Life Beyond the Briefs

Most law firm marketing is aimed at one person:The prospect who is ready to hire right now.But that is only a tiny slice of the market.Most future clients are somewhere else entirely. They are confused. Curious. Avoiding the problem. Googling at midnight. Asking the wrong questions. Or not even realizing yet that they have a legal issue worth taking seriously.That is why we are bringing this episode back.This was one of the most downloaded episodes of Life Beyond the Briefs, and it makes sense why. It tackles one of the biggest blind spots in law firm marketing:Your prospects are not all in the same place.Some people need to understand the problem. Some need to understand their options. Some need to understand why your firm is different. And some are finally ready to sign.If your marketing only speaks to that last group, you are missing almost everyone else.In this episode, Brian walks through the prospect pipeline and how lawyers can create content for every stage of client awareness. You will hear how Gene Schwartz’s five levels of market awareness apply to law firm marketing, why most legal content sounds the same, and how to stop relying on “we care” and “we fight hard” as your only differentiators.Brian also gets practical with video, follow-up systems, content tools, and why consistent lead follow-up can dramatically change your case signings.If your marketing feels scattered, generic, or too focused on people who are already ready to buy, this episode is a useful reset.Because great marketing does not just chase ready-now clients.It helps the right people move from confused to confident, one step at a time.To learn more about the GLM Tribe, visit theglmtribe.com ____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

Most lawyers see a $100 million verdict and think about the trial.Ryan McKeen thinks about everything that had to exist before the trial ever started.The team.The systems.The cash flow.The experts.The patience to carry a case for eight years without letting it break the firm.That is why we are bringing this episode back.In one of our most popular conversations on Life Beyond the Briefs, Brian sits down with Ryan McKeen to talk about what it actually takes to build a law firm that can handle serious cases.Not the Instagram version.The real version.Ryan shares how he set an eight-figure goal before he even had a six-figure case, and what had to change inside his firm to make that goal possible. He talks about learning trial work, building a stronger team, investing in the right support, and creating a business that could survive the pressure of big litigation.And the wild part?Even after the $100M verdict, the case was not really over.There was still the appellate process. Still uncertainty. Still the reality that big cases require stamina long after the headlines fade.This episode is not just about winning a massive verdict.It is about building the kind of firm that can take big swings without falling apart.Ryan also gets into hiring, leadership, private equity, and why the middle of the legal market may get squeezed hard in the years ahead.If you want bigger cases, better systems, and a firm that can handle real pressure, this conversation is worth revisiting.Because big verdicts are not built in the courtroom alone.They are built years before anyone stands up for opening statement.Connect with RyanBest Era: https://bestera.com LinkedIn: https://www.linkedin.com/in/ryanmckeen ____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

Most law firm owners are obsessed with getting more leads.More clicks.More calls.More traffic.More ad spend.But David Vicknair has a reminder that sounds simple, and maybe a little annoying because it is true:Your best leads are probably already in your database.We are bringing this episode back because it hit a nerve the first time around. And it makes sense. In a world where everyone is chasing the next platform, David is talking about something much less flashy and much more durable.Staying in touch.In this episode, Brian sits down with David to talk about how his firm thinks about marketing in one of the most competitive personal injury markets in the country. They get into TV, long-term brand building, and why dabbling in big marketing channels is usually just an expensive way to lose money.But the heart of the conversation is the simple tool most firms ignore:A real newsletter.Not because it is trendy. Not because it is easy. But because it keeps you in front of the people who already know you, trust you, and might send the next great case your way.David also talks about attribution disease, why perfect tracking is mostly a fantasy, and how to think about marketing without driving yourself insane trying to measure every single touchpoint.If your marketing feels like a treadmill, this episode is a good reset.Because sometimes the smartest growth move is not finding more strangers.It is doing a better job staying connected to the people already in your world.Connect with David:Website: https://scottvicknair.comLinkedIn: https://www.linkedin.com/in/david-vicknair-b7454321Podcast: Overruled Podcast ____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

If Part 1 made you rethink your marketing, Part 2 is where Dan Kennedy gets practical.And maybe a little uncomfortable.We are bringing this conversation back because it was one of the episodes listeners loved most, and the timing feels even more relevant now.This episode picks up live from the Great Legal Marketing Summit, where Dan and Ben Glass go deeper into the marketing moves most lawyers dismiss too quickly.Direct mail.Personal follow-up.Real client engagement.Offers that do not sound like every other law firm.Systems that keep working after the first click, call, or consultation.In a market where everyone is chasing the same digital tactics, Dan makes the case for doing the work your competitors are too lazy, too distracted, or too “modern” to do.Then the conversation turns to something bigger.Consolidation.More money is moving into legal. Bigger players are buying attention, distribution, and market share. And for small and mid-sized firms, that changes the game.You can either compete in the same noisy arena as everyone else, or you can build a moat.A real one.Dan talks about what makes a firm harder to copy, why borrowed trust matters, and why mastermind groups are not just networking events. Done right, they are places where smart firm owners trade tested ideas, avoid expensive mistakes, and keep moving while the market shifts around them.If your marketing feels decent but fragile, this episode will make you think differently about what you are really building.This is Part 2 of Dan Kennedy’s marketing reset.Want the notes from this conversation and the rest of the Summit sessions? Grab them at glmsummitnotes.com ____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

Most lawyers do marketing the same way.They look at what every other firm is doing, copy the message, copy the offer, copy the ads, and then wonder why nobody notices them.Dan Kennedy would tell you that is exactly the problem.We are bringing this episode back because it was one of the conversations listeners loved most. And honestly, it is not hard to see why.This is Part 1 of a two-part conversation from the Great Legal Marketing Summit, where Ben Glass and Dan Kennedy unpack one of the simplest and most uncomfortable rules in marketing:Stop copying your competition.Ben starts with the story of how he went from being a good lawyer with no real business training to discovering Magnetic Marketing through a long sales letter he almost threw away. He tested the ideas anyway. That decision changed the way he built his firm, attracted clients, and created a business that did not depend on blending in.From there, Dan does what Dan does best. He cuts through the noise.He explains why “all digital everything” can turn law firms into commodities, why the biggest advertisers are not always your biggest threat, and why intake is not just an administrative function. It is a sales conversation with someone who is overwhelmed, skeptical, and probably wishes they did not need a lawyer at all.You will hear practical ideas around lead magnets, follow-up, positioning, and the “invited guest” concept. In other words, how to stop chasing prospects and start building a marketing asset that brings the right people toward you over time.If your marketing feels expensive, noisy, and too similar to everyone else’s, this episode is worth revisiting.And this is only Part 1.In Part 2, Dan and Ben go deeper into building a moat before consolidation changes the game.Want the full summit notes? Grab them at glmsummitnotes.com ____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

Most law firm owners say they want freedom.Then vacation starts.The laptop comes out.Slack gets checked.A “quick email” turns into an hour.And suddenly the business you built to create freedom is sitting right there at the hotel breakfast table with you.That is why we are bringing this episode back.In this conversation, Brian sits down with Conrad Saam of Mockingbird Marketing to talk about a simple test every firm owner should take:Can your business run without you for four days?Not forever. Not for a month. Just four days.And if the honest answer is no, that tells you something.Conrad walks through what had to change inside his own company so he could step away without everything falling apart. It was not about working harder. It was about building better structure, giving people real ownership, and learning to accept that someone else’s 80 percent might be better for the business than your 100 percent bottleneck.They also get into legal marketing, AI, directories, and how law firm owners should think about shiny new trends without getting distracted by every headline.But the real heart of this episode is simple.Your firm should support your life.It should not need you every hour of every day just to keep moving.If your vacation still requires a laptop, this episode is worth another listen.Connect with Conrad:Mockingbird Marketing: https://mockingbirdmarketing.com/LinkedIn: https://www.linkedin.com/in/conradsaam/ ____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

Most law firm owners know the feeling.You are busy.The cases are coming in.The team is growing.The bank account looks decent.And somehow, you still do not feel fully in control of the money.That is why we are bringing this episode back.This is one of the most downloaded episodes of Life Beyond the Briefs, and it is easy to understand why. Leah Miller, founder of Firmly Profits and fractional CFO for law firm owners, explains law firm finances in a way that actually makes sense.No accountant-speak. No shame. No pretending you should already know all of this.Leah walks through the numbers every firm owner should understand if they want to build predictable profit instead of just hoping there is enough money left over at the end of the month.She breaks down what to look for in your financial statements, how to think about expenses, why revenue alone does not tell the full story, and how to use your real numbers to build a budget that supports your goals.Because the point is not to turn you into a CFO.The point is to help you make better decisions.How much can you afford to spend on marketing?When can you hire?Are wages eating too much of your revenue?Are you actually paying yourself what you want to earn?This is the kind of conversation every law firm owner needs to have sooner, not later.If your firm is making money but you still feel like you are guessing, this episode is worth another listen.Connect with Leah MillerWebsite: https://firmlyprofits.comLinkedIn: https://www.linkedin.com/in/leahlnmfinancial ____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

Most law firm owners are constantly being sold the expensive stuff.SEO. Paid ads. Production teams. Funnels. Agencies.And sure, some of that can work.But this episode is about the kind of marketing that does not usually get sold from a stage because nobody is making a big commission from it.Grassroots marketing.This is a re-release of one of the most downloaded episodes of Life Beyond the Briefs, and it is easy to see why.Brian sits down with Tim Semeroth, Len Spada, and John Griffith to talk about the practical, scrappy, community-based marketing that actually grows law firms.Not theory. Not vague “build your brand” advice.Real examples.Len shares how he built deep trust in the Latino and motorcycle communities around Boston. John talks about using books, newsletters, referral lunches, and relationships to rebuild after a major shift in Tennessee workers’ comp law. Tim breaks down how his firm stays in front of past clients, referral sources, paralegals, and community groups in a way that compounds over time.The big lesson here is simple.You do not need to outspend everyone to grow.You need to be visible. Useful. Consistent. And genuinely connected to the people and communities you want to serve.If you are a solo or small firm owner trying to grow without lighting money on fire, this is one to study.Because sometimes the best marketing is not the flashiest.It is the stuff people remember. ____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

Most law firms assume their marketing is someone else’s problem.The agency handles it.The lead vendor handles it.The intake team handles it.Until the lawsuit shows up.In this episode, Brian sits down with John Henson for a conversation that starts with TCPA compliance and quickly turns into something much bigger.Because this is not really about regulations.It’s about how little most firms actually know about where their leads come from, how their marketing vendors operate, and the amount of risk hiding inside systems they barely pay attention to.John breaks down how law firms end up exposed without realizing it, why “more leads” can quietly become a liability, and how firms accidentally outsource responsibility while still being the ones left holding the bag.And honestly, some of the stories in this episode are a little wild.But underneath all of it is a bigger point.As firms grow, complexity grows with them. More vendors. More automation. More moving parts. And if nobody is asking hard questions, things can go sideways fast.If your firm is spending money on lead generation, intake, or marketing vendors, this episode is worth your attention.Because the problem usually starts long before the lawsuit does.Connect with JohnLinkedIn: https://www.linkedin.com/in/john-h-henson/Website: https://www.henson-legal.com/newsroom ____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

Most lawyers think the only path to influence is starting their own firm.Own the business. Put your name on the door. Build the brand yourself.But what if that’s not true?In this episode, Brian sits down with Will McCreight for a conversation about reputation, visibility, and building a meaningful career inside someone else’s organization.They talk about the career advantages most professionals overlook, why relationships still matter more than people think, and how consistently showing up can completely change the trajectory of your career.There’s also a deeper conversation underneath all of it.About ambition. About patience. And about the difference between building a title and building a reputation.Because the people who stand out in this industry usually are not the loudest people in the room.They’re the ones who keep showing up, keep contributing, and keep building trust over time.If you’ve ever wondered whether you need to start your own thing to build something meaningful, this episode might challenge that assumption.Connect with WillLinkedIn: https://www.linkedin.com/in/william-mccreightWebsite: https://www.blusharkdigital.com/ ____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

Most lawyers assume their niche is safe.Until one day… it isn’t.A law changes. A rule shifts. And suddenly, the work you’ve spent years mastering starts to disappear.That’s exactly what happened to Alexander.He had a dream job. He was in the top tier of earners at one of the largest personal injury firms in the country, building his career around PIP litigation.Then Florida tort reform hit.And just like that, the pipeline dried up.This episode is about what comes next when that happens.We talk about the moment you realize the ground has shifted under your feet, the decision to walk away from something that was working, and what it really feels like to start over from scratch.There’s no clean playbook here. No overnight success story.Just the reality of rebuilding. Learning a new practice. Taking hits. And finding your footing again.If you’ve ever thought your practice was stable, or if you’ve been quietly wondering what you would do if everything changed tomorrow, this conversation will stick with you.Because the real question isn’t whether change is coming.It’s whether you’re ready for it.Connect with AlexanderLinkedIn: https://www.linkedin.com/in/alexander-licznerski/Website: https://www.licznerskilaw.com/ ____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

Most lawyers would have said no to this case.No clear damages.Messy facts.A client with a complicated history.Three firms already had.Sharif Gray and Gray Broughton said yes anyway.And that decision turned into a $20 million verdict.But this episode isn’t really about the verdict.It’s about the way they think.We get into what it looks like to build a firm that doesn’t chase the easy, high-volume cases. A firm that is willing to take risks, invest time, and bet on cases that don’t fit the usual formula.They walk through how this case came in, why they decided to take it, and how they proved damages without relying on the typical playbook of medical bills and diagnoses. There’s a moment where everything shifts. Where the case stops being about what’s easy to measure and starts being about what was actually taken from the client.We also talk about trial strategy, focus groups, jury selection, and the mindset it takes to stand in front of a jury and say a number out loud with conviction.If you’ve ever wondered whether you’re playing it too safe in your practice, this conversation will push you to rethink that.Because the real takeaway here isn’t just about winning big cases.It’s about building a firm that’s willing to take the kind of swings that make those outcomes possible.Connect with Sharif and GraySharif GrayLinkedIn: https://www.linkedin.com/in/sharifgrayWebsite: https://www.graybroughton.comGray BroughtonLinkedIn: https://www.linkedin.com/in/gray-broughton-2a8a265Website: https://www.graybroughton.com ____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

So if throwing more money at marketing usually backfires… what actually works?That’s where this part of the conversation goes.Part 1 was about thinking differently. About stepping back and realizing that most lawyers aren’t struggling because they picked the wrong tactic… they’re struggling because they don’t have a clear way to evaluate what’s working in the first place.Now we get into the messy part.Gyi Tsakalakis and Conrad Saam start breaking down how marketing actually plays out in the real world. Not the clean version you hear on stage. The version where attribution is unclear, data can be misleading, and even “good” campaigns can quietly fail.They talk about Google, agencies, AI, and the constant pressure to chase the next thing… and why that mindset usually leads to wasted time and money.But this isn’t just a teardown.There’s a shift that happens in this episode.You start to see what to focus on. What actually matters. And how to think about marketing in a way that connects back to the kind of firm you’re trying to build.It’s not simple. It’s not neat.But it’s honest.If Part 1 helped you see the problem more clearly, this one helps you start figuring out what to do about it. ____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

Most lawyers think their marketing problem is tactics.Wrong platform. Wrong agency. Wrong strategy.But what if the real problem is how you’re thinking about marketing in the first place?This episode is a little different.We’re taking you inside a live session from the Great Legal Marketing Summit, where Gyi Tsakalakis and Conrad Saam basically did what they do best… challenge everything lawyers think they know about growth.It starts with origin stories. How they got into legal marketing. How they built their businesses. Why two competitors can still operate as “worthy rivals.”But pretty quickly, the conversation turns into something deeper.They break down why most marketing advice feels confusing, why lawyers struggle to make sense of what actually works, and why chasing tactics without context is a losing game.There’s also a bigger theme running through all of this.If you want a better firm, you don’t just need better marketing. You need better thinking.Part 1 sets the foundation. Part 2 gets into the weeds.If your marketing has ever felt like a black box, start here. ____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

Most law firm owners approach hiring like they’re trying to put out a fire with a garden hose.You’re busy, the cases are piling up, and suddenly you realize you needed help months ago. So, you do what most of us do when we're desperate: you hire based on a "good vibe" and a resume that looks decent enough.The problem is that most lawyers aren't actually good at hiring because they do it so rarely. It’s an expensive skill to learn by trial and error.In this session from the GLM Summit, Jay Henderson hits the reset button on that entire process. He looks at your firm through a very specific lens: people, tasks, and systems. You can spend all year building perfect systems, but if the people running them aren't the right fit, everything is going to feel a lot harder than it needs to be.Jay gets incredibly practical here. He explains why you need a "superstar profile" before you even think about posting a job ad, and how to write that ad so you attract actual talent instead of just anyone with a pulse.One of the best parts of this talk is when he dives into the "gut check." We’ve all had that feeling that something is off with a candidate, but Jay explains why your intuition shouldn't be your entire strategy. He brings in tools, score sheets, and structured interviews to help you stop "selling" the job to the wrong person just because you ran out of questions to ask.In this episode, you’ll learn:Why your firm’s growth is limited by your "people part" and how to fix itThe exact steps to create a profile of what "good" actually looks like for any roleHow to stop hiring based on desperation and start using a consistent processWhy your gut feeling is a great warning sign but a terrible hiring planHow to avoid the "bad hire tax" that drains your time and bank accountIf you want to build a firm where you actually enjoy showing up on Monday morning, you have to stop letting hiring problems become your full-time job. This episode shows you how.Connect with Jay:LinkedIn: www.linkedin.com/in/jaysrealtalentCompany: www.RealTalentHiring.comEmail: [email protected] ____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

Everyone is talking about AI like it’s either the greatest thing ever… or the thing that’s going to replace lawyers entirely.And honestly, both sides are missing the point.In this episode from the GLM Summit, Dr. Cain Elliott breaks down what’s actually happening right now. Not the hype. Not the fear. What’s real, what’s changing, and what it means for how you run your firm.There’s a moment early on where he shows the difference between older AI models and what exists today. It’s not a small upgrade. It’s a completely different level of capability. The kind that should make you pause for a second and rethink how you’re using this stuff. But here’s where it gets interesting.Instead of saying AI is here to replace lawyers, Cain flips the script. He makes the case that the firms who win are going to be the ones who use AI to handle the noise so they can double down on what actually matters. Judgment. Relationships. Guiding clients through decisions that aren’t black and white.Because the truth is, the law has never just been about rules. It’s about people. And AI is not very good at being human.You’ll hear: Why AI judges would be a terrible idea and what that reveals about your role as a lawyer  How AI is changing marketing, intake, and client communication whether you like it or not  The biggest mistake lawyers make when thinking about AI  Why your clients might be more comfortable with this technology than you are This episode is less about tools and more about perspective.If you’ve been feeling behind, overwhelmed, or unsure how AI fits into your practice, this will help you see where things are actually going and where you still have the advantage.And it might change how you think about your role moving forward. ____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

If you’ve been hearing that SEO is dead, this episode is going to mess with your assumptions.Because here’s the truth. The firms winning right now are not abandoning SEO. They’re doubling down on it. They’re just playing a very different game.In this talk from the GLM Summit, Jason Hennessey pulls back the curtain on what’s actually working today. Not theory. Not guesses. Real strategies that are driving real cases. Including the kind of strategy that led one firm to invest over $100,000 a month in SEO… and why that bet paid off in a massive way.But this isn’t just about big budgets.Jason breaks down how ChatGPT and AI search are really choosing who shows up as “the best,” and why most lawyers are completely misunderstanding what’s happening behind the scenes.You’ll hear:Why AI search still relies heavily on traditional SEOThe concept of “topical authority” and why it’s becoming non-negotiableWhat separates firms that dominate search from those that disappearSimple, tactical things you can actually implement without a massive teamThere’s a moment in this episode where you’ll probably realize that your current marketing strategy is either quietly working… or quietly failing.Either way, you’ll know what to do next.This is one you’ll want to listen to twice. And then hand off to whoever touches your marketing. ____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

Most lawyers try to grow their firm the same way. More ads. Better SEO. More hustle.Elise Buie went a completely different direction.Years ago, after her life was turned upside down and she had to rebuild from scratch in a new city, Elise didn’t have a big network, a fancy marketing plan, or a pipeline of clients waiting for her.What she did have was a decision.She was going to meet 100 people every single quarter. No matter what.That simple commitment turned into something much bigger. It became a referral engine. A community. And eventually, a thriving law firm built around her life, not the other way around.In this episode, Elise breaks down how that strategy actually works, what most lawyers get wrong about networking, and how she scaled her firm while raising six kids and refusing to sacrifice her freedom.We also get into her philosophy of “people first, profit follows,” how she built a culture without “Eeyores,” and why unreasonable hospitality might be the most underrated growth strategy in law firm ownership.If you are tired of chasing leads, burning out, or building a firm that feels more like a trap than a vehicle for freedom, this conversation will challenge how you think about growth.Hit play and start building a firm that actually works for your life.Connect with EliseLinkedIn: https://www.linkedin.com/in/elise-buieWebsite: https://www.elisebuiefamilylaw.comFacebook: https://www.facebook.com/elisebuiefamilylaw ____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

When lawyers think about going solo, the first reaction is usually fear.What if I can’t find clients?What if I mess up the business side?What if leaving the firm is the worst decision I ever make?But what if the bigger risk is staying?In this episode, Brian sits down with family law attorney and solo practice coach Wendy Meadows to talk about the moment many lawyers quietly reach. The moment when you realize you are working harder than ever, bringing in real value to the firm, and somehow still feel stuck, underpaid, and out of control of your own career.Wendy has helped countless lawyers make the leap into solo practice. Not with vague motivation or “just bet on yourself” advice. With a practical roadmap that starts before the resignation letter and carries through the first month of running your own firm.In this conversation, Wendy breaks down the real red flags that tell lawyers it might be time to leave. Things like generating business but still only taking home a fraction of the revenue. Having ideas that could improve the firm but getting ignored. Or realizing that the traditional partnership path may never actually happen.Brian and Wendy also talk about the nuts and bolts of launching a solo practice. The minimum tools you actually need to get started. How lawyers can build a client base before they even leave their firm. And why showing up authentically online might be the most underrated marketing strategy in the legal profession.You will also hear an honest discussion about work life balance, why some lawyers stay solo forever, and how others build thriving firms after making the leap.If you have ever wondered whether the traditional law firm model is really the only path forward, this episode might make you think twice.Hit play and start imagining what your practice could look like on your terms.Connect with WendyWebsiteshttps://www.sparkleandgrit.com/https://wendysmeadows.com/LinkedInhttps://www.linkedin.com/in/wendy-sare-meadows-ba80285/Facebookhttps://www.facebook.com/profile.php?id=100072318214998Instagramhttps://www.instagram.com/wendy_s_meadows/ ____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

Most law firm marketing feels like a treadmill. Post more. Track more. Spend more. Hope the numbers behave.David Vicknair is playing a different game.He’s in one of the most competitive PI markets in the country, he’s three years into TV, and he still keeps coming back to the same “boring” foundation that most firms skip. Build your list. Stay in touch. Be memorable. Not with more noise, but with consistency.In this episode, David tells the real story behind what’s working for his firm in New Orleans. We talk about the surprising world of TV advertising, why you have to commit for the long haul, and why dabbling is basically a donation to the market leaders.Then we get into the move that makes a lot of lawyers squirm: a print newsletter and the effort it takes to manage it well. Not because it’s flashy, but because it compounds. It keeps you top of mind with people who already know you, trust you, and will send you the next call when it matters.You’ll also hear David’s take on “attribution disease,” why perfect tracking is impossible, and the simple way he thinks about marketing health without going insane. Plus, a fun detour into organic content that doesn’t take itself too seriously, because nobody is searching for “seven things to do after a crash” until they’re actually in one.If you want marketing that feels steadier, simpler, and more owned, this episode will click.Connect with DavidWebsite: scottvicknair.comLinkedIn (he posts twice a week): www.linkedin.com/in/david-vicknair-b7454321Podcast: Overruled Podcast ____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

If Part 1 made you want to rethink your marketing, Part 2 is where Dan Kennedy gets dangerously practical.This episode picks up live from the Great Legal Marketing Summit (October 2025) with Dan going deeper on the stuff most lawyers ignore because it feels “old school” or “too much work.” Direct mail. Personal follow-up. Real client engagement that does not look like every other firm’s same five ads and the same three landing pages. The kind of marketing that makes you the obvious choice because you are not playing the same game as everyone else. Consolidation is coming. More money is moving into legal. More companies are buying up attention, platforms, and distribution. And that reality changes what “growth” even means for a small firm. You can either get swept into the noise, or you can build something durable with a strategy and a circle of people who are testing what works. That’s where the conversation lands at the end. Dan talks about the value of mastermind groups, not as a trendy thing, but as a place to borrow the best experiments, skip expensive mistakes, and keep momentum when the market shifts. If you have been feeling like your marketing is fine but fragile, this episode will click. Want the notes from this conversation and the rest of the Summit sessions? Grab them at glmsummitnotes.com. ____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

Most lawyers market by looking around, copying what everyone else is doing, and hoping they can outspend the next firm.Dan Kennedy thinks that is the fastest way to become invisible.This is Part 1 of a two-part conversation from the Great Legal Marketing Summit (October 2025), where Ben Glass and Dan Kennedy dig into the core idea that built Ben’s firm in the first place: don’t do what everyone else does. Ben opens with the story of being a good lawyer who had no clue how to run a business, then getting a long sales letter in the mail for Magnetic Marketing. He almost sent it back. Instead, he listened, tested the ideas, and it changed his whole trajectory. From there, Dan gets practical and a little ruthless. He breaks down why “all digital everything” turns firms into commodities, why big-budget advertisers are not the real threat you think they are, and why your intake call is not an admin task. It is a sales conversation with someone who does not want to need a lawyer in the first place. You will hear them talk lead magnets, follow-up systems, and the “invited guest” concept. How to stop chasing prospects and start building a marketing asset that attracts the right people, over and over, without burning your life down trying to keep up with 95 million posts a day. If you have ever felt like your marketing is loud, expensive, and somehow still not working, this episode will feel like a reset.Want the full summit notes? Grab them at glmsummitnotes.com. ____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

Most lawyers think “brand” means a logo, a slogan, or some clever line about fighting for justice.Kia Arian has a different take. In this GLM Summit talk, she starts with a story about being jealous of a squirrel and ends by showing you why your best marketing is not a gimmick. It is the part of you that has been there the whole time. Your story. Kia breaks down why legal marketing keeps sounding the same, why reviews are not a brand, and why “experienced and compassionate” is basically invisible at this point. Then she walks through real examples of how lawyers uncovered a message that made the right people say, “Yep. That’s my lawyer.” You will also hear how to stop trying to manufacture momentum in your marketing and instead build a message that feels true, clear, and easy to repeat. The kind that attracts the right-fit clients and quietly repels the tire kickers. If you want the GLM Summit notes Brian mentions, you can grab them at glmsummitnotes.comConnect with Kia:LinkedIn: www.linkedin.com/in/kiaarianCompany: www.zinemarketing.comFacebook: www.facebook.com/zinegraphicsX (Twitter): twitter.com/kiaarian_ ____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

Most lawyers say they want to “scale.”Ryan McKeen has actually done it. The real kind. The kind where you build a firm that can take the punch of an eight year case, fund experts and animations, and still keep the lights on. The kind where a $100 million verdict is not a lottery ticket. It is the result of building the machine behind the scenes. In this conversation, Ryan tells the story of chasing an eight figure goal when he did not even have a case worth six figures. He talks about what had to change to make that goal even possible, from the team, to the systems, to the way he approached learning trial work. Then he shares the part nobody tells you. Even after the verdict, the case is not “done.” He is still waiting on the appellate ruling, and the clock is ticking at about $9,000 a day in interest. But the episode is not just a victory lap. It is a behind the scenes look at what it takes to build a firm that can handle big work without falling apart. We talk about why you cannot skip the reps, why “gut feel” is a terrible hiring plan, and why investing in your team is the highest leverage move most law firm owners refuse to make. Then it gets spicy. Ryan breaks down what private equity is doing in legal, why the middle is going to get squeezed, and what smaller firms need to do to stay strong and stay different. Think local pizza place versus Domino’s, but with your clients and your career on the line. If you want a clearer path to building a firm that can handle real cases, and still leave room for a real life, this one will hit.Connect with RyanBest Era: bestera.comLinkedIn: www.linkedin.com/in/ryanmckeen ____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

Hiring is one of those things most law firm owners do just often enough to get burned.You are growing, the phones are ringing, the cases are coming in, and suddenly you are thinking, “We need help. Like yesterday.” And that is usually the exact moment you start making decisions based on vibes, a decent resume, and one solid interview. Brian says it best. Most of us are not great at hiring because we do it so rarely. This episode is basically a reset button for the way lawyers hire.Jay Henderson walks you through a simple lens that makes everything clearer: your firm is made of people, tasks, and systems. You can build great systems all day long, but the people are the ones doing the work. So if the people part is off, everything gets harder than it needs to be. From there, Jay gets practical. He breaks down how to create a “superstar profile” for each role so you know what good actually looks like before you post the job. Then he shows you how to write a job ad that attracts the right candidate instead of everyone with a pulse. He talks score sheets, structured interviews, and how to stop defaulting into selling the job because you ran out of questions. He also gives a gut check on gut checks. Pay attention when your instincts are warning you something is off, but do not let intuition be the whole strategy. Tools, testing, and a consistent process help you go in with your eyes open and avoid the bad hire tax. If you are building a firm you actually want to show up to on Mondays, this is the episode that helps you stop hiring problems from becoming your whole personality.Connect with Jay:LinkedIn: www.linkedin.com/in/jaysrealtalentCompany: www.RealTalentHiring.comEmail: [email protected] ____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

If you have ever tried to take a long weekend and caught yourself “just checking Slack” from the hotel lobby… this one will feel personal.In this episode, Brian sits down with Conrad Saam (Mockingbird Marketing) for a simple gut-check: The 4-Day Test. Can your business run without you? And if the honest answer is “not really,” Conrad doesn’t shame you. He just lays out what changed inside his own company so he could step away for a few days and not come back to chaos. Spoiler: it was not more hustle. It was better structure, real ownership, and getting comfortable with 80% done their way instead of 100% done your way. You will also get a refreshingly grounded take on legal marketing right now. Conrad talks about why AI is still speculative, why most firms should not chase every new thing, and how he decides what is worth testing versus what is just shiny-object drama. And yes, they go there on directories too. The conversation gets practical fast: what actually matters today, what Google “tells you” if you pay attention, and why citations and profiles can matter more than you think in an AI-shaped search world. If you want a firm that supports your life instead of consuming it, hit play. Then ask yourself one question: would you pass the 4-day test?Connect with Conrad: Mockingbird Marketing: https://mockingbirdmarketing.com/Linkedin: https://www.linkedin.com/in/conradsaam/ ____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

Recorded live at the GLM Summit, this episode of Life Beyond the Briefs brings together Michael Delon and Jonathan Hawkins to answer a simple question with big upside: how do you turn the expertise you already have into a book that actually brings in clients?Michael walks through how busy professionals can create a book without locking themselves in a room to write for months, and how that book becomes a trust-building tool you can use in referrals, intake, and follow up. Jonathan shares the lawyer’s side of the story: what it is really like to go through the process, what changed in his practice once the book was in hand, and how he uses it with real clients instead of letting it collect dust on a shelf.You’ll hear them dig into:How to position your book so it speaks to the right clientsSimple ways to get your ideas out of your head and into a usable manuscriptPractical scripts and use cases for giving your book to prospects and referral partnersCommon myths that keep law firm owners from ever getting startedAudience Q&A on niches like PI, bankruptcy, and tax resolutionIf “write a book” has been on your someday list, this live GLM session will show you how to finally move it into the “this year” column and make it work for your firm. ____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

Most lawyers talk about leaving. Nana Knight actually did it.In this episode, Nana walks through what it really looked like to leave the DA’s office, hang a shingle, and build a criminal defense firm from scratch. No big safety net. No waiting around for the “perfect time.” Just a clear bet on herself.We talk about how her background as a prosecutor and JAG officer shaped the way she runs her firm, why confidence matters more than people admit, and what she focused on in the first year to get real traction fast. You’ll also hear how she built authority early with YouTube, referral relationships, and a book—while still doing the work and serving clients at a high level.If you’re a lawyer thinking about going out on your own (or already did and feel a little stuck), this is one of those episodes that makes things feel possible again.No hype. No buzzwords. Just a real conversation about building a practice you actually want to run.Connect with NanaWebsite: https://www.knightjustice.com YouTube: Search Nana Knight Criminal Defense LinkedIn: https://www.linkedin.com/in/nana-knight-19a9a2293Want a copy of Nana’s book The Knight Advantage? Visit her website and reach out through the contact page to request a copy. ____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

This episode of Life Beyond the Briefs is a breakout session from the GLM Summit with Leah Miller, founder of Firmly Profits and fractional CFO for law firm owners. Leah started as a paralegal, worked her way up to firm administrator and CFO at a PI firm, and now helps firms around the country actually understand their numbers and build real profit on purpose.If you have ever opened a profit and loss statement, stared at it, and quietly closed it again, this one is for you. Leah walks through the basics of law firm finances in plain language. She shows you how to read your financial statements, set a realistic budget, and use a few key benchmarks so you know if your expenses, wages, and marketing spend are in a healthy range. Then she connects it all back to something practical. How much you bring home, what it really costs just to keep the lights on, and how to build predictable profit instead of just taking money when it happens to be in the bank.In this session, you will learn:The three financial statements every firm owner should review each month and what numbers to focus on firstHow to break your expenses into revenue driving, profit driving, and personnel so you can see where the money is actually goingSimple benchmarks for marketing, operations, and wages that help you spot when something is offA straightforward way to build a budget using your real historical numbers and adjust it for your goalsHow to plan for bonuses and growth hires so they are baked into the budget instead of last minute stress decisionsLeah’s goal is not to turn you into an accountant. It is to help you feel confident with your numbers so you can make better decisions, spot problems early, and pay yourself what you actually want to earn.Connect with Leah MillerFirm: firmlyprofits.comSocial: www.linkedin.com/in/leahlnmfinancial ____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

The rush to “do more” is loud, but the quiet work of designing a year you actually want to live is louder. We break the high achiever cycle—always chasing 2x—by starting with gratitude, then building a plan that respects seasons of life, family, and the reality of running a law practice without becoming its prisoner.First, we look back. Pull up your photos and calendar to build a 2025 highlight reel and remind yourself how much good you already lived. From that steadier place, we map the core “gardens” of life—business, finances, health, relationships, growth, adventure, and environment—and define what a true 10 out of 10 looks like in each. You’ll hear practical examples for setting clear metrics and feelings that prove progress, plus simple ways to capture weekly wins so momentum doesn’t get lost.Then we choose a Masogi: one bold, year-defining challenge with a real chance of failure. Whether it’s your fastest marathon in a decade, that first million in revenue, or coaching your kid’s team, we show how to pick it, put it on the calendar, and make it public so accountability does its job. From there, we swap outcome obsession for activity excellence. You’ll get an easy growth cadence—one referral lunch, three handwritten notes, five thoughtful posts each week—and a health and relationship rhythm you can actually sustain. We focus on quarterly lifts for the lowest-scoring areas rather than trying to fix everything at once.Finally, we talk time. Big rocks go on the calendar first—vacations, family events, races, retreats—so trials and tasks don’t swallow your life. If you run your firm, teach your team to guard their time, too. The law doesn’t have to be a pie-eating contest where the prize is more pie; the real prize is a rich life shared with people you love. If this resonates, follow the show, share it with a lawyer who needs permission to plan boldly, and leave a review with your 2026 Masogi.____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

This episode of Life Beyond the Briefs is a breakout session from the GLM Summit featuring Michelle Pippin (founder of Women Who Wow / WoWX) and Johnine Clark, a Maryland family law and estate planning attorney who has built a busy, referral driven practice by getting very clear on who she serves and how she wants to work.This is not a “do all the things” marketing talk. It is two women being straight with you about what actually brings in good cases and a sane schedule. Michelle shares how she turned about fifty bucks and a big idea into a seven figure business. Johnine walks through how she niched her practice, tightened her brand, and became the obvious choice for a specific kind of client without living on social media.You will hear them get into:How to build a real referral ecosystem instead of just hoping people remember youGetting honest about your best clients and being okay that not everyone is a fitUsing micro niches so your ideal clients feel like you are talking directly to themCreating “surround sound” visibility so your name comes up in rooms you are not inReusing and reshaping content you already have so marketing feels sustainableIt is candid, funny, and very real about money, motherhood, and being a woman who is serious about growing a law firm on her own terms.Connect with Michelle PippinWebsite and visibility resources: www.womenwhowow.comSocial: www.linkedin.com/in/michellepippinConnect with Johnine ClarkLaw firm website: www.jnclarklaw.comSocial: www.linkedin.com/in/johnine-clark-86461178 ____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

What if the biggest threat to your law firm is not your competition, but the noise you let into your life and calendar?In this live Q&A from the GLM Summit 2025, Brian and Ben reflect on what it really means to pursue growth and “the good life” as a lawyer. This is not a tactics-only conversation. It is about how you think, what you allow into your head, and how you design a practice that serves your life instead of swallowing it.You will hear Brian and Ben talk about conferences, community, and why most of us go home with notebooks full of ideas and then change almost nothing. From there, he gets very practical about the next 90 days, how to close out the year strong, and how to plan for the future without lighting yourself on fire.Inside this episode, we get into:Turning conference inspiration into actual calendar commitmentsSeparating “noise” from inputs that really move your firm forwardUsing 90 day plans to make 2026 less chaotic and more intentionalBlocking real thinking time so your firm is not run out of your inboxImproving the velocity of money in an injury practice so you are not waiting forever to get paidIf you are a lawyer or law firm owner who wants both a profitable practice and a life you actually like waking up to, this one will hit home.Hit play and use this as your own private debrief from the GLM Summit. ____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

If you’re planning for 2026 without knowing your numbers, you’re not planning, you’re guessing.In this solo episode, Brian breaks down the 4 numbers every law firm owner must know before heading into annual planning:Average case value (including your zeros and how to handle those big outliers)Cost to acquire a new client (and why messy QuickBooks are silently killing your clarity)Total owner compensation (the real “am I winning?” number, not just revenue)Wanted lead to client conversion rate (the lowest-hanging fruit in your firm)If you’ve ever thought: “I sign everyone I want to sign,” “I’m spending ‘about right’ on marketing,” or “I’m making okay money, but it doesn’t feel worth the stress…”…then this episode is your wake-up call.Brian walks you through how to use these four metrics to:Build a firm you actually like showing up to on MondaysStay in the game long enough to build real wealthStop burning cash on marketing that doesn’t convertDecide if you’re truly better off as an owner, or just self-employed and exhaustedNo fluff. No guru talk. Just a practical, numbers-driven framework so you can walk into your 2026 planning retreat with confidence instead of vibes.Hit play, grab a notebook, and start measuring what actually matters.Bonus: Want to steal notes from the latest Great Legal Marketing (GLM) Summit? Get them for free at: glmsummitnotes.com____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

Dreading your next tax bill… but too busy running your firm to do anything about it?In this special Breakout session live from the Great Legal Marketing (GLM) Summit, Adam and Jackie Williams of Pennywise Tax Strategies walk us through 7 smart tax moves every law firm owner should make before December 31st if you want to keep more and pay less.You’ll hear how firm owners are legally:Using the tax code to put more cash back in their pocketStructuring their firm (and life) so they’re not tipping the IRSLeveraging strategies like renting their home, paying their kids, and big-ticket deductions the right wayMoving from “reactive CPA” to proactive tax planning that actually supports their goalsThis isn’t theory. It’s what Adam and Jackie are doing every day with lawyers who are tired of grinding more hours just to watch the IRS eat the upside.Listen in, then grab the notes: Want the session notes and key takeaways from GLM (plus other Summit sessions)? Download them here: https://www.glmsummitnotes.com/When you see how much value you get just from the notes, you’ll understand why lawyers fly in every year for the GLM Summit to learn how to build a profitable firm and a life they actually enjoy. ____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

When your intake gets sharper, everything else gets easier. In this episode, Brian sits down with Alabama injury lawyer Hunter Garnett to unpack how he builds teams that own outcomes, trains intake to convert without sounding scripted, and uses pods and clear scoreboards to drive profit. We get into hiring your next lawyer at the right time, ramping super-green assistants fast, onboarding experienced staff without chaos, and writing SOPs that people actually follow. Then we talk spend that makes sense. PPC, LSAs, and SEO. What to track. What to pause. How to match your marketing “spigot” to your capacity. Along the way, Hunter shares how community involvement brings better cases and how simple nurture turns past clients into superfans. Practical, candid, and built for operators who want results that last.What you’ll learnThe intake roles and training that move conversionsHow to structure pods, set scoreboards, and measure profit by teamA simple way to time your next hire and onboard to speedThe real-world economics of PPC, LSAs, and SEO for PI firmsCommunity and client-nurture plays that compoundConnect with HunterEmail: [email protected]: linkedin.com/in/hunter-garnett-56895876Firm: GP Injury Law (Garnett Patterson Injury Lawyers): huntsvilleinjurylawyers.com ____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

Most lawyers think growth starts with paid leads, slick branding, or a pricey SEO retainer. We take a different path. This episode walks through a lean $500 marketing stack designed for brand new attorneys and fresh law firms that want to become findable, credible, and convertible—fast. You’ll hear the exact steps to build proof of life online, create an offer that beats “free consultation,” and follow up like a pro without handing your client experience to an AI bot.We start with the essentials: own your name and your firm’s name as domains, set up a professional email, and publish a no-frills, mobile-first, one-page website where every button works. Then we move to the channels that matter most for local discovery—claiming your Google Business Profile, choosing the right categories, writing a human description, and posting images that actually tell your story. You’ll also learn why consistent social handles matter, even if you’re not posting yet, and how a bare-minimum presence supports word-of-mouth referrals who inevitably check you online.From there, we show you how to stand out with a niche lead magnet—a short, useful book that trades real value for permission-based follow-up. Price it high on Amazon, give it away free on your site, and capture email, phone, and mailing address to continue the conversation. We dive into follow-up that wins: short emails, quick calls, and personal Loom videos that acknowledge what prospects truly worry about—medical bills, car repairs, time off work—so they feel heard. Finally, we map a 30-day plan to gather Google reviews at moments of delight, repurpose them for credibility, and set your practice on a path to scalable, cost-efficient client acquisition.If you’re ready to build a practice you actually like showing up to on Monday, this framework gives you momentum without burning cash. Subscribe, share with a lawyer friend who needs a clean start, and leave a review to tell us which step you’re taking first.____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

Step into a packed breakout room at LexSummit 2025. The coffee is still warm, the questions come fast, and trial lawyer Mike Rafi is as candid as they come. This session is about social that serves a purpose. Not chasing viral hits, but speaking clearly to the people who might need you, and to the colleagues who might send you your next great case.We start with the simple idea that wins on every platform: be useful. Mike walks through how he chooses a lane, why daily posting is easier than it sounds, and what a good 60-second video actually says. We talk about writing for clients and referrers at the same time, turning a website visit into a call through basic retargeting, and handling the occasional troll without losing your voice.There is no fluff here. You will hear what has actually moved cases for modern firms. Short LinkedIn posts that build trust over time. Local stories that make your value obvious. Speaking gigs and bar journals that scale your reputation. Clear calls to action that turn attention into intakes. We close with a simple plan you can try this week: pick one platform, commit to two repeatable content types, and set up a small system that keeps you consistent when the docket gets loud.Recorded live at LexSummit 2025. If this conversation helps, share it with the lawyer who keeps saying they will start posting tomorrow. ____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

Ever drafted the “I’m out” email and saved it as “send after bonus”? In this episode, Jonathan Hawkins returns to talk about the messy middle of law firm life: when to leave, how to leave without stepping on landmines, and how to know if “partner” is a leap or a leash. We get into the kitchen-table talk at home, what you can and can’t say to clients before you give notice, and the quiet costs of equity that no one puts in the brochure.We also dig into the parts owners whisper about: slowing down departures without playing games, conflict waivers when friends want to be partners, when to update the partnership agreement, and what M&A really looks like for smaller firms, especially in PI. If you’re plotting an exit or trying to keep your team from plotting theirs, this one will feel familiar and useful.Jonathan’s new book, The Law Firm Life Cycle, is our guide throughout, with simple checklists and plain-English frameworks you can use the minute the episode ends.Connect with Jonathan:Book: The Law Firm Life Cycle: Counsel for Every Stage of Your Law Firm’s Journey — Paperback ISBN-13: 9781964046808 (Amazon paperback: https://www.amazon.com/dp/1964046807 • Kindle: https://www.amazon.com/dp/B0FT3K1WMY • B&N: https://www.barnesandnoble.com/w/1148475106Book landing page: https://www.lawfirmgc.com/law-firm-life-cycle/Website: https://www.lawfirmgc.com/LinkedIn: https://www.linkedin.com/in/jonathan-hawkins-law-firm-general-counsel/If this episode sparks a decision, start with the book chapter on planning your exit, then replay the section on client communications and do the kitchen-table talk tonight. Your future self will thank you. ____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

Picture a new client on day 17. They signed last week. Their neck still hurts. Their inbox is quiet. The silence makes the story in their head louder. Did the firm forget me?That moment is where this episode lives. From the first call through the first 30 days and beyond, Brian Glass sits with Gyi Tsakalakis and Abogado Jared Jaskot to map a simple system for better client communication and steadier client engagement. They show how to set client expectations on day one, why a real voice every 30 days calms anxiety, and how a welcome kit or closeout letter can anchor the relationship. You will hear where digital tools help and where they don’t. Chatbot for intake, sure. Automation for reminders and scheduling, yes. But the real wins come from mixing law firm technology with a human check-in that proves you are working the file.If you care about legal marketing that feels like service, legal practice management that your team can keep, and a client experience that earns five-star reviews, this is your playbook. We cover using SMS over email when it fits, capturing preferences early, routing DMs back into your system, and building evergreen videos that answer common questions without repeating yourself. Keywords you will hear throughout: client communication, client expectations, digital tools, chatbot, automation, and the habits that make a modern practice run.Recorded at Kaleidoscope 2025 by 8AM (formerly, Affinipay) with Brian, Gyi, and Jared. ____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

What happens when one of the original voices in solo law practice meets the cutting edge of AI?At 8AM’s Kaleidoscope event, Brian sat down with Carolyn Elefant - legendary founder of MyShingle, author of Solo by Choice, and environmental justice attorney fighting Big Energy with bold strategy and even bolder tech.In this conversation, Carolyn shares how she:Turned a dot-com-era blog into a pipeline for high-value clientsUses AI to decode 200-page rulings in minutes (and train new lawyers fast)Created a playbook so effective, government agencies distributed it for herIs building an AI-first law firm offshoot with scalability in mindThis isn’t your average solo practice story. It’s a deep dive into how to work smarter, build authority, and design a law firm that actually fits your life — not the other way around.Whether you’re solo-curious, tech-savvy, or just sick of the billable grind, this episode will make you rethink what’s possible.Hit play and get inspired by Carolyn’s unapologetic, future-facing approach to law.Connect with Carolyn:www.myshingle.comLinkedIn: https://www.linkedin.com/in/carolynelefant/____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

You’ve hired the bookkeeper. You’ve got the tax pro. You’re making money. So… why does it still feel like you're flying blind and low-key drowning?In this episode, Brian sits down with Kelley Brubaker, a Fractional CFO who’s been called the Numbers Whisperer for law firms, and not in a “look at this pretty P&L” kind of way. She helps firm owners ditch the chaos, decode the metrics that actually matter, and stop scaling their misery.They get into:Why your P&L is lying to you (and what to use instead)The KPI trap most lawyers fall into (and how to escape it)What “scaling” really means and why most firms do it backwardsWhen to stop DIY-ing your finances and hire a grown-upIf you’ve ever said “I just want to grow,” without knowing what the hell that means, this is your wake-up call!Connect with Kelley: 🔗 LinkedIn 🌐 Profit Scale Thrive 📅 Book a Curiosity Call ____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

What’s the real return on all that time lawyers are spending posting on LinkedIn, Instagram, or YouTube?In this special episode pulled from a recent GLM Tribe call, Ben Glass and Brian Glass have an honest conversation about what’s working, what’s not, and why social media might not be the magic bullet many lawyers are hoping for.They share how they think about visibility, what role social media plays in their own firms, and what most lawyers get wrong about it. You’ll also hear how they balance short-form content, personal branding, referral building, and where they believe your next hour or dollar is best spent.This isn’t about going viral. It’s about being seen, being trusted, and being intentional with your time and energy.To learn more about how to grow a law practice that gives you more freedom, and to join the Tribe, visit https://www.greatlegalmarketing.com____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

He left Big Law after 90 days to chase juries. Now Sharif Gray, Richmond trial lawyer and co-host of the RVA Trial Lawyers podcast, breaks down how authenticity (not interrogation) wins over jurors and drives real results in the courtroom.We get into the hard stuff: valuing cases beyond medical specials and policy limits, the “speed-trial” mindset of cutting what doesn’t serve the story, and why parachuting in close to trial can actually sharpen your case. Sharif also shares a tough crime-victim matter that shows what accountability really looks like—and why some cases are worth saying “no” until it pays.In this episode:Make authenticity your unfair advantage in voir direPrice pain and conduct—not just bills and limitsSpeed-trial thinking: cut to winParachute-lawyering: fresh eyes, clearer themesBuild a career around trials vs. running the businessGet real reps (JAG, prosecution) when jury trials are scarceIntake filters that find clients who want accountability, not just a checkSharif’s Event Voir Dire to Verdict 2025 — practical training from top trial minds. Proceeds support the Wounded Warrior Project. Info & tickets: https://rvatriallawyers.com/events/Connect with Sharif LinkedIn: https://www.linkedin.com/in/sharifgray YouTube (RVA Trial Lawyers): https://www.youtube.com/@RVATrialLawyers Apple Podcasts (RVA Trial Lawyers): https://podcasts.apple.com/us/podcast/rva-trial-lawyers-virginias-trial-lawyer-podcast/id1669382040 Contact page: https://rvatriallawyers.com/contact-us/ Firm bio: https://graybroughton.com/team/sharif-gray/ ____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

Forget boring branding and forget trying to please everyone, this episode is about standing out, building trust, and boldly owning your space.This week, Brian sits down with Lee Rudin, founder of RUDIN LAW and the brain behind the unforgettable “Get Rude” brand. If you’ve ever wondered how to create a law firm identity that clients actually remember and wear on a t-shirt, this is your playbook.Lee shares:Why polite branding gets you forgotten (and what to do instead)How niche swag and grassroots engagement built his client baseThe psychology behind bold legal advertisingWhat most firms get wrong about digital marketingHow he's managing cash flow and growth while scaling fastAnd why your brand should repel as much as it attractsHe’s not selling gimmicks — he’s building real relationships and a brand that hits hard.If you're tired of safe, bland, forgettable law firm marketing... it's time to Get Rude!🎤 Connect with Lee Rudin:Instagram / TikTok / YouTube: @GetRudeLawFacebook: RUDIN LAWLinkedIn: Lee RudinWebsite: www.getrude.comHe's speaking at PIMCON in Scottsdale, October 2025. Don’t miss it! ____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

What if the fastest way to grow your firm was not another ad, but a joke? n this episode of Life Beyond the Briefs, Brian sits down with Jimmy Lai, an immigration lawyer with a fast-growing, empathy-first practice, to ask a simple question: Could humor make you more hireable? From Taiwan to Oklahoma City, Jimmy’s story shows how culture, personality, and daily LinkedIn posts can turn strangers into clients and advocates.You will learn:How to use humor and empathy to lower client anxiety and increase conversionsA simple LinkedIn posting routine (PS and PPS) that builds trust and referralsWhy community beats cold outreach and how to build one that sticksSmart ways to scale, including of-counsel partnerships, reviews, and operations that do not breakThe immigration law nuances that make your intake truly client-centeredHit play, grab a coffee, and steal the playbook for being memorable without being unprofessional.Connect with Jimmy Lai LinkedIn: https://www.linkedin.com/in/jimmylai-jdmba/Free LinkedIn Growth Community on Skool Free now. Becomes paid on September 20, 2025. Learn posting frameworks, get content feedback, and join community accountability. Join here: https://www.skool.com/unforgettable-professionals/about?ref=c82ba443bf884d888c5bb36e1705a4a0Enjoying the show? Follow, rate, and review Life Beyond the Briefs, and share this episode with a lawyer who needs a nudge to post with personality. ____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

What if the thing capping your firm’s growth is you?Seth Price scaled from 2 to 40 lawyers by making the move most founders avoid. He let go, then replaced himself with systems, A players, and data that compound.In this episode, Brian and his friend Seth get specific about what actually works, not theory.You’ll learn:why speed to lead wins cases before your coffee coolsthe first two hires that free your week and raise the barthe core systems that run without youwhat to automate and what should stay humanhow local SEO and Google Business Profiles turn clicks into clientsthe data rhythms and KPIs that keep a firm honestwhere the legal market is shifting and how to position your practiceIf your firm feels busy but not bigger, this is your blueprint to scale with less stress and more control. Connect with Seth Price:LinkedIn: https://www.linkedin.com/in/sethprice Price Benowitz LLP: https://pricebenowitz.com/ ____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

Sick of pouring budget into ads that attract the wrong cases? In this episode, Delisi Friday breaks down a referral-first growth plan built on two pillars: better intake and the CORE method—Create Once, Recycle Everywhere. We get into the exact intake language that protects trust (“Who can we thank for the referral?”), the follow-up rhythm that keeps you top-of-mind, and how to turn one recording into weeks of credibility-building content without burning out your team.You’ll learn:The intake script that shortens time-to-retainerHow to map and prioritize your warm network (without feeling salesy)CORE workflows to multiply content across channels in minutesSimple touchpoints (think: thank-you notes, key-date reminders) that quietly drive repeat referralsIf you’re ready to replace random acts of marketing with a predictable referral engine, hit play—and share this with the partner who still thinks “more clicks” is the answer. Stay tuned for Part Two, where we go deeper on building a durable pipeline that compounds.Find Delisi Friday: Website: FirstCallFriday.com Email: [email protected] YouTube: First Call Friday Podcast: From Coffee to Cases with Delisi Friday ____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

What does a real CMO do, and why do most law firms get it wrong?In this episode, Cassidy Lewis, Chief Marketing Officer at Cooper Hurley and founder of the CMO Academy, breaks down why marketing isn’t about tactics or title inflation; it’s about teaching, strategy, and trust.We talk about building in-house marketing teams that actually scale, how community marketing drives referrals, and why omnipresence is the name of the game in 2025.If you’re tired of wasting marketing dollars and ready to lead with intention, this one’s for you.Connect with Cassidy on LinkedIn: cassidythemarketer ____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

Are you pouring marketing dollars into a leaky bucket? That's exactly what's happening at law firms with broken intake systems. As a personal injury attorney who has quadrupled my firm's revenue in just four years, I can tell you with absolute certainty: fix your phones before spending another penny on marketing.In this eye-opening episode, I share the shocking story of how we fired our answering service within just 48 hours of hiring them—after they cost us $18,000 in potential revenue from a single mishandled call. When a potential client phoned at 10:05 PM explicitly asking to schedule a consultation, the answering service operator ignored her request for ten minutes until she hung up in frustration. With our average fee value of $18,000 per case, that single botched interaction was extraordinarily expensive.The problem extends beyond answering services. Many firms create unnecessary barriers between themselves and ready-to-hire clients. Your staff must fundamentally believe that hiring your firm is the best possible outcome for someone with a legal problem. As I tell my team: "Nobody calls a plumber asking how to fix a toilet—they want the plumber to solve their problem." When potential clients reach out, they're raising their hand for professional help, not a DIY tutorial.I share the simple but powerful phrase that transformed our intake process: "You sound like you need a lawyer, and I can help you." This straightforward approach helped us recover 25 cases (worth approximately half a million dollars) just by calling back people who had previously reached out but never signed with us or explicitly declined our services.Before investing in more lead generation, ensure you have a clearly defined "deal box" of case criteria, staff who believe in your services, and an intake process that facilitates—rather than obstructs—the path to becoming your client. Your potential revenue is already calling; are you ready to answer?____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn

You’ve hit $500K in revenue—but can your law firm run without you?While Brian’s sipping aperitivos in Italy for three weeks, Chelsea Williams—the Money Whisperer behind Core Solutions Group—is here to break down what it really takes to create a firm that functions (and flourishes) in your absence.In this episode, we unpack:Why your bookkeeper ≠ your CFO—and why that mattersHow to build a financial team that gives you freedom, not more workWhat “Profit First” actually looks like in a law firmHow to stop guessing your ROI and start projecting with confidenceThe mindset shift: it’s always—and never—about the moneyIf you're ready to stop grinding and start growing, hit play. Your future self (and your vacation calendar) will thank you.🔗 Connect with Chelsea Williams & Core Solutions Group: 🌐 Website: yourcoresolution.com 📸 Instagram: @core_solutions_group 💼 LinkedIn: Core Solutions Group, Inc. 📘 Facebook: facebook.com/yourcoresolution ▶️ YouTube: @core_solutions_group🎁 Free Resources for Law Firm Owners: 📘 Join the CFO Program 🎥 Watch the Free Masterclass 📥 Download the CFO Checklists ____________________________________Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia.  He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field.  This podcast is his effort to share that passion with others.Want to connect with Brian?Follow Brian on Instagram: @thebrianglassConnect on LinkedIn