What does it take to build a thriving law firm from scratch in one of America's most competitive legal markets? For Nick Spetsas and Charles Buist, the journey began with a friendship in law school that evolved into a powerful business partnership built on shared values and complementary strengths.

Starting with just a $40,000 line of credit in Orlando's saturated personal injury market, they faced what seemed like insurmountable odds. But their strategic approach to digital marketing and unwavering commitment to client service quickly set them apart from established competitors.

Charles and his partners share honest insights on what works in legal marketing today. Instead of broad branding, they focus on direct response, utilizing SEO, videos, and streaming TV to target niche areas such as negligent security and dental malpractice with their "bowling pin" strategy.

What sets them apart is their real focus on client relationships. Nick shares that his defense experience revealed a lack of personal service in plaintiff firms. While others employed assembly-line practices, Spetsas Buist built its reputation on being accessible and providing clients with personal attention.

Their journey hasn't been without challenges, particularly in managing cash flow with contingency cases. Yet their strategic focus and commitment to understanding every aspect of their business, from operations to accounting to marketing, have enabled them to thrive where many others struggle.

Reach Nick and Charles here:

https://spetsasbuist.com/

This episode is sponsored by Wealthy Woman Lawyer®

Wealthy Woman Lawyer® is a law firm growth strategy and business coaching service exclusively for women law firm owners. Ready for a practice that funds your dream lifestyle and gives you time to enjoy it?

Visit https://wealthywomanlawyer.com today.

Join our private community, Law Firm Growth Guild, Your Shortcut to Marketing Mastery and More Clients at
https://checkout.lawmarketingzone.com

Ready to level up your law firm marketing? Book a FREE Discovery Call with Marilyn Here: https://lawmarketingzone.com/bookacall

Leadership In Law Podcast with host, Marilyn Jenkins
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Traci Austin brings her two decades of HR leadership expertise to tackle one of the most challenging aspects of law firm management: leading diverse teams effectively without micromanaging. Her refreshing approach centers on a powerful principle: "I can't lead you the way I need to be led. I need to lead you the way you need to be led."

The conversation delves deep into the practical applications of this philosophy, exploring how understanding individual behavioral styles transforms team dynamics. Traci explains how personality assessments, such as the Predictive Index, can reveal crucial insights into job fit, team fit, manager fit, and culture fit, as well as the often-overlooked "season of life" factor that influences performance and motivation.

For law firm owners struggling with quick but error-prone team members, Traci offers a game-changing framework for breaking projects into smaller pieces with clear quality benchmarks. This approach honors an employee's enthusiasm while ensuring client deliverables meet standards. She also shares practical strategies for documenting expectations and creating SOPs through simple video recordings, making it easier to translate visionary leadership into detailed execution.

Perhaps most valuable is Traci's "Tough Talk Audit" system for navigating difficult performance conversations. Rather than avoiding these crucial discussions, she outlines a step-by-step approach that captures facts, establishes mutual goals with deadlines, and creates documentation through follow-up emails. Her role-playing demonstration shows how even complex performance issues can be addressed constructively when approached with the right framework.

Reach Traci here:

Website: https://elevatedtalentconsulting.com
LinkedIn: https://www.linkedin.com/in/traci-austin
Facebook: https://www.facebook.com/elevatedtalentconsulting
Instagram: https://www.instagram.com/elevatedtalentconsulting
YouTube: https://www.youtube.com/@elevatedtalentconsulting
Podcast: https://elevatedtalentconsulting.com/podcast-2/

This episode is sponsored by Wealthy Woman Lawyer®

Wealthy Woman Lawyer® is a law firm growth strategy and business coaching service exclusively for women law firm owners. Ready for a practice that funds your dream lifestyle and gives you time to enjoy it?

Visit https://wealthywomanlawyer.com today.

Join our private community, Law Firm Growth Guild, Your Shortcut to Marketing Mastery and More Clients at
https://checkout.lawmarketingzone.com

Ready to level up your law firm marketing? Book a FREE Discovery Call with Marilyn Here: https://lawmarketingzone.com/bookacall

Leadership In Law Podcast with host, Marilyn Jenkins
Powered by Law Marketing Zone®
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A full-service Digital Marketing Agency helping clients increase Leads, Cases, and Profit by getting their digital marketing right.

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Tom brings years of experience as a fractional CFO to the table, offering a wealth of knowledge about how proper financial management can become your firm's secret growth engine. He challenges the common belief that cutting costs is the pathway to profitability, instead advocating for strategic growth investments backed by a solid cash flow understanding.

The conversation tackles one of the most uncomfortable yet crucial topics for law firm owners – pricing. "The biggest mistake small business owners make is pricing their services too low," Tom reveals, explaining how raising rates not only improves profitability but often eliminates problematic clients while creating more capacity for valuable work. This counterintuitive approach has transformed countless firms from constant financial stress to sustainable growth.

We explore the tangible differences between firms caught in a scarcity mindset versus those embracing abundance thinking. Tom's insights on capacity planning, strategic hiring, and building a truly valuable, transferable asset will fundamentally shift how you view your practice's future. His provocative statement that "the less the owner is involved in the business, the more valuable it becomes" serves as a wake-up call for attorneys who haven't considered the long-term worth of their practice.

Reach Tom here:

https://www.linkedin.com/in/tom-dillon-cfa/
https://x.com/profithuntercfo?lang=en
https://www.frakfinance.com

This episode is sponsored by Wealthy Woman Lawyer®

Wealthy Woman Lawyer® is a law firm growth strategy and business coaching service exclusively for women law firm owners. Ready for a practice that funds your dream lifestyle and gives you time to enjoy it?

Visit https://wealthywomanlawyer.com today.

Join our private community, Law Firm Growth Guild, Your Shortcut to Marketing Mastery and More Clients at
https://checkout.lawmarketingzone.com

Ready to level up your law firm marketing? Book a FREE Discovery Call with Marilyn Here: https://lawmarketingzone.com/bookacall

Leadership In Law Podcast with host, Marilyn Jenkins
Powered by Law Marketing Zone®
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A full-service Digital Marketing Agency helping clients increase Leads, Cases, and Profit by getting their digital marketing right.

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Gary Martoccio brings his powerful perspective as a champion for employee rights to this illuminating conversation on employment law and firm ownership. With over $50 million recovered for workers and success in more than 200 federal lawsuits as lead counsel, Gary shares the insights gained through his transition from a large firm to launching his practice seven months ago.

The conversation delves into the most common employment law issues affecting workplaces today. Medical accommodations and leave top the list, followed by pregnancy discrimination, traditional discrimination based on protected characteristics, and sexual harassment. Gary offers a candid reality check that resonates with both employees and employers: Many workplace situations that feel unfair or wrong aren't necessarily illegal. This critical distinction shapes how he approaches cases and advises clients.

What makes this episode particularly valuable for listeners is Gary's dual expertise in both legal practice and business management. His "trial by fire" approach to leadership prepared him for firm ownership, where he now balances legal excellence with strategic business decisions. His golden advice for aspiring firm owners cuts straight to the heart of success: "Don't be afraid to invest in people... The people are what make the business go around. I would overpay versus underpay on certain things."

The conversation also explores how legal practice has transformed in the post-COVID era, with virtual court appearances and mediations becoming the norm across the nine states where Gary is licensed. This shift has created both opportunities and challenges for attorneys expanding their geographic reach while managing costs for clients.

Reach Gary here:

https://martocciofirm.com
https://www.facebook.com/martocciolawgroup
https://www.linkedin.com/company/martoccio-law-group/

Join our private community, Law Firm Growth Guild, Your Shortcut to Marketing Mastery and More Clients at
https://checkout.lawmarketingzone.com

Ready to level up your law firm marketing? Book a FREE Discovery Call with Marilyn Here: https://lawmarketingzone.com/bookacall

Leadership In Law Podcast with host, Marilyn Jenkins
Powered by Law Marketing Zone®
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A full-service Digital Marketing Agency helping clients increase Leads, Cases, and Profit by getting their digital marketing right.

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Lisa Johnson never planned to become a high-conflict divorce strategist. After enduring a $100,000 divorce that stretched into a decade of legal battles, she discovered a phenomenon she hadn't known existed: legal abuse. Today, she's on a mission to help others navigate the treacherous waters of divorce and custody battles with narcissistic opponents.

The conversation explores coercive control, subtle abuse through threats, humiliation, and control that often feels "normal" to victims. Lisa's advocacy helped Connecticut become one of seven states to legally recognize it as domestic violence.

This episode stands out for Lisa’s real-world negotiation strategies that work with high-conflict personalities. Instead of traditional methods, she suggests giving narcissists some spotlight, keeping sessions short, and using smart communication to stay in control. “It’s a patience game,” she explains, not about winning fast, but winning smart.

For attorneys supporting domestic violence survivors, Lisa shares powerful tips for building trust; sometimes, a simple “I’m sorry you’re going through this” can make all the difference. She also flags warning signs of legal abuse, like persistent anger, addiction, or mental health issues, and hidden finances.

Reach Lisa here:

Instagram: https://www.instagram.com/been_there_got_out/
YouTube: https://www.youtube.com/@BeenThereGotOut
Facebook: https://www.facebook.com/BeenThereGotOut
TikTok: https://www.tiktok.com/@been_there_got_out
LinkedIn: https://www.linkedin.com/company/been-there-got-out/
Twitter: https://twitter.com/BeenThereGotOut
Podcast: https://beentheregotout.buzzsprout.com/
Book: https://amzn.to/4lKu2FU

This episode is sponsored by Wealthy Woman Lawyer®

Wealthy Woman Lawyer® is a law firm growth strategy and business coaching service exclusively for women law firm owners. Ready for a practice that funds your dream lifestyle and gives you time to enjoy it?

Visit https://wealthywomanlawyer.com today.

Join our private community, Law Firm Growth Guild, Your Shortcut to Marketing Mastery and More Clients at
https://checkout.lawmarketingzone.com

Ready to level up your law firm marketing? Book a FREE Discovery Call with Marilyn Here: https://lawmarketingzone.com/bookacall

Leadership In Law Podcast with host, Marilyn Jenkins
Powered by Law Marketing Zone®
https://lawmarketingzone.com
A full-service Digital Marketing Agency helping clients increase Leads, Cases, and Profit by getting their digital marketing right.

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What happens when a seasoned prosecutor crosses the aisle to become a defense attorney? James Porfido's remarkable 35-year legal journey reveals troubling truths about our justice system that every attorney and citizen needs to hear.

With his book "Unequal Justice" as a backdrop, James shares how a devastating 1994 vehicular homicide case changed not only his career trajectory but also New Jersey law. When a drunk driver killed a mother of three, James pursued the highest possible charges, while the victim's husband, an attorney, successfully campaigned for stricter mandatory minimums for DUI fatalities. In a heartbreaking twist, this same husband was later killed in an accident near where his wife died, leading James to carry on his advocacy work by speaking to over 75,000 students about drinking and driving.

The conversation takes a provocative turn when James describes switching sides to become a defense attorney. "I saw how the system seemed to be somewhat skewed in favor of the state," he reveals, noting how the presumption of innocence often feels like mere lip service. This bias became even more pronounced during COVID, when algorithmic risk assessments began determining pretrial detention, keeping defendants jailed while judges treated numerical scores as "gospel truth" rather than one factor among many.

Beyond the courtroom, James discusses his work in helping craft New Jersey's Good Samaritan Law for overdose cases, his representation of families of crime victims in high-profile murders, and his 18-year career as a legal analyst, which has included cases such as those involving O.J. Simpson and Michael Jackson. Now teaching Persuasion and Advocacy at Seton Hall Law School, he emphasizes to students that experiencing both sides of the courtroom develops crucial objectivity.

Reach James here:

Unequal Justice book on Amazon: https://amzn.to/4jMHbwB
www.unequal-justice.com
https://www.porfidolaw.com

This episode is sponsored by Wealthy Woman Lawyer®

Wealthy Woman Lawyer® is a law firm growth strategy and business coaching service exclusively for women law firm owners. Ready for a practice that funds your dream lifestyle and gives you time to enjoy it?

Visit https://wealthywomanlawyer.com today.

Join our private community, Law Firm Growth Guild, Your Shortcut to Marketing Mastery and More Clients at
https://checkout.lawmarketingzone.com

Ready to level up your law firm marketing? Book a FREE Discovery Call with Marilyn Here: https://lawmarketingzone.com/bookacall

Leadership In Law Podcast with host, Marilyn Jenkins
Powered by Law Marketing Zone®
https://lawmarketingzone.com
A full-service Digital Marketing Agency helping clients increase Leads, Cases, and Profit by getting their digital marketing right.

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Ryan Gregerson's leadership journey offers a masterclass in transforming from successful attorney to visionary law firm owner. From his early days building a family law department from scratch to founding RCG Law Group, Ryan reveals the critical mindset shifts that enabled his success.

Ryan stands apart by embracing purpose-driven leadership, inspired by Simon Sinek’s “find your why.” He built a firm culture focused on helping clients rise above their challenges and live their best lives, a mission that shapes hiring, client interactions, and a thriving community.

The conversation gets interesting as Ryan shares how he’s using AI in family law, not just dabbling, but building custom agents that analyze financials, fill forms, and calculate expenses, cutting down on time-consuming tasks. Using ChatGPT, his team also maintains case memory for consistent, high-quality work.

Ryan challenges the billable hour with flat fees and hybrid models, creating “three-way wins”: better client value, higher team pay, and stronger firm margins. His approach encourages lawyers to rethink pricing in an AI-driven world.

Success in the entrepreneurial journey hinges on two key skills: selling and delegating. From winning clients to securing early hires, attorneys must learn to sell. Just as vital is building systems to delegate, embracing Dan Martell’s motto: “80% done by someone else is 100% awesome.”

Reach Ryan here:

https://www.rcglawgroup.com/
https://www.facebook.com/rcglawgroup
https://altium-advisors.com/
https://www.facebook.com/profile.php?id=61573088450667

This episode is sponsored by Wealthy Woman Lawyer®

Wealthy Woman Lawyer® is a law firm growth strategy and business coaching service exclusively for women law firm owners. Ready for a practice that funds your dream lifestyle and gives you time to enjoy it?

Visit https://wealthywomanlawyer.com today.

Join our private community, Law Firm Growth Guild, Your Shortcut to Marketing Mastery and More Clients at
https://checkout.lawmarketingzone.com

Ready to level up your law firm marketing? Book a FREE Discovery Call with Marilyn Here: https://lawmarketingzone.com/bookacall

Leadership In Law Podcast with host, Marilyn Jenkins
Powered by Law Marketing Zone®
https://lawmarketingzone.com
A full-service Digital Marketing Agency helping clients increase Leads, Cases, and Profit by getting their digital marketing right.

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#leadershipinlawpodcast #leadershipinlaw #lawmarketingzone #marilynjenkins

How do you build a thriving personal injury law firm that stands the test of time? Mitchell Panter, managing partner of Panter, Panter and Sampedro in Miami, reveals the strategies that have sustained his practice for over three decades.

At the core of his success lies a meticulous client intake process that evaluates case viability from day one. Unlike high-volume firms that "sign up everybody and figure it out afterwards," Mitchell's approach ensures both clients and attorneys benefit from realistic expectations. "I have to let that client know at the beginning, your case might be worth a million dollars, but if that driver only has $10,000 in coverage, that's all we're going to get." This transparency builds trust that transforms into long-term relationships and referrals.

The conversation shifts to the art of case presentation, which Mitchell likens to movie production: "We produce, we direct, we get the witnesses, we get the exhibits, and put together a production." From physical models to sophisticated video recreations, his firm embraces storytelling techniques that make complex cases understandable to adjusters, judges, and juries.

Mitchell’s deep community involvement, from scholarships to jazz festivals, builds authentic local connections beyond advertising. Paired with his blunt communication style (“Answer the goddamn phone”), it shows how relationships drive lasting practice growth.

Reach Mitchell here:

https://panterlaw.com/

This episode is sponsored by Wealthy Woman Lawyer®

Wealthy Woman Lawyer® is a law firm growth strategy and business coaching service exclusively for women law firm owners. Ready for a practice that funds your dream lifestyle and gives you time to enjoy it?

Visit https://wealthywomanlawyer.com today.

Join our private community, Law Firm Growth Guild, Your Shortcut to Marketing Mastery and More Clients at
https://checkout.lawmarketingzone.com

Ready to level up your law firm marketing? Book a FREE Discovery Call with Marilyn Here: https://lawmarketingzone.com/bookacall

Leadership In Law Podcast with host, Marilyn Jenkins
Powered by Law Marketing Zone®
https://lawmarketingzone.com
A full-service Digital Marketing Agency helping clients increase Leads, Cases, and Profit by getting their digital marketing right.

Subscribe on your favorite Podcast listening platform!

Like, Share, and Review us!

#leadershipinlawpodcast #leadershipinlaw #lawmarketingzone #marilynjenkins