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Hiring is one of those things most law firm owners do just often enough to get burned. You are growing, the phones are ringing, the cases are coming in, and suddenly you are thinking, “We need help. Like yesterday.” And that is usually the exact moment you start making decisions based on vibes, a decent resume, and one solid interview. Brian says it best. Most of us are not great at hiring because we do it so rarely.  This episode is basically a reset button for the way lawyers hire. Jay Henderson walks you through a simple lens that makes everything clearer: your firm is made of people, tasks, and systems. You can build great systems all day long, but the people are the ones doing the work. So if the people part is off, everything gets harder than it needs to be.  From there, Jay gets practical. He breaks down how to create a “superstar profile” for each role so you know what good actually looks like before you post the job. Then he shows you how to write a job ad that attracts the right candidate instead of everyone with a pulse. He talks score sheets, structured interviews, and how to stop defaulting into selling the job because you ran out of questions.  He also gives a gut check on gut checks. Pay attention when your instincts are warning you something is off, but do not let intuition be the whole strategy. Tools, testing, and a consistent process help you go in with your eyes open and avoid the bad hire tax.  If you are building a firm you actually want to show up to on Mondays, this is the episode that helps you stop hiring problems from becoming your whole personality. Connect with Jay: LinkedIn: www.linkedin.com/in/jaysrealtalentCompany: www.RealTalentHiring.comEmail: [email protected] ____________________________________ Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia. He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field. This podcast is his effort to share that passion with others. Want to connect with Brian? Follow Brian on Instagram: @thebrianglass Connect on LinkedIn

If you have ever tried to take a long weekend and caught yourself “just checking Slack” from the hotel lobby… this one will feel personal. In this episode, Brian sits down with Conrad Saam (Mockingbird Marketing) for a simple gut-check: The 4-Day Test. Can your business run without you? And if the honest answer is “not really,” Conrad doesn’t shame you. He just lays out what changed inside his own company so he could step away for a few days and not come back to chaos. Spoiler: it was not more hustle. It was better structure, real ownership, and getting comfortable with 80% done their way instead of 100% done your way.  You will also get a refreshingly grounded take on legal marketing right now. Conrad talks about why AI is still speculative, why most firms should not chase every new thing, and how he decides what is worth testing versus what is just shiny-object drama.  And yes, they go there on directories too. The conversation gets practical fast: what actually matters today, what Google “tells you” if you pay attention, and why citations and profiles can matter more than you think in an AI-shaped search world.  If you want a firm that supports your life instead of consuming it, hit play. Then ask yourself one question: would you pass the 4-day test? Connect with Conrad: Mockingbird Marketing: https://mockingbirdmarketing.com/ Linkedin: https://www.linkedin.com/in/conradsaam/ ____________________________________ Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia. He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field. This podcast is his effort to share that passion with others. Want to connect with Brian? Follow Brian on Instagram: @thebrianglass Connect on LinkedIn

Recorded live at the GLM Summit, this episode of Life Beyond the Briefs brings together Michael Delon and Jonathan Hawkins to answer a simple question with big upside: how do you turn the expertise you already have into a book that actually brings in clients? Michael walks through how busy professionals can create a book without locking themselves in a room to write for months, and how that book becomes a trust-building tool you can use in referrals, intake, and follow up. Jonathan shares the lawyer’s side of the story: what it is really like to go through the process, what changed in his practice once the book was in hand, and how he uses it with real clients instead of letting it collect dust on a shelf. You’ll hear them dig into: How to position your book so it speaks to the right clientsSimple ways to get your ideas out of your head and into a usable manuscriptPractical scripts and use cases for giving your book to prospects and referral partnersCommon myths that keep law firm owners from ever getting startedAudience Q&A on niches like PI, bankruptcy, and tax resolutionIf “write a book” has been on your someday list, this live GLM session will show you how to finally move it into the “this year” column and make it work for your firm. ____________________________________ Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia. He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field. This podcast is his effort to share that passion with others. Want to connect with Brian? Follow Brian on Instagram: @thebrianglass Connect on LinkedIn

Most lawyers talk about leaving. Nana Knight actually did it. In this episode, Nana walks through what it really looked like to leave the DA’s office, hang a shingle, and build a criminal defense firm from scratch. No big safety net. No waiting around for the “perfect time.” Just a clear bet on herself. We talk about how her background as a prosecutor and JAG officer shaped the way she runs her firm, why confidence matters more than people admit, and what she focused on in the first year to get real traction fast. You’ll also hear how she built authority early with YouTube, referral relationships, and a book—while still doing the work and serving clients at a high level. If you’re a lawyer thinking about going out on your own (or already did and feel a little stuck), this is one of those episodes that makes things feel possible again. No hype. No buzzwords. Just a real conversation about building a practice you actually want to run. Connect with Nana Website: https://www.knightjustice.com YouTube: Search Nana Knight Criminal Defense LinkedIn: https://www.linkedin.com/in/nana-knight-19a9a2293 Want a copy of Nana’s book The Knight Advantage? Visit her website and reach out through the contact page to request a copy. ____________________________________ Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia. He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field. This podcast is his effort to share that passion with others. Want to connect with Brian? Follow Brian on Instagram: @thebrianglass Connect on LinkedIn

This episode of Life Beyond the Briefs is a breakout session from the GLM Summit with Leah Miller, founder of Firmly Profits and fractional CFO for law firm owners. Leah started as a paralegal, worked her way up to firm administrator and CFO at a PI firm, and now helps firms around the country actually understand their numbers and build real profit on purpose. If you have ever opened a profit and loss statement, stared at it, and quietly closed it again, this one is for you. Leah walks through the basics of law firm finances in plain language. She shows you how to read your financial statements, set a realistic budget, and use a few key benchmarks so you know if your expenses, wages, and marketing spend are in a healthy range. Then she connects it all back to something practical. How much you bring home, what it really costs just to keep the lights on, and how to build predictable profit instead of just taking money when it happens to be in the bank. In this session, you will learn: The three financial statements every firm owner should review each month and what numbers to focus on firstHow to break your expenses into revenue driving, profit driving, and personnel so you can see where the money is actually goingSimple benchmarks for marketing, operations, and wages that help you spot when something is offA straightforward way to build a budget using your real historical numbers and adjust it for your goalsHow to plan for bonuses and growth hires so they are baked into the budget instead of last minute stress decisionsLeah’s goal is not to turn you into an accountant. It is to help you feel confident with your numbers so you can make better decisions, spot problems early, and pay yourself what you actually want to earn. Connect with Leah Miller Firm: firmlyprofits.comSocial: www.linkedin.com/in/leahlnmfinancial ____________________________________ Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia. He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field. This podcast is his effort to share that passion with others. Want to connect with Brian? Follow Brian on Instagram: @thebrianglass Connect on LinkedIn

The rush to “do more” is loud, but the quiet work of designing a year you actually want to live is louder. We break the high achiever cycle—always chasing 2x—by starting with gratitude, then building a plan that respects seasons of life, family, and the reality of running a law practice without becoming its prisoner. First, we look back. Pull up your photos and calendar to build a 2025 highlight reel and remind yourself how much good you already lived. From that steadier place, we map the core “gardens” of life—business, finances, health, relationships, growth, adventure, and environment—and define what a true 10 out of 10 looks like in each. You’ll hear practical examples for setting clear metrics and feelings that prove progress, plus simple ways to capture weekly wins so momentum doesn’t get lost. Then we choose a Masogi: one bold, year-defining challenge with a real chance of failure. Whether it’s your fastest marathon in a decade, that first million in revenue, or coaching your kid’s team, we show how to pick it, put it on the calendar, and make it public so accountability does its job. From there, we swap outcome obsession for activity excellence. You’ll get an easy growth cadence—one referral lunch, three handwritten notes, five thoughtful posts each week—and a health and relationship rhythm you can actually sustain. We focus on quarterly lifts for the lowest-scoring areas rather than trying to fix everything at once. Finally, we talk time. Big rocks go on the calendar first—vacations, family events, races, retreats—so trials and tasks don’t swallow your life. If you run your firm, teach your team to guard their time, too. The law doesn’t have to be a pie-eating contest where the prize is more pie; the real prize is a rich life shared with people you love. If this resonates, follow the show, share it with a lawyer who needs permission to plan boldly, and leave a review with your 2026 Masogi. ____________________________________ Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia. He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field. This podcast is his effort to share that passion with others. Want to connect with Brian? Follow Brian on Instagram: @thebrianglass Connect on LinkedIn

This episode of Life Beyond the Briefs is a breakout session from the GLM Summit featuring Michelle Pippin (founder of Women Who Wow / WoWX) and Johnine Clark, a Maryland family law and estate planning attorney who has built a busy, referral driven practice by getting very clear on who she serves and how she wants to work. This is not a “do all the things” marketing talk. It is two women being straight with you about what actually brings in good cases and a sane schedule. Michelle shares how she turned about fifty bucks and a big idea into a seven figure business. Johnine walks through how she niched her practice, tightened her brand, and became the obvious choice for a specific kind of client without living on social media. You will hear them get into: How to build a real referral ecosystem instead of just hoping people remember youGetting honest about your best clients and being okay that not everyone is a fitUsing micro niches so your ideal clients feel like you are talking directly to themCreating “surround sound” visibility so your name comes up in rooms you are not inReusing and reshaping content you already have so marketing feels sustainableIt is candid, funny, and very real about money, motherhood, and being a woman who is serious about growing a law firm on her own terms. Connect with Michelle Pippin Website and visibility resources: www.womenwhowow.comSocial: www.linkedin.com/in/michellepippinConnect with Johnine Clark Law firm website: www.jnclarklaw.comSocial: www.linkedin.com/in/johnine-clark-86461178 ____________________________________ Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia. He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field. This podcast is his effort to share that passion with others. Want to connect with Brian? Follow Brian on Instagram: @thebrianglass Connect on LinkedIn

What if the biggest threat to your law firm is not your competition, but the noise you let into your life and calendar? In this live Q&A from the GLM Summit 2025, Brian and Ben reflect on what it really means to pursue growth and “the good life” as a lawyer. This is not a tactics-only conversation. It is about how you think, what you allow into your head, and how you design a practice that serves your life instead of swallowing it. You will hear Brian and Ben talk about conferences, community, and why most of us go home with notebooks full of ideas and then change almost nothing. From there, he gets very practical about the next 90 days, how to close out the year strong, and how to plan for the future without lighting yourself on fire. Inside this episode, we get into: Turning conference inspiration into actual calendar commitmentsSeparating “noise” from inputs that really move your firm forwardUsing 90 day plans to make 2026 less chaotic and more intentionalBlocking real thinking time so your firm is not run out of your inboxImproving the velocity of money in an injury practice so you are not waiting forever to get paidIf you are a lawyer or law firm owner who wants both a profitable practice and a life you actually like waking up to, this one will hit home. Hit play and use this as your own private debrief from the GLM Summit. ____________________________________ Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia. He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field. This podcast is his effort to share that passion with others. Want to connect with Brian? Follow Brian on Instagram: @thebrianglass Connect on LinkedIn

If you’re planning for 2026 without knowing your numbers, you’re not planning, you’re guessing. In this solo episode, Brian breaks down the 4 numbers every law firm owner must know before heading into annual planning: Average case value (including your zeros and how to handle those big outliers)Cost to acquire a new client (and why messy QuickBooks are silently killing your clarity)Total owner compensation (the real “am I winning?” number, not just revenue)Wanted lead to client conversion rate (the lowest-hanging fruit in your firm)If you’ve ever thought:  “I sign everyone I want to sign,”  “I’m spending ‘about right’ on marketing,” or  “I’m making okay money, but it doesn’t feel worth the stress…” …then this episode is your wake-up call. Brian walks you through how to use these four metrics to: Build a firm you actually like showing up to on MondaysStay in the game long enough to build real wealthStop burning cash on marketing that doesn’t convertDecide if you’re truly better off as an owner, or just self-employed and exhaustedNo fluff. No guru talk. Just a practical, numbers-driven framework so you can walk into your 2026 planning retreat with confidence instead of vibes. Hit play, grab a notebook, and start measuring what actually matters. Bonus: Want to steal notes from the latest Great Legal Marketing (GLM) Summit? Get them for free at: glmsummitnotes.com ____________________________________ Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia. He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field. This podcast is his effort to share that passion with others. Want to connect with Brian? Follow Brian on Instagram: @thebrianglass Connect on LinkedIn

Dreading your next tax bill… but too busy running your firm to do anything about it? In this special Breakout session live from the Great Legal Marketing (GLM) Summit, Adam and Jackie Williams of Pennywise Tax Strategies walk us through 7 smart tax moves every law firm owner should make before December 31st if you want to keep more and pay less. You’ll hear how firm owners are legally: Using the tax code to put more cash back in their pocketStructuring their firm (and life) so they’re not tipping the IRSLeveraging strategies like renting their home, paying their kids, and big-ticket deductions the right wayMoving from “reactive CPA” to proactive tax planning that actually supports their goalsThis isn’t theory. It’s what Adam and Jackie are doing every day with lawyers who are tired of grinding more hours just to watch the IRS eat the upside. Listen in, then grab the notes: Want the session notes and key takeaways from GLM (plus other Summit sessions)? Download them here: https://www.glmsummitnotes.com/ When you see how much value you get just from the notes, you’ll understand why lawyers fly in every year for the GLM Summit to learn how to build a profitable firm and a life they actually enjoy. ____________________________________ Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia. He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field. This podcast is his effort to share that passion with others. Want to connect with Brian? Follow Brian on Instagram: @thebrianglass Connect on LinkedIn

When your intake gets sharper, everything else gets easier. In this episode, Brian sits down with Alabama injury lawyer Hunter Garnett to unpack how he builds teams that own outcomes, trains intake to convert without sounding scripted, and uses pods and clear scoreboards to drive profit. We get into hiring your next lawyer at the right time, ramping super-green assistants fast, onboarding experienced staff without chaos, and writing SOPs that people actually follow. Then we talk spend that makes sense. PPC, LSAs, and SEO. What to track. What to pause. How to match your marketing “spigot” to your capacity. Along the way, Hunter shares how community involvement brings better cases and how simple nurture turns past clients into superfans. Practical, candid, and built for operators who want results that last. What you’ll learn The intake roles and training that move conversionsHow to structure pods, set scoreboards, and measure profit by teamA simple way to time your next hire and onboard to speedThe real-world economics of PPC, LSAs, and SEO for PI firmsCommunity and client-nurture plays that compoundConnect with Hunter Email: [email protected]: linkedin.com/in/hunter-garnett-56895876Firm: GP Injury Law (Garnett Patterson Injury Lawyers): huntsvilleinjurylawyers.com ____________________________________ Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia. He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field. This podcast is his effort to share that passion with others. Want to connect with Brian? Follow Brian on Instagram: @thebrianglass Connect on LinkedIn

Most lawyers think growth starts with paid leads, slick branding, or a pricey SEO retainer. We take a different path. This episode walks through a lean $500 marketing stack designed for brand new attorneys and fresh law firms that want to become findable, credible, and convertible—fast. You’ll hear the exact steps to build proof of life online, create an offer that beats “free consultation,” and follow up like a pro without handing your client experience to an AI bot. We start with the essentials: own your name and your firm’s name as domains, set up a professional email, and publish a no-frills, mobile-first, one-page website where every button works. Then we move to the channels that matter most for local discovery—claiming your Google Business Profile, choosing the right categories, writing a human description, and posting images that actually tell your story. You’ll also learn why consistent social handles matter, even if you’re not posting yet, and how a bare-minimum presence supports word-of-mouth referrals who inevitably check you online. From there, we show you how to stand out with a niche lead magnet—a short, useful book that trades real value for permission-based follow-up. Price it high on Amazon, give it away free on your site, and capture email, phone, and mailing address to continue the conversation. We dive into follow-up that wins: short emails, quick calls, and personal Loom videos that acknowledge what prospects truly worry about—medical bills, car repairs, time off work—so they feel heard. Finally, we map a 30-day plan to gather Google reviews at moments of delight, repurpose them for credibility, and set your practice on a path to scalable, cost-efficient client acquisition. If you’re ready to build a practice you actually like showing up to on Monday, this framework gives you momentum without burning cash. Subscribe, share with a lawyer friend who needs a clean start, and leave a review to tell us which step you’re taking first. ____________________________________ Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia. He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field. This podcast is his effort to share that passion with others. Want to connect with Brian? Follow Brian on Instagram: @thebrianglass Connect on LinkedIn

Step into a packed breakout room at LexSummit 2025. The coffee is still warm, the questions come fast, and trial lawyer Mike Rafi is as candid as they come. This session is about social that serves a purpose. Not chasing viral hits, but speaking clearly to the people who might need you, and to the colleagues who might send you your next great case. We start with the simple idea that wins on every platform: be useful. Mike walks through how he chooses a lane, why daily posting is easier than it sounds, and what a good 60-second video actually says. We talk about writing for clients and referrers at the same time, turning a website visit into a call through basic retargeting, and handling the occasional troll without losing your voice. There is no fluff here. You will hear what has actually moved cases for modern firms. Short LinkedIn posts that build trust over time. Local stories that make your value obvious. Speaking gigs and bar journals that scale your reputation. Clear calls to action that turn attention into intakes. We close with a simple plan you can try this week: pick one platform, commit to two repeatable content types, and set up a small system that keeps you consistent when the docket gets loud. Recorded live at LexSummit 2025. If this conversation helps, share it with the lawyer who keeps saying they will start posting tomorrow. ____________________________________ Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia. He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field. This podcast is his effort to share that passion with others. Want to connect with Brian? Follow Brian on Instagram: @thebrianglass Connect on LinkedIn

Ever drafted the “I’m out” email and saved it as “send after bonus”? In this episode, Jonathan Hawkins returns to talk about the messy middle of law firm life: when to leave, how to leave without stepping on landmines, and how to know if “partner” is a leap or a leash. We get into the kitchen-table talk at home, what you can and can’t say to clients before you give notice, and the quiet costs of equity that no one puts in the brochure. We also dig into the parts owners whisper about: slowing down departures without playing games, conflict waivers when friends want to be partners, when to update the partnership agreement, and what M&A really looks like for smaller firms, especially in PI. If you’re plotting an exit or trying to keep your team from plotting theirs, this one will feel familiar and useful. Jonathan’s new book, The Law Firm Life Cycle, is our guide throughout, with simple checklists and plain-English frameworks you can use the minute the episode ends. Connect with Jonathan:Book: The Law Firm Life Cycle: Counsel for Every Stage of Your Law Firm’s Journey — Paperback ISBN-13: 9781964046808 (Amazon paperback: https://www.amazon.com/dp/1964046807 • Kindle: https://www.amazon.com/dp/B0FT3K1WMY • B&N: https://www.barnesandnoble.com/w/1148475106Book landing page: https://www.lawfirmgc.com/law-firm-life-cycle/Website: https://www.lawfirmgc.com/LinkedIn: https://www.linkedin.com/in/jonathan-hawkins-law-firm-general-counsel/If this episode sparks a decision, start with the book chapter on planning your exit, then replay the section on client communications and do the kitchen-table talk tonight. Your future self will thank you. ____________________________________ Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia. He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field. This podcast is his effort to share that passion with others. Want to connect with Brian? Follow Brian on Instagram: @thebrianglass Connect on LinkedIn

Picture a new client on day 17. They signed last week. Their neck still hurts. Their inbox is quiet. The silence makes the story in their head louder. Did the firm forget me? That moment is where this episode lives. From the first call through the first 30 days and beyond, Brian Glass sits with Gyi Tsakalakis and Abogado Jared Jaskot to map a simple system for better client communication and steadier client engagement. They show how to set client expectations on day one, why a real voice every 30 days calms anxiety, and how a welcome kit or closeout letter can anchor the relationship. You will hear where digital tools help and where they don’t. Chatbot for intake, sure. Automation for reminders and scheduling, yes. But the real wins come from mixing law firm technology with a human check-in that proves you are working the file. If you care about legal marketing that feels like service, legal practice management that your team can keep, and a client experience that earns five-star reviews, this is your playbook. We cover using SMS over email when it fits, capturing preferences early, routing DMs back into your system, and building evergreen videos that answer common questions without repeating yourself. Keywords you will hear throughout: client communication, client expectations, digital tools, chatbot, automation, and the habits that make a modern practice run. Recorded at Kaleidoscope 2025 by 8AM (formerly, Affinipay) with Brian, Gyi, and Jared. ____________________________________ Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia. He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field. This podcast is his effort to share that passion with others. Want to connect with Brian? Follow Brian on Instagram: @thebrianglass Connect on LinkedIn