EP107: GLM – The Great Legal Marketing Conference, Masterminds and a new Book! Law Firm Growth Strategies with Ben Glass

In this episode, I had the pleasure of sitting down with Ben Glass, a seasoned lawyer, legal marketing expert, and founder of Great Legal Marketing. Ben shared his incredible journey from law school to building a highly successful law firm, and he offered some invaluable insights into time management and business growth for entrepreneurs, especially those in the legal field.

Breaking down the importance of recognizing the true value of your time and the power of delegating tasks that fall outside your 'zone of genius.' Ben also highlighted the transformative impact of mastermind groups, drawing inspiration from Napoleon Hill, and how these collectives can turn struggling firms into thriving businesses. We discussed the evolution of marketing strategies—from traditional methods to leveraging AI for better client engagement.

Ben also shared his experience co-authoring the fourth edition of Dan Kennedy's "No BS Time Management for Entrepreneurs," where he emphasizes the importance of time blocking, accountability, and clear communication. These strategies are essential for attracting ideal clients, hiring the right employees, and implementing innovative lead-generation techniques.

Key Topics

• 01:58 Ben recounts his initial years as a lawyer, including his law clerkship with a prominent trial lawyer and his transition to starting his own law firm.
• 03:16 He challenges running a law firm, including managing cases, people, and acquiring clients.
• 03:38 Dan Kennedy's "Magnetic Marketing" product and how it influenced his approach to marketing.
• 05:15 How he differentiated his law firm's marketing message by offering a free book to potential clients.
• 08:23 The importance of creating a personal brand and unique selling proposition (USP) in marketing.
• 09:10 Marketing strategies evolved with the advent of the internet and digital advertising.
• 10:00 The inception of Great Legal Marketing and its focus on the business side of law.
• 10:47 Addressing various business challenges, including lead generation, conversion, scaling, hiring, and developing culture and processes.
• 13:55 Building a strong community and the role of the annual summit in fostering connections among members.
• 15:45 The concept of mastermind groups and their role in supporting each other's growth and success.
• 16:53 Emphasizing the family-like atmosphere at Great Legal Marketing conferences and the value of the mastermind groups.
• 19:30 Ben shares his new book, "No BS Time Management for Entrepreneur – 4th Edition," which he co-authored with Dan Kennedy.
• 21:05 How he got involved in the project and the unique angle he brought to the book.
• 25:25 Understanding the value of time and focusing on tasks that align with one's strengths.
• 29:28 What’s new in the digital space: the six parts of Google, creating helpful content for Ai overviews and how it can boost visibility on Google.
• 30:53 Using technology in his law firm, including recording intake calls and using AI to analyze them.
• 32:32 How the insights from these calls help improve the intake process and provide valuable data for marketing efforts.
• 36:01 Advice for young attorneys, emphasizing the importance of asking "What can I do for you?" and being curious.
• 37:40 Encouraging young lawyers to network and build relationships with peers and mentors in the legal community.
• 39:00 The value of sharing knowledge and experiences with others, both in person and through mastermind groups.
• 45:46 The benefits of using the Entrepreneurial Operating System (EOS) in law firms.
• 46:34 Having honest discussions and making aligned decisions in leadership meetings.
• 47:25 How EOS helps build structure into the business and improve leadership and team alignment.
• 48:26 Ben’s top personal productivity tip: time blocking, which involves scheduling specific times for different tasks.
• 48:49 The value of staying informed about digital marketing and legal industry trends through various sources.

Resources Mentioned:

Books:

1. ”Get a Grip" by Geno Wickman
2. "Traction" by Geno Wickman
3. "Deep Work" by Cal Newport
4. "No BS Time Management for Entrepreneurs" by Dan Kennedy
5. "Think and Grow Rich" by Napoleon Hill
6. Books by Ben Glass

Podcasts:

1. "Built to Sell" by John Warrilow

Websites and Others:

1. https://www.greatlegalmarketing.com/ 
2. Lunch with Ben
3. https://benglasslaw.com/ 

About Ben Glass:

Most people who meet attorney Ben Glass come to know him as a father of nine children four of them adopted from China, a small business advocate in Northern Virginia, a non-profit and charity supporter, and a soccer referee - in addition to being one of the most-reviewed attorneys in the area.

Born and raised in Annandale, Virginia, Ben has spent his career practicing law in the courtrooms throughout Virginia. A recognized expert among his peers, lawyers travel from around the country to be trained in the Ben Glass Center for Growth and Innovation.

For over a decade, attorney Ben Glass has been teaching hundreds of solo and small firm lawyers around the globe how to market ethically and effectively using education-based, direct response style marketing.

Through Ben’s experience in testing various marketing techniques for his own firm, he has discovered what truly works and has implemented his knowledge into the creation of Great Legal Marketing in 2005. Hundreds of lawyers in the United States and Canada have already joined Great Legal Marketing and are watching their practices take off.

Ben’s innovative approach to effective, ethical, and outside the box marketing for lawyers has caused him to be viewed as America’s premier authority on this subject. He is a much sought-after speaker and author and has been featured in or quoted by TRIAL magazine, The Washington Post, Washington Post Magazine, Newsweek, USA Today, ABC News Online, The Wall Street Journal and “The Next Big Thing” Radio Show. Ben has been interviewed on television, including the stations, ABC, NBC, Fox, and Cox, as well as the show, “Leading Experts TV.”

Above all, Ben believes in the success of the solo and small firm attorney and in the power of education-based, direct response marketing. You can learn more about Ben's renegade lawyer tactics, go to https://www.greatlegalmarketing.com/ 

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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