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: March, 2016
Mar 28, 2016

In this week’s episode of The Law Practice Doctor, Sam Gaylord interviews Andy Paul, who is a trainer, speaker, author, and coach. During the show, Sam and Andy discuss the nature by which attorneys can develop sales techniques to translate into better serving their clients, avatars, block scheduling, providing content, and accountability. 


Key Lessons Learned:

Lawyers Sell

  • Regardless of what area of law you are in, you are constantly selling your services and yourself.
  • Part of the challenge is lack of familiarity with the product you are selling.
  • If you are an attorney, then you already understand your product and service intimately, which is a huge advantage.
  • Is your product aligned with what you are selling?


Find Your Avatar

  • Define who your ideal client is, and be very deliberate about who that is.
  • Create your persona and define the activities you need to do in order to find those specific clients.
  • Type the data into Google images and find a photo of what that would look like as a person so you can see your ideal client.


Target Your Avatar

  • Ensure your plan, strategies, and tactics are written down. 
  • Find out where your avatar is hanging out online, and become part of those groups and conversations.
  • Sales is more about giving than receiving.


Talking With Your Avatar

  • When you meet the people, make sure you ask them the right questions rather than talk about yourself.
  • The goal is to build a rapport and have that lead to a point of trust, which at first you hope will lead to them revealing their legal needs.
  • You want to understand the industry the person is in and what challenges they face on a day-to-day basis.


Block Scheduling for Business Development

  • You don’t have time in your day NOT to do sales.
  • Don’t handle the $10/hour work when you can handle the $10K/hour work.
  • Block out time in your calendar for developing new business.
  • Block scheduling, and work on one task for a specific time without interruptions.
  • Developing new business needs to become a habit.


Common Problems

  • The negative stereotype of sales people is that they are persuading people to do things they don’t want to do.
  • The correct perspective on sales is that you are providing a service that people need.
  • If you have the attitude that lawyers are service providers, then what you are doing is making people aware that you offer the service.
  • Reach out to people confidently and assertively. They might not be a prospect today, but if you create a positive first perspective, they will remember you when they have the need for legal services.


Providing Content

  • Solo and small law firms have the luxury to be nimbler in the online world and provide content to prospects via the website.
  • Not all content has to be yours; you can curate rather than create everything on your own.
  • Sharing information that isn’t yours shows you are providing value.
  • Create a Google Alert for keywords, and create articles around found content.
  • Repurpose your content, and use it across platforms.
  • Don’t feel you have to do all this yourself, as you can outsource via virtual assistants.
  • Creating content puts you in the position as being the expert and person people want to go to.



  • Engage someone to be an accountability resource, whether that be a coach or mastermind. 
  • It is worse to show up not having done the things you said you would than doing the actual task.
  • Investing your money in accountability means your productivity will increase.




Andy Paul

Accelerate! With Andy Paul (podcast)

Mar 21, 2016

In this week’s episode of The Law Practice Doctor, Sam Gaylord interviews John Livesay, who is a known as the Pitch Whisperer. John is a funding strategist for tech CEOs, the host of The Successful Pitch podcast, and a pitch mentor for Start Fast. During this episode, Sam and John discuss the importance of storytelling, power connecting, common networking issues, storytelling structure, branding for small firms, and how to successfully pitch. 


Main Questions Asked:

  • What does it mean to be a power connector?
  • What are the standard problems you see with clients in terms of networking?
  • How do you set up the storytelling structure for people that you work with?
  • How can smaller law firms create their own brand to combat bigger organizations?
  • How can someone go from bad to good to great, when it comes to pitching?


Key Lessons Learned:


  • Regardless of what you are pitching, you need to tell a story.


Power Connecting

  • Top three questions to ask if you want to be a power connector:
    • How can I help you?
    • What advise do you have for me?
    • Who else do you know that I should talk to?
  • You have to give two things before you can ask for anything.
  • If you are a lawyer and only hanging out with other lawyers, then you aren’t really expanding your network.
  • Network with people in non-competitive categories.


Common Networking Issues



  • Define who you are and the problem you solve.
  • Ensure your elevator pitch is conversational, short, and distinct.
  • The key to confidence is success, and the key to success is preparation.
  • The more empathy you show, the more likeable you are.
  • The goal isn’t to get rid of the butterflies in your stomach, but to get them to fly in formation.
  • In order to improve your confidence, write down your moments of certainty.



  • Think about stories relating to your life that are relatable and compelling.
  • All stories have a structure, genre, and lesson.
  • Once you start telling a story instead of making a speech, you relax, as you don’t have to force it.
  • If you tell a story where you are vulnerable, it allows people to relate to you.



  • Good storytelling has three elements:

1. Exposition: Who, what, where, when, and why?

2. Problem.

3. Solution or outcome.

  • It is always great to have conflict in the story.



  • In order to be successful, you have to find your niche. 
  • Define your set of values, who you are, and what you stand for.
  • If you try to be all things to all people, then you are nothing to everybody.
  • Who you say no to is more important than who you say yes to when you are looking at taking on new clients.
  • Focus on being a progressionist, not a perfectionist.


The Pitch Whisperer

  • You have to be aware and address the unspoken questions people have while they are listening to you pitch.
  • Work on your content and have a clear, concise, compelling message that is easily understood.
  • Ensure your pitch and content are unique to you and not generic.
  • Work on the pitch delivery.
  • Remember that people buy you first, then the company, then the service.
  • Connect emotionally with your audience, and back it up with content.



Text FUNDING to 66866 to get free PDF

Selling Secrets for Funding

The Successful Pitch Podcast

Start Fast

How to Be a Power Connector (book)

Mar 7, 2016

Nakia Gray is an attorney and business consultant, and is committed to helping others create their own economy through branding, marketing, and passionate entrepreneurship. She is the CEO and founder of Nakia Gray Legal, and during this episode of The Law Practice Doctor with Sam Gaylord, Nakia discusses virtual law firms, creating your situation, the importance of ‘why,’ the pursuit of happiness in law, technology used in a virtual law firm, and how to think like a brand and not like a lawyer.


Main Questions Asked:

  • What do you mean by “the importance of ‘why’?”
  • How have you defined a virtual law firm?
  • What kind of technology do you use in your practice?


Key Lessons Learned:

Create Your Situation

  • Nakia wasn’t able to find the right situation for herself, so she created it.
  • The key to success is constant education.
  • Proximity is power, when you put yourself in the position of being surrounded by likeminded people.
  • If you are the smartest person in the room, you are in the wrong room.
  • When you make the first leap, the answer might not be in front of you.


The Importance of ‘Why’


  • Your ‘why’ is why you truly do what you do.
  • If the answer to your ‘why’ is for the money, then you need to start over.
  • Money is not enough to sustain you through the ups and downs of entrepreneurship.
  • It is because of your ‘why’ that you won’t quit when you want to give up.
  • For many, the ‘why’ is quality time with your family.


The Virtual Law Firm

  • This is a law firm that exists on the internet and leverages technology to deliver legal services online.
  • This involves servicing clients without them physically needing to be present at the office.
  • Virtual law lends itself to different practice areas.
  • There is also scope to have a virtual component to existing practice areas.
  • Nakia handles business matters in intellectual property, copyrights, and trademarks for entertainment professionals and E-Commerce.
  • Estate planning doesn't lend itself well to being virtual.


Entrepreneur Mind-Shift

  • Find what drives you. This will allow you to produce great work for whomever you are representing.
  • Take the entrepreneurial mind-shift and be prepared to lose clients that aren’t a right fit, but ensure they land somewhere safe.
  • If there was nothing stopping you, what would you do?


Technology Used

  • Online scheduler.
  • Virtual paralegal.
  • 17 Hats: Client booking and management tool.
  • Zoom: Video conferencing.
  • Asana: Task management system.


Think Like a Brand, Not Like a Lawyer

  • You don’t have to solve every problem in your business; you can outsource.
  • When you do the slightest thing that is different or better by way of the ‘Disney’ experience for your clients, they will refer you.



Think Like a Brand Not Like a Lawyer

Nakia Gray Legal

B School

Simon Sinek TED Talk

Abundance (book)

17 Hats