There are different phases lawyers will go through as they build a significant book of business. There’s no guarantee you’ll progress through each phase, but if you do it’s likely that you’ll follow a particular path. In this episode, Jay and Tom discuss what it takes to build a $100,000, $500,000, and $1,000,000-plus practice. Topics include:

• Why lawyers in Phase One must typically rely on “friends and family” clients

• How Phase Two lawyers narrow the focus but broaden the geographic scope of their practices

• Why systems, processes, and scale are key to cracking the $1 million mark

• How thought leadership fits into Phases One, Two, and Three

Reading & Resources

• A Growth Mindset, Paired with Daily Deliberate Practice, Is Key to Lawyers’ Business Development Success

• Jay’s Book: The Productivity Pivot

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Hosts of The Thought Leadership Project

Jay Harrington is a lawyer, author, executive coach, and marketing consultant for law firms and lawyers. Tom Nixon, who is Chief Storyteller at the Harrington agency, has more than 25 years of experience helping experts become thought leaders. Both are prolific content creators whose work has been featured in leading publications in the legal industry.

From start to finish, we help our clients conceptualize, create, and produce podcasts that engage their audience, build awareness, and support business development efforts. In less than 30 days, we will have you up and running with a polished podcast. We will handle the details of podcast setup, from technology to branding, so you can focus on getting ready to host your show.