EP098: Dr. Jean The Results Queen – Law Firm Management Strategies with Dr. Jean Oursler

This week, I had the pleasure of interviewing Dr. Jean The Results Queen, Dr. Jean Oursler, founder of Caveman Brain. With over 24 years of experience in operations, sales, marketing, and finance, Dr. Oursler brings a wealth of knowledge to our discussion about coaching law firms.

Dr. Oursler is also an EOS (Entrepreneurial Operating System) Implementer, and she explains how EOS enhances productivity, accountability, and communication within legal practices. She shares compelling success stories, including a managing partner who saw significant improvements in meeting productivity and task completion through EOS. She lays out four essential building blocks for improving sales, particularly for personal injury attorneys, and stresses the importance of deeply understanding your target audience.

We discuss the significance of setting achievable goals, the concept of "brain junk" or mental clutter, and the myriad benefits of EOS. Dr. Oursler shares her journey of transitioning her business from a traveling consultancy to an online venture, highlighting the importance of aligning marketing and business development strategies.

It's an engaging and informative discussion that you won't want to miss.

Key Topics

• 02:28 Dr. Jean Oursler shares her background and how she got to where she is today from theater major to advertising executive to HR consultant, now a 24-year consulting veteran.
• 03:34 How creating her own role in a family-owned business lead to her later starting her own consulting firm.
• 05:28 Pivoting from in-person to online consulting.
• 06:22 Recognizing lawyers need new business development skills, but no one teaches them. They are good at asking questions but need to change their mindset for marketing.
• 08:20 Sharing her four-phase process, a circle. Alignment, Accountability, Expansion, and Brain Junk.
• 09:05 Creating an avatar for your ideal client to understand their needs, pain points, and values. 
• 11:05 Identifying the best client avatar by analyzing their fears and desires you are able to solve those fears
• 13:08 Emphasizing the importance of picking a niche and sticking with it for marketing efforts and attracting the right clients.
• 15:04 Holding yourself accountable for writing what you want to do for new business development
• 18:49 The concept of "brain junk" and how it can hold individuals back in their personal and professional lives.
• 20:42 The importance of setting quarterly goals for law firms to achieve success. Your B-HAG (big, hairy, audacious goals)
• 22:34 The need to set specific, measurable, and achievable goals, and to prioritize them to maximize progress.
• 23:45 Getting 95% of their priorities done, but celebrating that achievement.
• 26:14 The importance of identifying and overcoming psychological barriers to success.
• 27:03 Jay’s experience with EOS and the impact on his company.
• 29:04 How EOS for law firms can improve operations and increase profitability.
• 30:00 How the most successful lawyers realize they're running a business, not just a practice, and EOS provides a framework for doing so.
• 32:56 Visionaries need to step back to allow others to take accountability and leadership roles.
• 34:24 Dr. Jean's passion for EOS stems from its ability to help entrepreneurs balance visionary and integrator roles.
• 35:42 Successful law firms on EOS have clear roles, accountability, and measurable goals.
• 38:16 Using EOS to help clear those long to-do lists and prioritize tasks.
• 39:17 A look at the apps Dr. Jean uses – Otter and 90 i0

Resources Mentioned

*Books*

1. “10x is Easier than 2x" by Dan Sullivan 
2. What the Heck is EOS  A Complete Guide for Employees in Companies Running on EOS
3. Riches in Niches
4. Traction Get a Grip on Your Business

*Apps*

1.  Otter -  AI Meeting Note Taker & Real-time AI Transcription
2.  90 iO - Cloud-Based Business Operating System
3. Fathom Notes

*Websites*

1. cavemanbrain.com

*Newsletters and Publications*

1. Vanguard's IVAF newsletter
2. Medium articles by Mark Sheffer

About Dr. Jean Oursler:

With a Ph.D. in Business Psychology, Dr. Jean is a leading business consultant, renowned speaker, world-class performance coach, and creator of Caveman Brain®. She developed The Caveman Brain® Business Growth System to assist individuals, teams, and companies in accelerating business growth. This innovative system uniquely combines skill set, mindset, and tool kits to align individuals, teams, and companies for maximum results in the shortest possible time. Dr. Jean asserts, “By using this customized, done-for-you system, you can achieve results in as little as 30 days, either independently or with the support of our certified Growth CoachesTM.”

As a business psychologist, Dr. Jean’s growth philosophy is rooted in a pragmatic, results-driven approach tailored to her clients' specific needs. Her clients call her The Results Queen® due to her exceptional ability to deliver unprecedented results rapidly, fostering and sustaining high performance levels. Driven by her mission, “To Leave You Better Than I Found You,” Dr. Jean helps clients understand and harness their Caveman Brain® to overcome obstacles and achieve superior business outcomes. Her compelling purpose and passion are evident in all her presentations, whether on stage or behind a microphone.

About Jay Berkowitz:

Jay Berkowitz is a digital marketing strategist with decades of experience in the industry. As the CEO of Ten Golden Rules, he has helped countless law firms and businesses harness the power of the internet to achieve remarkable growth and visibility. Jay is also a renowned keynote speaker and author, sharing his expertise at various industry events and publications worldwide.

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