Life Beyond the Briefs – Détails, épisodes et analyse

What does a real CMO do, and why do most law firms get it wrong?

In this episode, Cassidy Lewis, Chief Marketing Officer at Cooper Hurley and founder of the CMO Academy, breaks down why marketing isn’t about tactics or title inflation; it’s about teaching, strategy, and trust.

We talk about building in-house marketing teams that actually scale, how community marketing drives referrals, and why omnipresence is the name of the game in 2025.

If you’re tired of wasting marketing dollars and ready to lead with intention, this one’s for you.

Connect with Cassidy on LinkedIn: cassidythemarketer

____________________________________
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

Are you pouring marketing dollars into a leaky bucket? That's exactly what's happening at law firms with broken intake systems. As a personal injury attorney who has quadrupled my firm's revenue in just four years, I can tell you with absolute certainty: fix your phones before spending another penny on marketing.

In this eye-opening episode, I share the shocking story of how we fired our answering service within just 48 hours of hiring them—after they cost us $18,000 in potential revenue from a single mishandled call. When a potential client phoned at 10:05 PM explicitly asking to schedule a consultation, the answering service operator ignored her request for ten minutes until she hung up in frustration. With our average fee value of $18,000 per case, that single botched interaction was extraordinarily expensive.

The problem extends beyond answering services. Many firms create unnecessary barriers between themselves and ready-to-hire clients. Your staff must fundamentally believe that hiring your firm is the best possible outcome for someone with a legal problem. As I tell my team: "Nobody calls a plumber asking how to fix a toilet—they want the plumber to solve their problem." When potential clients reach out, they're raising their hand for professional help, not a DIY tutorial.

I share the simple but powerful phrase that transformed our intake process: "You sound like you need a lawyer, and I can help you." This straightforward approach helped us recover 25 cases (worth approximately half a million dollars) just by calling back people who had previously reached out but never signed with us or explicitly declined our services.

Before investing in more lead generation, ensure you have a clearly defined "deal box" of case criteria, staff who believe in your services, and an intake process that facilitates—rather than obstructs—the path to becoming your client. Your potential revenue is already calling; are you ready to answer?

____________________________________
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

Forget SEO. Forget paid ads. What if the real key to law firm growth is… client happiness?

In this episode of Life Beyond the Briefs, Brian sits down with Brittany Green, co-founder of Best Era Law Firm Consulting, to talk about building a values-driven, relationship-first law firm that actually feels good to run.

Brittany went from being a "Client Happiness Director" at a small firm to co-creating The Way—a simplified, people-first operating system for small firms who want freedom, fulfillment, and financial clarity.

Inside this episode:

• The grassroots beer-at-a-hockey-game referral that led to a $100M case
• Why she swapped a “10-year vision” for a 5-year destination
• How “The Way” creates structure without suffocating solos
• Why branding isn’t a logo—it's culture
• What makes a firm the wrong fit for Best Era
• How to train your team without becoming their full-time babysitter

This episode is a must-listen for any lawyer who’s done with hustle culture and wants to build a law firm that works for their life—not the other way around.

More from Brittany Green:

Learn more about Best Era Law Firm Consulting: https://bestera.io/
Explore the Para Era paralegal training program: https://mailchi.mp/bestera.io/paraera
Listen to The Way podcast: https://podcasts.apple.com/us/podcast/the-way-with-best-era/id1760546831

If you’re ready to stop chasing metrics and start creating meaning—hit play now.

____________________________________
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 you could strike the perfect balance between your professional and personal life as a lawyer? Join us on "Life Beyond the Briefs" to master the art of time management using the transformative rocks, pebbles, and sand framework. Discover how prioritizing significant life activities like family time and personal development can profoundly impact your well-being, even amidst demanding professional duties. By sharing practical strategies such as leveraging a 365-day calendar, scheduling around school breaks, and dedicating time for rest, we challenge you to rethink your time allocation for a more fulfilling life.

In our second chapter, get a sneak peek of an exciting upcoming webinar where we reveal how our office achieved a remarkable 72% increase in signed PI cases year over year without spending a dime on digital marketing. Learn the secrets behind our success, including how we grew our caseload while turning off Local Service Ads (LSAs) and PPC ads. Don't miss this valuable opportunity to enhance your practice and personal life. For those who can't attend live, feel free to reach out to me for a recording. Enjoy your weekend and start making meaningful changes today!

____________________________________
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

Feeling stuck as a lawyer? Drowning in cases and longing for a life beyond the billable hour? Thomas Tona, CEO of Tona Law, gets it. He built a thriving firm from the ground up, and now he's sharing the secrets to his success.

This episode is your roadmap to becoming the legal BOSS you were meant to be. We're talking:

• Lawyer to CEO Mindset Shift: Learn how Tom transformed his practice from a hustle into a well-oiled business machine (and gained time for his family in the process!).
• Unleash Your Inner Rainmaker: Master the art of targeted marketing, identify lucrative legal niches, and build a client base that fuels your growth.
• Turn Liabilities into Assets: Discover how Tom's innovative thinking turned software development and a printing company purchase into strategic advantages.
• The Power of People: From dedicated intake specialists to rockstar leadership teams, Tom reveals how investing in your human capital pays dividends.
• Never Stop Learning: Masterminds, conferences, and continuous education - Tom shares his strategies for staying ahead of the curve.
• Beyond the Billable Hour: Get a taste of the courtroom action and upcoming collaborations that will inspire your legal journey.

Ready to ditch the grind and build the legal empire of your dreams? Tom Tona's your guide. This episode is packed with actionable insights and a healthy dose of inspiration. Grab your headphones and get ready to take notes!

Want to connect with Tom and learn even more? Search for Tona Law on Google or LinkedIn, or connect with Tom directly on LinkedIn: www.linkedin.com/in/tonalaw/

____________________________________
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 key to success lies not in your results, but in your actions? Welcome back to Life Beyond the Briefs! This week, we turn the spotlight on the unpredictable journey of the first half of the year at our law firm. The first quarter was a financial nightmare, yet when we stripped away the dollar signs, it became apparent that our team had achieved significant milestones. By the time we hit the second quarter, our consistent efforts began to bear fruit, culminating in two of our most successful months in years. This episode dissects why it's crucial to focus on controllable actions rather than just end results, especially in the rollercoaster realm of auto accident law.

Immerse yourself in our discussion on how the Entrepreneurial Operating System (EOS) has been a game-changer for us. We break down our scorecard metrics, emphasizing the importance of tracking actions like demand packages and intake efficiency over mere outcome-based goals. By honing in on these controllable factors, we've improved our conversion rates and expedited case resolutions. Tune in for a treasure trove of insights aimed at helping lawyers and law firm owners take the reins of their practice, regardless of the inherent uncertainties of the legal industry.

____________________________________
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

Feeling stuck in a legal career that drains your soul?

What if you could build a thriving practice based on your values and ditch the pressure? ⚖️

Patrick Patino, The Newfangled Lawyer, throws away the old rulebook and shows you how to build a thriving law firm based on YOUR values.

This episode is packed with actionable advice, including:

• Breaking free from the "golden handcuffs" of traditional law and building a practice on your terms.
• The power of personal branding and how authenticity attracts the right clients.
• Crafting a client experience that fosters trust and referrals.
• Leveraging technology and remote work to build a flexible and fulfilling practice (goodbye, billable hour grind!).
• Patrick's Law Firm Launch Pad program - helping lawyers ditch the fear and launch their dream firms!

Ready to stop feeling like a cog in the machine and become the lawyer you were meant to be?

Hit play and unlock the secrets to practicing law YOUR way!

Feeling inspired? Patrick wants to keep the conversation going! Connect with him on LinkedIn: Patrick Patino's LinkedIn and explore his website, The Newfangled Lawyer: newfangled.legal

Need empowering and approachable bankruptcy services in Nebraska or Minnesota? High Five Legal is here to help! Visit their website: highfivelegal.com and take a fresh approach to your fresh start.

Got lingering questions? Shoot Patrick an email at patrick@newfangled.legal.

____________________________________
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

In this episode of Life Beyond the Briefs, I'll walk you through our 2024 content strategy at Ben Glass Law, highlighting how to effectively generate and repurpose content across multiple platforms by leveraging AI as a supportive tool rather than relying on it completely.

Our primary driver:  Avoid the pitfalls of leaning too heavily on external vendors and, instead, cultivate a robust in-house processes to elevate our firm's value.

And if you're serious about taking your law firm's marketing to the next level, we'll discuss the benefits of joining the GLM Bootcamp in Fairfax, Virginia. This episode is packed with practical strategies to boost your marketing results and elevate your practice. Don't miss out!

Interested in the Bootcamp?  Code LBTB500 will save you $500 on the registration fee.

____________________________________
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

Struggling to attract high-value clients? Tired of the same old marketing routine? YouTube might be your secret weapon.

This episode with YouTube guru Ian Garlic will show you how to turn viewers into clients.

Here's what you'll get:

• Laser Targeting: Discover how to ditch the wasted marketing dollars and attract your ideal clients directly.
• The Client Story Goldmine: Unlock the power of authentic storytelling to build trust and explode referrals.
• From Tech Talk to Trust Talk: Learn how to transform your video content from dry to dynamic (no tech jargon required!).
• The YouTube Advantage: Find out why YouTube beats other platforms for long-term client acquisition.

Imagine:

• Building a steady stream of leads with engaging YouTube videos.
• Keeping clients informed and managing expectations through video updates.
• Boosting your firm's credibility and referral rates with powerful storytelling.

Stop spinning your marketing wheels. This episode is your roadmap to creating a YouTube channel that converts.

Tune in and transform your legal marketing strategy today!

Bonus: Dive Deeper with Ian Garlic!

• Connect with Ian:
  • Linkedin: www.linkedin.com/in/iangarlic
  • Website: www.videocasestory.com
  • Video Case Story Youtube: Focused on client stories & VideoCaseStory business - VCS Channel
  • Ian Garlic Personal Youtube Channel: Broader marketing theory & experimentation - Ian Garlic Personal Channel

____________________________________
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

Ready to break free from the grip of billable hours and take control of your law firm’s revenue? This episode of Life Beyond the Briefs is your guide to mastering the three pivotal levers that can make or break your top-line revenue: number, size, and speed. We guarantee you'll learn why honing in on just one or two of these factors can lead to better results without overwhelming your team. Discover how focusing on the number of cases, adjusting your average transaction size, or speeding up case completion can transform your firm's financial health, especially if you're in a contingency fee model.

Join us as we dissect the intricate balance of these levers, specifically for contingency fee law firms. Learn why increasing your case load might seem like a quick win but could actually harm your revenue. Understand the implications of lowering your case threshold and the potential necessity for a larger team, which in turn impacts your bottom line. This episode is packed with insights that will help you strategically grow your law firm's revenue without sacrificing efficiency or profitability. Tune in and take the first step towards designing a law practice that serves 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