkopf, and during his speaking experiences discovered there are four critical pieces to the ‘success puzzle.’    


Main Questions Asked:

  • What are the critical pieces to someone’s success?


Key Lessons Learned:

Lessons from John

  • Practicing law is all about solving problems. Identify the problem with great clarity. Identify the solution. Get on to the next problem.
  • As a trial lawyer, you are a salesman that sells to the jury the interpretation of the facts that have come out.
  • It doesn’t matter how good your facts are; it’s all about the people sitting in the jury box.
  • John was less concerned with the jury remembering the fact than he was with them remembering the ‘word painting.’


4 Critical Pieces to Success

  1. Attitude
  • This transcends every single thing you do.
  • People tend to buy from people they like.
  • Set the template for a great attitude, and don’t let it be determined by what is or isn’t going well.
  • Let people know you are a friendly person.
  • People like to go into an environment that is positive and consistent.
  • Your attitude in your private life will always drive your attitude in your professional life.
  • Make this a priority, and be in a constant state of development to get better.


  1. People Skills
  • Most lawyers are arrogant.
  • When you combine a great attitude with great people skills, you are in a good situation.
  • The common people in the courtroom are the ones who can do an enormous amount of good for lawyers.
  • If you don’t have great people skills, this can be learned.


  1. Leadership
  • This is a responsibility of anyone who has graduated from law school, and is 30% people skills and 70% attitude.
  • One of the most attractive characteristics of a great leader is someone who is humble.
  • Humility is an outward expression of inward confidence.
  • Leadership is about modeling the right behavior, language, and attitude for people.


  1. Team Work
  • Everyone needs to be rowing in the same direction and working as part of the team.


People First International

  • The likelihood of your entire workforce being fully engaged is about 30%.
  • 50% are disengaged and going through the motions to get a paycheck
  • 20% are actively disengaged, and it disrupts the workplace.
  • The organization teaches companies how to create an environment in their workplace where the number one resource is the people who work for them.



  • People First International transforms the culture of the businesses and trains leadership.
  • You don’t have to be in a leadership position to be a leader.
  • Leadership isn’t about position; it is about attitude.


Final Advice

  • Living a life inspired by goals, dreams, and ambitions change the dynamics of who you are and what you bring to life.
  • As a person, you show up very differently if you are acting out of inspiration.
  • Find something in your life that inspires you, and throw your whole self into it. You will impact more people and have a legacy that is far beyond simply going through the motions and making a living in life.


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:

Enhanced People Skills (book)

People First International  

John Terhune



Dec 1, 2015

In this week’s episode of The Law Practice Doctor, Sam Gaylord interviews Heather Suttie, who is a legal marketing and business development consultant, legal markets observer, and change agent. Her proven results help lawyers increase brand recognition, market share, revenue, and profit. During this episode, Sam and Heather discuss branding and rebranding, establishing uniqueness, resistance, and law firm marketing.


Main Questions Asked:

  • Is there a methodology or hierarchy in establishing a firm’s uniqueness?
  • When establishing a brand, do you often run into resistance?
  • Once one has decided on the branding, what’s next?
  • What are the tactics or strategies to get started?


Key Lessons Learned:

Marketing and Business Development

  • Marketing is about putting yourself and your firm out there and getting yourself known.
  • Business development is about nurturing the right relationships that are going to be mutually beneficial.
  • Examine the traits that make a firm unique in the market and be brave enough to declare those and be recognized for it.


Branding and Rebranding

  • Your brand is what other people say you are.
  • Perception is reality when it comes to branding.
  • It is helpful to have conversations with both the attorneys and the clients.
  • Your clients will tell you who you are much more succinctly than you will.
  • Your brand isn’t simply your logo; that is just your visual identity.
  • Branding is who you are and how you present yourself.
  • It is about your reputation and who you are.


Establishing Uniqueness

  • What are the transferable skills?
  • What is the firm known for?
  • What can the firm expand into?
  • Who are the clients?
  • Who is the firm as a whole and as individuals?



  • Sometimes resistance is based on fear, as change is difficult and most of us don’t welcome it.


Law Firm Marketing

Write a Blog

  • Even before someone is in touch with you they will have looked you up online. They will also do this after they talk to you to confirm.
  • Your writing will be short and in a conversational style, which is much more attractive to prospective clients than legalese.
  • Blogging is a way to impart ideas and opinions rather than lengthy white papers.
  • Blogs give people an insight into the person rather than the lawyer.
  • Blogging allows you to incorporate audio and visual, as well as words, and allows you to recommend other sites.
  • Even if you can’t help a client directly, to be able to be seen as a connector is a huge value to both the person you are helping and the person you are referring them to.


Internal Seminars

  • Conduct a seminar in your own firm rather than going outside and being a participant where there are many speakers.
  • To be able to present your own seminar to your own clients and prospects is of huge value.
  • This allows clients to see who else you work with.
  • The cost is low for this type of marketing and can be a coffee or lunch.


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:

Heather Suttie