Advertise on podcast: The Lawyer Millionaire® Podcast: Business & Financial Planning for Law Firm Owners

On this episode of The Lawyer Millionaire, host Darren Wurz interviews Howard Ankin, founding partner of Ankin Law in Chicago. Howard shares how he grew his practice into a firm with 26 attorneys and more than 80 team members. He discusses the challenges of scaling a law firm, competing against national firms, investing in technology and AI, managing unpredictable cash flow, and preparing for an evolving legal marketplace. Darren and Howard discuss: Why growing a law firm changes the role of the owner. Effective marketing means securing the right opportunities. Referral remain a powerful source of new business. How Ankin Law uses technology and AI to improve client outcomes. Why it is important for leaders to understand different generations.   Resources: Profit from the Core: A Return to Growth in Turbulent Times by Chris Zook with James Allen (Book) Law Firm Financial Reporting Template Pack (Exclusive content) Law Firm Profitability Assessment How to Calculate Your Law Firm Tax Reserve Get your Free Law Firm Audit Law Firm Valuation Tool Download the Client Attraction Playbook Connect with Darren Wurz: Want to work with our team? Schedule an Intro Call The Lawyer Millionaire Website LinkedIn: Darren P. Wurz Join The Lawyer Millionaire® Community Don’t Miss a Thing! Subscribe to The Lawyer Millionaire® Email List Subscribe to The Lawyer Millionaire Youtube Channel   Connect with Howard Ankin: Linkedin: Howard Ankin Website: Ankin Law   About Howard Ankin: Howard Ankin is a third-generation attorney who has built lifelong connections with many of his clients, some of whom he’s known since childhood. These clients are often the descendants of individuals who were represented by his father and grandfather, creating a legacy of trust and commitment. Many recall seeing Howard as a young boy accompanying his father to the court during school breaks, where his passion for justice and the law was deeply ingrained from an early age. Today, Howard is at the helm of Ankin Law, a firm he co-founded with his father, Paul B. Ankin, in March 1997. Over the years, the firm has grown under its leadership, specializing in personal injury, workers’ compensation, trucking litigation, wrongful death, social security disability, and both criminal and civil litigation. Howard’s dedication to his clients and his relentless pursuit of justice continue the proud Ankin family tradition of providing exceptional legal support. In just his third year of practice, Howard achieved a $1,000,000 recovery for his client in Latta vs. Village Green Associates—a testament to his skill and determination. Today, his record is filled with numerous legal victories, but what Howard values most is the stability and hope he brings to his clients by securing their livelihoods through his legal expertise. Howard is committed to representing his clients not just as an attorney, but as a trusted advisor and friend. He is known for providing quality referrals for legal matters beyond his practice areas, ensuring his clients receive the best possible guidance. His dedication to Ankin Law is evident every day, as families across Chicago and Illinois continue to seek the firm’s counsel at every stage of their lives.

On this episode of The Lawyer Millionaire, host Darren Wurz interviews Rafi Arbel, a former practicing attorney and founder of MarketJD, about how law firms can improve their marketing strategies, track results, strengthen client intake, and increase profitability. The central message is that law firms should fix their intake and follow-up processes before spending more money on marketing. Generating leads is only one part of growing a successful law firm. Firms must also know where their signed cases come from, build a strong reputation, and have an effective process for converting prospective clients into paying clients. Darren and Rafi discuss: How to connect marketing data with actual business outcomes. Why firms need to build a strong Google Business Profile and make Google reviews a major priority. What firms should demand when they hire an agency. Prepare for AI-driven search by building a strong brand. How to train intake teams to listen and show empathy. Using AI to amplify expertise, not replace it   Resources: Profit from the Core: A Return to Growth in Turbulent Times by Chris Zook with James Allen (Book) Law Firm Financial Reporting Template Pack (Exclusive content) Law Firm Profitability Assessment How to Calculate Your Law Firm Tax Reserve Get your Free Law Firm Audit Download the Client Attraction Playbook Connect with Darren Wurz: Want to work with our team? Schedule an Intro Call The Lawyer Millionaire Website LinkedIn: Darren P. Wurz Join The Lawyer Millionaire® Community Don’t Miss a Thing! Subscribe to The Lawyer Millionaire® Email List Subscribe to The Lawyer Millionaire Youtube Channel   Connect with Rafi Arbel: Email: [email protected] Linkedin: Rafi Arbel Website: Market JD   About Rafi Arbel: Since 2000, Rafi Arbel has been helping hundreds of attorneys double their online lead volume in as little as one year. Working for the largest provider of online marketing and legal research, Rafi built a reputation as a leader in law-firm marketing, strategy and operations. As lawyers began to face increasing competition for clients, Rafi started Market JD to offer consumer law firms a new online marketing alternative, one that provides a greater return on investment, more flexibility, and personalized service. A former litigator who ran his own practice, Mr. Arbel uses his first-hand knowledge of the legal industry to help lawyers grow their client base, increase margins and improve their quality of life. Rafi speaks to lawyers across the country on internet marketing, including in Nevada, Tennessee, Ohio, and Massachusetts. Formerly on the Board of Governors for the Northwest Suburban Bar Association, he has spoken to bar associations across the country and was the featured speaker before the entire sales force, account managers and senior executives at the TR 2008 National Sales Meeting in Orlando, Florida. In addition to his broad and diverse legal consulting experience, Rafi earned his MBA, with honors, from the University of Chicago Booth School of Business. He was inducted into the national business honors society, Beta Gamma Sigma, in 2009. If your firm is looking to meaningfully increase revenue and the size of your client base, give Rafi a call at 312.970.9353 or visit www.marketjd.com for more information.

On this episode, host Darren Wurz explores a central business-growth principle inspired by Profit from the Core by Chris Zook and James Allen: profitable growth comes from strengthening your core business before expanding into new areas. Darren challenges law firm owners who equate growth with adding practice areas, opening offices, or pursuing new markets. Darren argues that these moves can actually reduce profitability when a firm’s existing core has not been fully developed. Darren discusses: Focus on your core before expanding Why your practice area is not necessarily your core? Beware of growth distractions. How moving away from its core almost destroyed Gucci. Why Geographic expansion requires proof. How to build a core profit map. Resources: Profit from the Core: A Return to Growth in Turbulent Times by Chris Zook with James Allen (Book) Law Firm Financial Reporting Template Pack (Exclusive content) Law Firm Profitability Assessment How to Calculate Your Law Firm Tax Reserve Get your Free Law Firm Audit Download the Client Attraction Playbook Connect with Darren Wurz: Want to work with our team? Schedule an Intro Call The Lawyer Millionaire Website LinkedIn: Darren P. Wurz Join The Lawyer Millionaire® Community Don’t Miss a Thing! Subscribe to The Lawyer Millionaire® Email List Subscribe to The Lawyer Millionaire Youtube Channel

On this episode of The Lawyer Millionaire, host Darren Wurz interviews Jimmy Evans, founder of Evans Family Law Group, about how transforming his firm’s culture, redefining its core values, and investing in employee training helped improve profitability and build a stronger team. Jimmy shares how he moved away from hiring employees just to handle a growing workload to building a firm centered on excellence, accountability, creativity, and client service. Darren and Jimmy discuss: Why you need to define your firm’s core values and mission? The importance of hiring for attitude and work ethic. How Evans Family Law Group built a structured onboarding and training system for their attorneys. Why Jimmy has reservations regarding hiring Gen-Z and other young professionals. The fear of losing top producers should not control your decisions. Resources: Profit First – Transform Your Business from a Cash-Eating Monster to a Money-Making Machine by Mike Michalowicz (Book) Law Firm Financial Reporting Template Pack (Exclusive content) Law Firm Profitability Assessment How to Calculate Your Law Firm Tax Reserve Get your Free Law Firm Audit Download the Client Attraction Playbook Connect with Darren Wurz: Want to work with our team? Schedule an Intro Call The Lawyer Millionaire Website LinkedIn: Darren P. Wurz Join The Lawyer Millionaire® Community Don’t Miss a Thing! Subscribe to The Lawyer Millionaire® Email List Subscribe to The Lawyer Millionaire Youtube Channel Connect with Jimmy Evans: Linkedin: Ellen Cookman Youtube: Ellen Cookman – Special Needs Trust Attorney Website: Cookman Law   About Jimmy Evans: James W. Evans is a board-certified family law attorney and the founder of Evans Family Law Group. With over 25 years of experience, he has built a reputation as a trusted advocate for Texas families navigating divorce, custody, and complex family law matters. Jimmy’s practice encompasses the full range of Texas family law, including Austin divorce attorney, child custody, child support, adoption, grandparents’ rights, mediation, and collaborative law. His philosophy is simple yet impactful: “Protecting What Matters Most.” Clients choose Evans Family Law Group not just for the firm’s legal expertise, but for its commitment to serving with integrity, compassion, and clarity. Jimmy’s excellence has earned him numerous accolades, including the BV Distinguished Peer Review Rating from Martindale-Hubbell® and recognition as a Super Lawyers® honoree for 16 consecutive years — most recently in 2026. This distinction, awarded to only 5% of attorneys in Texas, affirms his standing as one of the top professionals in the field of Family Law. His decades of experience and dedication to his clients’ well-being make him a go-to advocate for families in Austin and beyond. When families need an experienced advocate who understands their challenges and is committed to achieving meaningful outcomes, they turn to James W. Evans and the team at Evans Family Law Group.

On this episode of The Lawyer Millionaire, my guest Ellen Cookman, founder of Cookman Law, shares how she built a rapidly growing California estate planning practice by combining specialization, smart marketing, disciplined financial management, and effective delegation. Darren and Ellen discuss: The business side of running a law firm How creating relevant educational content can build your firm’s marketing engine. The mindset behind paid consultation. Why Cookman Law hired an intake specialist to filter prospects. How to discover your niche instead of trying to serve everyone. Resources: Profit First – Transform Your Business from a Cash-Eating Monster to a Money-Making Machine by Mike Michalowicz (Book) Giftology: The Art and Science of Using Gifts to Cut Through the Noise, Increase Referrals, and Strengthen Retention by John Ruhlin (Book) Law Firm Financial Reporting Template Pack (Exclusive content) Law Firm Profitability Assessment How to Calculate Your Law Firm Tax Reserve Get your Free Law Firm Audit Download the Client Attraction Playbook Connect with Darren Wurz: Want to work with our team? Schedule an Intro Call The Lawyer Millionaire Website LinkedIn: Darren P. Wurz Join The Lawyer Millionaire® Community Don’t Miss a Thing! Subscribe to The Lawyer Millionaire® Email List Subscribe to The Lawyer Millionaire Youtube Channel Connect with Ellen Cookman: Linkedin: Ellen Cookman Youtube: Ellen Cookman – Special Needs Trust Attorney Website: Cookman Law   About Ellen Cookman: Ellen Cookman started Cookman Law in 2015 to help families of all shapes and sizes plan for the future and utilize available resources. Ellen is a Certified Specialist in Estate Planning, Trust & Probate Law from the California State Bar Board of Legal Specialization. She received her J.D. from UC Berkeley School of Law and her LL.M. in Estate Planning, Trust and Probate from Golden Gate University. Ellen lives in East Palo Alto with her husband, two middle school boys (her older son has high-functioning autism), a husky mix named Rosie, and a kitty named Skittles.

On this episode of The Lawyer Millionaire, Darren Wurz explores one of the most important and often overlooked questions for law firm owners: How much should you pay yourself? He argues that many law firm owners make the mistake of paying themselves whatever is left after covering payroll, rent, marketing, software, and other expenses. This can create the illusion of profitability while the owner is actually subsidizing the firm’s growth by underpaying themselves. Darren discusses: Why you are an employee of your own business? How to think about owner compensation. Why you must not confuse revenue with wealth? Why you cannot simply make your salary artificially low to minimize taxes? How to structure your firm for success?   Resources: Profit First – Transform Your Business from a Cash-Eating Monster to a Money-Making Machine by Mike Michalowicz (Book) Law Firm Financial Reporting Template Pack (Exclusive content) Law Firm Profitability Assessment How to Calculate Your Law Firm Tax Reserve Get your Free Law Firm Website and Lead Audit Download the Client Attraction Playbook Owner Pay Reality Check Connect with Darren Wurz: Want to work with our team? Schedule an Intro Call The Lawyer Millionaire Website LinkedIn: Darren P. Wurz Join The Lawyer Millionaire® Community Don’t Miss a Thing! Subscribe to The Lawyer Millionaire® Email List Subscribe to The Lawyer Millionaire Youtube Channel

On this episode, host Darren Wurz discusses The Profit Zone by Adrian J. Slywotzky and David J. Morrison. Darren shares why market share and operational excellence don’t guarantee future profitability. Businesses must continually adapt their “business design” to where customers and economic value are moving. Darren discusses: Every business has a profit zone. Why successful businesses can still become obsolete. How AI is shifting the legal industry’s profit zone. Why you need to reinvent yourself and your business. How to build strategic control points. Resources: Profit First – Transform Your Business from a Cash-Eating Monster to a Money-Making Machine by Mike Michalowicz (Book) The Profit Zone: How Strategic Business Design Will Lead You to Tomorrow’s Profits by Adrian J. Slywotzky & David J. Morrison with Bob Andelman (Book) Law Firm Financial Reporting Template Pack (Exclusive content) Law Firm Profitability Assessment How to Calculate Your Law Firm Tax Reserve Get your Free Law Firm Website and Lead Audit Download the Client Attraction Playbook Connect with Darren Wurz: Want to work with our team? Schedule an Intro Call The Lawyer Millionaire Website LinkedIn: Darren P. Wurz Join The Lawyer Millionaire® Community Don’t Miss a Thing! Subscribe to The Lawyer Millionaire® Email List Subscribe to The Lawyer Millionaire Youtube Channel

On this episode, host Darren Wurz speaks with Whitney Harper, Co-Founder of ADVOS Pro as they explore why law firms need to rethink traditional billing models especially as AI makes lawyers faster and more efficient. Whitney explains how her firm has successfully operated for more than a decade without tracking or billing by the hour. Darren and Whitney discuss: Billing by the hour is becoming increasingly difficult to defend. Why flat-fee pricing is difficult for legal firms. Why ADVOS uses a points based pricing system. How AI can become an advantage instead of a threat. Why lawyers need to change the way they think of their business. Resources: Profit First – Transform Your Business from a Cash-Eating Monster to a Money-Making Machine by Mike Michalowicz (Book) Start with Why: How Great Leaders Inspire Everyone to Take Action by Simon Sinek (Book) Traction: Get a Grip on Your Business by Gino Wickman (Book) Law Firm Financial Reporting Template Pack (Exclusive content) Law Firm Profitability Assessment How to Calculate Your Law Firm Tax Reserve Get your Free Law Firm Website and Lead Audit Download the Client Attraction Playbook Connect with Darren Wurz: Want to work with our team? Schedule an Intro Call The Lawyer Millionaire Website LinkedIn: Darren P. Wurz Join The Lawyer Millionaire® Community Don’t Miss a Thing! Subscribe to The Lawyer Millionaire® Email List Subscribe to The Lawyer Millionaire Youtube Channel Connect with Whitney Harper: Linkedin: Whitney Harper Website: The Deal ADVantage Website: ADVOS Pro   About Whitney Harper: Whitney Harper is the co-founder of ADVOS Legal and ADVOS Pro, where she helps law firm owners leave hourly billing behind and build practices they truly enjoy. In this conversation, Whitney shares how her small-town upbringing and strong family roots shaped her confident mindset, how she navigated career changes with intention, and how she is rewriting the rules of modern legal practice. Her story will encourage you to rethink how you work and remind you that more joy and freedom are within reach.

On this episode, host Darren Wurz explains why investing heavily in SEO does not necessarily translate into more signed cases. The central message from this episode is simple: more traffic through a broken conversion process only creates more wasted traffic. Law firms need to optimize the entire journey from being discovered online to becoming a paying client. Darren discusses: Why law firms must think beyond Google rankings? The importance of clear positioning and niching down on a website. High value KPIs you should be tracking. Why your website must show visitors the next action. H0w to create content from existing client questions. Resources: Profit First – Transform Your Business from a Cash-Eating Monster to a Money-Making Machine by Mike Michalowicz (Book) Walking to Destiny: 11 Actions An Owner Must Take to Rapidly Grow Value & Unlock Wealth by Christopher M. Snider (Book) Law Firm Financial Reporting Template Pack (Exclusive content) Law Firm Profitability Assessment How to Calculate Your Law Firm Tax Reserve Get your Free Law Firm Website and Lead Audit Download the Client Attraction Playbook Connect with Darren Wurz: Want to work with our team? Schedule an Intro Call The Lawyer Millionaire Website LinkedIn: Darren P. Wurz Join The Lawyer Millionaire® Community Don’t Miss a Thing! Subscribe to The Lawyer Millionaire® Email List Subscribe to The Lawyer Millionaire Youtube Channel

On this episode, host Darren Wurz speaks with fractional CFO Ryan Kimler about how business owners particularly law firm owners can improve profitability, make smarter financial decisions, and build long-term wealth Darren and Ryan discuss: Why forecasting is a critical business tool? Debt is more expensive than it appears. Start exit planning early. The right time to begin the hiring process How AI can support financial decision making. Resources: Profit First – Transform Your Business from a Cash-Eating Monster to a Money-Making Machine by Mike Michalowicz (Book) Walking to Destiny: 11 Actions An Owner Must Take to Rapidly Grow Value & Unlock Wealth by Christopher M. Snider (Book) Law Firm Financial Reporting Template Pack (Exclusive content) Law Firm Profitability Assessment How to Calculate Your Law Firm Tax Reserve Get your Free Law Firm Audit Download the Client Attraction Playbook Connect with Darren Wurz: Want to work with our team? Schedule an Intro Call The Lawyer Millionaire Website LinkedIn: Darren P. Wurz Join The Lawyer Millionaire® Community Don’t Miss a Thing! Subscribe to The Lawyer Millionaire® Email List Subscribe to The Lawyer Millionaire Youtube Channel Connect with Ryan Kimler: Linkedin: Ryan Kimler Youtube: The Legal CFO Website: Net Profit CFO   About Ryan Kimler: Ryan Kimler helps business owners take control of their finances and accelerate their profits. He works directly with business and law firm owners to gain a deep understanding of their operations, assess their financial health, analyze current profitability, and identify the obstacles hindering growth. With this insight, he develops tailored, data-driven strategies that transform financial challenges into opportunities. By implementing clear, actionable financial solutions, Ryan helps businesses accelerate profits, improve cash flow, and achieve long-term financial success. With years of experience as the Director of Finance for a $100 million company, Ryan understands what drives business success. He has worked with more than 200 law firms, helping them scale their operations and significantly boost their profits. His expertise in financial analysis and strategic planning gives business owners the clarity they need to make informed, profit-driven decisions. Whether it’s through part-time CFO services or financial coaching, Ryan equips his clients with actionable steps that move their business forward. As an international best-selling author, nationwide CLE speaker, podcast host, and Certified CFO with the CFO Project, Ryan will leverage all of these experiences as part of our Profit Accelerator System designed to help businesses reach 25% net profit margins in just 90 days. When he’s not working with business owners, Ryan enjoys spending time outdoors with his family. He’s a husband, a stepfather to two children, and the proud parent of two Great Danes. Whether speaking at industry events or hiking a scenic trail, Ryan is always focused on the same goal, helping business owners like you Accelerate Your Profits!

On this episode, host Darren Wurz explores why smart, capable law firm owners often fail to take actions they already know they need to take. Darren introduces the concept of “immunity to change,” explaining that procrastination is often not caused by a lack of discipline, time, or knowledge, but by a hidden commitment that is … Read More Read More

On this episode of The Lawyer Millionaire, host Darren Wurz interviews Amy Parvaneh about how lawyers and other professional service providers can improve their sales process, build trust, and attract higher-value clients. Drawing from her experience in investment banking, private wealth management, and coaching financial professionals, Amy shares practical strategies for selling services without feeling … Read More Read More

What if the key to growing your business isn’t finding more clients but helping your team understand the numbers that drive success? On this episode, host Darren Wurz uses insights from the principles of open-book management and The Great Game of Business to explain how sharing key financial metrics with employees helps them understand how … Read More Read More

On this episode, Darren Wurz explains why so many business owners especially small law firm owners struggle to make successful hiring decisions. He emphasizes that hiring the wrong person can cost far more than salary alone, leading to lost productivity, revenue, morale, and valuable time. Darren discusses: Why hiring for attitude matters more than hiring … Read More Read More

On this episode, host Darren Wurz outlines the ten most expensive mistakes law firm owners make and explains how avoiding them can save hundreds of thousands or even millions of dollars over the lifetime of a practice. Rather than focusing on doing more, he argues that long-term success comes from eliminating costly financial and operational … Read More Read More