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Case-level financing for law firms gives firms the funding to bring the right cases to trail and to invest in business operations and marketing while waiting for case conclusion. In this conversation, Ten Golden Rules Founder and CEO Jay Berkowitz sits down with Dr. Howie Golden to break down the real economics of personal injury law, exposing how growth, marketing success, and even tort reform can intensify financial strain. By rethinking how cases are funded and introducing non-recourse, case-level financing, Howie reveals a smarter way to unlock capital, scale operations, and compete more effectively. Because the real advantage in today’s legal market is not just getting more cases, it is having the financial strategy to sustain and win them. Key Topics 03:24 – From doctor to CEO: how an unconventional path led to disrupting the legal financing industry 04:55 – Legal financing 101: breaking down the difference between funding clients versus funding law firms and where each fits 08:11 – Challenging the status quo: introducing a capped model in an unregulated financing space and the resistance that followed 09:06 – Non-recourse financing explained and why eliminating downside risk fundamentally changes how firms approach case investment 09:38 – Why capital is the real competitive advantage in litigation, especially when smaller firms face well-funded insurance companies 11:16 – The math behind contingency law: why signing more cases does not immediately translate into financial stability 12:37 – The hidden downside of growth: how successful marketing campaigns can actually increase financial pressure on law firms 14:40 – “Dead money” inside cases: how firms unknowingly lock up hundreds of thousands or millions in capital for years 16:32 – The reimbursement model: unlocking capital already invested in cases and turning it back into usable cash flow 19:48 – Real-world case study: a top attorney facing a cash crisis despite success, and how rapid financing changed the trajectory 22:39 – The bigger shift: why law firms must rethink traditional financing habits or risk being constrained as cases take longer to resolve 23:53 - Tune into The Golden Rapid Fire Questions Resources Mentioned Technology Salesforce (CRM) – Salesforce – https://www.salesforce.comCalendly (scheduling software) – Calendly – https://calendly.com About our Guest: Dr. Howie Golden is the Chief Executive Officer of Capital Financing, a company that provides pre-settlement funding solutions for plaintiffs involved in personal injury cases. With a background as a physician, Dr. Golden brings a unique perspective to the legal finance industry, combining medical insight with financial expertise to better serve individuals navigating the challenges of injury and litigation. During his medical career, he gained firsthand experience with the physical, emotional, and financial difficulties faced by injured patients, particularly those unable to work while awaiting legal settlements. This experience inspired his transition into financial services, where he focuses on helping bridge the gap between injury and financial stability. Under his leadership, Capital Financing has built a reputation for transparency, ethical practices, and client-focused service. The company assists clients with covering medical expenses and daily living costs during lengthy legal processes, offering clear and straightforward funding options. Dr. Golden is also an advocate for greater transparency in the legal funding industry, promoting responsible lending and informed decision-making. Through his work, he continues to support plaintiffs and law firms with practical financial solutions while improving trust and accessibility within the legal finance space. https://injuryfinancing.com About Jay Berkowitz: Jay Berkowitz is a best-selling author and popular keynote speaker. Mr. Berkowitz managed marketing departments at: Coca-Cola, Sprint and McDonald's Restaurants, and he is the Founder and CEO of Ten Golden Rules, a digital marketing agency specialized in working with attorneys. Mr. Berkowitz is the author of Advanced Internet Marketing for Law Firms, The Ten Golden Rules of Online Marketing and 10 Free Internet Marketing Strategies that went to #1 on Amazon. He is the host of the Ten Golden Rules of Internet Marketing Webinar and Podcast. He has been profiled by the Wall Street Journal, The Business Journals and FOX Business TV. Mr. Berkowitz was selected for membership as a TITAN for Elite Digital Marketing Agencies, he is the recipient of a SOFIE Award for Most Effective use of Emerging Media, and a Special BERNAY’s Award. Connect with Ten Golden Rules Subscribe to Ten Golden Rules on YouTube Check out our webinars on TenGoldenRules.com Connect with Ten Golden Rules on LinkedIn Follow Ten Golden Rules on Facebook Connect with Jay Berkowitz on LinkedIn Thanks for listening! Thanks so much for listening to our podcast! If you enjoyed this episode and think that others could benefit from listening, please share it using the social media buttons on this page. Do you have some feedback or questions about this episode? Leave a comment in the section below! Subscribe to the podcast If you would like to get automatic updates of new podcast episodes, you can subscribe to the podcast on Apple Podcasts or Stitcher. You can also subscribe in your favorite podcast app. Leave us an Apple Podcast review Ratings and reviews from our listeners are extremely valuable to us and greatly appreciated. They help our podcast rank higher on Apple Podcasts, which exposes our show to more awesome listeners like you. If you have a minute, please leave an honest review on Apple Podcasts.

What if the most powerful marketing move for your law firm isn’t another campaign, but a book? Jay sits down with Steve Gordon to unpack how authorship transforms professionals into authorities, accelerates trust, and creates a long-term client acquisition engine. Jay connects the strategy to his own journey building Ten Golden Rules, showing how thought leadership and publishing opened doors, drove referrals, and positioned him as the go-to expert in legal marketing. Steve builds on that foundation, revealing how a single book can generate global reach, pre-sell services, and even produce ROI before it’s published. Together, they explore the shift from the “processing layer” to the “authority layer” in an AI-driven world, making a compelling case that your ideas, when packaged correctly, become your most valuable asset. This episode is a clear, energizing reminder: the path to standing out isn’t louder marketing, it’s deeper authority. Key Topics 02:36 – The hidden gap in professional education: why expertise alone doesn’t build a business 03:40 – The moment marketing becomes survival, not optional 04:15 – How publishing a first book can completely transform business trajectory and opportunity 05:07 – The strategy behind getting a book into thousands of hands in a single week 06:28 – Breaking out of a local market and attracting clients globally through authority positioning 07:20 – Why books outperform social media and newsletters as a durable marketing asset 10:19 – The fundamental difference between marketing products and marketing professional services 11:40 – The trust gap in legal services and why most marketing fails to bridge it 12:15 – Why packaging your thinking is more powerful than promoting your services 12:55 – The real reason people don’t read and what actually captures attention 14:15 – The four levels of authority that come from writing a book, even if prospects never read it 16:38 – The biggest mistake professionals make: waiting years with a book “in their head” 17:36 – Inside the IP extraction process that turns scattered expertise into a structured, marketable framework 19:58 – How some professionals generate ROI and new business before their book is even published 20:49 – The shift from the “processing layer” to the “authority layer” and why AI is accelerating it 22:17 – The “author effect” and how perception instantly elevates once a book exists 23:36 – Why simply writing a book positions you as a leader in the minds of most people 24:20 – The truth about bestseller lists and why strategic positioning matters more than prestige 25:34 – The four audiences that drive the highest ROI when launching a book 26:15 – How to re-engage cold prospects, activate referrals, and revive past client relationships 27:25 – Unlocking speaking, media, and partnership opportunities through authorship 30:15 – Tune into The Golden Rapid Fire Questions Resources Mentioned Technology Manus AI – AI assistant platform – https://manus.ai Books Think and Grow Rich – Napoleon Hill – https://www.amazon.com/dp/1585424331 Podcasts All-In Podcast – Various Hosts – https://podcasts.apple.com/ca/podcast/all-in-with-chamath-jason-sacks-friedberg/id1502871393This Week in Startups – Jason Calacanis – https://podcasts.apple.com/ca/podcast/this-week-in-startups/id315114957 About our Guest: Steve Gordon is the founder of the Million Dollar Author program and a five-time author who helps business owners turn their expertise into bestselling books that drive authority, visibility, and new business opportunities. A keynote speaker and marketing strategist, Steve built his own consulting business through the power of a single book—demonstrating how the right message and positioning can attract high-value clients and open doors to speaking, media, and partnerships. Through his work with entrepreneurs, consultants, and professional service firms, Steve shows how a well-crafted book can become a powerful growth engine—establishing credibility, generating leads, and creating long-term influence in competitive markets. https://milliondollarauthor.io/ About Jay Berkowitz: Jay Berkowitz is a best-selling author and popular keynote speaker. Mr. Berkowitz managed marketing departments at: Coca-Cola, Sprint and McDonald's Restaurants, and he is the Founder and CEO of Ten Golden Rules, a digital marketing agency specialized in working with attorneys. Mr. Berkowitz is the author of Advanced Internet Marketing for Law Firms, The Ten Golden Rules of Online Marketing and 10 Free Internet Marketing Strategies that went to #1 on Amazon. He is the host of the Ten Golden Rules of Internet Marketing Webinar and Podcast. He has been profiled by the Wall Street Journal, The Business Journals and FOX Business TV. Mr. Berkowitz was selected for membership as a TITAN for Elite Digital Marketing Agencies, he is the recipient of a SOFIE Award for Most Effective use of Emerging Media, and a Special BERNAY’s Award. Connect with Ten Golden Rules Subscribe to Ten Golden Rules on YouTube Check out our webinars on TenGoldenRules.com Connect with Ten Golden Rules on LinkedIn Follow Ten Golden Rules on Facebook Connect with Jay Berkowitz on LinkedIn Thanks for listening! Thanks so much for listening to our podcast! If you enjoyed this episode and think that others could benefit from listening, please share it using the social media buttons on this page. Do you have some feedback or questions about this episode? Leave a comment in the section below! Subscribe to the podcast If you would like to get automatic updates of new podcast episodes, you can subscribe to the podcast on Apple Podcasts or Stitcher. You can also subscribe in your favorite podcast app. Leave us an Apple Podcast review Ratings and reviews from our listeners are extremely valuable to us and greatly appreciated. They help our podcast rank higher on Apple Podcasts, which exposes our show to more awesome listeners like you. If you have a minute, please leave an honest review on Apple Podcasts.

Jay talks with Kelley Brubaker, CFO and founder of Profit Scale Thrive, about why many law firms grow revenue but still struggle to build real profit. Kelley shares her journey into accounting and business ownership, then breaks down the financial blind spots she consistently sees holding firms back. The conversation centers on five common profit leaks: failing to capture billable client costs, weak collections systems, forgotten subscriptions, unproven marketing spend, and lack of tax planning. Each issue may seem small, but together they quietly drain cash and limit growth. Jay and Kelley keep the focus practical, showing how simple systems and better habits can immediately improve cash flow. The core message is clear. Profit is not just about earning more. It is about keeping more, and building a business that truly supports your goals. Key Topics 00:59 – Introduction to Kelley Brubaker and her journey into accounting 01:31 – How a red Porsche shaped her career path 02:59 – Lessons from Big Four and transitioning to entrepreneurship 05:07 – Why business ownership is harder than expected 05:59 – The power of continuous learning and masterminds 07:59 – Success leaves clues: patterns among top performers 08:59 – Introduction to profit leaks and the “dripping faucet” analogy 10:59 – Why revenue goals can mislead business owners 11:40 – Profit Leak #1: Failing to capture client costs 12:20 – Profit Leak #2: Weak or nonexistent collections systems 15:13 – Profit Leak #3: Forgotten subscriptions draining cash 19:07 – Profit Leak #4: Unproven marketing spend 22:03 – Profit Leak #5: Lack of tax planning 25:32 – The importance of focusing on net profit 26:44 – Simple weekly habit to fix financial blind spots 27:43 – Tune into The Golden Rapid Fire Questions Resources Mentioned Technology ClickUp (task management software) – ClickUp – https://clickup.com Books Profit First (book) – Mike Michalowicz – https://www.amazon.com/dp/073521414X Podcasts and Blogs Life Beyond the Briefs (podcast) – Brian Glass - https://podcasts.apple.com/ca/podcast/life-beyond-the-briefs/id1651002001My Shingle (blog) – Carolyn Elefant – https://myshingle.com About our Guest: Kelley Brubaker, CPA is a fractional Chief Financial Officer who helps law firm owners bring clarity and confidence to their financial decisions. Known as the “Law Firm Number Whisperer,” Kelley specializes in translating complex financial data into practical insights that firm owners can use to grow sustainably and protect profitability. Working exclusively with law firms, she steps in when financial decisions start to feel uncertain—providing clear visibility into cash flow, profitability, budgeting, and long-term planning. Her approach helps attorneys move beyond reactive financial management and operate their firms with the discipline and strategy of a true business. Through her work as a trusted financial advisor, Kelley helps law firm leaders understand their numbers, make smarter decisions, and build firms that are both profitable and sustainable. https://www.profitscalethrive.com/ About Jay Berkowitz: Jay Berkowitz is a best-selling author and popular keynote speaker. Mr. Berkowitz managed marketing departments at: Coca-Cola, Sprint and McDonald's Restaurants, and he is the Founder and CEO of Ten Golden Rules, a digital marketing agency specialized in working with attorneys. Mr. Berkowitz is the author of Advanced Internet Marketing for Law Firms, The Ten Golden Rules of Online Marketing and 10 Free Internet Marketing Strategies that went to #1 on Amazon. He is the host of the Ten Golden Rules of Internet Marketing Webinar and Podcast. He has been profiled by the Wall Street Journal, The Business Journals and FOX Business TV. Mr. Berkowitz was selected for membership as a TITAN for Elite Digital Marketing Agencies, he is the recipient of a SOFIE Award for Most Effective use of Emerging Media, and a Special BERNAY’s Award. Connect with Ten Golden Rules Subscribe to Ten Golden Rules on YouTube Check out our webinars on TenGoldenRules.com Connect with Ten Golden Rules on LinkedIn Follow Ten Golden Rules on Facebook Connect with Jay Berkowitz on LinkedIn Thanks for listening! Thanks so much for listening to our podcast! If you enjoyed this episode and think that others could benefit from listening, please share it using the social media buttons on this page. Do you have some feedback or questions about this episode? Leave a comment in the section below! Subscribe to the podcast If you would like to get automatic updates of new podcast episodes, you can subscribe to the podcast on Apple Podcasts or Stitcher. You can also subscribe in your favorite podcast app. Leave us an Apple Podcast review Ratings and reviews from our listeners are extremely valuable to us and greatly appreciated. They help our podcast rank higher on Apple Podcasts, which exposes our show to more awesome listeners like you. If you have a minute, please leave an honest review on Apple Podcasts.

What used to work for law firm growth is no longer enough, and the firms that evolve right now will separate themselves from their competitors permanently. In this high-impact webinar, Jay Berkowitz breaks down the 7 most powerful growth strategies reshaping law firms today. From AI and answer engine optimization to conversion, branding, video, and operational systems, this episode delivers a clear roadmap for firms ready to adapt and lead. The firms that win in this next era will not just market better. They will think differently, execute faster, and build smarter systems that scale. This is your opportunity to step into that advantage now. Download Your Copy of the Hottest Trends for Law Firms Handbook at https://www.tengoldenrules.com/hottrends/ Scale Your Law Firm with an Elite Mastermind - Apply Now - https://lawfirmgrowthmastermind.com Key Topics 00:01:45 – Intro to Strategy #1: AI & Answer Engine Optimization – The moment AI is introduced as a game-changing shift in how law firms compete and get found 00:06:06 – Host Background & Credibility Setup – Jay Berkowitz shares his journey, experience, and the foundation behind Ten Golden Rules as a trusted growth partner 00:09:36 – Strategy #1 Continued: AI & Answer Engine Optimization – A deeper look at the AI transformation, including search evolution, automation, and early adopter advantage 00:27:49 – Strategy #2: Masterminds – The peer-driven growth engine top-performing firms use to accelerate results 00:33:30 – Strategy #3: Conversion & Intake Optimization – How small improvements in intake can unlock significant revenue growth 00:38:41 – Strategy #4: Brand Dominance – Why consistent positioning drives visibility across markets regardless of budget 00:43:20 – Strategy #5: Five-Star Operations – Turning client experience into reviews, referrals, and long-term growth 00:48:27 – Strategy #6: Video Marketing – The content strategy behind massive reach, authority, and inbound demand 00:55:34 – Strategy #7: EOS & Systems – The operational framework used by the most successful law firms to scale 01:05:30 – Recap of the 7 Growth Strategies – A high-level walkthrough tying together the full framework for modern law firm growth 01:06:01 – Q&A and Closing Remarks – Final insights, audience takeaways, and next steps for implementation Resources Mentioned Technology ChatGPT (AI tool) – OpenAI – https://chat.openai.comClaude Cowork (AI agent platform) – Anthropic – https://www.anthropic.comNano Banana Pro (AI image generator) – https://www.nano-banana.aiLovable.dev (AI website builder) – https://lovable.devClickUp (project management software) – https://clickup.comCase Status (client communication app) – https://www.casestatus.comHona (client communication platform) – https://www.hona.com Books Think and Grow Rich – Napoleon Hill – https://www.amazon.com/dp/1585424331Traction – Gino Wickman – https://www.amazon.com/dp/1936661837Get a Grip – Gino Wickman – https://www.amazon.com/dp/1939529824What the Heck is EOS? – Gino Wickman – https://a.co/d/0e3NwWQq About Jay Berkowitz: Jay Berkowitz is a best-selling author and popular keynote speaker. Mr. Berkowitz managed marketing departments at: Coca-Cola, Sprint and McDonald's Restaurants, and he is the Founder and CEO of Ten Golden Rules, a digital marketing agency specialized in working with attorneys. Mr. Berkowitz is the author of Advanced Internet Marketing for Law Firms, The Ten Golden Rules of Online Marketing and 10 Free Internet Marketing Strategies that went to #1 on Amazon. He is the host of the Ten Golden Rules of Internet Marketing Webinar and Podcast. He has been profiled by the Wall Street Journal, The Business Journals and FOX Business TV. Mr. Berkowitz was selected for membership as a TITAN for Elite Digital Marketing Agencies, he is the recipient of a SOFIE Award for Most Effective use of Emerging Media, and a Special BERNAY’s Award. Connect with Ten Golden Rules Subscribe to Ten Golden Rules on YouTube Check out our webinars on TenGoldenRules.com Connect with Ten Golden Rules on LinkedIn Follow Ten Golden Rules on Facebook Connect with Jay Berkowitz on LinkedIn Scale Your Law Firm with an Elite Mastermind - Apply Now - https://lawfirmgrowthmastermind.com Thanks for listening! Thanks so much for listening to our podcast! If you enjoyed this episode and think that others could benefit from listening, please share it using the social media buttons on this page. Do you have some feedback or questions about this episode? Leave a comment in the section below! Subscribe to the podcast If you would like to get automatic updates of new podcast episodes, you can subscribe to the podcast on Apple Podcasts or Stitcher. You can also subscribe in your favorite podcast app. Leave us an Apple Podcast review Ratings and reviews from our listeners are extremely valuable to us and greatly appreciated. They help our podcast rank higher on Apple Podcasts, which exposes our show to more awesome listeners like you. If you have a minute, please leave an honest review on Apple Podcasts.

Merrick Rosenberg, author of Taking Flight unpacks a breakthrough way of understanding personality that replaces complex DISC labels with something instantly clear and memorable. Jay sits down with Merrick Rosenberg to discover a practical, powerful framework that helps law firm leaders hire smarter, sell more effectively, and build stronger teams. Jay brings the conversation into real-world application, while Merrick reveals how mastering human behavior unlocks influence, clarity, and connection. When you learn to speak the language of the person in front of you, results are no longer a struggle—they become predictable. Key Topics 03:26 What the DISC model is and how it has been used in business for decades 04:26 The origin of the “bird personalities” framework and why simplicity drives adoption 05:55 How creating content consistently leads to insights, clarity, and breakthrough ideas 08:29 Eagle personality traits and how dominant, results-driven leaders operate 09:38 Parrot personality traits and why energy and enthusiasm drive influence 09:55 Dove personality traits and the importance of empathy, support, and team harmony 10:27 Owl personality traits and how analytical thinkers approach decisions and detail 12:10 Why most law firm owners combine eagle leadership with owl-level precision 14:13 How to align personality types with roles to improve hiring and performance outcomes 15:30 Why traditional interview questions fail and how to uncover true behavioral tendencies 17:30 How personality awareness transforms sales conversations and client interactions 18:24 How to identify personality types quickly through body language, tone, and presence 19:01 Reading personality styles through email patterns, structure, and language cues 22:22 The specific words different personality types use and what they reveal about thinking 24:28 How adapting communication style leads to better outcomes in business and relationships 26:06 Why feedback often fails and how to tailor it so each personality actually receives it 28:15 The “chameleon” strategy for adapting communication in real time across situations 29:21 How to communicate change effectively to all four personality types at once 30:47 Applying personality insights in high-stakes environments like courtrooms and persuasion 31:39 Nature versus nurture and how personality develops and evolves over time 32:58 Why people behave differently at work versus home and how context shapes expression Resources Mentioned Technology Taking Flight Profile – Merrick Rosenberg – https://www.takeflightlearning.com Books Taking Flight – Merrick Rosenberg – https://a.co/d/0golxgUwGood to Great – Jim Collins – https://www.amazon.com/dp/0066620996 Podcasts Revisionist History (podcast) – Malcolm Gladwell – https://podcasts.apple.com/ca/podcast/revisionist-history/id1119389968 About our Guest: Merrick Rosenberg is the founder of Team Builders Plus and Take Flight Learning, organizations dedicated to helping individuals and companies build stronger cultures and reach their full potential. Since launching Team Builders Plus in 1991, he has helped shape the modern team-building industry through innovative programs and leadership development work with businesses ranging from small companies to Fortune 100 organizations. Merrick is known for reimagining the DISC personality model through his widely used Eagle, Parrot, Dove, and Owl framework, featured in his books Taking Flight!, The Chameleon, and Personality Wins. His work is now used by hundreds of thousands of people worldwide through a global network of certified trainers. As a keynote speaker, Merrick blends education, humor, and storytelling to help people better understand themselves and others. He holds an MBA from Drexel University and has received multiple honors for entrepreneurship, HR leadership, and workplace culture. His insights have been featured across major media outlets and leading business publications. https://merrickrosenberg.com/ About Jay Berkowitz: Jay Berkowitz is a best-selling author and popular keynote speaker. Mr. Berkowitz managed marketing departments at: Coca-Cola, Sprint and McDonald's Restaurants, and he is the Founder and CEO of Ten Golden Rules, a digital marketing agency specialized in working with attorneys. Mr. Berkowitz is the author of Advanced Internet Marketing for Law Firms, The Ten Golden Rules of Online Marketing and 10 Free Internet Marketing Strategies that went to #1 on Amazon. He is the host of the Ten Golden Rules of Internet Marketing Webinar and Podcast. He has been profiled by the Wall Street Journal, The Business Journals and FOX Business TV. Mr. Berkowitz was selected for membership as a TITAN for Elite Digital Marketing Agencies, he is the recipient of a SOFIE Award for Most Effective use of Emerging Media, and a Special BERNAY’s Award. Connect with Ten Golden Rules Subscribe to Ten Golden Rules on YouTube Check out our webinars on TenGoldenRules.com Connect with Ten Golden Rules on LinkedIn Follow Ten Golden Rules on Facebook Connect with Jay Berkowitz on LinkedIn Thanks for listening! Thanks so much for listening to our podcast! If you enjoyed this episode and think that others could benefit from listening, please share it using the social media buttons on this page. Do you have some feedback or questions about this episode? Leave a comment in the section below! Subscribe to the podcast If you would like to get automatic updates of new podcast episodes, you can subscribe to the podcast on Apple Podcasts or Stitcher. You can also subscribe in your favorite podcast app. Leave us an Apple Podcast review Ratings and reviews from our listeners are extremely valuable to us and greatly appreciated. They help our podcast rank higher on Apple Podcasts, which exposes our show to more awesome listeners like you. If you have a minute, please leave an honest review on Apple Podcasts.

Two immigrant lawyers turned social media pioneers share how a single TikTok experiment transformed their law firm into an eight-figure immigration practice with billions of video views. In this episode, Julio Oyhanarte and Gianfranco De Girolamo reveal how value-based marketing, simple smartphone videos, and a deep understanding of audience psychology built a massive following and a thriving legal brand. From mastering the hook that stops the scroll to balancing viral reach with real client conversions, they explain the exact strategies lawyers can use today to grow their firms through authentic, educational content. The lesson is clear: when lawyers stop guarding knowledge and start serving their audience, growth becomes inevitable. Key Topics 02:53 – How social media unexpectedly became the engine behind massive law firm growth. 07:25 – What happens when a law firm is built by people who truly understand the client experience? 09:19 – Why today’s immigration environment is creating new challenges and anxieties for both clients and attorneys. 11:01 – The hidden emotional toll of immigration law and why law firm leaders are starting to address it. 13:46 – A marketing experiment during a global crisis leads to an unexpected breakthrough. 14:44 – The simple video structure that can stop the scroll and capture attention in seconds. 17:25 – How a moment in history accelerated the shift toward digital-first legal marketing. 19:02 – Why starting with the simplest tools can sometimes produce the biggest marketing results. 20:02 – The surprising reason giving away knowledge can attract more clients, not fewer. 22:25 – Why traditional “lawyer language” can hurt online engagement. 24:26 – Three types of content that drive audience growth in very different ways. 27:05 – The difference between viral views and the content that actually brings in clients. 30:55 – Small strategic changes that can dramatically improve video performance online. 34:25 – Why storytelling may be the most powerful tool lawyers have when creating content. 36:23 – Tune into The Golden Rapid Fire Questions for Julio and Gianfranco. Resources Mentioned Books The E-Myth Revisited – Michael E. Gerber – https://www.amazon.com/dp/0887307280How to Win Friends and Influence People – Dale Carnegie – https://www.amazon.com/dp/0671027034Unreasonable Hospitality – Will Guidara – https://www.amazon.com/dp/0593418573Traction – Gino Wickman – https://www.amazon.com/dp/1936661837Buy Back Your Time – Dan Martell – https://www.amazon.com/dp/059342297X Podcasts Hidden Brain – Shankar Vedantam – https://podcasts.apple.com/us/podcast/hidden-brain/id1028908750The Daily – The New York Times – https://podcasts.apple.com/us/podcast/the-daily/id1200361736 The Game – Alex Hormozi – https://podcasts.apple.com/ca/podcast/the-game-with-alex-hormozi/id125472011Colin and Samir (YouTube) – https://www.youtube.com/@ColinandSamir About our Guests: Julio Oyhanarte is an immigration attorney and digital educator who founded Immigration TV, the world’s largest immigration law education platform, reaching more than 15 million followers and generating over 2.3 billion views across major social media platforms. He is known for combining immigration law with digital media to make complex policies accessible through short-form educational content, helping immigrants worldwide better understand their rights and options. His work has been widely adopted by other attorneys and featured by outlets including CNN, Univision, and Telemundo. Julio holds advanced degrees from UCLA School of Law, King’s College London, and Universidad Austral, and has contributed to thought leadership initiatives at Harvard and MIT. His impact has been recognized through numerous global awards across legal, technology, and digital media industries. Gianfranco De Girolamo is a legal entrepreneur and one of the world’s most-followed immigration lawyers, with more than 15 million followers and over 2 billion video views across multilingual social platforms. He co-owns multiple businesses, including three law firms — one reaching eight-figure revenue in under two years through strategic organic social media marketing without paid advertising. His approach has also fueled a nationwide referral network generating millions in case value for injured workers and clients. Beyond legal practice, Gianfranco has built a global education business, selling thousands of online courses and developing a large contact database. He has spoken at Harvard and participated in MIT’s Delta v accelerator, where he focused on AI-driven legal solutions. Today, he helps legal teams implement AI systems, attract high-quality clients, and differentiate their brands through content, storytelling, and digital strategy. https://nextlevellawyer.com/ https://www.linkedin.com/in/oyhanarte/ https://www.linkedin.com/in/gianfranco-de-girolamo-65257344/ About Jay Berkowitz: Jay Berkowitz is a best-selling author and popular keynote speaker. Mr. Berkowitz managed marketing departments at: Coca-Cola, Sprint and McDonald's Restaurants, and he is the Founder and CEO of Ten Golden Rules, a digital marketing agency specialized in working with attorneys. Mr. Berkowitz is the author of Advanced Internet Marketing for Law Firms, The Ten Golden Rules of Online Marketing and 10 Free Internet Marketing Strategies that went to #1 on Amazon. He is the host of the Ten Golden Rules of Internet Marketing Webinar and Podcast. He has been profiled by the Wall Street Journal, The Business Journals and FOX Business TV. Mr. Berkowitz was selected for membership as a TITAN for Elite Digital Marketing Agencies, he is the recipient of a SOFIE Award for Most Effective use of Emerging Media, and a Special BERNAY’s Award. Connect with Ten Golden Rules Subscribe to Ten Golden Rules on YouTube Check out our webinars on TenGoldenRules.com Connect with Ten Golden Rules on LinkedIn Follow Ten Golden Rules on Facebook Connect with Jay Berkowitz on LinkedIn Thanks for listening! Thanks so much for listening to our podcast! If you enjoyed this episode and think that others could benefit from listening, please share it using the social media buttons on this page. Do you have some feedback or questions about this episode? Leave a...

LinkedIn has quietly become one of the most powerful platforms for lawyers who want to stay top-of-mind with referral partners and attract high-value cases. Jay sits down with StoryLeads founder Jacob Molina to unpack how attorneys can turn authentic stories into business-generating LinkedIn content. Jacob shares the journey that led him from tech product management to building a LinkedIn content agency serving 75+ lawyers. Along the way he reveals why story-driven posts outperform generic advice, how to structure a profile that instantly communicates authority, and the content framework that helped one attorney grow from 800 to 28,000 followers and land millions in case value. If you want LinkedIn to become a referral engine rather than a neglected profile, this episode delivers a clear path forward. Key Topics 01:57 – Jacob Molina’s background in tech and product management 03:07 – How writing LinkedIn posts for startup founders revealed the power of organic content 03:47 – Why legal storytelling makes some of the best online content 05:09 – Personal turning point that pushed Jacob to start StoryLeads 05:56 – The client case study that exploded to millions in case value 06:50 – The role LinkedIn plays for different types of lawyers 08:04 – Why business-focused attorneys can generate direct clients from LinkedIn 08:50 – Optimizing your LinkedIn profile for a clear target audience 10:47 – The “two-second rule” for communicating what you do online 12:47 – The most important elements of a lawyer’s LinkedIn headline 13:47 – Why the banner image is the biggest opportunity on a profile 14:47 – How networking, comments, and DMs deepen relationships 16:07 – Posting frequency and maintaining quality on LinkedIn 17:22 – The power of thoughtful comments for visibility 24:37 – Why story-driven posts outperform generic legal advice 26:47 – The “curiosity gap” storytelling framework for social media 31:17 – Case study: The LinkedIn post that generated millions in impressions 32:47 – Tune into The Golden Rapid Fire questions for Jacob Resources Mentioned Technology FyxerAI – Email productivity tool – https://www.fyxer.com/ Books Zero to One – Peter Thiel – https://www.amazon.com/dp/0804139296Crossing the Chasm – Geoffrey A. Moore – https://www.amazon.com/dp/0062292986 Podcasts The Game Podcast – Alex Hormozi – https://www.acquisition.com/podcast About our Guest: Jacob Molina is a LinkedIn content and storytelling strategist best known for helping lawyers and professionals build authority and generate real business outcomes on LinkedIn. He is the founder of Storyleads.io, a company that crafts story-driven LinkedIn content designed to elevate professional visibility, attract referral opportunities, and grow client pipelines. Jacob’s work has helped his clients generate over 80 million impressions and has been credited with creating tens of millions of dollars in case value through strategic LinkedIn engagement and storytelling. Originally based in Canada, he transitioned into entrepreneurship after personal challenges, growing his agency from a solo endeavor into a team supporting dozens of clients. His approach emphasizes storytelling over generic content and positions LinkedIn as a powerful platform for relationship building — not just broadcasting credentials. Jacob is also active in the broader legal and professional community, speaking on topics like crafting compelling profiles, using narrative to drive engagement, and combining authenticity with strategic messaging for long-term growth. His philosophy includes generous community engagement, including writing free content for lawyers early in his journey to demonstrate impact and build connections. https://www.storyleads.io/ https://www.linkedin.com/in/molinajacob/ About Jay Berkowitz: Jay Berkowitz is a best-selling author and popular keynote speaker. Mr. Berkowitz managed marketing departments at: Coca-Cola, Sprint and McDonald's Restaurants, and he is the Founder and CEO of Ten Golden Rules, a digital marketing agency specialized in working with attorneys. Mr. Berkowitz is the author of Advanced Internet Marketing for Law Firms, The Ten Golden Rules of Online Marketing and 10 Free Internet Marketing Strategies that went to #1 on Amazon. He is the host of the Ten Golden Rules of Internet Marketing Webinar and Podcast. He has been profiled by the Wall Street Journal, The Business Journals and FOX Business TV. Mr. Berkowitz was selected for membership as a TITAN for Elite Digital Marketing Agencies, he is the recipient of a SOFIE Award for Most Effective use of Emerging Media, and a Special BERNAY’s Award. Connect with Ten Golden Rules Subscribe to Ten Golden Rules on YouTube Check out our webinars on TenGoldenRules.com Connect with Ten Golden Rules on LinkedIn Follow Ten Golden Rules on Facebook Connect with Jay Berkowitz on LinkedIn Thanks for listening! Thanks so much for listening to our podcast! If you enjoyed this episode and think that others could benefit from listening, please share it using the social media buttons on this page. Do you have some feedback or questions about this episode? Leave a comment in the section below! Subscribe to the podcast If you would like to get automatic updates of new podcast episodes, you can subscribe to the podcast on Apple Podcasts or Stitcher. You can also subscribe in your favorite podcast app. Leave us an Apple Podcast review Ratings and reviews from our listeners are extremely valuable to us and greatly appreciated. They help our podcast rank higher on Apple Podcasts, which exposes our show to more awesome listeners like you. If you have a minute, please leave an honest review on Apple Podcasts.

Most attorneys attend conferences. Few win them. In this high-energy roundtable, Jay Berkowitz and an all-star panel of legal industry leaders break down exactly how to dominate your next legal conference with intention, strategy, and follow-through. From becoming a “conference commando” to building real referral relationships, landing speaking opportunities, and turning hallway conversations into long-term ROI, this episode is a tactical blueprint for law firm owners who want more than just name badges and business cards. If you are investing time away from your firm, learn how to turn every conference into momentum. Key Topics 00:00:34 – Jay introduces the Conference Commando mindset and explains how to turn legal conferences into intentional growth opportunities. 00:06:35 – Jay shares his full conference strategy, from insider access and speaking opportunities to powerful networking frameworks. 00:18:08 – Ivy Slater – Ivy explains how intention, presence, and strategic follow-up transform conferences into long-term relationships and real ROI. 00:24:05 – Chris Earley – Chris reveals how to stand out, ask for opportunities, and maximize your visibility and authority at events. 00:30:33 – Patrice Gimenez – Patrice breaks down how pre-planning, LinkedIn outreach, and strategic booth navigation create meaningful conference momentum. 00:37:33 – Frank Rekas – Frank shares how to show up with a plan, ask better questions, and implement one idea within 72 hours to guarantee results. 00:51:26 – Adam Rossen – Adam explains how to “play offense” at conferences by setting focused goals and building powerful long-term relationships. 00:57:13 – Brooke Lively – Brooke shares her simple strategy for where to stand, where to sit, and how to multiply meaningful conversations. 01:08:37 – Dr. Anna Lautenschlaeger – Anna demonstrates how bold follow-up, speaker engagement, and social visibility turn events into lasting opportunity. 01:15:45 – Paul Faust – Paul offers a vendor’s perspective on understanding attorneys’ challenges and following up strategically. 01:16:49 – Brooke Birkey – Brooke introduces the concept of “Chief Concern” and explains how emotional intelligence drives stronger networking outcomes. 01:24:52 – Panel Q & A – The group closes with advanced networking tactics, mindset shifts, and practical strategies for lasting connection. Resources Mentioned Books Never Eat Alone – Keith Ferrazzi – https://www.amazon.com/dp/0385346654 Presentation Zen – Garr Reynolds – https://www.amazon.com/dp/0321525655 The Presentation Secrets of Steve Jobs – Carmine Gallo – https://www.amazon.com/dp/0071636080 Technology LinkedIn (Professional Networking Platform) – https://www.linkedin.com Notability (Note-Taking App) – https://www.gingerlabs.com About our Panel: Ivy Slater — Slater Success Ivy Slater is a business coach, consultant, and founder of Slater Success, where she helps professionals and organizations build scalable growth strategies through relationship development, leadership, and intentional networking. With decades of experience in sales leadership and business development, Ivy works with law firms and service businesses to create systems that generate referrals and long-term partnerships. Patrice Gimenez — LegalPat Patrice Gimenez is the founder of LegalPat, a firm focused on helping law firms strengthen operations, intake processes, and client experience. She works with attorneys to implement practical systems that improve efficiency, team performance, and conversion, enabling firms to deliver consistent service while supporting growth. Anna Lautenschlaeger — Laulau Remote Staffing Anna Lautenschlaeger is the founder of Laulau Remote Staffing, where she connects law firms with trained remote professionals who support intake, administration, and operations. She specializes in helping firms scale capacity while maintaining quality, allowing attorneys to focus on higher-value work. Brooke Lively — Cathcap Brooke Lively is a profitability strategist, EOS Implementer, and founder of Cathcap, a consulting firm dedicated to helping law firms improve financial performance and operational clarity. She works with leadership teams to build accountability, increase margins, and create sustainable growth through structured systems and data-driven decision making. Brooke Birkey - Level Up Law Firm Business Coaching, LLC Brooke Birkey is a legal marketing and business development professional known for helping law firms build stronger brands, partnerships, and referral pipelines. She focuses on practical strategies that improve visibility, networking effectiveness, and conference ROI for attorneys and legal teams. Adam Rossen — Rossen Law Firm Adam Rossen is the founder of Rossen Law Firm, a criminal defense firm recognized for its focus on client experience, team culture, and operational excellence. Adam is known for implementing systems that support predictable growth while maintaining high service standards, and he frequently shares insights on leadership and law firm management. Christopher Earley — Earley Law Group Christopher Earley is the founder of Earley Law Group, a personal injury firm focused on client advocacy and community impact. He is recognized for his emphasis on empathy-driven client service, strong referral relationships, and building a firm culture centered on trust and long-term reputation. Paul Faust — Ringboost Paul Faust is the founder of Ringboost, a company specializing in memorable phone numbers and call strategy for businesses, including law firms. He helps firms improve brand recall, marketing performance, and call tracking by aligning phone strategy with overall growth initiatives. Chris Mullins — Intake Academy Chris Mullins is the founder of Intake Academy, where he trains law firms to improve intake performance, conversion, and client communication. He works with attorneys and intake teams to implement processes, scripting, and metrics that turn more inquiries into signed cases. Frank Rekas — Palm Wealth Partners Frank Rekas is a financial advisor at Palm Wealth Partners who works with attorneys and business owners on long-term financial planning, risk management, and wealth strategy. He helps professionals align business growth with personal financial goals through structured planning and advisory support. About Jay Berkowitz: Jay Berkowitz is a best-selling author and popular keynote speaker. Mr. Berkowitz managed marketing departments at: Coca-Cola, Sprint and McDonald's Restaurants, and he is the Founder and CEO of Ten Golden Rules, a digital marketing agency specialized in working with attorneys. Mr. Berkowitz is the author of Advanced Internet Marketing for Law Firms, The Ten Golden Rules of Online Marketing and 10 Free Internet Marketing Strategies that went to #1 on Amazon. He is the host of the Ten Golden Rules of Internet Marketing Webinar and Podcast. He has been profiled by the Wall Street Journal, The Business Journals and FOX Business TV. Mr. Berkowitz was selected for membership as a TITAN for Elite Digital Marketing Agencies, he is the recipient of a SOFIE Award for Most Effective use of Emerging Media, and a Special BERNAY’s Award. Connect with Ten Golden Rules Subscribe to Ten Golden Rules on YouTube Check out our webinars on TenGoldenRules.com Connect with Ten Golden Rules on LinkedIn Follow Ten Golden Rules on Facebook Connect with Jay Berkowitz on LinkedIn Thanks for listening! Thanks so much for listening to our podcast! If you enjoyed this episode and think that others could benefit from listening, please share it using the social media buttons on this page. Do you have some...

What if your law firm ran with the precision of Disney and delivered experiences clients rave about? Jay and former Disney leader and current Customer Experience Strategist Vance Morris reveal how systems, scripting, and intentional client journey design create five-star experiences that drive referrals, loyalty, and premium positioning. From operational discipline to emotional connection, they break down how personal injury and estate planning attorneys can “Disney-fy” their firm without gimmicks. The takeaway is simple and powerful: systems create freedom, consistency builds trust, and magical moments turn clients into evangelists. Key Topics 03:26 – Vance’s path into Disney and discovering the real “secret sauce” behind the magic 03:56 – Why systems and processes unlock creativity and client experience 06:45 – Create a Client Journey Map with Disney-Level Touchpoints – Learn how mapping every client interaction from the client’s perspective reduces friction, increases show rates, and builds trust before the first meeting even happens. 10:26 – Install an Onstage Backstage Intake Culture – Discover how separating client-facing behavior from internal operations creates consistency, eliminates experience leaks, and builds professional trust from moment zero. 14:48 – Operationalize Your Core Standards – Understand how defining and ranking core standards like safety, courtesy, and efficiency gives your team a decision-making framework that improves alignment and client confidence. 18:56 – Add Magical Moments That Clients Brag About – Explore how to engineer emotional connection through celebration moments, surprise touches, and intentional hospitality that generate referrals without asking. 21:56 – Build Systems That Guarantee Consistency, Not Heroics – Learn why small missed details compound into negative experiences and how documented systems increase consistency, scalability, and even firm valuation. 27:16 – Tune into The Golden Rapid Fire questions for Vance. Resources Mentioned Free Audit of Your Digital Marketing - Visit tengoldenrules.com and either fill out the form or start a chat and mention the Free Audit. Get your copy of 52 Ways to Wow Your Customer Without Breaking the Bank from Vance at https://wow52ways.com/ Technology Boomerang (Email App) – https://www.boomeranggmail.com Books Unreasonable Hospitality – Will Guidara – https://a.co/d/01VlZGg4 How to Get a Meeting with Anyone – Stu Heinecke – https://a.co/d/08pC6QIw About our Guest: Vance Morris is a customer experience strategist, speaker, and consultant who helps service-based businesses stand out by turning everyday service into memorable, profit-driving experiences. With over a decade at Walt Disney World, Vance developed his Return on Experience® system to help businesses create service cultures that inspire loyalty, referrals, and premium pricing. Through his Systematic MAGIC™ approach, he shows teams how to deliver consistent, high-impact experiences without burnout. Vance works with service businesses across industries through workshops, keynotes, and consulting, helping them grow by elevating customer experience into a competitive advantage. Learn more at vancemorris.com or deliverservicenow.com or connect at [email protected] About Jay Berkowitz: Jay Berkowitz is a best-selling author and popular keynote speaker. Mr. Berkowitz managed marketing departments at: Coca-Cola, Sprint and McDonald's Restaurants, and he is the Founder and CEO of Ten Golden Rules, a digital marketing agency specialized in working with attorneys. Mr. Berkowitz is the author of Advanced Internet Marketing for Law Firms, The Ten Golden Rules of Online Marketing and 10 Free Internet Marketing Strategies that went to #1 on Amazon. He is the host of the Ten Golden Rules of Internet Marketing Webinar and Podcast. He has been profiled by the Wall Street Journal, The Business Journals and FOX Business TV. Mr. Berkowitz was selected for membership as a TITAN for Elite Digital Marketing Agencies, he is the recipient of a SOFIE Award for Most Effective use of Emerging Media, and a Special BERNAY’s Award. Connect with Ten Golden Rules Subscribe to Ten Golden Rules on YouTube Check out our webinars on TenGoldenRules.com Connect with Ten Golden Rules on LinkedIn Follow Ten Golden Rules on Facebook Connect with Jay Berkowitz on LinkedIn Thanks for listening! Thanks so much for listening to our podcast! If you enjoyed this episode and think that others could benefit from listening, please share it using the social media buttons on this page. Do you have some feedback or questions about this episode? Leave a comment in the section below! Subscribe to the podcast If you would like to get automatic updates of new podcast episodes, you can subscribe to the podcast on Apple Podcasts or Stitcher. You can also subscribe in your favorite podcast app. Leave us an Apple Podcast review Ratings and reviews from our listeners are extremely valuable to us and greatly appreciated. They help our podcast rank higher on Apple Podcasts, which exposes our show to more awesome listeners like you. If you have a minute, please leave an honest review on Apple Podcasts.

What separates law firms that grow steadily from the ones that experience true hockey-stick growth? Execution. Brooke Lively, multi-bestselling author, and EOS Implementer specializing exclusively in the legal industry, returns to share what she discovered after analyzing her highest-performing clients. The difference wasn’t more marketing or more hustle. It was EOS. As she launches her new book, Scaling Law, Brooke reveals how law firms can implement the Entrepreneurial Operating System the right way, fix root-level leadership issues, build accountability, increase profitability, and reclaim their time. ** Pre-order Brooke’s upcoming book, Scaling Law, here - https://a.co/d/0c4j4Po2 Key Topics 00:01:35 – Introduction to the core theme of execution as the defining factor between stagnant firms and those experiencing true hockey-stick growth. 00:06:51 – Analysis of three growth categories in law firms and the discovery that consistent system-based execution drives elite performance. 00:09:59 – Why operating systems must be adapted specifically for law firms, including bar rules, fee structures, and industry constraints. 00:14:24 – Breakdown of the Entrepreneurial Operating System and its six key components: Vision, People, Data, Issues, Process, and Traction. 00:18:53 – How Level 10 meetings and the IDS framework eliminate circular conversations and solve root causes instead of surface symptoms. 00:26:33 – The 80–90 percent rule: most business challenges fall into either people problems or process problems. 00:33:30 – The risk of over-promoting loyal employees and how capacity breakdowns appear in growing firms. 00:38:44 – Understanding capacity in two dimensions: skill capability and time bandwidth — and how overload quietly damages performance. 00:44:35 – The three types of profit law firm owners must prioritize: financial profit, time freedom, and reputational strength. 00:50:23 – Rapid-fire insights on productivity systems, calendar discipline, business books, and the profile of law firm leaders ready to scale. Resources Mentioned Technology EOS Worldwide (Operating System) – https://www.eosworldwide.com Books Traction – Gino Wickman – https://www.amazon.com/dp/1936661837Get a Grip – Gino Wickman & Mike Paton – https://www.amazon.com/dp/1939529824Buy Back Your Time – Dan Martell – https://www.amazon.com/dp/059342297XThe Big Leap – Gay Hendricks – https://www.amazon.com/dp/0061735361 About our Guest: Brooke Lively is a CFO and Profitability Strategist who helps leaders of fast-growing companies gain the financial clarity and structure needed to build profitable, sustainable businesses—without sacrificing the life they want. As President of Cathedral Capital, she works with service-based business owners, including attorneys, consultants, accountants, and marketers earning between $350K and $10M, helping them move beyond guesswork into predictable profitability. Her expertise centers on uncovering hidden money leaks, optimizing pricing and margins, and building financial systems that support long-term growth. Through outsourced CFO services, strategy engagements, VIP Jump Start Days, workshops, and speaking, Brooke empowers business owners to increase revenue, expand margins, reduce workload, and make confident, data-driven decisions for years to come. If you know your business could be far more profitable, Brooke invites you to connect at [email protected] to start the conversation. About Jay Berkowitz: Jay Berkowitz is a best-selling author and popular keynote speaker. Mr. Berkowitz managed marketing departments at: Coca-Cola, Sprint and McDonald's Restaurants, and he is the Founder and CEO of Ten Golden Rules, a digital marketing agency specialized in working with attorneys. Mr. Berkowitz is the author of Advanced Internet Marketing for Law Firms, The Ten Golden Rules of Online Marketing and 10 Free Internet Marketing Strategies that went to #1 on Amazon. He is the host of the Ten Golden Rules of Internet Marketing Webinar and Podcast. He has been profiled by the Wall Street Journal, The Business Journals and FOX Business TV. Mr. Berkowitz was selected for membership as a TITAN for Elite Digital Marketing Agencies, he is the recipient of a SOFIE Award for Most Effective use of Emerging Media, and a Special BERNAY’s Award. Connect with Ten Golden Rules Subscribe to Ten Golden Rules on YouTube Check out our webinars on TenGoldenRules.com Connect with Ten Golden Rules on LinkedIn Follow Ten Golden Rules on Facebook Connect with Jay Berkowitz on LinkedIn Thanks for listening! Thanks so much for listening to our podcast! If you enjoyed this episode and think that others could benefit from listening, please share it using the social media buttons on this page. Do you have some feedback or questions about this episode? Leave a comment in the section below! Subscribe to the podcast If you would like to get automatic updates of new podcast episodes, you can subscribe to the podcast on Apple Podcasts or Stitcher. You can also subscribe in your favorite podcast app. Leave us an Apple Podcast review Ratings and reviews from our listeners are extremely valuable to us and greatly appreciated. They help our podcast rank higher on Apple Podcasts, which exposes our show to more awesome listeners like you. If you have a minute, please leave an honest review on Apple Podcasts.

When recruiting feels expensive, slow, and unpredictable, growth stalls and culture quietly erodes. Jay sits down with fixed fee legal recruiting strategist Erin Andersen to break down why traditional recruiting models fail law firms and how smarter, fixed-fee hiring paired with intentional culture strategy changes everything. From writing job descriptions that actually attract the right candidates to using culture diagnostics, reference checks, and planning to reduce turnover, this conversation reframes hiring as a leadership decision, not an HR task. The takeaway is simple and powerful: when hiring aligns with culture and strategy, law firms scale with confidence instead of chaos. Key Topics 01:11 - Why most law firms feel “stuck” heading into a new year and how strategic planning creates leverage before hiring ever begins 02:47 - The hidden reason recruiting costs quietly derail growth plans and why many firms do not realize it until it is too late 04:49 - How traditional percentage-based recruiting changes hiring behavior in ways firms rarely intend 05:54 - What actually slows down law firm hiring and the overlooked steps that consume leadership time 07:44 - Why job descriptions repel great candidates and how a small mindset shift changes who applies 09:15 - The uncomfortable truth about reference checks and why skipping them creates long-term risk 10:14 - How flipping the structure of a job post reframes the entire hiring conversation 12:22 - A single reference question that reveals more than an entire resume ever could 15:56 - What “culture” really means inside a law firm and why most firms define it too late 17:52 - The unique cultural pressures inside personal injury firms and what hiring mistakes show up most often 19:20 - A simple hiring-stage adjustment that exposes culture fit issues before an offer is made 21:02 - The difference between toxic culture, unhealthy culture, and culture that is simply unfinished 24:21 - Why geography matters more than firms think and how rural and urban hiring require different strategies 33:29 - Why experienced attorneys leave prestigious roles and what smaller firms misunderstand about that transition Resources Mentioned Books Think and Grow Rich – Napoleon Hill – https://a.co/d/091jJ6Ga Podcasts How I Built This with Guy Raz – https://podcasts.apple.com/ca/podcast/how-i-built-this-with-guy-raz/id1150510297 Claim Your Confidence with Lydia Fenet - https://podcasts.apple.com/ca/podcast/claim-your-confidence-with-lydia-fenet/id1647588906 And She Rises… Amanda Frances - https://podcasts.apple.com/ca/podcast/and-she-rises/id1438759061 Other Sources Culture Talk (workplace culture certification and surveys) – https://www.culturetalk.com About our Guest: Erin is a career and personal branding coach who helps career professionals and small business owners gain visibility, confidence, and opportunity through authentic personal branding. After starting her career in the financial industry, Erin recognized the impact of toxic workplace cultures and chose a different path—one focused on helping people find fulfillment and professional success in healthier environments. Today, she coaches clients on how to elevate their personal brand so they can be seen, heard, and chosen by recruiters, hiring managers, and ideal clients. Erin supports job seekers through career transition strategy, ATS-optimized resumes, LinkedIn profile revamps, and interview coaching. She also works with small business owners on hiring strategy, employer branding, LinkedIn optimization, and group trainings to build positive, people-first workplaces. Instagram: @yourbrandnetworker Email: [email protected] About Jay Berkowitz: Jay Berkowitz is a best-selling author and popular keynote speaker. Mr. Berkowitz managed marketing departments at: Coca-Cola, Sprint and McDonald's Restaurants, and he is the Founder and CEO of Ten Golden Rules, a digital marketing agency specialized in working with attorneys. Mr. Berkowitz is the author of Advanced Internet Marketing for Law Firms, The Ten Golden Rules of Online Marketing and 10 Free Internet Marketing Strategies that went to #1 on Amazon. He is the host of the Ten Golden Rules of Internet Marketing Webinar and Podcast. He has been profiled by the Wall Street Journal, The Business Journals and FOX Business TV. Mr. Berkowitz was selected for membership as a TITAN for Elite Digital Marketing Agencies, he is the recipient of a SOFIE Award for Most Effective use of Emerging Media, and a Special BERNAY’s Award. Connect with Ten Golden Rules Subscribe to Ten Golden Rules on YouTube Check out our webinars on TenGoldenRules.com Connect with Ten Golden Rules on LinkedIn Follow Ten Golden Rules on Facebook Connect with Jay Berkowitz on LinkedIn Thanks for listening! Thanks so much for listening to our podcast! If you enjoyed this episode and think that others could benefit from listening, please share it using the social media buttons on this page. Do you have some feedback or questions about this episode? Leave a comment in the section below! Subscribe to the podcast If you would like to get automatic updates of new podcast episodes, you can subscribe to the podcast on Apple Podcasts or Stitcher. You can also subscribe in your favorite podcast app. Leave us an Apple Podcast review Ratings and reviews from our listeners are extremely valuable to us and greatly appreciated. They help our podcast rank higher on Apple Podcasts, which exposes our show to more awesome listeners like you. If you have a minute, please leave an honest review on Apple Podcasts.

This episode is a high-energy preview of the amazing speakers coming to TGR Live! Growth Strategies for Law Firms 2026. We will be bringing together an elite group of experts to share powerful insights from their upcoming presentations. Jay Berkowitz is joined by Stacy Brown Randall, Steven Gursten, Rob Levine, and Chris Keller for a fast-moving conversation that spans AI-driven SEO, referral systems that don’t require asking, intake strategies that recover millions in lost revenue, litigation techniques that dramatically increase case value, and personal disciplines that elevate both life and practice. Each speaker offers a clear glimpse into the strategies they’ll be teaching live, giving listeners a sense of the depth, practicality, and momentum behind this year’s conference. If you want to learn directly from these speakers, connect with other growth-minded law firm leaders, and experience these strategies in full, TGR Live 2026 is where it all comes together — and this episode makes it clear why you don’t want to miss it. Key Topics 05:32 – Jay introduces AI SEO and answer engine optimization, explaining how Google AI Overviews are changing search behavior and what law firms must do to appear in AI-driven results. 16:33 – Stacey Brown Randall begins her segment by reframing where referrals truly belong in a law firm’s growth strategy and previews how to generate consistent referrals without asking. 27:30 – Steven Gursten starts his presentation on fatigue as a hidden but devastating injury, outlining how proving fatigue can significantly increase future economic damages in serious cases. 37:22 – Rob Levine opens his intake discussion by showing how intake systems, call routing, and dropped-call recovery directly impact case volume and firm revenue. 53:53 – Chris Keller begins his talk on the five disciplines that transform both life and practice, sharing how mental, emotional, physical, spiritual, and financial discipline drive sustainable growth. 58:31 – The live Q&A begins, covering motivation versus discipline, selecting the right cases, increasing case value through strategy, and leading teams with intention. Resources Mentioned Download your free Copy of the Intake Analysis Ghost Call Scorecard, courtesy of Rob Levine - https://docs.google.com/document/d/1wn1NIL2CN_hb6NXR-ippSvDcYo-l67dV/edit TechnologyHona (client experience software) – Hona – https://www.hona.comGoogle AI Overviews (search technology) – Google – https://www.google.comChatGPT (AI platform) – OpenAI – https://www.openai.comReddit (community and Q&A platform) – Reddit – https://www.reddit.comQuora (Q&A platform) – Quora – https://www.quora.comOura Ring (wearable health technology) – Oura – https://ouraring.com Books Generating Business Referrals Without Asking: A Simple 5 Step Plan to a Referral Explosion – Stacey Brown Randall - https://a.co/d/aTrufrFThe Referable Client Experience: A Proven Method to Generate Referrals Without Asking – Stacey Brown Randall - https://a.co/d/6p2GbyXAtomic Habits: An Easy & Proven Way to Build Good Habits and Break Bad Ones – James Clear - https://a.co/d/7iehDsGA Year to Change Your Life: How 365 Days of Intentional Daily Actions Lead to Transformation – Chris Keller - https://a.co/d/hYK6Jah About our Guests: Steven Gursten is one of the nation’s leading authorities on catastrophic injury and trucking accident litigation. As the founder of Michigan Auto Law, he has built a nationally recognized practice by focusing on case strategy, evidence development, and valuation methods that significantly increase outcomes for seriously injured clients. Steven is widely known for teaching lawyers how to increase case value and profitability by handling complex cases the right way, not simply more cases. Rob Levine is the founder of Rob Levine & Associates, a multi-million-dollar law firm built through disciplined operations, systems, and execution. Known for his focus on scalability and accountability, Rob has developed operational frameworks that allow firms to grow without sacrificing efficiency or culture. His experience offers practical insight into how strong systems, leadership structure, and process discipline drive long-term profitability. Stacey Brown Randall is a nationally recognized expert on referrals and the author of Generating Business Referrals Without Asking. She teaches professionals how to build consistent, high-quality referral systems rooted in relationships, trust, and generosity — not pressure or sales tactics. Stacey’s work helps law firms create sustainable referral pipelines by focusing on value creation and intentional relationship-building. Chris Keller is a leadership and performance expert who helps law firm owners strengthen execution, accountability, and culture. His work focuses on the disciplines and habits that drive high-performing teams, from leadership behavior to operational consistency. Chris is known for helping firms translate strategy into action by building leadership systems that support sustainable growth and long-term performance. About Jay Berkowitz: Jay Berkowitz is a best-selling author and popular keynote speaker. Mr. Berkowitz managed marketing departments at: Coca-Cola, Sprint and McDonald's Restaurants, and he is the Founder and CEO of Ten Golden Rules, a digital marketing agency specialized in working with attorneys. Mr. Berkowitz is the author of Advanced Internet Marketing for Law Firms, The Ten Golden Rules of Online Marketing and 10 Free Internet Marketing Strategies that went to #1 on Amazon. He is the host of the Ten Golden Rules of Internet Marketing Webinar and Podcast. He has been profiled by the Wall Street Journal, The Business Journals and FOX Business TV. Mr. Berkowitz was selected for membership as a TITAN for Elite Digital Marketing Agencies, he is the recipient of a SOFIE Award for Most Effective use of Emerging Media, and a Special BERNAY’s Award. Connect with Ten Golden Rules Subscribe to Ten Golden Rules on YouTube Check out our webinars on TenGoldenRules.com Connect with Ten Golden Rules on LinkedIn Follow Ten Golden Rules on Facebook Connect with Jay Berkowitz on LinkedIn Thanks for listening! Thanks so much for listening to our podcast! If you enjoyed this episode and think that others could benefit from listening, please share it using the social media buttons on this page. Do you have some feedback or questions about this episode? Leave a comment in the section below! Subscribe to the podcast If you would like to...

What happens when elite appellate attorneys turn decades of hard-earned courtroom wisdom into a practical survival guide for people facing divorce? I sat down with appellate attorneys Amy Shield and Roger Levine of Shield & Levine, P.A. to unpack the thinking behind their Amazon #1 bestseller Divorce SOS. From changing passwords and handling social media to courtroom decorum, choosing the right attorney, and using a book as a powerful thought-leadership asset, this conversation blends legal precision with real-world clarity. The result is a masterclass in preparation, perspective, and professional authority that leaves listeners better equipped for both divorce and leadership. The takeaway is simple and empowering: preparation changes outcomes. Key Topics 02:55 - Why appellate attorneys see the same divorce mistakes repeated year after year 04:07 - Amy Shield’s path into family law appeals and how appellate thinking changes outcomes 05:47 - Growing up around the law and developing an analytical mindset for complex cases 07:28 - The hidden errors trial lawyers and clients make that only surface on appeal 09:55 - Why changing passwords is one of the smartest moves to make before filing for divorce 12:02 - How smart home technology, cameras, and shared accounts can be weaponized in divorce 13:11 - Social media behaviors that quietly destroy credibility in court 14:10 - Who gets the family pet and how state laws treat pets very differently 15:37 - Using a book to establish authority and trust in a niche legal market 16:58 - How busy attorneys realistically find time to write and finish a book 18:11 - Why outlining first is the difference between finishing a book and quitting halfway 19:33 - How appellate lawyers evaluate records, transcripts, and courtroom behavior 22:10 - Practical advice for attorneys considering writing a book for thought leadership 25:48 - How judges evaluate appearance, behavior, and credibility in court and online hearings 30:16 - What clients should look for when choosing the right divorce attorney 32:14 - Why preparation before filing often matters more than arguments made later Resources Mentioned Technology Microsoft Office – https://www.microsoft.comZoom – https://zoom.us Books Divorce SOS: How to Avoid Costly Mistakes and Protect Your Money, Children, and Sanity – Amy Shield & Roger Levine - https://a.co/d/bLjo9pvAdvanced Internet Marketing for Law Firms - Jay Berkowitz - https://a.co/d/bSNlAZk Podcasts DarenDaily On-Demand - https://podcasts.apple.com/ca/podcast/darrendaily-on-demand/id1449270369 About our Guests: Amy Shield is an AV Preeminent®–rated appellate attorney, a distinction that reflects the highest level of professional excellence and peer recognition for legal ability and ethical standards. She focuses her practice on appellate advocacy, bringing precision, strategic clarity, and deep legal analysis to complex appeals. Known for her thoughtful approach and strong written and oral advocacy, Amy works closely with trial teams to refine legal arguments, preserve issues for appeal, and strengthen cases at every stage of litigation. Her reputation as a trusted appellate lawyer is built on credibility, experience, and a commitment to high standards in appellate practice. Roger Levine is a Florida appellate attorney providing litigation support across civil matters including family law, probate and trust disputes, commercial litigation, personal injury, and insurance cases. He is admitted to all Florida state courts and the U.S. District Court for the Southern District of Florida. A National Merit Scholar, Roger earned his B.A. and J.D. from the University of Florida and holds an AV Preeminent® rating from Martindale-Hubbell. He has a longstanding commitment to community service, including a decade as a volunteer guardian ad litem in Palm Beach County. https://shield-levine.com/ About Jay Berkowitz: Jay Berkowitz is a best-selling author and popular keynote speaker. Mr. Berkowitz managed marketing departments at: Coca-Cola, Sprint and McDonald's Restaurants, and he is the Founder and CEO of Ten Golden Rules, a digital marketing agency specialized in working with attorneys. Mr. Berkowitz is the author of Advanced Internet Marketing for Law Firms, The Ten Golden Rules of Online Marketing and 10 Free Internet Marketing Strategies that went to #1 on Amazon. He is the host of the Ten Golden Rules of Internet Marketing Webinar and Podcast. He has been profiled by the Wall Street Journal, The Business Journals and FOX Business TV. Mr. Berkowitz was selected for membership as a TITAN for Elite Digital Marketing Agencies, he is the recipient of a SOFIE Award for Most Effective use of Emerging Media, and a Special BERNAY’s Award. Connect with Ten Golden Rules Subscribe to Ten Golden Rules on YouTube Check out our webinars on TenGoldenRules.com Connect with Ten Golden Rules on LinkedIn Follow Ten Golden Rules on Facebook Connect with Jay Berkowitz on LinkedIn Thanks for listening! Thanks so much for listening to our podcast! If you enjoyed this episode and think that others could benefit from listening, please share it using the social media buttons on this page. Do you have some feedback or questions about this episode? Leave a comment in the section below! Subscribe to the podcast If you would like to get automatic updates of new podcast episodes, you can subscribe to the podcast on Apple Podcasts or Stitcher. You can also subscribe in your favorite podcast app. Leave us an Apple Podcast review Ratings and reviews from our listeners are extremely valuable to us and greatly appreciated. They help our podcast rank higher on Apple Podcasts, which exposes our show to more awesome listeners like you. If you have a minute, please leave an honest review on Apple Podcasts.

What looked like a simple referral talk at TGR Live 2025 quickly turned into a mindset shift that challenged how I think about growth, relationships, and value creation. In this live session, Charley Mann walks us through a $500,000 referral roadmap built on consistency, human connection, and habits most lawyers avoid. I watched the room lean in as he reframed referrals and digital marketing as an “and” equation, not an either-or decision. Charley breaks down the four stages of value creation and shows why most lawyers stall by skipping the work of building real relationships. This session isn’t about clever tactics. It’s about adopting an owner’s mindset, showing up weekly, and building a system that compounds over time. If growth has felt harder than it should, this conversation explains why and shows a simpler path forward. Key Topics 01:21 – Hear why referrals and digital marketing aren’t rivals and how using both reshapes growth strategy 01:48 – Grasp the idea of complementarity and why “either-or” thinking limits firm momentum 03:24 – See how introverted lawyers gain an edge by being willing to initiate real conversations 04:03 – Understand why simply stepping off the wall creates instant market differentiation 04:48 – Map the four stages of value creation and where income growth typically stalls 06:39 – Learn why skipping the “who you know” stage keeps firms from ever scaling 08:27 – Get the full $500,000 referral roadmap and why it’s designed to compound over time 09:21 – Choose meetup formats that fit your personality so consistency becomes realistic 10:35 – Adopt consistency as the real competitive advantage most lawyers won’t sustain 11:01 – Recognize why weekly email is still one of the most overlooked growth tools 12:59 – Replace content pressure with curation to keep emails valuable and doable 15:33 – Use monthly mail as a low-friction way to stay present with referral sources 18:39 – Turn “too busy” into systems and delegation so growth doesn’t rely on willpower 22:12 – Solve “I don’t know what to say” by anchoring content to personal interests 25:46 – Build simple infrastructure with tools, VAs, and workflows that keep everything moving 29:17 – Lock in the identity shift that makes the habits stick: entrepreneur first, attorney second Resources Mentioned Books • Buy Back Your Time by Dan Martell – https://a.co/d/afpamHR Tech / Tools • ChatGPT – https://chat.openai.com • ActiveCampaign – https://www.activecampaign.com • Mailchimp – https://mailchimp.com • Zapier – https://zapier.com • Make (formerly Integromat) – https://www.make.com About our Guest: Charley Mann is the host of “They Don’t Teach This in Law School” and founder of Law Firm Alchemy, a company dedicated to providing resources and coaching for law firm growth. With over 14 years of experience in the legal industry, Charley guides law firm owners in optimizing their practices and achieving success. He emphasizes the importance of networking, providing value, and maintaining strong client relationships, focusing on both business operations and personal growth. Known for his approachable demeanor and deep industry knowledge, Charley values integrity, transparency, and genuine connections. In his role, Charley works closely with law firm owners to enhance their entrepreneurial skillsets, particularly in marketing and leadership. His company, Law Firm Alchemy, offers tailor-made coaching and courses designed to help firm owners break through growth plateaus or accelerate their current growth trajectories. https://www.lawfirmalchemy.com/ Podcast: https://podcasts.apple.com/ca/podcast/they-dont-teach-this-in-law-school/id1640557971 About Jay Berkowitz: Jay Berkowitz is a best-selling author and popular keynote speaker. Mr. Berkowitz managed marketing departments at: Coca-Cola, Sprint and McDonald's Restaurants, and he is the Founder and CEO of Ten Golden Rules, a digital marketing agency specialized in working with attorneys. Mr. Berkowitz is the author of Advanced Internet Marketing for Law Firms, The Ten Golden Rules of Online Marketing and 10 Free Internet Marketing Strategies that went to #1 on Amazon. He is the host of the Ten Golden Rules of Internet Marketing Webinar and Podcast. He has been profiled by the Wall Street Journal, The Business Journals and FOX Business TV. Mr. Berkowitz was selected for membership as a TITAN for Elite Digital Marketing Agencies, he is the recipient of a SOFIE Award for Most Effective use of Emerging Media, and a Special BERNAY’s Award. Connect with Ten Golden Rules Subscribe to Ten Golden Rules on YouTube Check out our webinars on TenGoldenRules.com Connect with Ten Golden Rules on LinkedIn Follow Ten Golden Rules on Facebook Connect with Jay Berkowitz on LinkedIn Thanks for listening! Thanks so much for listening to our podcast! If you enjoyed this episode and think that others could benefit from listening, please share it using the social media buttons on this page. Do you have some feedback or questions about this episode? Leave a comment in the section below! Subscribe to the podcast If you would like to get automatic updates of new podcast episodes, you can subscribe to the podcast on Apple Podcasts or Stitcher. You can also subscribe in your favorite podcast app. Leave us an Apple Podcast review Ratings and reviews from our listeners are extremely valuable to us and greatly appreciated. They help our podcast rank higher on Apple Podcasts, which exposes our show to more awesome listeners like you. If you have a minute, please leave an honest review on Apple Podcasts.

Niching is often framed as restrictive, but in practice it creates freedom and authority. In this conversation, I talk with Joe Fried about how focusing deeply on one area transformed his practice and impact. Joe shares how niching into truck crash litigation helped him become a true subject matter expert, attract better cases, and build a national reputation through teaching, not hype. We talk about why expertise is earned by sharing what you learn, how real content beats flashy marketing, and why passion matters more than chasing money. Joe also explains how storytelling, systems, and surrounding yourself with the right people can dramatically change results. This episode is about building a practice that feels aligned, intentional, and built to last. Key Topics 03:25 – Learn why niching down is often the fastest way to stop competing with every other lawyer in the room. 05:42 – Hear how early insecurity can become the catalyst for building real expertise. 06:34 – Learn a practical definition of what actually makes someone a subject matter expert. 07:19 – Discover why concentrated focus beats waiting decades to feel “qualified.” 08:22 – Hear how recognizing patterns in real life can point you toward the right niche. 09:24 – Learn how committing to a niche before having cases can still unlock momentum. 10:10 – Understand why teaching what you learn builds credibility faster than marketing tactics. 11:41 – Learn how positioning truck crashes as fundamentally different reshaped referrals. 12:23 – Discover why sharing real, useful content naturally creates leadership in a space. 15:06 – Learn how passion for the work makes specialization contagious to others. 16:25 – Hear a simple visualization exercise to identify the cases you’re meant to handle. 22:27 – Learn why surrounding yourself with true experts is essential to running a strong firm. 28:28 – Rapid-fire insights on productivity, AI tools, wellness habits, books, and influences that shape Joe’s thinking. 35:51 – Learn how reframing cases around human impact changes how juries connect. 36:35 – Discover why the most powerful stories aren’t about injuries, but how life changes afterward. Resources Mentioned Books Who Not How by Dan Sullivan - https://a.co/d/56nWJaC Influence: The Psychology of Persuasion by Robert Cialdini - https://a.co/d/32Ga9Nv Pre-Suasion by Robert Cialdini - https://a.co/d/2Cte7iT Podcasts The Joe Rogan Experience - https://podcasts.apple.com/us/podcast/the-joe-rogan-experience/id360084272 Art of Accomplishment with Joe Hudson - https://podcasts.apple.com/ca/podcast/the-art-of-accomplishment/id1540650504 Technology and Tools ChatGPT - https://chat.openai.com Claude - https://claude.ai Perplexity - https://www.perplexity.ai Grok - https://grok.com/ About our Guest: Joe Fried is one of the nation’s leading trial lawyers and safety advocates, focusing exclusively on catastrophic truck crash cases. He limits the number of cases he takes so he can devote deep attention and resources to each one, with results nearing $1 billion across more than 30 states. Board Certified in Truck Accident Law by the National Board of Trial Advocacy, Joe is widely recognized for his leadership in trucking and highway safety and has delivered more than 500 presentations to lawyers, judges, law enforcement, and policymakers. A graduate of the University of Georgia School of Law with honors, Joe Fried is a co-founder of the Academy of Truck Accident Attorneys and has held numerous national leadership roles within the plaintiffs’ bar. He has served as faculty at the Gerry Spence Trial Lawyers College and the Georgia Trial Skills Clinic, and previously served as a judge in Fulton County, Georgia. Known for his disciplined and creative approach, Joe believes truck crash cases demand true specialization, and that focus leads to better outcomes and safer roads. https://www.friedgoldberg.com/ Academy of Truck Accident Attorneys - https://ataalaw.org/ About Jay Berkowitz: Jay Berkowitz is a best-selling author and popular keynote speaker. Mr. Berkowitz managed marketing departments at: Coca-Cola, Sprint and McDonald's Restaurants, and he is the Founder and CEO of Ten Golden Rules, a digital marketing agency specialized in working with attorneys. Mr. Berkowitz is the author of Advanced Internet Marketing for Law Firms, The Ten Golden Rules of Online Marketing and 10 Free Internet Marketing Strategies that went to #1 on Amazon. He is the host of the Ten Golden Rules of Internet Marketing Webinar and Podcast. He has been profiled by the Wall Street Journal, The Business Journals and FOX Business TV. Mr. Berkowitz was selected for membership as a TITAN for Elite Digital Marketing Agencies, he is the recipient of a SOFIE Award for Most Effective use of Emerging Media, and a Special BERNAY’s Award. Connect with Ten Golden Rules Subscribe to Ten Golden Rules on YouTube Check out our webinars on TenGoldenRules.com Connect with Ten Golden Rules on LinkedIn Follow Ten Golden Rules on Facebook Connect with Jay Berkowitz on LinkedIn Thanks for listening! Thanks so much for listening to our podcast! If you enjoyed this episode and think that others could benefit from listening, please share it using the social media buttons on this page. Do you have some feedback or questions about this episode? Leave a comment in the section below! Subscribe to the podcast If you would like to get automatic updates of new podcast episodes, you can subscribe to the podcast on Apple Podcasts or Stitcher. You can also subscribe in your favorite podcast app. Leave us an Apple Podcast review Ratings and reviews from our listeners are extremely valuable to us and greatly appreciated. They help our podcast rank higher on Apple Podcasts, which exposes our show to more awesome listeners like you. If you have a minute, please leave an honest review on Apple Podcasts.