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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Jun 15, 2015

In this week’s episode of The Law Practice Doctor, Sam Gaylord interviews Scott Brenner who is the managing partner of Dylewsky, Goldberg and Brenner. The Stanford based accounting firm specializes in the auditing of municipalities, manufacturing companies and not for profit organizations.  Scott has personally developed and taught curricula at fortune 500 companies and during the podcast discuss what to look for when hiring a bookkeeper, common problems small businesses face, internal controls and reporting. 


Main Questions Asked

  • What questions should I ask when looking to hire a bookkeeper?
  • What other resources are good for finding a bookkeeper?
  • What are common problems you see when you meet with new small business clients?
  • What specific internal controls you use in your own practice?
  • Talk about reports and what needs to be in them.
  • What are common guidelines for small companies in terms of getting on the right track?


Key Lessons Learned

  • The ‘Quickbooksification of America’ is thinking you can do the accounting but getting bogged down.
  • It costs more to unravel bad bookkeeping than it does to do it right the first time.
  • Stop trying to be everything and be what you’re good at.
  • Scott encourages people not to do their own books in the beginning.
  • Being a professional is knowing when to hire another professional to do something for you.


Hiring a Bookkeeper

  • Start by speaking with the accountant/CPA whom does your tax work.
  • Ask questions about the bookkeepers expertise in the software you use.
  • Discuss what understanding the bookkeeper has of the legal industry.
  • Ensure the bookkeeper understands the trust account.
  • Quickbooks has a Pro Advisor Network where you can source bookkeepers.
  • The National Association of Bookkeepers is a good resource for finding bookkeepers.
  • Colleagues and business owners are the best source of referrals for good bookkeepers.


Common Problems in Small Business

  • Not doing it right from the starting point.
  • Mixing personal and business finances e.g only having one credit card that is used for personal and business transactions.
  • Lack of internal controls.


Suggestions & Internal Controls  

  • Leverage credit cards and points programs. You are going to spend the money so why not make it work for you.
  • Review your credit card and bank statement on a monthly basis.
  • Fraud control is 9/10 perception.
  • If someone knows you are watching they are less likely to take money.



  • A good accounting system is all about getting you data to make better decisions in the business world.
  • If you don’t get good reports on a consistent basis then your bookkeeper is simply processing paperwork.
  • Accounts receivable is the lifeblood of the organization so make sure they are not getting out of control.
  • Keep accounts payable current.
  • Don’t act as a bank and loan clients money. Ensure payments are received in 30-45 days or stop work.
  • The operating and income statements are more important than the balance sheet, which is a snapshot in time showing what you own, owe and what is leftover in equity.
  • Look at your income statement in comparison to prior years and how you performed. This particularly applies to cash and where you are now as compared to the same time last year.


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

Dylewsky, Goldberg and Brenner



Jun 8, 2015

In this week’s episode of The Law Practice Doctor, Sam Gaylord interviews Aaron Walker, who is a businessman and life coach that has inspired many through his leadership, mentorship, and consistent pursuit of excellence. Aaron enjoys helping others, and believes that experience is a great teacher. Thirty-six years of entrepreneurship and marriage has afforded him a wealth of experience. During the show, Sam and Aaron discuss the meaning of success, significance, empowerment, and how to choose your trusted advisors.


Main Questions Asked:

  • Who would you recommend somebody have by their side as trusted advisers to start their business venture?
  • What is a mastermind group, and how do you find them to be affective?
  • What are your suggestions for trying to get through difficult times?
  • How does somebody go about defining for themselves what success is?
  • How do you empower someone into the direction they should be going?


Key Lessons Learned:

Trusted Advisors

  • A trusted advisor is someone who doesn’t have financial interests and isn’t a family member. 
  • Trusted advisors are non-biased and have nothing to lose or gain, so they will tell you the truth.



  • Success has different meanings to different people, and for many it is financial freedom and stability.
  • It is important to decide what success means to you, and don’t keep moving the bar so you can actually attain it.
  • Success is having an engaging family and meaningful relationships.
  • Having a great, clear conscious, knowing you have treated people well and done the right thing on a daily basis.
  • Good health.
  • Meaning and purpose.
  • Being content without being complacent.
  • Having a clear sense of direction.
  • Ensuring you receive good council and a clear sense of direction.



  • This is a completely different frame of reference you need to get in that enables you to look outward rather than inward.
  • Look around and take the opportunity to invest in others.
  • Meeting the needs of others.
  • Helping others when they can’t pay you.
  • Being available to aid others when it’s not convenient to you.
  • Customer service and providing above and beyond the minimal requirements.
  • Give because you want to, not because you should.
  • Placing personal wants of yourself aside for the benefit of others.
  • Delay your own personal gratification for the greater good, whether that be your children, civic responsibility, church, or law practice. 
  • Have the foresight to invest in long-term matters that will impact generations to come.
  • Engage with people by looking them straight in the eye and stop waiting for your turn to talk.
  • Most people are thinking about what they are going to say next rather than really engaging with the person in front of them.



  • Most people live their lives reactively, not proactively.
  • What are some of the things you would do for free?
  • Choose something realistic that you enjoy and can monetize.
  • A lot of people have great ideas but where they fall short is implementation.
  • If you don’t know what you want and it’s not measurable, dated, and written, then it’s just a dream. 
  • Motivation is an exhaustible resource, so you need a plan instead.


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

Free Document Downloads

View From The Top

Iron Sharpens Iron

Jun 1, 2015

In this week’s episode of The Law Practice Doctor, Sam Gaylord interviews Josh Turner, who is the founder of Linked Selling, which is a B2B marketing firm specializing in fully outsourced LinkedIn lead generation campaigns. Josh’s company also operates Linked University, which isan online training program for LinkedIn marketing. During the show, Sam and Josh talk about the problems people face when first using LinkedIn, tips for success, and how best to use groups and advertising.


Main Questions Asked:

  • What exactly is LinkedIn?
  • Does LinkedIn have the ability to use video?
  • What are the common diagnosis of problems you see when people enter LinkedIn?
  • What are some of the prescriptions for success?
  • What are some things you can do to systematize prospecting?
  • Is there a way in LinkedIn to search for specific referral partners?
  • What are the best ways to go about connecting with people on LinkedIn?
  • Talk about LinkedIn groups, how they work, and why they are affective.
  • Is there a connection with being able to do a webinar and LinkedIn?
  • Does LinkedIn have the capability to buy ad space?


Key Lessons Learned:

  • Social media helps position businesses as leaders in their market and to leverage that authority to generate leads and increase sales.
  • LinkedIn is a professional online business network and the place you go to connect with your colleagues, alumni, and business contacts.
  • LinkedIn can be used as a recruiting tool and job search; however, Josh uses it to help people get in front of prospects and develop business, market, generate leads, and increase sales. 


Using LinkedIn

  • 40% of users visit the LinkedIn site at least once a day.
  • Design a top of mind campaign that will position you in front of all of your connections as well as other prospects within LinkedIn. This allows you to stay in front of people in a ‘non-salesy’ way.
  • There are ways to keep your name in front of targeted prospects on a daily basis.
  • Share status updates and group postings, whether that be your own content or curated.
  • It’s not possible to upload video natively within LinkedIn, but you can embed video.
  • Structure your headline so it announces who you serve, how you serve them, and the benefit that they get after working with you. Answer the question ‘what’s in it for them?’
  • Using the advanced people search function allows you to search for anyone based on anything they might have listed in their profile. E.g. If you are looking for IP attorneys, search for anyone with ‘IP’ in their profile and the word ‘attorney’ in their title.


Diagnosis of Problems

  • People don’t have a plan.
  • Un-compelling profiles that don’t speak to the benefits that the person brings to the table.
  • Not using the headline to tell people what you do or your area of expertise. 
  • Being in groups and interacting with competitors rather than perspective clients.


Prescriptions for Success

  • Set aside 20 minutes per day to use LinkedIn, and reach out to a certain number of new prospects by inviting them to connect or meet up in person. 
  • Proactively bring new prospects into your funnel on a regular basis and constantly build connections.
  • Have a system for how to convert new prospects into real world, face-to-face relationships.
  • Develop a ‘prospect profile’ and have a clear definition of whom you are targeting.
  • Create a one-page cheat sheet with all the demographic data you will use to identify your clients or prospects within LinkedIn.
  • Systematize by using saved searches and having your scripts pre-formatted in templates for different types of approaches to connect with people.
  • Take the time to develop a relationship and position yourself as someone to know, like, and trust by providing good resources and valuable content.
  • Entice people to go to your website and share content from your website on a regular basis.


LinkedIn Groups

  • These are communities of like-minded people who are engaged in discussions, networking and the sharing of content.
  • It is possible to join up to 50 groups, each of which are focused on geographic area, industry, interests, or job positions. 
  • Distributing content in groups is a great way to keep your name in front of a lot of people on a regular basis.


LinkedIn Advertising

  • There is a self-serve platform for advertising similar to Facebook, but it’s not quite as robust yet it is less complicated.
  • LinkedIn advertising gives you access to a set of people you can’t reach on Facebook.
  • In LinkedIn ads you can target anyone based on what they have listed in their profile.


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

Linked University

Linked Selling

Connect: The Secret LinkedIn Playbook

May 18, 2015

In this week’s episode of The Law Practice Doctor, Sam Gaylord interviews Robert Mallon who is a nationally recognized professional speaker and business coach. Robert is a mentor and meeting facilitator and over the past thirty-five years has worked with nationally known corporations as a leader and manager. He has a great passion for helping men in their companies grow and now fulfills that mission through the Rusty Lion Academy. During the show Robert and Sam discuss goal setting, SMART goals, accountability and how to handle negativity in the office.


Main Questions Asked

  • What is the Rusty Lion Academy?
  • What are you thoughts on establishing ‘your time’ so you don’t miss the kids’ events?
  • What are some of the tactics and strategies you use in goal setting with clients?
  • Why is it so important to set goals?
  • If I am just starting my own business what kind of goals am I looking to set?
  • What are the common diagnoses you see with the business and professionals you work with?
  • How do you go about handling employee negativity?


Key Lessons Learned

  • “If you chase two rabbits you’ll catch neither one.” Garry Keller
  • The 80/20 principal dictates that 80% of your results will come from 20% of your efforts.
  • Figure out what that 20% is and go after it. You will get more done in less time.


Goal Setting

  • The first step in the process is to look at the strengths and weaknesses.
  • Determine two areas of your business and one area of your personal life where help is needed.  
  • Goals are written in a one-sentence format as an affirmation stating the positive tense.
  • Robert suggests writing it on a 3x5 card and putting it in your car so you see your goal frequently.
  • A long-term goal is one year and a short-term goal is three months.  


Goal Categories

  • Career
  • Friends
  • Educational
  • Money/ financial
  • Physical health
  • Family
  • Spiritual
  • Fun and recreation
  • Time management/organizational
  • Community



  • Specific.
  • Measurable: Have a number or percentage within the goal.
  • Actionable.
  • Realistic.
  • Time specific: Not by ‘end of year’ but rather by Dec 31st.



  • When you make your goal public the stakes are raised.
  • Having accountability makes the chances of success so much higher.
  • An weekly meeting with an accountability partner or group will improve your success in achieving goals.


Common Diagnosis

  • Trying to be too many things to too many people.
  • If you are trying to be a jack-of-all-trades to everyone then you are a master of none.
  • The more niche you can be the better tribe you will have.
  • People see their success as what they do at work as opposed to seeing their work as part of their success.
  • People concentrate so much on work they forget the rest of life.


Handling Negativity

  • Attitude is the wrong thing to talk about with your employee because it is too vague.
  • Talk about behaviors as these are things that can be seen or heard.
  • Write down as many of the behaviors as you can observe and only discuss one or two at a time.
  • Make sure you document verbal or written warnings followed by a paid day of leave.
  • Fire fast hire slow.


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

Rusty Lion Academy

The One Thing (book)

Goal Training

May 11, 2015

In this week’s episode of The Law Practice Doctor, Sam Gaylord interviews Lindsey Anderson, who is a web strategy expert and works with small business owners to help grow their businesses. Lindsey is the founder and CEO of Web Impakt and Lindsey’s Web, and during this episode. offers tips on social media marketing and common issues and solutions when building a website, as well as the importance of an online video presence.


Main Questions Asked:

  • What do you suggest a business has on their website?
  • What is social media marketing, and how should I be using it?
  • How should an attorney make a mind shift to allow people in more?
  • Is there a difference between a printed newsletter and an email newsletter?
  • What common issues do clients approach you with?
  • What resources do you use for outsourcing?


Key Lessons Learned:



  • Search engine optimization is making sure your website comes up first when people type in specific keywords on Google.
  • In the SEO world, content remains king.
  • Google is the number one search engine, and YouTube is number two. 



  • Video marketing needs to be on your website but it doesn’t have to be complicated.
  • People want to watch a video of you, as it gives them a better sense of who you are.
  • Introduction videos can be as little as 30 seconds long yet make a huge impact.
  • Audiences love micro content, so keep your videos short and focused on one topic.
  • There are a lot of articles online but fewer videos, so hook viewers in quickly and tell them what your website has to do with them and why they need you. 


Social Media Marketing

  • Social media marketing is ‘top-of-mind awareness.’
  • Choose one platform in addition to Facebook and stick with it.



  • Set up a business page and ensure it is well branded in a similar format to your website.
  • Post content three times a week. 
  • Run a Facebook likes campaign to build followers and target it toward your niche.
  • Make it a goal to get people from social media to your email list.



  • Digital newsletters offer in-depth analytics that help your business.
  • E-newsletters platforms have the ability to show analytics that include the name of the person who opened the email, when they opened it, how many times, what they clicked on, and if they forwarded it.


Solutions to Common Issues

  • Ensure your website is mobile-friendly
  • Have Google Analytics installed. If you are outsourcing, this should cost no more than $25.
  • Make sure you address your audiences’ pain points through website and social media content. Writing can always be outsourced. 



  • Sites such as Fiverr, Elance, and ODesk are a good resource for outsourcing virtual assistants.
  • ODesk has a feature that randomly takes a screenshot, which allows you to verify that the freelancer was working on your project during the time they specified. 
  • Source a freelancer who has a five star rating and that has worked at least one hundred hours.


Advice If You’re Starting Out

  • templates are simple and affordable.
  • Ensure you are on social media as a business (not personal) and create ‘trust content’.
  • Register your business on Google Businesses.


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

Web Impakt


Lindsey’s Web  

Apr 28, 2015

In this week’s episode of The Law Practice Doctor, Sam Gaylord interviews Jaimie B. Field, Esq., who has been involved in the legal industry since the age of twelve. Jaimie became an attorney as a result of having a behind the scenes preview of law. After graduating law school, Jaimie landed a job as an in-house associate for a startup entertainment company owned by the Jackson family. She opened Marketing Field in 2002 when she recognized the business opportunity to help law firms grow by using ethical solutions for getting new clients and marketing their firms. Marketing Field shifted its focus to include marketing, training, and coaching. During the show, Sam and Jaimie discuss the three steps of rainmaking, networking, common problems, and ethics and rules.


Main Questions Asked:

  • How did you get to be The Rainmaker?
  • What is involved in group coaching, and what are you trying to coach?
  • Is there a resistance to people coming to you but not wanting to sell themselves?
  • What is enlightened rainmaking?
  • What prompted you to want to stay working with attorneys with regards to rainmaking?
  • Give us a description of holistic marketing.
  • What are the common tips for attorneys to improve?
  • Is the first step creating a USP?


Key Lessons Learned:

The Rainmaker

  • The Rainmaker is a rainmaking training and coaching company that provides continuing legal education credits in New Jersey and New York for ethics CLEs in conjunction with rainmaking tactics and techniques.
  • Jaimie offers workshops and one-on-one coaching, group coaching, and group public coaching.


Networking For Lawyers

  • You don’t have to go to a networking event to network as networking is done one-on-one.
  • Marketing, networking, and rainmaking is about getting out of your chair and getting out and being proactive.
  • There are plenty of things every attorney can do that will fit in to your individual personality.
  • There are 1.281M attorneys in the USA that are practicing law. Being a good lawyer is no longer enough.
  • The USA has two thirds of the world’s attorneys. You have to be able to differentiate yourself as a lawyer in order to get business
  • You can’t have a practice if you don’t have clients. You can’t have clients if you don’t meet people.
  • For high-level law, people need lawyers not a computer screen.


The Three Steps of Rainmaking

1) Creating visibility (marketing).

2) Creating relationships (networking).

3) Creating trust (turns into business) this is the rainmaking part.

  • People have to know, like, and trust you.


Enlightened Rainmaking & Holistic Marketing

  • Enlightened is not in the self-help sense but rather to mean showing a rational and well-informed outlook.
  • Jaimie works with each attorney to teach how to grow his or her own book of business.
  • Holistic marketing talks about the firm and how to brand and market the firm.
  • The ‘whole’ comes into play by looking at all the systems in place including training the staff in client services.
  • Virtual receptionists aren’t expensive with regards to the return they can bring solo businesses.


Common Problems With Lawyers & Rainmaking

  • The biggest problem with attorneys in marketing is the ‘follow the leader’ syndrome.
  • Attorneys are used to mitigating risk, which is an inherent need to not be entrepreneurial.
  • ‘Excusitis’ is the biggest problem with regards to rainmaking at law firms.
  • People often follow ‘weapons of mass distraction’ and get lost in trying to do everything instead of doing one thing on a consistent and constant basis.
  • Law is a business that is done with people despite the wanting for commodification.


Ethics & Rules

  • There are ethical considerations of online and offline marketing.
  • Read the rules of professional conduct, then look at your firm’s advertising.
  • Rule 7.0-7.5 are the advertising rules that most states have.
  • A lot of other rules come into play including confidentiality, conflict of interest, trial publicity, and referral fees.
  • Most ethics complaints on advertising don’t come from clients but rather from other attorneys.


Jaimie’s Tips

  • Stop trying to be all things to all people and start to find a niche so you can coherently market your services.
  • Just saying “I’m an attorney” in marketing doesn’t mean much. It doesn’t say what you do, and people will jump to their own conclusions.
  • You need to figure out how to answer the question, “How can I solve your problem?”
  • Develop a list of what your ideal client looks like.
  • Giving referrals to other attorneys is one of the greatest things you can do as those attorneys will find a way to pay you back.
  • The more you give without expecting anything in return, the more you’ll get back.


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 Rainmaker

Marketing Field

Legal Typist

Ruby Receptionist

The One Thing 


Apr 28, 2015

On this episode of The Law Practice Doctor, Ben Glass talks about his career in legal marketing, how he got there, and the problems and solutions he deals with most.


Key Takeaways:

[00:03:09] Learn more about Ben Glass and Great Legal Marketing

[00:11:16] Common marketing diagnoses

[00:15:43] prescriptions for success

[00:20:32] disney wow experience

[00:21:10] where to start

[00:25:21] knowing when to cut losses

[00:27:30] contact info


Mentioned in this Episode: (

Apr 28, 2015

In this week’s episode of The Law Practice Doctor, Sam Gaylord interviews Roger Whitney, who is a certified financial planner, investment management consultant, private wealth advisor, and an accredited investment fiduciary. Roger is known as the Retirement Answer Man. During this episode, Sam and Roger discuss setting financial goals and keeping records, mastermind and accountability groups, the ‘little conversations,’ budgeting, and solutions.


Main Questions Asked:

  • Talk about setting good financial goals.
  • What are some of the systems and structures you’ve put in place to get balance? 
  • What things do you want to make sure clients are doing when it comes to their financial records?
  • What are some of the problems you see when meeting with clients?
  • Tell us what you mean when you say ‘little conversations.’
  • What should we think about with regards to budgeting?
  • What solutions do you suggest to clients?
  • Tell us about what it means to be the Retirement Answer Man.


Key Lessons Learned:

Setting Financial Goals

  • When you’re a solopreneur, the lines between business and personal life are blurred.
  • A business needs to serve you as much as you serve it.
  • There are ways of structuring the business so it can run without you.


Keeping Financial Records

  • What is your overhead, and how are you tracking that consistently?
  • What is your income, and what things can do you do to manage the income and control the kind of growth you have?


Mastermind & Accountability Groups

  • Start a mastermind group in your area, or virtually, and thoughtfully seek out two likeminded people with similar motivations, goals, and values.
  • This is an opportunity to have weekly video chats or calls as peers with complete confidence and transparency on what each person is struggling with and what is working.
  • Masterminds help you find the blind spots in business.
  • Accountability groups have a weekly meeting where each person revisits tasks they promised to be done during the week.


Common Problems

  • People in general don’t want to deal with their finances in a thoughtful way.
  • It’s not that people don’t have good intentions for the discussion; it’s that the conversation gets put off.
  • Roger essentially provides the framework for conversations about the right things.
  • Most people don’t have a clear concept of what their net worth is.
  • Net worth is the sum of all the assets and liabilities on one page. This is a representation of all the decisions they’ve made with money through their lives.


The Little Conversations

  • Little conversations mean not having ‘big conversations,’ which is when things are out of hand and need to be addressed.
  • Rather than trying to ‘figure it all out,’ the key is to have a process to have thoughtful conversations, so you can make lots of little adjustments and manage uncertainty rather than removing it.
  • It’s the forced engagements that facilitate the littler conversations that deal with the little inklings rather than huge problems.



  • The core goal of budgeting is to control your overhead and to capture free cash flow.
  • Roger sets a spending target each month.
  • The income will go into a separate account from the checking account.
  •  Once a month, the spending target money will be moved over to the spending account.
  • As long as he remains close to the spending target, it doesn’t matter what category it goes under.
  • The key is capturing the excess earnings and allowing that to accumulate.
  • It’s important to have systems in place so money doesn’t get co-mingled.
  • Most people have their income go into the checking account, and it all gets spent.
  • When money arrives in the income account, it’s best to separate the money that will go to estimated taxes.



  • Set your 1, 3, and 5-year priorities as a family, business, or individual.
  • Priorities have the ability to change over time, whereas a goal is finite.
  • Figure out what you are trying to accomplish and make sure your cash flow is in alignment with your priorities. 
  • Allocate the net worth statement to align with those 1, 3, 5-year priorities.
  • Use checklists to ensure the little conversations happen.
  • When people think about personal finance, they think too much about investments.
  • Investing is part of personal finance but isn’t the engine that drives everything.


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

Roger Whitney 

Retirement Answer Man Podcast



Apr 9, 2015

On this episode of The Law Practice Doctor, Diane Gardner shares her journey into tax coaching and how she saves her clients from overpaying their taxes.


Key Takeaways:
[00:01:59] All about Diane Gardner
[00:05:20] Diane lists common tax mistakes
[00:08:03] Diane gives tips about hiring your kids
[00:10:00] Diane talks about the differences between sole proprietor, LLC or S-Corp
[00:12:26] The status of Diane’s general clients
[00:14:35] Diane shares about implementing tax services
[00:15:58] Diane’s top tip
[00:17:10] Questions to ask tax professional
[00:18:17] Diane talks about her mastermind group
[00:20:29] Diane’s worst case clients
[00:22:25] Diane discusses her new book
[00:24:10] Advice Diane has for solo or small entrepreneurs


Mentioned in this Episode:

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