Episodes

In this episode, Alay Yajnik and Ken Levinson, Founding Partner at Levinson Stefani Injury Lawyers, discuss how his Level 3 niche marketing strategy contributed to his firm's growth: Ken's P.I. firm specializes in trucking crashes in Chicago. Alay and Ken also discuss cash flow management for contingency-based law firms. And pizza! Tweetable Moments: "You have to pick an area that you're good at, that you can solve a client's problem, and differentiate yourself." - Ken Levinson "If I talk to a l...

In this episode, Alay Yajnik and Jacqueline Newman, Managing Partner at Berkman Bottger Newman & Schein, discuss how she has grown her firm from 3 attorneys to 17, and growing! Tweetable Moments: "For me, culture is really important." - Jacqueline Newman "If you're only doing two things at once, you're wasting time." - Jacqueline Newman "Most successful attorneys build their business upon the relationships they have built." - Alay Yajnik "The best law firms grow through talent, not marketing." -...

In this episode, Alay Yajnik and Jennifer Bennett, Partner at KBF Search, discuss how using recruiters can help small law firms win the war for talent and staff up with great people. Tweetable Moments: "Small firms have this flexibility to build your practice in a way that maybe you're not able to where you are." - Jennifer Bennett "When you go the job board route, you're limited to people who are unhappy where they are." - Jennifer Bennett "Getting good at hiring is a skill that every firm need...

In this episode, Alay Yajnik and Saja Raoof, Principal of Raoof Law and Of Counsel with Philip Levin and Associates, discuss how Saja has used her introverted nature as an asset and a strength to build her practice via networking and speaking. Tweetable Moments: "Public speaking makes sense for introverts because you dictate who you engage with." - Saja Raoof "Introverts are people who have the propensity to vanish alone and the proclivity to make decisions while staring out a window." - Saja Ra...

In this episode, Alay Yajnik and Terry M. Isner, CEO of Jaffe, discuss how public relations marketing helps small law firms grow rapidly. Tweetable Moments: "PR brings a new light to these these firms who have woken up to the fact that they need to support social issues, cultural issues, be a part of change." - Terry M. Isner "It was their story. We recognized what they were doing, got on board with them, and then shared that with the world." - Terry M. Isner "Without PR, business development is...

In this episode, Alay Yajnik and Scott Rahn, managing partner at RMO, discuss how RMO's niche strategy and people strategy have driven its growth. Since its inception in 2015, RMO has grown to six offices from coast to coast! They have a Level 3 niche: Trust and Estates -> Trust and Estates Litigation -> Probate Litigation They focus their efforts on being probate litigation "ninjas" The Level 3 niche ensures that they can cooperate and co-counsel with other attorneys They are very selective abo...

In this episode, Alay Yajnik and Josh Borger, partner at Berliner Cohen, discuss how his passion and enthusiasm for practicing law have helped him build his practice, develop referral sources, and establish himself as a thought leader. Practicing the law is an honor. You should embrace that honor and love being a lawyer. Discover a niche in the law where there are lots of questions, yet no good answers. Study this area and write articles that clarify areas of confusion. The best marketing you ca...

In this episode, Alay Yajnik and Kevin Brodehl, partner at Patton Sullivan Brodehl, discuss how Kevin is using his two blogs, Money and Dirt and the LLC Jungle, to attract his ideal clients to his law firm. Takeaways from our conversation include: When you're building your book, you should be visible, be memorable, and be helpful. Give your blog a name, and get the ".com" domain on the internet for the name. You have time to write a blog each month. Make it a priority, make it a commitment, and ...

In this episode, Alay Yajnik and Mika Domingo, owner of M.S. Domingo Law Group, discuss how Mika built relationships that she was ultimately able to leverage to build her book of business: Serve your clients incredibly well. It’s the best advertising. Reach out to your connections…both business and personal. Talk with them. Become a master listener, and listen to what their concerns are. Then, try to help them or connect them with someone who can. Leverage activities you’re already involved w...

In this episode, Alay Yajnik and Steve Fretzin, president of Fretzin, Inc., discuss business development coaching: Client referrals are the easiest, most effective way to build your book. Start with a simple business development plan: goals, your perfect client, who are your strategic partners, how will you fit business development into your day. It’s OK to pursue a strategy, even if you don’t know how you’ll do it. You can learn. A good coach will help you with the three P’s for success in ...

In this episode, Alay Yajnik and Elizabeth Green Lindsey, President of the American Academy of Matrimonial Lawyers and Shareholder at Davis, Matthews & Quigley, discuss: • How Elizabeth leveraged social, political, and attorney relationships to build a book of business in a new geographic area in just three years • Business development for new attorneys • The American Academy of Matrimonial Lawyers Alay Yajnik: Welcome to Lawyer Business Advantage, your source for biz dev tips, wisdom and in...

In this episode, Alay Yajnik and Sarah Tetlow, owner of Firm Focus, discuss: • Why productivity is critical to business development success • The five D’s of task management: Do, Delete, Delay, Diminish, Delegate • The value of being intentional and creating a business development plan Alay Yajnik: Welcome to Lawyer Business Advantage, your source for biz dev tips, wisdom and inspiration. I’m your host, Alay Yajnik. We’re unleashing your inner rainmaker in three, two, one…. Alay Yajnik: It’...

In this episode, Alay Yajnik and Stephen Seckler, President of Seckler Legal Recruiting and Coaching, discuss: Why all lawyers should strive to build a book of business How to get started with business development The benefits of having a clearly-defined niche or focus to your marketing Alay Yajnik: Welcome to Lawyer Business Advantage, your source for biz dev tips, wisdom and inspiration. I’m your host, Alay Yajnik. We’re unleashing your inner rainmaker in three…two…one…. Alay Yajnik: It i...

Imagine being offered partnership in a prestigious international law firm before your 30th birthday, only to turn it down and walk away from the practice of law! Charlotte Smith, host of the Life Design for Lawyers podcast, did exactly that. Charlotte is now a lawyer-turned-executive coach and, on this episode of Lawyer Business Advantage, Alay Yajnik speaks with Charlotte about how she helps attorneys recover from burn out and grow their books of business. Alay Yajnik: Welcome to Lawyer Busine...

Growth by acquisition is the fastest way to grow, and it’s easier than you may think! On this episode of Lawyer Business Advantage, Alay Yajnik speaks with Gideon Grunfeld, President of Rainmaking for Lawyers. Gideon share his perspective and thoughts on strategic planning, law firm succession, and law firm acquisition. Alay Yajnik: Welcome to Lawyer Business Advantage, your source for biz dev tips, wisdom and inspiration. I’m your host, Alay Yajnik. We’re unleashing your inner rainmaker in thr...

On this episode of Lawyer Business Advantage, I speak with my client Renee Ross, owner of Ross Family Law. In her first year of running her firm, Renee built a million dollar firm from the ground up while taking two weeks of vacation along the way! In just a few short years, Renee has built a multi-million dollar law firm while taking weeks of vacation every year. She has truly built her Perfect Practice. Learn how she did it…coming up next on Lawyer Business Advantage! Alay Yajnik: [00:00:00] ...

On this episode of Lawyer Business Advantage, we focus on the Bar Association as an opportunity for business development. My guest, James Wu of Quarles and Brady, has built his book of business by getting involved and serving his local bar association. Get his tips and best practices…coming up next on Lawyer Business Advantage. Alay Yajnik: [00:00:18] Welcome to Lawyer Business Advantage, your source for biz dev tips, wisdom and inspiration. I’m your host, Alay Yajnik. We’re unleashing your inn...

In this episode of Lawyer Business Advantage, I have a conversation with an immigration attorney who has become a LinkedIn Biz Dev expert. Roman Zelichenko is the founder of Zelichenko Creative, and his approach is very different from the convention wisdom that you’ll find online. Learn his unique, proven approach that has worked for his clients…coming up next on Lawyer Business Advantage. Alay Yajnik: It’s my pleasure to welcome to the program, Roman Zelichenko, founder of Zelichenko Creative ...

We discuss the importance of using passion in your marketing with Ivette Santaella, Managing Attorney at Santaella Legal Group. Ivette’s life experiences give her passion for her area of the law. That passion has powered the success of her marketing and business development efforts. Listen to her story and pick up some tips from a proven rainmaker! Alay Yajnik: [00:00:26] Welcome to Lawyer Business Advantage, your source for biz dev tips, wisdom and inspiration. I’m your host, Alay Yajnik. We’r...

In this episode of Lawyer Business Advantage, I have a conversation with Kirsten Howe, President of Absolute Trust Counsel, a boutique estate planning firm in the San Francisco Bay Area. Kirsten may be humble, but she’s a marketing whiz. Kirsten discusses how her practice has evolved from corporate work to estate planning, trust and probate, to new growing niches in the estate planning field. Along the way, you’ll hear her perspectives on marketing for introverts and using a team based approach ...

In this episode of Lawyer Business Advantage, I have a conversation with Sophie Alcorn, Alcorn Immigration Law‘s founding attorney. Sophie shares her powerful story as a single mom, building a nationwide immigration practice from the ground up. Along the way, you’ll learn the business development tactics that she used to put herself on the national stage. Sophie’s inspiring story is coming up right now on Lawyer Business Advantage. Alay Yajnik: [00:00:40] Welcome to Lawyer Business Advantage, y...

In this episode of Lawyer Business Advantage, Michelle Hoover, of Hoover Krepelka family law, shares her unique approach to business development that has led to Hoover Krepelka becoming one of the largest family law firms in California. Listen to the insights of a true law firm marketing pro! Alay Yajnik: [00:00:33] Welcome to Lawyer Business Advantage, your source for biz dev tips, wisdom and inspiration. I’m your host, Alay Yajnik. We’re unleashing your inner rainmaker in three, two, one…. A...

In this episode of Lawyer Business Advantage, we have a conversation with Lindsey Mignano of Smith Shapourian Mignano about gender bias: what it is, how it’s impacting attorneys and how women can overcome gender bias to become rainmakers. Listen to powerful insights from this fierce female founder! Alay Yajnik: [00:00:34] Welcome to Lawyer Business Advantage, your source for biz dev tips, wisdom and inspiration. I’m your host, Alay Yajnik. We’re unleashing your inner rainmaker in three, two, on...

In this episode of Lawyer Business Advantage, we have a conversation with Roger Brothers, Principal at Brothers Smith. Roger discusses how he and his partner executed a textbook law firm succession with their senior partners. We discuss the strategy, the execution and how the transition was communicated to clients and to referral sources. Along the way, you’ll learn the one method every attorney can utilize to have business development success. Alay Yajnik: [00:00:43] Well, everyone, I am super...