“There are three ways you’re going to get compensated from your business. One is W-2 Salary. Two is K-1 distributions. Three is other benefits.” – RJon Robins, author of Profit First for Lawyers

How profitable is your law firm? The answer might be more complicated than what shows up on your P&L statement. In this third part of our seven-part financial literacy series, we revisit a topic from season one: Total Owner Benefits. A topic of such importance that it has an entire chapter devoted to it. Listen in as RJon takes a law firm owner through an exercise to calculate the true value they are receiving from their firm.

RJon poses a powerful question: Would you rather own Firm A (making $1M but working 70-hour weeks doing work you hate with no vacations) or Firm B (making $500K working 50 hours doing meaningful work with real time off?) Your banker might say Firm A is more profitable, but which would contribute to your family’s happiness more?

In the 2019 workshop, RJon shows how a business that appears to have a 20% profit margin actually delivers 38% in Total Owner Benefits when you account for all three components (W-2 Salary + K-1 distributions + Other benefits). The difference is dramatic and changes everything about how you evaluate your firm’s true profitability. Understanding Total Owner Benefits reveals the value your business is actually providing you with.

Action Steps

1. Follow along with your numbers during the exercise to discover your Total Owner Benefits
2. Then ask yourself: What is my law firm actually giving back to my life?
3. If you don’t like the answer, pick one small thing to change

Next Time: Join us for Part 4 where RJon walks law firm owners through normalized salary calculations. This is an eye-opening episode you won’t want to miss. So be sure to subscribe to the Profit First for Lawyers podcast.

• Financial Literacy Series:
  • Part 1 – You’re Not Bad with Numbers
  • Part 2: Understanding the Stages of a Law Firm’s Growth
• Chapter 9: Total Owner Benefits (pages 73-87 in the Profit First for Lawyers book)
• Season 1: Total Owner Benefits episode

• Subscribe to the Profit First for Lawyers podcast
• Watch episodes on YouTube
• And most importantly, order your copy of Profit First for Lawyers today!

“Accounts receivables are so much worse for a law firm than most lawyers understand or appreciate. So much worse.” – RJon Robins, author of Profit First for Lawyers

In this episode, How To Manage a Small Law Firm CFO and CEO advisor, Etienne Hardre expands upon RJon’s clip from Chapter 14 about the devastating mathematics behind accounts receivable.

Here is what really happens when Client A doesn’t pay their bill. You’ve already spent the money on marketing, sales, production, and overhead to serve them. When their bill goes unpaid, they’re not just skipping the 33% profit, they’re stiffing you on the entire bill. So what happens next?

Now you need to cover marketing, sales, production, and overhead for Clients B, C, and D before you begin to see your first profit from working with all four clients. Here’s the breakdown for a theoretical $10,000 case/matter with a 33% profit:

1. Client A did not pay their bill
2. Clients B did pay their bill and their 33% profit goes to cover the costs you already spent on Client A
3. Client C also paid their bill and their 33% profit covers the overhead from Client A
4. Client D’s profit finally covers the profit you should have made from Client A.

After four clients you’ve finally recovered what one client should have originally provided. This illustration makes is easy to see how Accounts Receivable is the silent profit killer that is crushing law firms nationwide. Is it any wonder that RJon put A/R in the Profit First for Lawyers book twice?

Most law firm owners hate looking at their aging A/R reports. Some have six-figures of A/R outstanding and are challenged to ask to be paid for the completed work. The mindset issue around asking for money compounds the problem. The fact is that A/R and Profit First work against each other. The more money trapped in A/R, the harder it becomes to take profits first. To combat the mindset issues, start implementing Profit First even with 1%. The urgency will force you to address your law firm’s accounts receivables.

So, what’s a law firm owner with A/R to do? Stop the bleeding.

Start with preventing new A/R from forming. Screen clients for ability to pay during marketing. Use retainer policies and implement “red rubber band” systems that stop work when payments are due. Adopt more frequent billing to top up retainers.

Tackle existing A/R by starting with recent accounts receivables, be flexible with payment plans and discounts. Remember: Get creative because any A/R you collect is 100% profit since you’ve already paid all the associated costs.

Your Action Steps:

• Implement a red rubber band policy to prevent new A/R
• Pull your A/R aging report and face reality
• Start collecting immediately, be creative when necessary

• Chapter 14 – Profit First for Lawyers book
• Podcast episode – A/R: The Profit-Eating Machine with Ed Gegan

• Connect with Etienne Hardre at How To Manage a Small Law Firm by emailing help@howtomanage.com
• Subscribe to the Profit First for Lawyers podcast
• Watch episodes on YouTube
• Follow Profit First for Lawyers on social media: LinkedIn | Instagram | Facebook
• And most importantly, order your copy of Profit First for Lawyers today!

“If we can develop good habits for you when your business is still in the first stage of growth, you’re going to bring those good habits with you into business maturity.” – RJon Robins, author of Profit First for Lawyers

A growing business requires a growing owner. During a Q&A session in part two of our seven-part series, RJon explains why financial literacy does not carry the same weight at every stage of growth. In the earliest stages, the owner’s job is to “hustle, market, and sell.” New benchmarks require the owner to develop new skills, learn to hire, delegate, and build team productivity. Then as the business becomes more complex, financial literacy, systems, metrics, and accountability become increasingly important.

The lesson is not simply that law firms grow in stages. It is that the owner must gain new skills and maturity to grow with the firm.

Financial literacy is not equally important at every stage of growth. A growing business requires the owner to keep learning, adapting, and leading differently.

Action Steps

1. Identify which stage of growth best describes your firm today.
2. Determine the most important priorities for that stage.
3. Review the financial reports currently available.
4. Commit to building one financial habit that will strengthen your understanding of the business over time.

The goal is not to master every financial concept at once. The goal is to begin building the habits that will support your next stage of growth.

• Part One: You’re Not Bad With Numbers
• Chapters 12-15 of Profit First for Lawyers
• The Seven Stages of Law Firm Growth

• Subscribe to the Profit First for Lawyers podcast
• Watch episodes on YouTube
• And most importantly, order your copy of Profit First for Lawyers today!

“We are going to break away from the dictionary’s limited definition of profit and profitable, which only account for financial profits.” – RJon Robins, author of Profit First for Lawyers

For many law firm owners, profitability is measured by one thing: money.

But what if profit gives you something even more valuable?

Time.

In this episode, Michigan estate planning attorney Rose Coonen shares how implementing Profit First accounting principles transformed not only her firm’s finances, but also how she spends her time, serves her clients, and shows up for her family.

RJon challenges the traditional definition of profit and introduces a broader perspective: profit can be personal and professional as well as financial. For Rose, that shift in understanding changed everything. Since implementing Profit First three years ago, she has built a strong financial foundation, gained the freedom to stop working with toxic clients, become more present with the families she serves, and grow a law firm that supports the life she wants to live. Today, her law firm is a family affair with her husband and daughter working alongside her as the business continues to grow and serve her community.

What started as a desire for greater financial stability ultimately became a way to regain control of her time.

• Profit is about more than money
• Financial profit creates personal and professional opportunities
• Regaining your time starts with building a stronger financial foundation
• A profitable law firm gives you the choice of working with your ideal clients
• Growth allows for creative ideas to serve more clients, support more team members, and make a greater impact in your community.

Sometimes the most meaningful result isn’t found on a financial statement. It is the ability to spend more time with family, build a business that aligns with your values, and make a greater impact in your community. Because the most valuable form of profit may be time itself

Plan Like You Won’t Be Here Tomorrow

• Connect directly with Rose Coonen: https://coonen-law.com
• Subscribe to the Profit First for Lawyers podcast
• Watch episodes on YouTube
• Follow Profit First For Lawyers on social media: LinkedIn | Instagram | Facebook

And most importantly, order your copy of Profit First for Lawyers today!

“I want to expose you to a really cool world of financial literacy to empower you to be better, more confident business owners.” – RJon Robins, author of Profit First for Lawyers

If financial reports, spreadsheets, or business metrics have ever made you want to tune out, this episode is for you. In part one of a seven-part series on financial controls, RJon explains why financial literacy is not about becoming an accountant or learning advanced math. It’s about learning to recognize the story your numbers are already telling you about your business.

Featuring clips of RJon from a 2019 financial literacy workshop, this episode introduces foundational concepts that would later appear in Profit First for Lawyers. As the first installment in a seven-part series, it explores how learning the language of business and finance can change the way law firm owners see and understand their firms. With greater financial literacy comes the ability to recognize patterns, opportunities, and warning signs that may have previously gone unnoticed.

The goal is not perfection.

The goal is confidence, awareness, and the ability to make better business decisions over time.

• Financial literacy is learnable.
• You do not need to become an accountant to become a stronger business owner.
• Learning financial concepts changes how you see your business.
• Awareness creates more confident decision-making.

1. This episode pairs especially well with Chapter 10: Is It Overhead or Overhead? from Profit First for Lawyers, where RJon explains how financial literacy changes the way law firm owners understand and manage their business.
2. RJon Robins – From The Vault podcast: This podcast is for law firm owners and delivers expanded lessons in addition to the core teachings which are found in Profit First for Lawyers.
3. Frequency illusion aka Baader-Meinhof phenomenon – Wikipedia definition

• Subscribe to the Profit First for Lawyers podcast
• Watch episodes on YouTube
• Follow Profit First for Lawyers on social media: LinkedIn | Instagram | Facebook
• And most importantly, order your copy of Profit First for Lawyers today!

“Your law firm is a business. Your business is supposed to work for you.” – RJon Robins, author of Profit First for Lawyers

For many law firm owners, profitability seems uncertain. Maybe there will be money left over at the end of the year. Maybe there won’t be.

For years, that was exactly how Matt Loker approached business ownership. That changed when he implemented Profit First accounting principles. By building stronger systems, he replaced guessing with structure, clarity, and intentional growth.

In this episode, Matt shares how shifting from reactive decision-making to measurable systems transformed both his law firm and his family life.

Drawing inspiration from one of RJon’s most memorable analogies, Matt explains why so many law firm owners unintentionally build businesses that depend entirely on them. But just like a farmer cannot successfully operate an entire farm alone, law firm owners cannot sustainably grow a business without systems, structure, and a strong team.

As Matt stopped guessing about profits, his law firm evolved from a solo practice into a business that is growing nationally. His law firm is now capable of operating successfully even when he is away for extended periods of time. This has given him the ability to create experiences and opportunities for his family that once felt out of reach.

By creating structure around profitability, distributions, systems, and operational planning, Matt was able to:

1. Make more objective business decisions
2. Grow his team intentionally
3. Increase owner benefit
4. Create more stability inside the business

The result was not just a larger seven-figure firm, but a more predictable and sustainable one.

• Systems & Processes Template
• How To Mange a Small Law Firm

• Connect directly with Matt Loker: https://www.loker.law
• Subscribe to the Profit First for Lawyers podcast
• Watch episodes on YouTube
• Follow Profit First for Lawyers on social media: LinkedIn | Instagram | Facebook
• And most importantly, order your copy of Profit First for Lawyers today!

Why do brilliant lawyers struggle to build profitable businesses?

That’s a question you’ll find the answer to in this episode where RJon explains the fundamental mindset shift that separates struggling attorneys from successful business owners. He does this by illustrating just how simple a business is to run with the 7 Main Parts of Every Successful Law Firm:

1. Marketing
2. Sales
3. Production
4. People
5. Physical Plant
6. Financial Controls (Money & Metrics)
7. You (Owner’s Goals)

In season one, we did an entire series on the 7 Main Parts. See links in the Resources Mentioned section to access those episodes directly. Additional context of this framework can be read in Chapter 5 of the Profit First for Lawyers book.

RJon begins with a radical challenge: stop calling yourself a lawyer. Start saying, “I’m a business owner who sells legal services.” This isn’t just semantics. It’s the foundation for everything that follows. Lawyers who identify as business owners think differently, plan differently, and execute differently.

The challenge? Self-sabotage. Overcomplicating the process. Not believing YOU can do it.

Everyone in your ecosystem wants profit: your family, your clients, and you. Business owners understand this. They think in terms of return on investment. They have a business plan they actively use that they measure their business against. When metrics scream: ‘Hire someone! Expand! Invest!’ they listen and take action.

Your Action Steps:

• Start identifying as a business owner who sells legal services
• Write a simple business plan using the seven-part framework
• Stop overcomplicating what should be straightforward systems
• Believe rapid growth is possible for you

If your business plan reads like a legal treatise, you’re thinking like a lawyer, not a business owner. Great business plans are simple, readable, and actionable.

• Chapter 5: The Seven Main Parts of Every Successful Law Firm
• Season 1 Series on the Seven Main Parts:
  • 1. Marketing
  • 2. Sales
  • 3. Production
  • 4. People
  • 5. Physical Plant
  • 6. Money & Metrics (Financial Controls)
  • 7. YOU

• Subscribe to the Profit First for Lawyers podcast
• Watch episodes on YouTube
• Follow Profit First for Lawyers on social media: LinkedIn | Instagram | Facebook
• And most importantly, order your copy of Profit First for Lawyers today!

In this episode, Pietro Canestrelli shares how following Profit First accounting principles helped transform not just his law firm’s profitability, but the way he thinks about ownership, decision-making, hiring, and growth.

Drawing from his experience as both a longtime tax attorney and as the owner of a rapidly growing law firm, Pietro explains why GAAP accounting was never designed to help small law firms maximize profitability and why business owners must become comfortable looking at their numbers regularly.

Regular listeners know that RJon frequently speaks about GAAP and that there is an entire chapter titled, “Why Generally Accepted Accounting Principles (GAAP) Are Not Meant For You” (Chapter 8) in Profit First for Lawyers. Well worth a second or third read for those who need a refresher.

Pietro introduces a phrase that he says law firm owners need in order to build a profitable business: courage and math.

• The courage to face reality.
• The math to make objective decisions.

The Importance of Looking at Your Numbers

One of the most practical lessons in this episode is the importance of reviewing business metrics consistently, especially when the numbers are uncomfortable. By regularly reviewing data like leads, production, consultations, and conversion rates, he was able to identify operational issues quickly and make adjustments before larger problems developed. Because avoiding financial reality does not prevent the consequences.

• Connect directly with Pietro Canestrelli: https://ietaxattorney.com/pietro-canestrelli
• Learn more about America’s Tax Defender book by Pietro Cannestrelli
• Subscribe to the Profit First for Lawyers podcast
• Watch episodes on YouTube
• Follow Profit First for Lawyers on social media: LinkedIn | Instagram | Facebook
• And most importantly, order your copy of Profit First for Lawyers today!

Is your law firm improving your life, or consuming it?

This episode explores one of the most important mindset shifts a law firm owner can make: your business is supposed to support your life, not the other way around.

In clips from a 2021 Profit First for Lawyers livestream and the October 2023 Live Quarterly Meeting, RJon challenges law firm owners to rethink their relationship with their firms. Using a colorful analogy comparing a law firm to both a baby and a mule, he illustrates a critical distinction that can change how law firm owners approach business ownership.

RJon encourages law firm owners to evaluate the seven core parts of their business to identify where the biggest operational gaps exist. The goal of this exercise is to be aware of key parts within your business that need the most attention. This isn’t about perfection. It is an opportunity to intentionally improve the weaker areas in your business. The 7 Parts exercise is outlined in more detail in the Profit First for Lawyers book.

The Business Plan Workbook resource is designed to help law firm owners evaluate the operational strengths and weaknesses inside their law firms.

Download the Business Plan Workbook to begin building a business that supports your goals, your family, and your future.

• Your law firm should serve your goals.
• Skill gaps and operational blind spots create unnecessary stress.
• Use the exercises and resources from this episode to identify where to begin.
• Low-performing areas of your business are opportunities for growth, not personal failures.
• Successful firms are built through intentional management, systems, and leadership.

This episode may challenge law firm owners who think of their business as their baby. But ultimately, it’s meant to offer insight that can fundamentally shift how they lead, manage, and grow their firm. A healthy law firm should support the people it was designed to serve, including the owner.

• Referenced in this episode:
  •  How To Manage a Small Law Firm Waiting Room
  • Business Plan Workbook
• Subscribe to the Profit First for Lawyers podcast
• Watch episodes on YouTube
• Follow Profit First for Lawyers on social media: LinkedIn | Instagram | Facebook
• And most importantly, order your copy of Profit First for Lawyers today!

For many law firm owners, profit feels uncomfortable. Maybe even selfish.

But what if profit isn’t the problem?

In this episode, immigration attorney Jennifer Walker Gates shares how implementing Profit First transformed not just her law firm, but her entire relationship with money, ownership, and profitability.

Coming from a nonprofit background and serving primarily working-class immigrant families, Jennifer admits she once viewed profit as a “dirty word.” Charging for legal services felt emotionally complicated, and looking closely at financial numbers often created anxiety instead of clarity.

Everything began to shift after reading Profit First by Mike Michalowicz. She now had a new way of thinking about profit, and that thinking was elevated even further after reading Profit First for Lawyers by RJon Robins. The law firm-specific focus helped her rethink what profitability could look like in the context of running a law firm.

Not as greed. Not as taking from clients, but as a mutually beneficial exchange.

This transformative understanding changed everything. By implementing Profit First methodology in her firm, she was prepared when an unexpected financial downturn occurred. She saw the benefits of Profit First in real time. That experience cemented the practical reality of prioritizing profit.

From implementing Profit First accounting, reframing overhead as an investment, and overcoming fear around financial visibility, Jennifer shares how small changes in financial thinking created major changes in both her business and her life.

Today, she views profit not as something to avoid, but as something that protects the future of her firm, the people she serves, and her family.

For Jennifer, one of the biggest mindset shifts was recognizing that profit and purpose are NOT opposites.

A law firm that protects its profits is a law firm that can survive economic downturns, support its team, continue serving clients, and create stability for the owner’s family. When law firm owners avoid looking at their numbers, anxiety grows. But when they begin building systems that protect profit, they gain the confidence to make objective financial decisions.

The result is not just a healthier business, but a healthier relationship with money itself.

• Contact Jennifer Walker Gates directly: www.JLW.law
• Referenced in episode:
  • Static and Dynamic Overhead episode
  •  How To Manage a Small Law Firm
• Mentioned: Profit First by Mike Michalowicz
• Subscribe to the Profit First for Lawyers podcast
• Watch episodes on YouTube
• Follow Profit First for Lawyers on social media: LinkedIn | Instagram | Facebook
• And most importantly, order your copy of Profit First for Lawyers today!

Every law firm owner wants their business to be successful. So why do so many stay stuck in patterns that keep them from reaching their full potential? In this episode, we explore a counterintuitive truth: most people are more afraid of success than they are of failure.

Your subconscious loves to be comfortable. Anything familiar feels safe, even when it’s objectively harmful. Struggle becomes normal. Workarounds become routine. Friends who enable mediocrity become your circle. But success? That’s unfamiliar territory, and unfamiliar feels dangerous to your subconscious.

• Why struggling feels safer than succeeding to your subconscious mind
• Why you should give your subconscious the middle finger
• How to recognize when fear of success is masquerading as other excuses
• The basic business practices that create predictable results
• Why awareness is the first step to overcome hidden limitations

Challenge yourself to step into the unknown and experience the kind of profitable life you have always dreamed of. It is possible. You can do it. Make the decision and ,more importantly, take the actions that will get you there… even when it’s scary.

• Subscribe to the Profit First for Lawyers podcast
• Watch episodes on YouTube
• Follow Profit First for Lawyers on social media: LinkedIn | Instagram | Facebook
• And most importantly, order your copy of Profit First for Lawyers today!

If your law firm is covering the bills, is that enough?

For many law firm owners, the goal quietly becomes survival. Making payroll, paying expenses, and getting through month to month is considered success, but is it? Not according to RJon Robins. That’s not success. That’s settling.

In this episode, estate planning attorney Adam Hicks shares how shifting from a mindset of survival to one of intentional profitability transformed both his firm and his life.

After years of working in the billable hour model and later running a solo practice, Adam found himself stuck in the “doctrine of sacrifice.” He was doing just enough to get by, but never building a business that truly worked for him.

Everything began to change when he first implemented Profit First and then, a few years later, went deeper into the principles behind Profit First for Lawyers. That was when he began asking himself, “What do I actually want?”

From there, Adam began building systems, tracking real data, and making decisions based on how his firm could support the life he envisioned using the same principles taught in Profit First for Lawyers.

Today his firm has crossed the million-dollar mark, generates meaningful profit, and operates as a true business and not a job he owns.

• Covering expenses is not success: A profitable law firm should support the life you actually want to live.
• Stop settling for survival: Most law firm owners aim for “enough” instead of building intentional profit.
• Profit First changes your behavior: Even small allocations shift your mindset and decision-making.
• Know you data, not just your numbers: Leads, conversions, and client flow determine your future results
• You are a business owner first: Growth begins when you stop thinking like only a lawyer.

When you stop settling, everything changes. How you price your services, how you marketing your firm, how you hire your team, and how you lead your business. On the surface settling and profitability may look similar, but the produce completely different outcomes and completely different lives.

• Contact Adam Hicks directly: www.lanierlegacylaw.com
• Referenced in episode: How To Manage a Small Law Firm
• Subscribe to the Profit First for Lawyers podcast
• Watch episodes on YouTube
• Follow Profit First for Lawyers on social media: LinkedIn | Instagram | Facebook
• And most importantly, order your copy of Profit First for Lawyers today!

If you wouldn’t take a case to trial without a plan, then why would you run your law firm without one?

In this episode, we explore one of the most overlooked (and uncomfortable) topics for law firm owners: your written business plan. Featuring an exclusive audiobook clip from Profit First for Lawyers, RJon explains why a business without a clear plan for generating revenue and profit isn’t really a business at all. It’s just a job.

This is NOT about writing a 40-page document that will gather dust on a shelf. It’s about building a simple and, more importantly, actionable plan that answers the only questions that really matter:

1. How much money do you actually want to make?
2. What does your firm need to produce to get there?
3. And what has to happen in marketing, sales, and production to make it real?

RJon walks through the math step by step, from defining your ideal lifestyle to calculating revenue targets, case volume, and the number of leads your firm needs each month. At the end of the day, your family doesn’t care about your conversion rates or your KPIs. They care about whether your firm can deliver the life you promised them.

• A business plan is not optional. Without one, your firm isn’t a business, it’s a job dependent on you.
• Start with what you WANT, and not what you’ll settle for.
• Reverse engineer your numbers to determine what it costs to support your life.
• Keep it simple and actionable. A business plan only works for you if you use it.

A business plan built on the numbers that matter (and the actions your firm will take) is the difference between owning a business that works for you and owning a job that depends on you. On the surface, they may seem the same, but the ability to truly live the life you want is worlds apart.

Ready to build your plan?

Scan the QR code or click this link to access your free Business Plan Workbook, which can also be found on page 94 of the Profit First for Lawyers book. Use this step-by-step workbook to create a simple and effective plan for your firm.

Connect

• Subscribe to the Profit First for Lawyers podcast
• Watch episodes on YouTube
• Follow Profit First for Lawyers on social media: LinkedIn | Instagram | Facebook
• And most importantly, order your copy of Profit First for Lawyers today!

In this episode, Ed Gegan reveals how he stopped the profit-eating cycle that was destroying his cash flow and peace of mind. By adopting profit first accounting principles and taking action on the lessons learned from reading Profit First for Lawyers, Ed has seen tremendous law firm growth. He shares the shift his business, team, and family transformed when he stopped the “bill and pray” method of getting paid for his services.

In a clip from the audiobook recording of Chapter 14 “For When You Really Take Profits Seriously”, RJon breaks down the devastating mathematics when clients don’t pay. One non-paying client creates a scenario where you are working multiple cases just to break even. The result? Exhausted owners with no enthusiasm left for the business.

Like Ed, most law firm owners don’t realize how accounts receivable systematically destroys their profitability. Once he took action and developed systems, processes, and procedures to educate clients and staff, things began to change dramatically. He went from avoiding his financial reports to having predictable cash flow that arrives on specific dates every month.

His secret?

Leveraging the IOLTA trust accounts the way they were originally intended to be used combined with a systematic approach that clients and staff prefer.

• Why the traditional “bill and pray” method is killing your profits
• The simple analogy that makes clients understand upfront payments
• How proper billing procedures create better client relationships (not worse ones)
• The unexpected secondary benefit of eliminating A/R
• How financial confidence enables law firm owners to take calculated risks and grow

As Ed puts it: “People don’t have an objection to paying for the services that they’re getting.” The fear of asking for payment upfront is often worse than the reality. Making that change is how he was able to grow his law firm from $270,000 to just under $1M in revenue in 3 1/2 years. Better yet, his specific system requires minimal staff involvement because much of it is automated. Which has made for a law firm that operates like a profitable well-oiled machine.

Bookkeeping That Does Not Suck

Episodes on Mindset and Profitability:

Break Through Your Profit First Mindset Block

Profit First: The Right Choice

A Case for Profit First

Your Invitation to Live a Profitable Life

Connect

• Contact Ed Gegan directly: www.geganoffice.com or 813-248-8900
• Subscribe to the Profit First for Lawyers podcast
• Watch episodes on YouTube
• Follow Profit First for Lawyers on social media: LinkedIn | Instagram | Facebook
• And most importantly, order your copy of Profit First for Lawyers today!

Welcome to the latest season of the Profit First for Lawyers podcast. In this season premiere, we tackle the foundation that makes everything else possible: defining success in measurable terms. Most lawyers spend decades building their firms without ever defining what “successful” actually means to them. In this episode, RJon reveals his three-part framework and demonstrates exactly how to transform vague aspirations into trackable, achievable goals.

Pulled directly from Chapter 4 in the Profit First for Lawyers book, RJon defines a successful law firm as one that achieves:

1. Financial Success: Generates enough total owner benefits for you to live the way you WANT to live. Not just what you are willing to settle for.
2. Personal Success: Operates with systems robust enough to give you freedom of time for every aspect of life.
3. Professional Success: Generates revenue by helping people solve problems and create better futures.

RJon demonstrates the process of how to define success during a powerful clip from 2016 with a real law firm owner. He guides them through how to define and measure success financially, personally, and professionally.

As RJon states, without measurable definitions, “there’s room to bullshit yourself.” Beautiful sentiments about spending more time with family, or revenue or fitness goals are aspirational, but not measurable. By defining success objectively, it becomes a standard that can be tracked and therefore achievable.

How you define success is entirely up to you. Not friends, family, colleagues, or neighbors. It is personal and only your opinion matters. Your definition must be personal, honest, and quantifiable.

Define success in measurable terms:

1. How much profit do you need to live the way you WANT? (Financial)
2. What specific freedoms does your business need to provide? (Personal)
3. How will you measure your professional impact? (Professional)
4. How will you track progress toward these success goals? (Measurement)

• Subscribe to the Profit First for Lawyers podcast
• Watch episodes on YouTube
• Follow Profit First for Lawyers on social media: LinkedIn | Instagram | Facebook
• And most importantly, order your copy of Profit First for Lawyers today!

“If you implement what has been explained throughout this book, your law firm will definitely become more profitable. You will feel more confidence, and you will begin to experience the unique satisfaction that comes from being able to reliably put more of the revenue collected by your law firm into your own personal bank account.” – RJon Robins

In this season finale, we come full circle with RJon’s bold promise from the conclusion of Profit First for Lawyers: no hedge words then, no hedge words now. The reality is that implementing Profit First for yourself or your business yields results that surpass expectations. Karli shares her own Profit First epiphany only a few months after starting her own Profit First account.

In a powerful clip from the book’s conclusion, RJon doesn’t mince words: He didn’t write the book to teach. He wrote the book to help you get results. Most law firm owners will read, nod, make notes, then search for an easier way. But what works isn’t what’s easy; it’s what’s different from what everyone else has agreed is “normal”

Hear directly from law firm owners about what happened to their business, their mindset, and the benefit they have seen in their lives when they took their profits first.

• Rebecca Peters (Peters Law Firm): “Before we started (Profit First) the most we made was…$100,000. This is my one year anniversary and the firm just hit a $600,000 run rate.”
• Daniel De Paz (De Paz Law): “You come to find out you have plenty of money and you can make more money if you take your profits first.”
• Veronica Stachurski (Ward & Stachurski, PLLC): “..like the idea of 99% to %100 …at first it gave me a lot of anxiety and then it didn’t, because it’s really not that big of a difference.”
• John Benson (Penglase & Benson): “When you start off at 1% and realize just how small that is…once you see you can do it…you have your profit no matter what..so it works out well.”
• Devon Slovensky (Slovensky Divorce & Family Law): Profit First since 2018 – “I can’t imagine organizing my books any other way.”

RJon’s promise from Chapter 1 remains unchanged: Implement what’s in this book and your law firm WILL become more profitable. You WILL feel more confident. You WILL experience the unique satisfaction of putting more revenue into your personal bank account every month, every quarter, every year.

As RJon’s rallying cry says, “TAYEASTUYA: (Take all your excuses and shove them up your ass). And then? Take your profit first.

If these episodes have challenged and motivated you to take action toward a more profitable life, we’d love to hear about it.

• Send us your Profit First for Lawyers stores: podcast@profitfirstforlawyers.com
• Mentioned: Karli commits to Profit First episode
• Subscribe to the Profit First for Lawyers podcast
• Watch episodes on YouTube
• Follow Profit First for Lawyers on social media: LinkedIn | Instagram | Facebook
• And most importantly, order your copy of Profit First for Lawyers today!

In this episode, we are joined by Erika Ferenczi, Director of Brand Promise at How To Manage Enterprises, to tackle the elephant in every law firm: the mindset blocks that keep lawyers from being profitable. With nearly two decades helping entrepreneurs grow their businesses, Erika reveals why so many brilliant lawyers struggle financially and shares jaw-dropping transformation stories.

In a clip from Chapter 4 of the Profit First for Lawyers book, RJon explains how law school creates a dangerous myth: that success will magically happen IF you are a good enough lawyer. Something he quickly debunks. Instead RJon suggests that it is how law firm owners think about what they think about in their business and lives that determines success. Why? Because at the core, success stems first from a profitable mindset.

• Paying yourself first creates urgency that forces you out of your comfort zone
• Remove the shame and negative connotation around making money for your services
• Start the Profit First habit with any amount right off the top
• The best thing you can do for the world is to be successful
• When you win financially, everyone wins: your family, employees, clients, and your community

Erika announced the upcoming launch of The Exponential Entrepreneur podcast featuring lessons facilitated by RJon Robins, Alejandra Leibovich, Oscar Ferenczi, and Erika Ferenczi based on their Practical Profitable Mindset Program. Each week these four battle-tested entrepreneurs are sharing the mindset shifts every entrepreneur needs to experience exponential growth. Listeners are in for a treat as we share the trailer for this powerful new podcast.

The Profit Leak Assessment is a practical, on-demand course to help law firm owners find thousands of dollars in potential profit leaks. Karli teamed up with Evelyn Aucoin, Financial Literacy and Strategy Expert with How To Manage A Small Law Firm to create this resource for law firm owners. Click the link below to start plugging the profit leaks in your firm. Your future self will thank you for it!

• Subscribe to the Profit First for Lawyers podcast
• Watch episodes on YouTube
• Follow Profit First for Lawyers on social media: LinkedIn | Instagram | Facebook
• And most importantly, order your copy of Profit First for Lawyers today!

In this episode we revisit the seven main parts of every successful law firm and explore what happens when one of these critical components falls out of alignment. RJon walks through five all-too-common nightmare scenarios that plague law firms. He dissects how great marketing with bad sales is as challenging as having great lawyers but lacking financial controls. The kicker? Profit First gives you the tools to solve most of these problems before they sink your firm.

We covered these seven parts in detail in season one. Click the link for each part to hear those episodes. Of course, these seven main parts can also be read in Chapter 5 beginning on page 32 in the Profit First for Lawyers book.

1. Marketing
2. Sales
3. Production
4. People
5. Physical Plant
6. Money and Metrics
7. You/Owner’s Mindset

When these parts are aligned, your business runs smoothly, grows faster, and you are able to live the life you want professionally, personally, and financially. When they are not? Welcome to the nightmare scenarios which can be found in Chapter 4 beginning on page 21 in the Profit First for Lawyers book.

1. Great Marketing, Bad Sales
2. Great Marketing and Sales, But Not Enough Staff Capacity
3. Amazing Lawyers and Staff, But Bad Marketing
4. Great Everything, But Poor Infrastructure
5. Potential for Greatness, But No Financial Controls

As RJon says: “Profit First solves most of these problems, or rather, implementing Profit First gives you the tools with which you can solve most of these problems.”

The Profit Leak Assessment is a practical, on-demand course to help law firm owners find thousands of dollars in potential profit leaks. Karli teamed up with Evelyn Aucoin, Financial Literacy and Strategy Expert with How To Manage A Small Law Firm to create this resource for law firm owners. Click the link below to start plugging the profit leaks in your firm. Your future self will thank you for it!

• Mentioned: Pop Quiz on pages 26 & 27 in the Profit First for Lawyers book
• Subscribe to the Profit First for Lawyers podcast
• Watch episodes on YouTube
• Follow Profit First for Lawyers on social media: LinkedIn | Instagram | Facebook
• And most importantly, order your copy of Profit First for Lawyers today!

In this episode, Joam Alisme shares why implementing Profit First was the right choice for his firm and why it’s time for fence-sitting law firm owners to take the leap. As RJon explains in the featured clip from the Profit First Summary chapter in the book (page 165), “We believe it’s better to make tough choices in business than to have to make tougher choices at home.” Joam’s story proves this point, by choosing to follow Profit First methodology, he has transformed his practice from a $60,000-a-year firm in 2020 to a firm that is approaching seven figures just five years later.

In the clip from the audiobook recording session, RJon explains how the Profit First methodology operates with five foundational bank accounts:

1. Main Income
2. Profits (starting with just 1%)
3. Owner’s Salary
4. Taxes
5. Operating Expenses

By separating revenue into these accounts, law firm owners naturally embrace financial portion control, just like Mike Michalowicz’s grandmother used to separate the family income into different envelopes for different purposes.

Joam shares how he went from scrambling to pay taxes to having a systematic approach with dedicated accounts. Starting with just 1% for profit, he gradually increased the percentage as the business grew. The results speak for themselves: travel to exotic locations, paid-off credit card debt, student loans nearly gone, and purchasing his first property – all while growing his law firm.

The Profit Leak Assessment is a practical, on-demand course to help law firm owners find thousands of dollars in potential profit leaks. Karli teamed up with Evelyn Aucoin, Financial Literacy and Strategy Expert with How To Manage A Small Law Firm, to create this resource for law firm owners. Click the link below to start plugging the profit leaks in your firm. Your future self will thank you for it!

• Connect directly with Joam Alisme: https://alismelaw.com
• Mentioned: Mike Michalowicz
• Subscribe to the Profit First for Lawyers podcast
• Watch episodes on YouTube
• Follow Profit First for Lawyers on social media: LinkedIn | Instagram | Facebook
• And most importantly, order your copy of Profit First for Lawyers today!

The legal industry has a problem with glorifying suffering. In this final episode of our three-part series on escaping the doctrine of sacrifice, we flip the script on what sacrifice really means for law firm owners. In two compelling clips from the 2021 livestream that became the foundation of the Profit First for Lawyers book, RJon Robins shares key insights about profitable sacrifice. He challenges the belief that creating value requires endless suffering and shows how to make sacrifices that actually expand your life rather than diminish it.

• Reframe sacrifices as investments
• Stop calling self-neglect service
• Profit is evidence of mutual value, not greed
• Choose sacrifices that expand you and make your life bigger, not smaller
• Real profit benefits both parties

In this episode, RJon reframes sacrifice through the lens of profit. This fundamental shift transforms how to understand sacrifice, from martyrdom to mutual profit, from suffering to strategic investment, from bleeding for your business to building a real business that works for you.

The Profit Leak Assessment is a practical, on-demand course to help law firm owners find thousands of dollars in potential profit leaks. Karli teamed up with Evelyn Aucoin, Financial Literacy and Strategy Expert with How To Manage A Small Law Firm to create this resource for law firm owners. Click the link below to start plugging the profit leaks in your firm. Your future self will thank you for it!

• Link to Part 1 and Part 2 of Escaping the Doctrine of Sacrifice series
• Subscribe to the Profit First for Lawyers podcast
• Watch episodes on YouTube
• Follow Profit First for Lawyers on social media: LinkedIn | Instagram | Facebook
• And most importantly, order your copy of Profit First for Lawyers today!

Inspect what you expect. That’s the mindset behind this episode. Law firm owner Josephia Rouse shares how transforming her approach to financial management helped her move from reactive to intentional. This episode features an audiobook clip from Chapter 5, Part 6: Money & Metrics, where RJon uses car gauges to illustrate why every profitable law firm needs a financial dashboard.

By building systems, dashboards, and tracking daily metrics, Josephia has learned to read her firm’s ‘gauges’ bringing her financial clarity, control, and confidence. With the right people (bookkeeper, controller, and CFO) in place, she turned her firm into a well-designed business that supports her team, her clients, and her family’s goals.

The result: a thriving 22-person law firm built not by accident, but by design.

• Track your firm’s gauges daily: Like a car dashboard, your metrics reveal what’s running smoothly and what needs attention.
• Inspect what you expect: Systems and data only work when you review them consistently and act upon what they show you.
• Invest in the right people: Delegating to qualified professionals allows you to focus on your highest-value work.
• Choose to grow: True transformation starts with a decision to build, learn, and take ownership of your numbers.
• Build your stairs: Progress happens one spreadsheet, one system, one habit at a time.

The Profit Leak Assessment is a practical, on-demand course to help law firm owners find thousands of dollars in potential profit leaks. Karli teamed up with Evelyn Aucoin, Financial Literacy and Strategy Expert with How To Manage A Small Law Firm to create this resource for law firm owners. Click the link below to start plugging the profit leaks in your firm. Your future self will thank you for it!

• Connect directly with Josephia Rouse: https://josephialaw.com
• Link to Ep. 19: The 7 Parts of Every Successful Law Firm – Part 6: Money & Metrics
• Subscribe to the Profit First for Lawyers podcast
• Watch episodes on YouTube
• Follow Profit First for Lawyers on social media: LinkedIn | Instagram | Facebook
• And most importantly, order your copy of Profit First for Lawyers today!

In Part 2 of our series on Escaping the Doctrine of Sacrifice, we dive deep into the belief system itself. RJon further explores the idea that suffering somehow makes us good, working ourselves into the ground is noble, and that profit is something to be ashamed of. He references the philosophy from the How To Manage A Small Law Firm employee handbook that every team member reads it during onboarding.

In a clip taken from the 2021 livestream which would eventually become the Profit First for Lawyers book, RJon challenges the legal industry’s celebration of sacrifice for its own sake. The true cost? It drains your resources, time, and capacity to serve. Instead, RJon offers a profitable alternative rooted in stewardship, not selfishness.

• The Doctrine of Sacrifice celebrate giving up what you value for what you don’t value
• The legal industry encourages sacrifice in overt and implicit ways:
  • The billable hour
  • Pro bono awards for lawyers who can barely provide for their own families
  • Censuring the word “profit”
• Being broke drains you of financial resources, time, mental energy, and the capacity to serve your clients well
• Profit isn’t selfish, it’s stewardship that ensures you’re resourced enough to serve at your highest level

The Doctrine of Sacrifice is something most lawyers don’t even realize they’ve been influenced by it. But when you glorify struggle, burnout, and endless hours without measuring the value created, you are practicing sacrifice for its own sake, and that helps no one.

The Profit Leak Assessment is a practical, on-demand course to help law firm owners find thousands of dollars in potential profit leaks. Karli teamed up with Evelyn Aucoin, Financial Literacy and Strategy Expert with How To Manage A Small Law Firm to create this resource for law firm owners. Click the link below to start plugging the profit leaks in your firm. Your future self will thank you for it!

• Link to Part 1 of Escaping the Doctrine of Sacrifice
• Coming up next week: Part 3 of Escaping the Doctrine of Sacrifice
• More information about The Doctrine of Sacrifice can be found at the end of Chapter 6 in the Profit First for Lawyers book
• Subscribe to the Profit First for Lawyers podcast
• Watch episodes on YouTube
• Follow Profit First For Lawyers on social media: LinkedIn | Instagram | Facebook
• And most importantly, order your copy of Profit First for Lawyers today!

What does profit really mean to you? For estate planning attorney Ali Goff, the answer goes far beyond “revenue minus expenses.” In this episode, Ali shares how understanding total owner benefits (time freedom, lifestyle choices, and peace of mind) completely transformed how she runs her firm and designs her life. When faced with a difficult quarter, her commitment to taking distributions even when it felt uncomfortable, forced better decisions and ultimately led to breakthrough growth. Ali’s journey from dismissing Profit First to embracing it reveals why redefining profit is the key to building both a successful business and a meaningful life.

• The business should fund the life you want to live
• High standards benefit your team, your clients, and your business
• Your definition of profit should align with your life goals, not just accounting principles
• Consistency in distributions matters more than the size of the distribution
• If you only take distributions when it’s comfortable, you’re not really doing Profit First

Understanding what profit really means for your business and life changes everything about how you run your firm and measure success.

The Profit Leak Assessment is a practical, on-demand course to help law firm owners find thousands of dollars in potential profit leaks. Karli teamed up with Evelyn Aucoin, Financial Literacy and Strategy Expert with How To Manage A Small Law Firm to create this resource for law firm owners. Click the link below to start plugging the profit leaks in your firm. Your future self will thank you for it!

• Connect with Ali Goff directly: www.gofflegal.com
• Mentioned: Mike Michalowicz – Profit First: More Than Just a Book episode
• Subscribe to the Profit First for Lawyers podcast
• Watch episodes on YouTube
• Follow Profit First For Lawyers on social media: LinkedIn | Instagram | Facebook
• And most importantly, order your copy of Profit First for Lawyers today!

Welcome to our three-part series on The Doctrine of Sacrifice. This is RJon’s personal crusade to free entrepreneurs, especially lawyers from the long-held belief that sacrifice is noble and that focusing on profit is somehow morally wrong. In this first episode we explore how understanding the role of luck can actually make you more profitable. In clips taken from a 2021 livestream, RJon shares a passage from the How To Manage A Small Law Firm internal employee handbook. Something that every team member reads during their onboarding process. This passage blends ideas from Ayn Rand, Eric Hoffer, and RJon’s own experience to explain why luck is essential for long term success.

• Success and failure both involve luck
• If you continue to make rational decisions and don’t quit, luck will eventually work in your favor
• Perpetual lack of success isn’t just bad luck, it’s often a pattern of poor decision making
• Understanding luck’s role frees you to take calculated risks without fear of “breaking” your success

So, if you’ve been attributing your struggles entirely to bad luck or your success entirely to brilliance, this reframe changes everything about how you run your firm.

The Profit Leak Assessment is a practical, on-demand course to help law firm owners find thousands of dollars in potential profit leaks. Karli teamed up with Evelyn Aucoin, Financial Literacy and Strategy Expert with How To Manage A Small Law Firm to create this resource for law firm owners. Click the link below to start plugging the profit leaks in your firm. Your future self will thank you for it!

• Coming up next week: Part 2 of Escaping the Doctrine of Sacrifice
• More information about The Doctrine of Sacrifice can be found at the end of Chapter 6 in the Profit First for Lawyers book
• Subscribe to the Profit First for Lawyers podcast
• Watch episodes on YouTube
• Follow Profit First For Lawyers on social media: LinkedIn | Instagram | Facebook
• And most importantly, order your copy of Profit First for Lawyers today!

In this episode, Profit First certified controller, Veronica Zambrano joins us to break down exactly how to implement Profit First in your law firm (even if you’re in a cash crunch). Using her ‘financial gym’ approach, Veronica shares the simple practical rollout plan she uses with How To Manage A Small Law Firm (HTM) members. Building your way from a 1% allocation to your target percentage of 15% is just like progressively lifting heavier weights at the gym.

Veronica shares her favorite clip of RJon in the studio taken from the Chapter 8 audiobook recording of the Profit First for Lawyers book. Then it’s time for show and tell as she walks us through how Profit First works using the HTM Profit First Allocation Calculator tool she uses for law firm owners. (screenshots below)

Veronica also addresses the fear that stops many law firm owners from starting Profit First and why waiting for the “right moment” is the wrong strategy. Over the years, she has seen the system work time and time again with law firm owners who were tired of their excuses and ready to take action to become profitable.

• The best time to start Profit First is when you make the decision, not when your firm is “profitable enough”
• Starting at just 1% makes a real difference without compromising your operations
• The system is flexible, reevaluate every quarter and adjust based on your businesses’s actual performance

The Profit Leak Assessment is a practical, on-demand course to help law firm owners find thousands of dollars in potential profit leaks. Karli teamed up with Evelyn Aucoin, Financial Literacy and Strategy Expert with How To Manage A Small Law Firm to create this resource for law firm owners. Click the link below to start plugging the profit leaks in your firm. Your future self will thank you for it!

• Mentioned: Profit First Assessment Calculator
• Subscribe to the Profit First for Lawyers podcast
• Watch episodes on YouTube
• Follow Profit First For Lawyers on social media: LinkedIn | Instagram | Facebook
• And most importantly, order your copy of Profit First for Lawyers today!

In this episode we revisit a crucial topic from season one that deserves a fresh look, especially if your accountant or bookkeeper has been pushing back against Profit First. For deeper insights, take a look at Chapter 8 from the Profit First for Lawyers book about why GAAP was not meant for you.

In a clip pulled from the original 2021 livestream recording, RJon challenges the conventional wisdom of GAAP (Generally Accepted Accounting Principles). He explains why blindly following rules created in the 1930s by 18 accountants trying to appease Wall Street regulators may be preventing your law firm from reaching its full potential. The fact is, GAAP was not designed with your small law firm’s profitability in mind.

• GAAP was designed for publicly traded companies in the 1930s, not for small independently owned law firms
• GAAP solves problems you probably don’t have and uses criteria you may not share
• Your bookkeeper or accountant should not dictate how much profit you’re allowed to keep from your business

If you’ve been accepting “that’s just the way it is” as an answer when it comes to your law firm’s finances, it’s time to challenge that thinking. The status quo was not designed for your success.

1. Schedule one hour this week to review your numbers and ask yourself: “What would happen if I decided today how much profit I was going to keep?”
2. Take control of your financial system. Stop letting your bookkeeper or accountant dictate your profit. Design a system that puts you, your family, and your profit first.
3. Read Chapter 8 of Profit First for Lawyers: RJon outlines the practical specifics of GAAP’s intended purpose and why you can choose to opt for a Profit First system instead.

The Profit Leak Assessment is a practical, on-demand course to help law firm owners find thousands of dollars in potential profit leaks. Karli teamed up with Evelyn Aucoin, Financial Literacy and Strategy Expert with How To Manage A Small Law Firm to create this resource for law firm owners. Click the link below to start plugging the profit leaks in your firm. Your future self will thank you for it!

• GAAP Was Not Meant For You episode: video | audio from Chapter 8 of the Profit First for Lawyers book
• Subscribe to the Profit First for Lawyers podcast
• Watch episodes on YouTube
• Follow Profit First For Lawyers on social media: LinkedIn | Instagram | Facebook
• And most importantly, order your copy of Profit First for Lawyers today!

In this episode, Michigan appellate attorney Liisa Speaker shared her seven-year journey with Profit First. Liisa reveals how she started at just 1% profit allocation in 2018 and then paid off law firm debt, tackled law school loans, funded major home improvements, and now uses her profit account to save for her daughters’ college education. She brings a clip from the studio recording of chapter 9 of the Profit First for Lawyers book where RJon explains why understanding Total Owner Benefits, not just gross revenue, is the key to measuring your firm’s true success.

• Comparing profit margins between firms is misleading without understanding total owner benefits on both sides
• Start slow and let it grow. At least 1% is enough to make a difference over time and not enough to compromise your firm’s financials
• Set clear goals for your Profit First account. Know where your quarterly distributions are going
• Having systems in place takes away the fear of managing finances and allows you to see problems before they become crises
• Implement weekly cash flow forecasting. This helps you to see problems 3-6 weeks beforehand which allows you to course correct before they become real issues.

If any of these takeaways resonate with you, it might be time to examine where your law firm stands when it comes to total owner benefits. The good news is that understanding what your numbers are telling you is a learnable skill with the right systems in place.

The Profit Leak Assessment is a practical, on-demand course to help law firm owners find thousands of dollars in potential profit leaks. Karli teamed up with Evelyn Aucoin, Financial Literacy and Strategy Expert with How To Manage A Small Law Firm to create this resource for law firm owners. Click the link below to start plugging the profit leaks in your firm. Your future self will thank you for it!

• Connect directly with Liisa Speaker at www.speakerlaw.com or www.liisaspeaker.com
• Full Total Owner Benefits video from Chapter 9
• Subscribe to the Profit First for Lawyers podcast
• Watch episodes on YouTube
• Follow Profit First For Lawyers on social media: LinkedIn | Instagram | Facebook
• And most importantly, order your copy of Profit First for Lawyers today!

In this episode, we dive into Chapter 6 of the Profit First for Lawyers book and explore a deceptively simple yet powerful concept: the definition of profit. RJon explains what a profitable exchange actually is and shares a personal story about the trade-offs he makes as a dad and business owner. More importantly, he reveals why lawyers without financial controls often sacrifice time with family while gaining no financial profit in return. This is a recipe for burnout that affects far too many law firm owners.

• Profit isn’t just about numbers on a spreadsheet, it’s about the value on both sides of every transaction
• Without a profit protection system, every client engagement becomes a gamble with your time and peace of mind
• The misalignment between effort and reward explains more problems in the legal industry than most realize
• If you wouldn’t work for free at someone else’s firm, you shouldn’t work for free in your own either

If any of these takeaways resonate with you, it might be time to examine where your firm stands when it comes to profit. Without financial controls in place, you’re essentially gambling every time you take on a client, betting your time, energy, and family relationships without knowing if there will be anything left for you at the end. That’s not just exhausting, it’s unsustainable. The good news is that this misalignment is fixable with the right systems in place.

The Profit Leak Assessment is a practical, on-demand course to help law firm owners find thousands of dollars in potential profit leaks. Karli teamed up with Evelyn Aucoin, Financial Literacy and Strategy Expert with How To Manage A Small Law Firm to create this resource for law firm owners. Click the link below to start plugging the profit leaks in your firm. Your future self will thank you for it!

• Related episode from Season 1
• Subscribe to the Profit First for Lawyers podcast
• Watch episodes on YouTube
• Follow Profit First For Lawyers on social media: LinkedIn | Instagram | Facebook
• And most importantly, order your copy of Profit First for Lawyers today!

– RJon Robins, author of Profit First for Lawyers

This is part two of our series that challenges the belief that focusing on profit is selfish. If you’ve missed part one, “Why Profit Shouldn’t Be Optional”, pause here and listen to that episode first. In this episode, RJon takes his argument even further with a provocative thought experiment. What if you had to disclose your firm’s financial instability to every prospective client before they signed? He contrasts this uncomfortable scenario with the confidence and integrity that comes from running a truly profitable law firm.

• Understanding why financial transparency builds stronger client relationships
• Examining how financial struggles impact client service delivery
• Why Profit First allows you to authentically promise stability and complete focus to your clients
• How running a profitable firm creates a competitive advantage
• Recognizing that financial stability isn’t only about your paycheck, it’s also about the integrity of your client promises

This episode demonstrates how Profit First enables law firms to focus on client needs with genuine confidence and integrity rather than their own business and personal financial survival.

The Profit Leak Assessment is a practical, on-demand course to help law firm owners find thousands of dollars in potential profit leaks. Karli teamed up with Evelyn Aucoin, Financial Literacy and Strategy Expert with How To Manage A Small Law Firm to create this resource for law firm owners. Click the link below to start plugging the profit leaks in your firm. Your future self will thank you for it!

• Mentioned: Part 1 of this series: Why Profit Shouldn’t Be Optional
• Subscribe to the Profit First for Lawyers podcast
• Watch episodes on YouTube
• Follow Profit First For Lawyers on social media: LinkedIn | Instagram | Facebook
• And most importantly, order your copy of Profit First for Lawyers today!

This is the first of a two-part series that challenges the belief among law firm owners, that focusing on profit is somehow selfish or unethical. If you’ve ever felt guilty about prioritizing your firm’s profitability, this episode will go a long way toward shifting your perspective on profit. RJon tackles the uncomfortable truth that running an unprofitable law firm doesn’t just make your life harder, it makes it impossible to serve your clients at your highest standards.

• Personal financial stress directly impacts your ability to serve clients effectively
• There’s a disconnect between what your marketing promises and what can realistically be delivered when cash flow is unstable
• Financial stability is not about greed, it’s about professional responsibility

This episode serves as a wake-up call that profitability is not an optional “nice to have”, it’s an ethical imperative for delivering the services your clients deserve.

The Profit Leak Assessment is a practical, on-demand course to help law firm owners find thousands of dollars in potential profit leaks. Karli teamed up with Evelyn Aucoin, Financial Literacy and Strategy Expert with How To Manage A Small Law Firm to create this resource for law firm owners. Click the link below to start plugging the profit leaks in your firm. Your future self will thank you for it!

• Subscribe to the Profit First for Lawyers podcast
• Watch episodes on YouTube
• Follow Profit First For Lawyers on social media: LinkedIn | Instagram | Facebook

And most importantly, order your copy of Profit First for Lawyers today!

In this episode we hear about a common challenge among law firm owners: feast or famine finances. If this feels all too familiar then this episode is exactly what you need to hear because it is never too late to begin your Profit First journey. But don’t just take our word for it. Law firm owner, Sarah Phillips from Phillips Law in New Orleans, Louisiana joins us to talk about the transformational journey she and fellow law firm owner Bradley Phillips have been on since beginning to take their profits first. This husband-and-wife legal team’s transformation story proves that taking profits isn’t about greed, it’s about stability and treating your business like the asset it should be.

Sarah brought her favorite clip from the Profit First for Lawyers book pages 166-167 where RJon discusses “The Primacy Effect” and how it impacts business profitability. He explains how profit must be baked into every transaction instead of being treated as an afterthought, which is the traditional approach to cash management. This mindset shift forces business owners to be creative and make tough decisions at work rather than at home.

• Profit cannot be treated as an event, it must be treated as a habit
• It is not greed to pay yourself consistently, you deserve compensation just like any employee
• You don’t have to implement every aspect of Profit First all at once
• When your business cannot pay you, it is a red flag that something is broken and needs fixing
• The business model should work for you, not the other way around

So how does someone actually get started with these concepts? Sarah’s advice for hesitant law firm owners is simple: start with baby steps. Begin by paying yourself first consistently and see how it changes your business mindset. Financial stability eases the mental load many business owners experience and allows more strategic and less emotional decision making when challenges aka “problem-tunities” arise. Sarah says they are now able to quickly identify what’s not working and come up with logical solutions since they started taking their profits first.

The Profit Leak Assessment is a practical, on-demand course to help law firm owners find thousands of dollars in potential profit leaks. Karli teamed up with Evelyn Aucoin, Financial Literacy and Strategy Expert with How To Manage A Small Law Firm to create this resource for law firm owners. Click the link below to start plugging the profit leaks in your firm. Your future self will thank you for it!

• Connect with Sarah Phillips directly by visiting: www.nolacriminaldefense.com
• Mentioned in this episode: Mike Michalowicz episode – Profit First – More Than Just A Book
• Subscribe to the Profit First for Lawyers podcast
• Watch episodes on YouTube
• Follow Profit First For Lawyers on social media: LinkedIn | Instagram | Facebook

And most importantly, order your copy of Profit First for Lawyers today!

When law firm owners make these two critical choices, they wind up sabotaging their profitability:

1. Nitpicking irrelevant bookkeeping details.
2. Avoiding their bookkeeper altogether.

Both choices are a strong indicator that you may be afraid of profit. Avoiding the bigger questions about your firm’s financial reality results in poor strategic decisions. As we’ve heard in previous episodes, numbers tell a story and your bookkeeper is specifically qualified to help you understand what the story means for your business. The solution is engaging maturely with the financial information needed to make profitable decisions.

To follow along with RJon’s narration from segments of the Profit First for Lawyers book, go to Chapter 16 which begins on page 153.

• Nitpicking bookkeepers about pens vs. pencils while missing bigger financial issues may indicate profit avoidance
• Avoiding your bookkeeper leads to inaccurate financials and bad business decisions
• Schedule regular meetings with your financial professionals and actually show up (and come prepared)
• Ask what stories your numbers tell about your business, not whether expenses are perfectly categorized

The Profit Leak Assessment is a practical, on-demand course to help law firm owners find thousands of dollars in potential profit leaks. Karli teamed up with Evelyn Aucoin, Financial Literacy and Strategy Expert with How To Manage A Small Law Firm to create this resource for law firm owners. Click the link below to start plugging the profit leaks in your firm. Your future self will thank you for it!

• Subscribe to the Profit First for Lawyers podcast
• Watch episodes on YouTube
• Follow Profit First For Lawyers on social media: LinkedIn | Instagram | Facebook

And most importantly, order your copy of Profit First for Lawyers today!

In this episode we are joined by Charlee Spilker, Profit First certified controller at How To Manage A Small Law Firm. She shares wisdom pulled from over 30 years in finance and accounting as well as her horse training experience and applies it to law firm profitability. RJon’s powerful clip reveals why many lawyers struggle with business management, while Charlee’s horse story provides a good example of how unconventional methods offer a solution for law firm owners (and horses) who are stuck. If this has been your struggle, then this episode is for you. Charlee’s approach to starting your law firm’s Profit First journey is simple:

1. Make the decision to sign up to begin using Profit First accounting principles.
2. Open the bank accounts you’ll need to implement Profit First.
3. Start allocating funds to those accounts.

The key is being willing to change what’s not working, even when conventional thinking says you should stick with what you know. As Charlee puts it, “What you did 10 years ago doesn’t work today, you’ve got to be ready to pivot.”

• The need to be “right” keeps lawyers stuck in unprofitable patterns
• Law school teaches law, not business management
• Move your feet before moving your mind – take action even when you’re not convinced
• You can’t cut your way to profit, you have to invest your way to profit
• Profit isn’t just about finances, it includes personal and professional satisfaction

The Profit Leak Assessment is a practical, on-demand course to help law firm owners find thousands of dollars in potential profit leaks. Karli teamed up with Evelyn Aucoin, Financial Literacy and Strategy Expert with How To Manage A Small Law Firm to create this resource for law firm owners. Click the link below to start plugging the profit leaks in your firm. Your future self will thank you for it!

• Subscribe to the Profit First for Lawyers podcast
• Link to Xavier Martine’s episode
• Watch episodes on YouTube
• Follow Profit First For Lawyers on social media: LinkedIn | Instagram | Facebook

And most importantly, order your copy of Profit First for Lawyers today!

What do you want from your law firm and your life? Not what you need. Not what you will tolerate. What do you actually want?

This episode will challenge you to think bigger as RJon exposes the “doctrine of sacrifice” which is the perverse pride lawyers take in suffering, working excessive hours, and bragging about how unprofitable their firms are. Through a powerful live-streamed early version of what eventually became the Profit First for Lawyers book, RJon explains why building what you want is actually easier than slogging through what you’ll merely tolerate.

• Your mindset matters more than how hard you work or where you went to law school
• Building a profitable law firm is easier (and more rewarding) than building an unprofitable law firm
• Unprofitable firms force you into decisions you’ll regret (like accepting problem clients)
• Lawyers often compete over who works more hours and has more accounts receivable

RJon’s mission is to liberate entrepreneurial law firm owners from the doctrine of sacrifice so they can do more good in the world. When your firm isn’t profitable enough, it forces compromises that weigh you down. RJon challenges law firm owners to start building the profitable practice that delivers the life you actually want.

If you’re a lawyer with big dreams who is ready to build a profitable firm, How To Manage A Small Law Firm offers a 5-Week Business Plan Bootcamp that is a blueprint for the practice and life you want. Click the link to join the next intensely valuable session.

• Subscribe to the Profit First for Lawyers podcast
• Watch episodes on YouTube
• Follow Profit First For Lawyers on social media: LinkedIn | Instagram | Facebook

And most importantly, order your copy of Profit First for Lawyers today!

Most law firm owners want their firms to be successful, but very few can articulate what that actually means. This fundamental gap between desire, definition, and outcome is why so many lawyers struggle with profit-focused thinking.

In this episode’s clip taken from Chapter 3, page 18, RJon highlights the mindset barriers that make lawyers resistant to business principles – barriers that estate planning attorney Morgen Bowers had to overcome herself. As a How To Manage A Small Law Firm member, she shares her unique Profit First journey spanning 9 years and two different practice fields.

Morgen first discovered Profit First accounting principles back in 2016 and implemented it in her law firm in 2018. When Profit First for Lawyers was published in 2023, she experienced the enhanced lawyer-focused approach firsthand as a member of How To Manage A Small Law Firm. Having implemented both versions, Morgen can detail exactly what RJon’s enhancements add to the foundational material. Her successful transition from business law to estate planning while maintaining Profit First principles demonstrates how the methodology adapts across different legal specialties and business transitions.

1. Law firm success requires an objective definition that includes financial profit as a core component
2. You can both serve clients and own a profitable law firm
3. With a service-focused psychology, lawyer entrepreneurs need different advice than general business advice
4. Real success requires both real numbers and systematic implementation, not wishful thinking
5. Consistency beats complexity, start with a simple implementation of 1% profit allocation

The Profit Leak Assessment is a practical, on-demand course to help law firm owners find thousands of dollars in potential profit leaks. Karli teamed up with Evelyn Aucoin, Financial Literacy and Strategy Expert with How To Manage A Small Law Firm to create this resource for law firm owners. Click the link below to start plugging the profit leaks in your firm. Your future self will thank you for it!

• Connect with Morgen Bowers directly by visiting https://4cornerslegacylaw.com
• Subscribe to the Profit First for Lawyers podcast
• Mentioned: Bookkeeping That Does Not Suck
• Watch episodes on YouTube
• Follow Profit First For Lawyers on social media: LinkedIn | Instagram | Facebook

And most importantly, order your copy of Profit First for Lawyers today!

If you’ve ever caught yourself saying, “It’ll be faster if I just do it myself,” this episode is for you. That is a trap many lawyers and business professionals fall into without even knowing it. The reality is that every hour spent on tasks beneath your role, whether it’s admin, paralegal work, or chasing invoices, impacts your law firms profits.

In this episode, RJon explains why profit depends on efficiency and why the most ethical, professional choice is making sure the right work goes to the right role. In a 2021 clip from a pre-book livestream, he shares memorable examples of why law firm owners cannot afford to do paralegal, receptionist, or admin tasks – even when it feels faster.

• Profit is a function of efficiency: Every stakeholder, (clients, family, staff, and referral sources) benefits when your law firm is more profitable.
•  Protect your highest-value work: Identify the highest and best use of your time as a lawyer and law firm owner.
• Define work by the work, not the worker: Work value should be defined by the minimum skills required, not by who performs it.
• Spot invisible inefficiencies: From lawyers chasing invoices to receptionists handling tasks that automation could handle.
• Fix workflow leaks: Hiring, delegate, train and automate. Leaks often hide in plain sight. These aren’t just business moves, they’re ethical obligations to your stakeholders.

When you structure your business so everyone does their highest-value work, you don’t just increase profitability, you also deliver better client service. Read more: matching work with appropriate skill levels, law firm efficiency, profitability, and more in the Profit First for Lawyers book. Order your copy today!

The Profit Leak Assessment is a practical, on-demand course to help law firm owners find thousands of dollars in potential profit leaks. Karli teamed up with Evelyn Aucoin, Financial Literacy and Strategy Expert with How To Manage A Small Law Firm to create this resource for law firm owners. Click the link below to start plugging the profit leaks in your firm. Your future self will thank you for it!

• Discover more about How To Manage A Small Law Firm
• Subscribe to the Profit First for Lawyers podcast
• Watch episodes on YouTube
• Follow Profit First For Lawyers on social media: LinkedIn | Instagram | Facebook

And most importantly, order your copy of Profit First for Lawyers today!

– RJon Robins, author Profit First for Lawyers

Have you been spinning on the hamster wheel working countless hours while profitability eludes you? Nequosha Anderson, founder of Anderson Law Firm, knows that feeling intimately. Despite her data science background, she found herself trapped in the cycle of working harder instead of smarter. Her journey from struggling law firm owner to profitable practice reveals why education about the business side of law is critical, and why redefining “profit” beyond just money changes everything.

Which is why one particular segment from Chapter 4 (page 28-29) of the Profit First for Lawyers book resonated with Nequosha’s experience. RJon’s explanation of how law firm owners lack business education and make problems worse by working harder on the wrong things hit home. She realized her tireless efforts were not actually accomplishing meaningful goals, and that something needed to change.

• Working harder on the wrong things compounds profitability problems rather than solving them
• Use profitability as your decision-making filter: If it’s not profitable, don’t do it
• Service and profit are married concepts, not opposing forces
• Profit isn’t just about money – it’s about happiness, health, and the ability to help others
• Stop making excuses and face the truth about what you really want
• You don’t need to understand every step of Profit First to know it will benefit your firm

Nequosha’s transformation demonstrates that once you face the reality of where you spend your time and energy, you can build a practice that serves you and your clients. Her message is clear: examine your definition of profit, figure out what you really want, and start taking the steps to build that life. You are cordially invited to live a profitable life. Will you accept the invitation?

The Profit Leak Assessment is a practical, on-demand course to help law firm owners find thousands of dollars in potential profit leaks. Karli teamed up with Evelyn Aucoin, Financial Literacy and Strategy Expert with How To Manage A Small Law Firm to create this resource for law firm owners. Click the button below to start plugging the profit leaks in your firm. Your future self will thank you for it!

• Connect directly with Nequosha Anderson at www.andersonlawfl.com
• Book mentioned: On Bullshit by Harry G. Frankfurt
• Discover more about How To Manage A Small Law Firm
• Subscribe to the Profit First for Lawyers podcast
• Watch episodes on YouTube
• Follow Profit First For Lawyers on social media: LinkedIn | Instagram | Facebook

And most importantly, order your copy of Profit First for Lawyers today!

– RJon Robins, author Profit First for Lawyers

If you’ve ever looked at your accounts receivables (A/R) as simply delayed income, this episode will completely change how you understand what those unpaid invoices are really costing you. In segments pulled from the A/R section of Chapter 13 (pages 120-121) and the A/R section from Chapter 14 (curated from pages 133-138) in the Profit First for Lawyers book, you’ll discover why outstanding A/R isn’t just inconvenient, it’s actively sabotaging your profits.

RJon breaks down the hidden mathematics of accounts receivables with a step-by-step demonstration that reveals how one non-paying client can force you to work two additional cases just to break even. But understanding the problem is only half the battle. RJon also lists the specific reports your bookkeeper should be providing you every month to stay on top of your firm’s A/R.

1. Every dollar you collect from A/R is pure profit since you’ve already incurred the costs to do the work
2. A good bookkeeper will generate aged A/R reports broken down in 30 day increments, with client name, contact info, and lawyer working on client matters
3. Unpaid invoices create a profit cascade effect that can force you to work multiple additional cases to break even on one non-paying client
4. Movement tracking in A/R reports reveals when staff members are doing unauthorized free work

If you’ve ever wondered why your firm stays busy but your bank account doesn’t reflect all that activity, this episode will connect some dots you may not want to see, but absolutely need to understand. Because you can’t keep working for free and expect to have a profitable law firm.

The Profit Leak Assessment is a practical, on-demand course to help law firm owners find thousands of dollars in potential profit leaks. Karli teamed up with Evelyn Aucoin, Financial Literacy and Strategy Expert with How To Manage A Small Law Firm to create this resource for law firm owners. Click the button below to start plugging the profit leaks in your firm. Your future self will thank you for it!

• Subscribe to the Profit First for Lawyers podcast
• Watch episodes on YouTube
• Follow Profit First For Lawyers on social media: LinkedIn | Instagram | Facebook

And most importantly, order your copy of Profit First for Lawyers today!

– RJon Robins, author of Profit First for Lawyers

When is the right time to start Profit First? In this episode, we hear from Marie Drake who went from struggling solo practitioner to a profitable multi-attorney law firm owner following Profit First Accounting Principles. She reveals the subconscious sabotage that almost derailed her Profit First journey, a challenge many entrepreneurs face when building wealth.

Marie also shares why one particular segment from Chapter 12 of the Profit First for Lawyers book resonated so deeply. In the clip, RJon explains the principles behind the behaviors of multimillion dollar law firm owners. Marie now understands these principles in ways she couldn’t when she first appeared on the podcast two years ago.

• Start Profit First with small percentages now rather than wait for higher revenue
• Automate profit allocation to remove decision fatigue and emotional interference
• Expect subconscious resistance when building substantial business reserves
• Commit to a 12-36 month testing period before evaluating results
• Having financial security enhances client service quality

Marie’s transformation demonstrates that Profit First isn’t just accounting methodology, it’s the foundation for building a business that serves both owners and clients at the highest levels. Her message to hesitant law firm owners is direct: Get off the fence and experiment with Profit First. After all, what do you have to lose?

The Profit Leak Assessment is a practical, on-demand course to help law firm owners find thousands of dollars in potential profit leaks. Karli teamed up with Evelyn Aucoin, Financial Literacy and Strategy Expert with How To Manage A Small Law Firm to create this resource for law firm owners. Click the button below to start plugging the profit leaks in your firm. Your future self will thank you for it!

• Connect with Marie Drake directly at www.thedrakelawfirm.com
• Listen to “Just Grow Up” featuring Marie Drake in 2023
• Subscribe to the Profit First for Lawyers podcast
• Watch episodes on YouTube
• Follow Profit First For Lawyers on social media: LinkedIn | Instagram | Facebook

And most importantly, order your copy of Profit First for Lawyers today!

– RJon Robins

If you’ve ever looked at cash coming into your firm and assumed that meant you were profitable, this episode is a wake-up call you can’t afford to miss. In a segment pulled from Chapter 13, page 118 in the Profit First for Lawyers book, you’ll hear about the crucial difference between cash flow and actual profit – and why confusing the two could quietly destroy your law firm.

In a conversational clip from the audiobook recording session, RJon breaks down the four key financial metrics every law firm owner needs to track. Karli joins in with questions to get clarity on why cash flow projections matter. RJon further illustrates the importance of knowing the difference between cash flow and profits with a cautionary tale about a multimillion dollar law firm that was secretly bleeding money. When RJon revealed the truth about what the financial reports actually showed, the owner’s response was…surprising. You’ll want to hear this conversation to understand why some business owners prefer comfortable lies over uncomfortable truths. This episode is a great reminder to go back and reread Profit First for Lawyers, Chapter 13 The Basics.

1. Cash flow measures money in and out while profitability measures whether you’re actually making money after all costs.
2. Positive cash flow can hide the fact that your law firm is slowly going out of business
3. Your balance sheet tells the real story. If you’re not reading it, then your business is flying blind.
4. Find out where your cash flow is coming from: new sales, borrowed money, or unfulfilled work?
5. You cannot delegate financial oversight completely. You must personally verify the systems are in place and review regularly to ensure they are being followed.

The Profit Leak Assessment is a practical, on-demand course to help law firm owners find thousands of dollars in potential profit leaks. Karli teamed up with Evelyn Aucoin, Financial Literacy and Strategy Expert with How To Manage A Small Law Firm to create this resource for law firm owners. Click the button below to start plugging the profit leaks in your firm. Your future self will thank you for it!

• Subscribe to the Profit First for Lawyers podcast
• Watch episodes on YouTube
• Follow Profit First For Lawyers on social media: LinkedIn | Instagram | Facebook

And most importantly, order your copy of Profit First for Lawyers today!

In this episode, what begins as a reflection on a single quote from Profit First for Lawyers evolves into a thoughtful discussion about personal growth, fatherhood, and the importance of redefining success for the season you’re in right now.

• Profit is more than financial.
• You can and should reevaluate your goals as your life evolves.
• Updating your inner software may involve letting go of ideas that no longer serve you.

Listen in for an exploration about how a profitable life requires flexibility, reflection, and a willingness to update the software that governs your thoughts, goals, and habits.

The Profit Leak Assessment is a practical, on-demand course to help law firm owners find thousands of dollars in potential profit leaks. Karli teamed up with Evelyn Aucoin, Financial Literacy and Strategy Expert with How To Manage A Small Law Firm to create this resource for law firm owners. Click the button below to start plugging the profit leaks in your firm. Your future self will thank you for it!

• Subscribe to the Profit First for Lawyers podcast
• Watch episodes on YouTube
• Follow Profit First For Lawyers on social media: LinkedIn | Instagram | Facebook

And most importantly, order your copy of Profit First for Lawyers today!

In this episode of the Profit First for Lawyers podcast, we look at what happens to your business and family if you get hit by a bus tomorrow. It sounds dramatic, but this sobering question matters more than almost anything else we’ve talked about so far. For a topic this important, RJon delivers some real talk about the difference between having a business versus having a job where you work for yourself. Here’s a hint: If your business cannot run without you, you don’t really have a business.

In a clip from the audiobook recording session, which has since become cutting room floor content, RJon breaks down what it really means to build a sustainable business. The reality is no logical person would invest in a business without understanding how it is expected to generate revenue and profit. So why would you ask your family to invest in a business that does not have clear systems for continuing on without you?

A second clip from a 2023 How To MANAGE a Small Law Firm Live Quarterly Meeting brings to light the three choices we all make when it comes to financial literacy. Choice one: become financially literate and be in control of your future. Choice two: remain financially illiterate and settle for life’s leftovers. Choice three: be financially literate but ignore your financials. The question both clips bring to the surface: Are you making the right financial literacy decisions?

The Profit Leak Assessment is a practical, on-demand course to help law firm owners find thousands of dollars in potential profit leaks. Karli teamed up with Evelyn Aucoin, Financial Literacy and Strategy Expert with How To Manage A Small Law Firm to create this resource for law firm owners. Click the button below to start plugging the profit leaks in your firm. Your future self will thank you for it!

Karli shares a recent conversation with RJon that left her silent and stunned. It started with a simple question and ended with a reality check so powerful it sent her into immediate action. The scenario RJon painted will make you rethink everything you know about protecting the people you love.

1. Life happens without warning so build systems that ensure your business can run without you
2. Financial literacy is a choice
3. Stop waiting for the “right time” to take action

This episode is a reality check about taking responsibility for both your business and your family’s future. Whether it’s building systems that allow your law firm to generate revenue without your constant presence Or creating legal documents that protect your loved ones, the message is clear: if you love them, plan like you won’t be here tomorrow.

• Subscribe to the Profit First for Lawyers podcast
• Watch episodes on YouTube
• Follow Profit First For Lawyers on social media: LinkedIn | Instagram | Facebook

And most importantly, order your copy of Profit First for Lawyers today!

In this episode, hear how law firm owner Xavier Martine has transformed his law mindset around his firm’s finances, from financial fear to full command of the numbers. As a member of How To Manage A Small Law Firm, he didn’t just grow his revenue, he rewired how he thinks about profitability, systems, and what it truly means to run a law firm like a business. After adopting Profit First Accounting principles, he began treating profitability like a new language, one he could study, speak, and eventually master.

RJon reminds listeners that profit management doesn’t require complex math. What it does require is clarity and a willingness to stop avoiding your law firm’s financials. The clip is pulled directly from Chapter 12 of the Profit First for Lawyers book. Read it and put the concepts into action to begin your journey towards financial fluency.

• Financial fluency is a language you can learn
• Profit is not a reward for what’s left over, it’s a decision made first
• Reading your financial reports helps prevent costly blind spots
• Setting profit goals raises your firm’s standards and performance
• Value and profit go hand-in-hand when service is prioritized

The Profit Leak Assessment is a practical, on-demand course to help law firm owners find thousands of dollars in potential profit leaks. Karli teamed up with Evelyn Aucoin, Financial Literacy and Strategy Expert with How To Manage A Small Law Firm to create this resource for law firm owners. Click the button below to start plugging the profit leaks in your firm. Your future self will thank you for it!

• Connect with Xavier Martine directly by visiting Martine Law
• Subscribe to the Profit First for Lawyers podcast
• Watch episodes on YouTube
• Follow Profit First For Lawyers on social media: LinkedIn | Instagram | Facebook

And most importantly, order your copy of Profit First for Lawyers today!

If you’ve been waiting for your next client or that one big case to swoop in and save your law firm’s profitability, this episode is your wake-up call. RJon drops some serious truth bombs about why chasing the next big thing is actually sabotaging your success.

To understand why profit cannot be an event, RJon breaks down the Primacy Effect (page 186-187) and how it is secretly blocking your law firm’s profitability. Here’s the kicker: you naturally pay attention to what comes first and ignore everything else. So when you put profit last (after payroll, bills, everything else), your brain treats profit as an afterthought. The solution? Flip the script entirely! Decide what you want to take out first before anyone else gets their hands on it, and force your business to get creative with what’s left over.

In a clip from a guest appearance on The Agile Attorney podcast hosted by John Grant, RJon delivers a vivid warning to law firm owners who have a hard copy version of the Profit First for Lawyers book. “You wouldn’t want your spouse or significant other to get their hands on my book if you’re not already doing Profit First, ’cause they’re gonna beat you with it until you do.”

Karli was in the podcast recording session with RJon and found the mental image of a law firm owner being hit with the Profit First for Lawyers book by their spouse for not taking their profit first humorous, until she realized she was guilty of the same offense. This “tea time” moment was when she knew there was no excuse for her or anyone not to take their profit first. This was one of the many reasons why she opened up her own personal profit account.

• How the Primacy Effect impacts your business success
• Why chasing the “next big thing” is not a profitable solution
• Your brain ignores what comes last, so make profit come first
• Don’t wait for a potential profit event. Build a profit habit.
• Small consistent actions are better than gambling on a “someday” windfall.

The Profit Leak Assessment is a practical, on-demand course to help law firm owners find thousands of dollars in potential profit leaks. Karli teamed up with Evelyn Aucoin, Financial Literacy and Strategy Expert with How To Manage A Small Law Firm to create this resource for law firm owners. Click the button below to start plugging the profit leaks in your firm. Your future self will thank you for it!

• Subscribe to the Profit First for Lawyers podcast
• Watch episodes on YouTube
• Follow Profit First For Lawyers on social media: LinkedIn | Instagram | Facebook

And most importantly, order your copy of Profit First for Lawyers today!

In this episode, Karli sits down with Kate Lincoln-Goldfinch, shares her law firm owner journey from struggling to hit $250,000 in her first year to being on track to break the $10 million barrier. She opens up about her resistance to putting profits first, the dark times of cash crunches, and how proper financial structures transformed not just her business but her entire life and relationships. Kate’s advice for early-career lawyers: choose curiosity over resistance, and say yes to opportunities for growth and learning.

In a clip from the recording studio for the Profit First for Lawyers audiobook, RJon Robins talks about how law school does little to prepare lawyers to be business owners. A story about  magic law firm management elves illustrates how many law firm owners run their business on fairytale thinking instead of taking action with a proper plan.

• Profit First creates personal and professional transformation
• Law school doesn’t prepare you for business
• Fire yourself by hiring people better than you
• Enjoy the journey, not just the milestones
• Be curious and open-minded

The Profit Leak Assessment is a practical, on-demand course to help law firm owners find thousands of dollars in potential profit leaks. Karli teamed up with Evelyn Aucoin, Financial Literacy and Strategy Expert with How To Manage A Small Law Firm to create this resource for law firm owners. Click the button below to start plugging the profit leaks in your firm. Your future self will thank you for it!

• Learn more about Kate Lincoln-Goldfinch
• Subscribe to the Profit First for Lawyers podcast
• Watch episodes on YouTube
• Follow Profit First For Lawyers on social media: LinkedIn | Instagram | Facebook
• Email us your feedback at podcast@profitfirstforlawyers.com

And most importantly, order your copy of Profit First for Lawyers today!

If your law firm feels like it eats cash faster than you can make it, you’re not wrong. The traditional approach to law firm finances is completely backwards. In this episode we are making the case for why you should stop procrastinating and finally take your profits first. RJon Robins, author of Profit First for Lawyers, explains why the typical formula of “sell as much as you can, pay everyone else first, keep whatever’s left over” simply doesn’t work for entrepreneurial law firm owners who want to be profitable on purpose.

• The traditional approach is backwards
• The reason why Parkinson’s Law also applies to money
• Why Profit First forces innovation
• Gain objective accountability across your entire business ecosystem
• Kick procrastination to the curb

The Profit Leak Assessment is a practical, on-demand course to help law firm owners find thousands of dollars in potential profit leaks. Karli teamed up with Evelyn Aucoin, Financial Literacy and Strategy Expert with How To Manage A Small Law Firm to create this resource for law firm owners. Click the button below to start plugging the profit leaks in your firm. Your future self will thank you for it!

Focus on Things That Matter with Daniel Ferro

Does Your Accountant Have An Entrepreneurial Mindset? with Oscar Ferenczi

Profit First – More Than Just A Book with Mike Michalowicz

• Subscribe to the podcast
• Watch episodes on YouTube
• Follow Profit First For Lawyers on social media: LinkedIn | Instagram | Facebook
• Email us your feedback at podcast@profitfirstforlawyers.com

And most importantly, order your copy of Profit First for Lawyers today!

• Subscribe to the podcast
• Watch episodes on YouTube
• Follow Profit First for Lawyers on Facebook, Instagram, and LinkedIn
• Order your copy of the book by visiting www.profitfirstforlawyers.com. Your future self will thank you for it.

Through real-world examples and practical advice, he demonstrates how law firm owners can shift from merely surviving to truly thriving. Ron’s insights go beyond simple number-crunching, touching on the psychological aspects of financial decision-making. He touches on the broader impact of a profitable business on employees, families, and communities.

This episode serves as a powerful capstone to the season, offering a roadmap for law firm owners to reimagine their practices, take control of their finances, grow their practice, and achieve the success they’ve always dreamed of.

“You made the decision to be a lawyer…You made the decision to start your law firm. You may not like your firm, but you have every opportunity to change that by working with How To MANAGE a Small Law Firm. Implement Profit First. It’s the combination of those two that are going to rocket fuel your law practice.” – Ron Saharyan

1. Practical steps for implementing Profit First, including the “$100 Challenge” for accountability
2. How Profit First can be a powerful growth tool for law firms of all sizes
3. Strategies for overcoming common financial hurdles and mindset blocks
4. The ripple effect of running a profitable law firm on personal life, staff, and community

– Episode 40: Enjoy the Suck with Ron Saharyan

 – My Money Bunnies: The Kid’s System to Money Management by Mike Michalowicz

– Profit First for Lawyers curated resource page

– Leave us a review on Apple, Spotify, Audible or wherever you listen to your favorite podcasts

• Subscribe to the podcast
• Watch episodes on YouTube
• Follow Profit First For Lawyers on social media: LinkedIn | Instagram | Facebook
• Email us your feedback at podcast@profitfirstforlawyers.com
• Order your copy of Profit First for Lawyers today!  https://htm.live/PF4L-Book-1 

To find out why some law firm owners have A/R, Darren explains the psychology behind money, why it’s often a taboo topic, and how to reset our money mindset. He encourages law firm owners to take action to properly manage A/R to banish lost opportunity cost and embrace law firm growth and profitability.

“If there is A/R that’s sitting out there, it needs to be part of your workflow. It needs to be a priority on your schedule. So schedule time during your week either you or members of your team are going to call or going to follow up with those clients and try to get that money collected.” – Darren Wurz

1. Understanding and overcoming the psychological barriers to discussing money and A/R
2. The importance of implementing systems to prevent A/R accumulation
3. Strategies for collecting existing A/R, including prioritization and time-based tracking
4. How proper A/R management impacts law firm growth

– Episode 61: The Lawyer Millionaire

– Darren Wurz, Wurz Financial Services / The Lawyer Millionaire

– RJon clip from chapter 13, page 120 of the Profit First for Lawyers book

– Profit First for Lawyers curated resource page

– Leave us a review on Apple, Spotify, Audible or wherever you listen to your favorite podcasts

• Subscribe to the podcast
• Watch episodes on YouTube
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• Email us your feedback at podcast@profitfirstforlawyers.com
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Dawn explains how using the SKU Calculator simplifies the often intimidating process of SKU analysis into a manageable process for law firm owners. She shares real-world examples of how detailing and tracking SKUs leads to a more profitable law firm.

“Some of the benefits of using the SKU Calculator and doing your SKUs is that it clearly shows you what the cost is of producing whatever service you’re providing.” – Dawn Mobley

1. Understanding SKUs and their importance in law firm management
2. How SKUs can help identify opportunities for delegation and optimization
3. The relationship between SKUs, profitability, and efficient service delivery
4. Practical tips for implementing SKU analysis in your law firm

In this segment, Dawn shares an audiobook clip of her favorite part of the Profit First for Lawyers book. She focuses on Chapter 5, specifically Production, the third of The 7 Main Parts of Every Successful Law Firm. Dawn discusses the importance of documented systems and procedures for every role and task in a law firm. Additionally, she reflects on a profitable action she has taken over the last year inspired by RJon’s teachings. An impactful use case for how these concepts can be personally beneficial.

– Episodes featuring Production: Ep 13 & Ep 64

– SKU Calculator from the Profit First for Lawyers curated resource page

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To drive home the simplicity of understanding COGS, RJon employed a unique approach: he taught the concept to a group of teenagers. These teens then presented it on stage to their lawyer parents at a How To MANAGE a Small Law Firm Live Quarterly Meeting. This innovative method not only simplifies COGS but also demonstrates why understanding this metric is crucial for law firm owners to identify their most profitable services and make informed decisions on their offerings.

Ready to transform your law firm’s profitability? Tune in to learn how knowing your COGS could be the boost your practice needs!

“You cannot lose money on your gross profits and think you’re going to make it up on volume, notwithstanding the fact that lots of lawyers try to do that. Eventually you got to pay the piper.” – RJon Robins

1. How COGS can reveal which law firm services are truly profitable
2. The simplicity of COGS when broken down into basic components
3. The relationship between gross revenue, COGS, and net profit

–  Chapter 15 of Profit First for Lawyers by RJon Robins

–  Episode 67: Labor Cost Ratio: Unlocking Law Firm Profitability with Greg Crabtree

–  Profit First for Lawyers curated resources page

–  Leave us a review on Apple, Spotify, Audible or wherever you listen to your favorite podcasts

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“Truth is reality. Reality is truth. Truth does not depend on us to approve of it…Truth doesn’t depend on us to like it. Truth doesn’t depend on us to agree with it. Truth is what truth is. It is just reality.” – RJon Robins

1. The danger of confusing positive cash flow with profitability
2. The importance of looking beyond surface-level financial indicators
3. The risks of ignoring financial realities in your law firm
4. The value of seeking objective opinions and trusting data over gut feelings
5. The necessity of checking your ego when making business decisions

– Ep 45: Secrets To Bookkeeping That Does Not Suck with Sherri Mansell

– Profit First for Lawyers curated resource page

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Greg breaks down complex financial concepts into actionable insights for law firm owners. His practical advice on implementing and interpreting labor efficiency ratios provides a roadmap for increased productivity and sustainable growth even in challenging economic times.

“Entrepreneurs think they can grow their way out of lack of profit. And we call that, stage one of denial. So you got to fix it before you can grow it.” – Greg Crabtree

1. Understanding and implementing the 2:1 labor efficiency ratio
2. Differentiating between direct labor and management labor
3. Strategies for balancing high and low efficiency across different roles
4. The challenges of having ‘protected species’ on payroll and the need for fair evaluation
5. Using the calendar as a productivity tool instead of to-do lists

– Labor Cost Ratio Episode 67 with Greg Crabtree

– ‘Simple Numbers, Straight Talk, Big Profits’ by Greg Crabtree

– Ep 63: How To Hire (And Keep) A Superstar Staff with Nichole Hanscom

– Profit First for Lawyers curated resource page: Labor Cost Ratio worksheet

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Greg Crabtree, author of ‘Simple Numbers, Straight Talk, Big Profits,’ dispels accounting myths and reveals the simple truth behind labor and profit. By breaking down complex financial concepts, Greg makes them accessible to law firm owners at every stage of their firm’s growth, regardless of current revenue.

“Labor is the only cost that comes to work every day with an attitude. And it’s got some good days and it’s got some bad days. And I’ve got to find a way to get it to perform consistently. That is in its best interest and my best interest. And then we both win.” – Greg Crabtree

1. The role of labor cost ratio in law firm profitability
2. Understanding the 2:1 ratio of gross margin to labor costs
3. How to categorize and balance different types of labor in a law firm
4. The concept of capital heavy, moderate, and light businesses
5. The importance of proper capitalization and cash reserves
6. Addressing owner compensation and distributions

– ‘Simple Numbers, Straight Talk, Big Profits’ by Greg Crabtree

– Ep 45: Learning “bookkeeper-ese” in Secrets To Bookkeeping That Does Not Suck with Sherri Mansell

– Profit First for Lawyers curated resource page: Labor Cost Ratio worksheet

– Leave us a review on Apple, Spotify, Audible or wherever you listen to your favorite podcasts

–  Buy your copy of Profit First for Lawyers

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Set against the backdrop of Miami’s scenic coastline and an approaching storm, RJon offers a uniquely engaging perspective on mastering law firm finances. His straight-forward, no-nonsense style breaks down the value of monthly financial reports without resorting to complex math. Lean in and listen as RJon makes sense of the data your bookkeeper sends each month in a way that’s both accessible and actionable.

“If I only had one financial report to look at every month, I would look at my Budget Variance Report. “

– RJon Robins

• RJon’s insights on interpreting and acting on financial data
• The four reports every law firm owner should review each month:
  • 12 Month Forward Looking Budget
  • Cash Flow Projection
  • Budget Variance Report
  • Work in Process (WIP)
• How these reports can prevent cash crunches and improve profitability

– Page 111 in the Profit First for Lawyers book

– Ep 45: Secrets To Bookkeeping That Does Not Suck with Sherri Mansell

– Profit First for Lawyers curated resource page

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With over a decade of experience running their law firm, the Phillips found themselves at a crossroads, questioning whether to keep their doors open. Their story takes an inspiring turn as they reveal how implementing systems and processes, along with a crucial mindset shift, led to significant increases in their business..

“Happier attorneys don’t just make more money, but we’re also better attorneys for our clients because we’re happier.” – Sarah Phillips

We not only hear the highlights of these professional moments, but also learn how these changes improved their quality of life. This demonstrates the direct correlation between personal satisfaction and financial success in law firm management. This episode showcases the profound truth behind one of RJon’s famous sayings, “Happy Lawyers Make More Money”.

• Implementing systems and processes led to nearly doubling of their business
• Set clear boundaries with clients, including communications policies
• Overcome the fear of change and embrace new business practices
• Focus on personal, professional, and financial goals in your business planning

– Brad and Sarah in Bonus Ep: Law Firm Pitfalls and Solutions 

– Phillips Welcome Packet on the Profit First for Lawyers curated resource page

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“Your systems don’t need to be perfect. If you wait till your systems are perfect, your systems will be useless.” – RJon Robins

• Schedule a set time each week to document your law firm’s systems
• Start with one process and break it down step-by-step
• Implement and test your documented systems, then refine as needed

1. Why clear motivation is crucial for implementing systems
2. Understanding that initial systems may be imperfect, but are necessary
3. Recognizing systems in everyday life and business.
4. How lack of systems leads to personal sacrifice and inefficiency
5. The importance of “quiet courage” in building effective systems

– Page 34 & Ep 15: The 7 Main Parts of Every Successful Law Firm: PRODUCTION

– Profit First for Lawyers curated resource page

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This episode offers a roadmap for transforming your law firm into an A-plus business that attracts and retains A-plus talent. Whether you’re struggling with high turnover or looking to take your team to the next level, Nichole’s wisdom and actionable tips will help you build a thriving, profitable law practice.

If you want A-plus employees, you have to start building an A-plus business. You have to become an A-plus leader.

1. Recruiting Superstar Staff
   • Use professional recruiters to find top talent
   • Look beyond job boards and work your network
2. Effective Onboarding
   • Invest time in proper onboarding for new hires
   • Ensure new employees understand your mission, vision, and values
3. Leadership Skills
   • Develop self-awareness as a leader
   • Aim to hire people smarter than yourself
4. The Importance of Job Descriptions and KPI’s
   • Use objective metrics to evaluate employee performance
   • Protect both employees and employers from favoritism
5. Hiring Experienced vs. Newly Barred Attorneys
   • The benefits of hiring more experienced, higher salaried lawyers
   • How to calculate return on investment for higher-paid employees
6. Niche Down and Dominate
   • The power of specializing in a specific area of law
   • How niching down can improve marketing, hiring, and systems

– Ep 53 with Nichole Hanscom: Stages of Law Firm’s Growth

– Profit First for Lawyers curated resource page

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“If someone isn’t growing with your organization every month, every quarter…your organization isn’t really doing its entire job.” – RJon Robins

1. Overcoming Hiring Fears
   • Your people are your most appreciable asset
   • Investing in your team can yield unlimited returns
   • A well-built team allows you to focus on leadership rather than “plate spinning”
2. Defining Team Player Categories
   • A-Players: Aligned with your mission and purpose
   • B-Players: Like you but not necessarily motivated by your mission
   • C-Players: Ambivalent about the job
   • D-Players: Passive resistors
   • F-Players: Actively in revolt
3. Creating Systems for Success
   • Importance of documented policies, procedures, and job descriptions
   • Regular performance reviews to track growth and alignment
   • Focus on the problem, not there person, when addressing issues

– Ep 15 The 7 Main Parts of Every Successful Law Firm: Part 4 – People Audio | Video

– Profit First for Lawyers curated resources page

– Leave us a review on Apple, Spotify Audible or wherever you listen to your favorite podcasts

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In this bonus episode of the Profit First for Lawyers podcast, we hear about the common pitfalls law firm owners face and how to overcome them. This episode is packed with actionable advice by experts from How To MANAGE a Small Law Firm and law firm owners to help you grow your business.

1. Underperforming Employees (Evelyn Aucoin)
   • Don’t hesitate to let go of toxic or underperforming employees
   • The cost of keeping them affects your law firm’s culture and performance
2. DIY Mentality (Nichole Hanscom)
   • Avoid the “I’ll do it myself” trap
   • Focus on your zone of genius and delegate other tasks
3. Phone Dependency (Bradley Phillips)
   • Taking the phone out of your hands forces you to create systems
   • This leads to better organization, intake processes, and client satisfaction
4. Sales Mindset Issues (Tania Music)
   • Don’t tie your self-worth to sales outcomes
   • Stay curious and focused on understanding clients’ needs
5. Inefficient Task Distribution (Beckie Moriello)
   • Assign tasks to the lowest paid competent employee
   • It’s about serving clients better, not being “too good” for certain tasks
6. Financial Oversight (Sherri Mansell)
   • Review your numbers monthly
   • It’s not too late to course correct, get started now
7. Marketing Metrics (Brian Horn)
   • Know your numbers for all marketing channels
   • Create easily accessible dashboards for quick insights
8. Marketing Spend Control (Sarah Phillips)
   • Track the source of every lead
   • Be ready to quickly fire underperforming vendors
9. Commitment to Goals (Erika Ferenczi)
   • Give yourself fully to your goals
   • If you say yes to something, play all in

• Regularly assess and address issues with employees and task distribution
• Implement systems that allow you to focus on high-value activities
• Stay client-focused on your sales and service approach
• Maintain a close eye on your financials and marketing metrics
• Commit fully to your goals and decisions

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RJon breaks down the three key elements that define a successful law firm:

1. It serves you financially by generating enough profit for you to live the life you want.
2. It serves you personally by giving you control over your time and supporting your family life.
3. It serves you professionally by allowing you to make a positive impact in the world.

RJon argues that taking profit first is an ethical obligation, not just a nice-to-have. Clients expect and deserve to have a lawyer who is in the right frame of mind to provide the best possible service. Financial struggles and the resulting stress and distractions prevent lawyers from showing up as the best possible versions of themselves for their clients, which also has a negative impact on their family and personal life.

• A successful law firm serves you financially, personally, and professionally
• Taking your profit first is good for everyone (you, your firm, your family, your clients, and your staff)
• The Profit First for Lawyers book lays the foundation for law firm owners to implement the Profit First methodology found in the Profit First book by Mike Michalowicz

Resources & Newsletter

How To MANAGE a Small Law Firm

Connect with Darren Wurz, Wurz Financial Services / The Lawyer Millionaire

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We are taking a mid-season break after this episode to bring back some of your favorite segments from the first season. Stay tuned for updates and behind-the-scenes content on our social media channels and in our newsletter. We’ll be back in June with even more great content!

RJon uses ice cream flavors to demonstrate that when clients focus on the outcomes they desire, price becomes a secondary concern. He illustrates this by walking a How To MANAGE a Small Law Firm member through an exercise that showcases the flexibility of pricing based on what they do or do not value.

• Control your inner voice and maintain a calm (and boring) approach to sales.
• Help clients decide what they want before discussing price.
• Be aware of the 10 common sales mindset issues that can hinder success
• Focus on being useful to your clients and bringing value to the table.

Sales Call Script

Ep 52: Fear of Success

Ep 7: You Are Exhausted…Or Are You?

How To MANAGE a Small Law Firm

Part 1: Sell Is Not Just Another Four Letter Word Ep 57

Part 2: Sales Mindset: It’s Not About You Ep 58

Part 3: G.A.S. Calls: How to Sell Legal Services To Repeat Clients Ep 59

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We begin with a clip from RJon who introduces the concept of G.A.S. Calls, which stands for “give a shit calls.” These calls involve genuinely caring for your clients, checking in on them, and offering help or resources even if it doesn’t directly result in new business for your firm. By consistently showing clients that you care, you stay top of mind and increase the likelihood of future business and referrals.

Tania further expands upon this by offering practical and actionable tips for getting started with making G.A.S. Calls. She encourages law firm owners to involve their team, and make G.A.S. Calls a regular part of their law firm’s practice. She gives several examples of law firm owners who have seen massive growth after implementing G.A.S. Calls on a regular basis.

• G.A.S. Calls are about genuinely caring for clients, not just seeking new business
• Consistently showing clients that you care leads to increased referrals and revenue
• Overcoming fear and dedicating time to G.A.S. Calls is crucial for business growth
• Involve your entire team and schedule an entire day to make G.A.S. Calls

In this segment, Tania introduces an RJon clip from the Profit First for Lawyers audiobook studio session that addresses the importance of embracing law firm profitability and growth. He challenges the notion that lawyers want anything less than a fully successful business. RJon points out that a more successful law firm typically helps more people or provides greater value to the same number of clients.

Expanding on RJon’s perspective, Tania builds upon this idea by challenging the limiting belief that profit is bad or that staying small is more noble. Instead, she argues that profit is necessary for a law firm to achieve its full potential and make a greater impact. This approach benefits everyone – clients, employees, and the law firm owner’s family. This segment underscores the transformative mindset shifts necessary for law firm owners to build successful and impactful businesses, aligning with the core principles in the Profit First for Lawyers book.

G.A.S. Calls Script

How To MANAGE a Small Law Firm

Part 1: Sell Is Not Just Another Four Letter Word Ep 57

Part 2: Sales Mindset: It’s Not About You Ep 58

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RJon talks about why focusing on marketing fundamentals like Direct Response Marketing are instrumental in building your business. Even when new trends or technology are gaining momentum, he advises against getting swept away (and distracted) from your core messaging and ideal client avatar. Instead he suggests testing out the latest marketing trends while maintaining proven marketing.

When working with marketing agencies, small law firm owners need the ability to track and measure all marketing dollars. RJon points out that some marketing agencies fail to ask crucial questions about your target audience, ideal client, and the law firm’s unique value proposition. This approach can lead to unpredictable, unsatisfactory, and costly results.

• Build your marketing based on fundamentals, not just trends and technology
• Get clear on your message: Identify who you’re helping, why you’re helping them, and how you’ll make their life better
• Focus on attracting and nurturing relationships with your ideal clients
• Work with marketing agencies that track and measure marketing campaigns and prioritize strategy over tactics

Full Marketing Webinar on DHIA Website

Profit First for Lawyers Resources

How To MANAGE a Small Law Firm

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The biggest challenge in helping law firm owners grow their business is getting them to believe it’s possible. Many sabotage their own success by believing that success is “for someone else,” making it more complex than it really is. However, the principles of building a successful law firm are simple and predictable. Listen in as RJon uncomplicates your path to business success with an informative explanation of The 7 Main Part of Every Law Firm: Marketing, Sales, Production, People, Physical Plant, Money & Metrics, and YOU!

• Think like a business owner, not just a lawyer, when running your law firm
• Focus on simplifying the seven parts of your law firm
• Don’t overcomplicate the process of building a successful law firm
• Believe in the possibility of achieving your goals

Create A Business Plan To Maximize Your Profits Ep. 51 with Erika Ferenczi

The 7 Main Parts of Every Successful Law Firm Chapter 5 from the Profit First for Lawyers book

Business Plan Workbook

The 7 Main Parts of Every Successful Law Firm series based on Chapter 5 of the Profit First for Lawyers book is something long-time listeners will remember from the first season of the podcast. Links to these popular “Tea Time with Karli” episodes can be found below:

Ep. 9, Ep. 11, Ep. 13, Ep. 15, Ep. 17, Ep 19, Ep. 21, and recap Ep 23

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Erika removes the barriers to building your business plan with a simple and strategic process that removes what many law firm owners feel is a complicated and time-consuming document. The fact is your business plan should explain in plain English how the business will make a profit and provide the money the owner needs to live the life they want to live.

To create a business plan, Erika suggests these steps:

1. Identify where you are now and where you want to be in terms of personal, professional, and financial goals.
2. Determine the number of sales, leads, and consultations needed to reach your revenue target.
3. Smaller law firm owners should develop a marketing plan focused on grassroots strategies to generate leads
4. Outline the seven parts of the business: marketing, sales, production, people, physical plant, financial reports, and you.
5. Identify the skills you need to develop as a business owner to be more successful.

• A business plan should be simple, straightforward, and focused on achieving your personal and professional goals.
• Reverse engineer your goals to determine the sales, leads, and marketing efforts needed to reach your targets.
• Your success in life will be directly related to the level of accountability you have with yourself.
• Think about buying two different hats to represent the two hats you wear as both a lawyer and law firm business owner.

• Business Plan Workbook
• How To MANAGE a Small Law Firm
• HTM App

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In a never-before-heard clip from the studio, RJon and Karli discuss why law firm owners need a business plan they can take action on. He emphasizes the need for every law firm owner to have a documented plan explaining how they plan to:

• Attract clients
• Make sales
• Deliver products or services
• Generate revenue consistently and predictably
• Convert revenue into profit reliably
• Establish systems, processes, and procedures for the business to continue functioning even if the owner steps away

To further illustrate a practical (and profitable) way to approach the mindset around building a business, we play a clip from “Killing Your Ego with Raul Longoria”. In this clip, Raul shares his experience of RJon challenging his new graphic design business. RJon helped Raul realize that he was creating a job for himself rather than a sustainable business opportunity.

• A written business plan is crucial for the success and sustainability of your law firm
• Don’t feel bad if you’ve invested in a business without a clear plan; learn from it and move forward
• Build a business that can function independently of you

Profit First for Lawyers Workshop

Profit First for Lawyers book

Killing Your Ego, Ep 8 with Raul Longoria

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RJon explains that “The Doctrine of Sacrifice” traces its roots back 500 years to a lawyer who was canonized as the patron saint of lawyers. This doctrine:

• Elevates sacrifice above all else, holding that sacrifices is the end and not just the means
• Celebrates sacrifice for the sake of sacrifice, presupposing that sacrifice is good for its own sake
• Leads lawyers to compare and brag about how much they sacrifice without focusing on the value they create

RJon’s definition of profit is something you exchange that you value more of something you exchange for something you value less. This stems from a voluntary exchange where both parties profit. He stresses that businesses will not profit without helping others profit as well.

He emphasizes that clients care about the value they receive and not how much a lawyer sacrificed working on their case or matter. Which highlights one way sacrifice can limit the ways in which lawyers create value for their clients and ultimately for themselves.

RJon and How To MANAGE a Small Law Firm executive Oscar Ferenczi discussed this is further detail during the 12 Days of Law Firm Growth. Lawyers who focus on what they want out of life reject this common concept. By doing so, lawyers can:

1. Take control of their lives and do thing that serve them
2. Be happier, more productive, and more profitable
3. Reach their fullest potential and help more people in the process

• “The Doctrine of Sacrifice” is a harmful belief that celebrates sacrifice for its own sake
• Clients care about value, not how much lawyers sacrifice
• Profit is exchanging something you value less for something you value more
• Rejecting “The Doctrine of Sacrifice” leads to a happier, more productive, and more profitable life.

Profit First For Lawyers Workshop

Season 1 episode with Oscar Ferenczi

12 Days of Law Firm Growth on the Doctrine of Sacrifice featuring Oscar Ferenczi

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RJon breaks down how he defines a successful business into three key areas:

1. Financial Success: The business must provide enough profit to support your desired lifestyle
2. Personal Success: The business must allow for work-life balance, quality time with family, and personal well-being.
3. Professional Success: The business should enable you to do work you enjoy, for clients you like, with a team you respect.

He stresses that success in all three areas is essential, and that focussing on just one or two areas is not enough.

In the clip, we hear RJon walk through an exercise with a How To MANAGE a Small Law Firm member, demonstrating how to create quantifiable definition of success. He emphasizes the importance of setting specific, measurable goals in each area, such as:

• Financial: Desired annual profit and gross revenue
• Personal: Percentage of kids’ activities attended, number of date nights, and vacation days
• Professional: Number of people helped or lives improved through your work

By setting clear, quantifiable goals you can track your progress and make informed decisions about your business and life.

• Define success on your own terms, not based on others’ expectations
• Create a quantifiable definition of success for each area (financial, personal, and professional)
• Set specific measurable goals to track progress and drive decision-making
• Regularly assess your business’s performance against your definition of success
• Make changes as needed to ensure your business serves your life, not the other way around.

Profit First for Lawyers Workshop

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To answer those questions, RJon explains how Parkinson’s Law, the Primacy Effect, and Plate Size are foundational frameworks for Profit First methodology. Understanding these key concepts is a must for law firm owners ready to kick the ‘profit last” mentality to the curb and embrace profit first.

Parkinson’s Law: The demand for resources will always expand to match its supply. Which is why adopting Profit First accounting principles forces businesses to creatively operate within smaller operating expense budgets by allocating profit first.

The Primacy Effect: We pay more attention to what comes first and ignore the rest. As business owners traditionally put profit last, Profit First reverses the order from:

Sales/Revenue – Expenses = Profit

to

Sales/Revenue – Profit = Expenses

Thus making the act of taking profit a habit rather than an event.

Plate Size: Portion control refers to more than just a meal. Using an analogy of plate size affecting food portions, RJon explains how Profit First uses separate income accounts to control profit “portions”, limit expenses, automatically set up reserves for annual expenses like taxes, and more.

Listeners of the Profit First For Lawyers podcast are invited to attend an upcoming Profit First for Lawyers Workshop.

The free one-day events are for law firm owners who are serious about making their law firm more profitable. Join us at our next live workshop.

• Put profit as the top priority before covering expenses
• Focus on what comes first
• Use smaller “plates” or accounts to portion control your business finances
• Automate your profit first allocations

Podcast episode resources

Reserve your seat at the Profit First for Lawyers Workshop

Mike Michalowicz and the Primacy Effect (Ep. 42)

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RJon picks up the conversation from last week’s episode by discussing How To MANAGE a Small Law Firm’s definition of a successful law firm – one that serves the owner in at least three ways:

1. It must serve you financially by providing enough income to live the lifestyle you want.
2. It must serve you professionally by giving you a platform to make a positive impact and work with people you enjoy.
3. It must serve you personally by running efficiently so you can step away confidently.

RJon focuses on the importance of hiring experienced lawyers who can hit the ground running, rather than lower cost inexperienced lawyers who require more training. The cost of onboarding and potential turnover make hiring experienced lawyers more profitable in the short and long term. As part of a path to overall growth, RJon also emphasizes the importance for law firms to support their team members’ personal and professional goals.

RJon provides an overview of his new book Profit First for Lawyers, which he wrote as a rallying cry for law firm owners to put their profits first. He explains that even if you’ve read the Profit First book by Mike Michalowicz, this book builds on the Profit First methodology with specific applications and insights for lawyers. He walks through the table of contents touching on key topics like why CPAs may resist Profit First, how GAAP accounting standards differ from law firm needs, tracking Total Owner Benefits, and more.

• The Profit First methodology offers a unique framework for financial management in the legal industry.
• Successful law firms should aim for growth that benefits owners personally, professionally, and financially.
• Strategic hiring and investing in experienced professionals, can significantly enhance firm profitability, service delivery, and efficiency.
• Hiring superstar staff and graduating employees demonstrates a healthy, growth-oriented culture.
• Small boosts in law firm profitability can translate to more free time and improved quality of life.

How To MANAGE a Small Law Firm https://howtomanageasmalllawfirm.com

The Managing Partners Podcast with RJon Robins Ep 281 https://thisisarray.com/managing-partners-podcast/episode-281-rjon-robins

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RJon shares his transformative journey from financial adversity to profitability. This episode focuses on the critical mindset shift law firm owners should embrace as entrepreneurial professionals who sell legal services. RJon’s insights into ethical profitability and strategic business management serve as a guide for law firms seeking sustained growth and success. Look for the second episode of the two-part series next week.

• The simplicity of running a law firm with the right processes and mindset
• How To MANAGE a Small Law Firm is for entrepreneurial law firm owners
• The ethical obligation of law firm owners to market their services and the importance of running a profitable law firm
• The marketing and profit misconception
• The transformative impact law firm owners experience when adopting the entrepreneurial mindset

A new season of the Profit First For Lawyers is coming soon! Be sure to subscribe to the podcast to get the latest episodes the moment they are released. Visit https://profitfirstforlawyers.com/subscribe

How To MANAGE a Small Law Firm https://howtomanage.com

The Managing Partners Podcast https://thisisarray.com/managing-partners-podcast/episode-280-rjon-robins

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This podcast was launched in advance of the Profit First For Lawyers book publish date. All while RJon was in Paris. The surprise reveal about the podcast to RJon at the July Live Quarterly Meeting (LQM) made for some fun moments on stage.

In a never before seen video from Paris, RJon filmed his experience at a chocolatier. In true RJon fashion, a cup of hot chocolate turned into an insightful teaching moment.

As we wrap-up the season we sat down and spoke with members of Team RJon to shares their favorite moments and look back on the promise and goals we had for the podcast when it launched in June 2023.

Putting together a podcast with Team RJon and featured guests from distances near and far made for informative and sometimes humorous moments captured on video.

Live Quarterly Meeting (How To Manage A Small Law Firm event)

Killing Your Ego (ep 8)

Procrastination & Your Favorite Ice Cream Flavor (ep 10)

Lina’s bonus video

Listen to From The Vault featuring a robust archive of RJon

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Mike shares the story behind Profit First, which he developed after nearly losing everything when his business collapsed. This experience prompted him to study what makes companies profitable. His revelation? Apply the same personal finance “pay yourself first” principle to business finances.

Thus, Profit First was born. Now over 800,000 companies use Mike’s approach of taking a percentage off the top for profit before paying business operating expenses. Mike simplifies profitability to this truth – you must be profitable to get out of debt. Taking profit first builds momentum and fuels growth.

Beyond emphasizing mindset shifts, Mike provides three tactical tips for getting started with Profit First:

• Start slow and let it grow: Begin with just 1% of income to build habits over time
• Use your existing bank: You must see Profit First working
• Reach for potential: Look at fiscally elite performers in your industry and aim higher

We share the forward from Profit First For Lawyers written and read by Mike Michalowicz about an experience he had with RJon and a Tesla.

• Episode 16 Profit First For Lawyers Interview with Ron & Julie Pollack
• Mike Michalowicz | www.MikeMotorbike.com

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“If you implement what I’m going to be sharing with you in this book, your law firm will definitely become more profitable.”

RJon Robins, Profit First For Lawyers, Chapter 1

In this episode, Karli speaks with law firm owners who share personal and professional results after implementing Profit First. We hear from lawyers new to Profit First and lawyers who have followed Profit First principles for years.

Personally, many saw profits accumulate into substantial savings. Others took dream trips or were able to profitably transition to remote work so they could spend more meaningful time with family.

Professionally, featured lawyers grew revenues exponentially in months or saw consistent monthly profits after years of breaking even. A few shared how this newfound profitability has given them more confidence and peace of mind. All shared how Profit First changed both their business and personal lives.

To see each of the lawyers featured in this episode visit our podcast on YouTube.

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We also hear about how Ron’s childhood friendship with Profit First author, Mike Michalowicz turned into the Profit First Professionals which is approaching a 10-year milestone.

“Profit First does not care what your current financial situation is. It is a framework that will allow you to build the financial muscle memory to help you get out of that financial situation and also prevent you from falling back into it.”

Ron Saharyan Co-FounderProfit First Professionals

• Start Small: Begin by scrutinizing your P&L to find 3-10% you can allocate to profit.
• Enjoy the Suck: Reversing years of financial processes and mindset will take time. Be prepared for an adjustment period.
• Get Support: Lean on your support system (like How To Manage A Small Law Firm) for guidance and answers to your questions.

RJon shares his own Profit First journey from nearly going under to running a multi-million dollar business. He explains in a Facebook Live clip why the typical excuse of “I’ll begin Profit First once I become profitable” is invalid – Profit First principles lead to profitability.

• Profit First Professionals
• Grow My Accounting Practice Podcast episode featuring RJon Robins

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RJon talks about why being profitable professionally and personally is equally important as being profitable financially. He shares the story of “boat days” which produced invaluable business insight and personal satisfaction despite there being more lucrative ways to spend four days. RJon contends that the value he received far outweighed what he would have earned speaking on stages or hosting a workshop. Which illustrates his model of alignment between professional, personal, and financial success.

Oscar Ferenczi: Ep 28 Does Your Accountant Have An Entrepreneurial Mindset?

The Power of TED by David Emerald

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In Chapter 16 of the Profit First for Lawyers book, RJon compares the attributes of disengaged legal clients to how some lawyers treat their bookkeepers.

From showing up late (or not at all) to meetings and expecting their lawyers to read their minds to shirking responsibility or not participating meaningfully in their case. These clients can be the most challenging to work with due to their lack of commitment and attention. Typically these are the same clients who often do not get the best outcomes.

RJon challenges listeners to take a look at their actions with their bookkeeper. Are they attentive and responsive to their bookkeeper’s questions? Are they an active participant ensuring their bookkeeper has what they need to complete financial reports accurately? 

RJon reminds us that the purpose of bookkeeping is to provide a historical record for both tax purposes and to inform on strategic financial decisions going forward. So to avoid being your bookkeeper’s “sucky client” be proactive and clear in your communication. 

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During a recording session, Karli asked RJon for clarity about why some law firm owners use household money meant for children’s education or other family expenses to fund their business. RJon calls this practice of paying for business expenses with household money a form of embezzlement. This is a hot-button topic he has spoken about at local bar association events in the past which has gotten him uninvited to future events.

We hear from lawyer, Nikita Wolf who shares her struggles after opening a new law firm. The challenges of building a client base coupled with using savings and borrowing money from family to pay bills. She talks about how transitioning her business model with How To Manage A Small Law Firm and reading the Profit First for Lawyers book is already starting to transform her business.

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Your future self will thank you!

Running a profitable law firm requires a strategic bird’s eye view. Ale shares how struggling law firm owners stay bogged down in day-to-day tasks such as answering phones or cleaning toilets. This “ground level” thinking focuses on control and quality, but fails to effectively delegate those tasks, create systemized processes, or build in profitability.

“The only way for your law firm to grow is for it to help more people.”

RJon Robins

• Categorize overhead (Static or Dynamic) expenses.
• Hire team members who can operate more strategically than you
• Develop systems for accountability rather than to micromanage
• Invest in areas such as marketing, training, and planning
• Learn and then learn some more:
  • Attend business education courses/events
  • Gain insight from profitable law firm owners

Profitability requires elevating your mindset. By taking flight you grow your firm’s capacity to serve more clients at a higher level. Plus, with increased profits, your law firm will attract rockstar team members to further your business goals.

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Your future self will thank you!

RJon goes into detail about the differences between Static Overhead and Dynamic Overhead. He explains Static Overhead as fixed costs like rent, utilities, and subscriptions. Dynamic Overhead expenses include marketing, staff training, and financial planning. While Static Overhead costs are necessary to conduct business, these types of overhead expenses do not directly boost growth or increase profits. On the other hand, Dynamic Overhead fuels expansion and increases growth opportunities.

To illustrate the difference, RJon shares a cautionary tale about a law firm with stalled growth. Upon investigating the firm’s tightly controlled marketing budget, it was revealed that a successful employee networking initiative delivering great ROI was sidelined by an overzealous controller. By capping the dynamic marketing initiative, the firm likely missed out on hundreds of thousands in profits.

• Categorize your overhead expenses as either static or dynamic
• Look for opportunities to invest more in dynamic activities
• Don’t let static caps limit areas of growth

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Your future self will thank you!

Their conversation revolves around a clip from a Facebook Live in 2021 of RJon talking through an early draft of the Profit First For Lawyers book. In the clip, RJon challenges the assumption that running a highly profitable law firm requires extreme luck or privilege. He asserts that if instead of making excuses, struggling lawyers spent time with highly successful lawyers they would realize the only difference is the choices made – choices struggling lawyers can also make.

• Examine what is holding you back and be honest about the “why”.
• Focus on making incremental progress rather than huge leaps.
• Reframe success and give yourself permission to “fail”.

Tune into this episode of Profit First For Lawyers to discover how you can unmask the fears holding you back.

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Your future self will thank you!

Listen to past episodes with Raul Longoria: Killing Your Ego | The Power of Boundaries

Resources mentioned:

Additional information on the Dunning-Krueger Effect can be found in the Killing Your Ego episode.

To learn more about Live Quarterly Meetings visit https://howtomanageasmalllawfirm.com

RJon explores conventional vs. creative definitions of profit. He also tackles law firm owner pay as it relates to fair market salary for their work roles. He discourages inflated owner salary beyond what the firm would pay anyone else for the same job, as doing so reduces company profitability.

Attorney Andrea Shoup shares how she is implementing Profit First reporting and planning at her law firm with great results so far.

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Your future self will thank you!

Daniel explains how RJon taught him the win-win concept. Which states that every honest exchange is profitable for both parties involved. Karli shares her own discussions with RJon about the win-win mindset as well.

Karl and Daniel discuss what profitability means both professionally and personally. Daniel reveals he is using Profit First accounting principles in his personal life. Which shifts the conversation to prioritizing what matters most in business and life.

In a clip from chapter nine of the Profit First For Lawyers audiobook, RJon expands upon the possible answers to, “How profitable is your law firm?” A question with conventional and unconventional answers dependent on who is asking the question. The answers may surprise listeners.

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Your future self will thank you!

RJon reviews how GAAP was created by regulators to standardize publicly traded company accounting after the 1929 stock market crashes. He argues GAAP has nothing to do with maximizing private company profits. This is only one of the many reasons why law firm owners should take a closer look at their accounting practices.

RJon says GAAP treats profit like luck and lawyers who use GAAP leave their profit to chance. Yet many lawyers still allow bookkeepers and accountants to manage their firms’ accounting using GAAP. In an impassioned plea, RJon urges lawyers to liberate themselves from an accounting system that does not put their law firm’s profits first.

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Your future self will thank you!

We hear a behind-the-scenes clip of RJon coaching Karli in the studio. After a “flat” reading, he urges her to give him candid and honest feedback about his narration performance. He explains that hard truth is far kinder than being nice.

Denise shares a story from a previous employment about an uncomfortable talk with an employee. Her kind yet direct approach brought an underlying issue the employee was dealing with to light, which led to a solution.

Karli and Denise emphasize the value of a thoughtful delivery when dealing with issues directly. They also discuss the importance of being open, coachable, and lifelong learners. Which is something they have observed in RJon.

Listen to Denise in episode 12: Perception vs. Reality

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Your future self will thank you!

We hear a brief history lesson on the creation of GAAP. To do so we journey back to the Roaring ’20s when a booming stock market crashed triggering the Great Depression. This sudden financial collapse underscored the need for standardized financial reporting of publicly traded companies. So, GAAP was created with the goal of establishing rules and regulations to ensure transparency and accuracy in financial reporting. Which allowed investors the ability to make informed investment decisions. Which is a very good thing…for investors of publicly traded companies.

This is where RJon reminds listeners that small law firms are NOT publicly traded companies nor are they required to adhere strictly to GAAP. This is also where he encourages law firm owners to prioritize their profits and challenge the conventional use of GAAP by their bookkeepers and accountants.

The second part on the topic of GAAP continues in episode 31. For anyone who wants to skip ahead, turn to page 67 in the Profit First For Lawyers book to read more of RJon’s actionable insights.

Reference Source:

Visit http://archives.cpajournal.com/2005/105/infocus/p18.htm for additional information on GAAP.

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Your future self will thank you!

While accountants may be adept at accounting for revenues and expenditures, their entrepreneurship and growth expertise might be limited. He emphasizes how important it is for professionals, including accountants, to walk the talk and how crucial it is to be entrepreneurial and growth-focused, not just technically proficient. He challenges listeners to question their CPA’s or bookkeeper’s own business growth strategies and plans with the goal of seeking advice from professionals who practice what they preach.

One way to know if you are working with an accountant who has an entrepreneurial mindset is to ask them questions about how they run their business. The questions RJon asks in this clip will sound familiar to those who recall the 7 Parts of Every Successful Law Firm series.

Oscar shares the most profitable advice he’s received from RJon who holds a firm belief in “truth above all”. He and Karli discuss how transformative understanding (and receiving) truthfulness can be as an accelerant to personal and business growth. Oscar also discusses RJon’s “win-win” model, a driving force in deciding when and if projects move forward.

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Your future self will thank you!

To gain insight into the core tenants and motivations of professionals such as CPAs or attorneys, RJon examines their respective oaths. One distinction is that an attorney pledges to zealously advocate for their client’s best interest while a CPA’s oath emphasizes serving the broader public interest.

Larry Brown (previously featured in episode twenty-four) is back to shed light on the public interest focus of CPAs. Wearing the hats of both CPA and attorney, Larry discusses the benefits of offering CPA services while advocating for client interests as a tax strategist. With his dual backgrounds in accounting and law, Larry Brown presents a singular view on the responsibilities inherent in each profession.

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Your future self will thank you!

Delisi Friday, returns to discuss how one piece of RJon’s actionable advice encouraged her to challenge her mindset and cultural norms. She shares how what was once considered an expense is now a valuable investment in more quality time with her daughter, reduced daily stress, and more joy in her life overall.  

RJon reveals why expenses aren’t inherently bad or to be avoided. He explains that just because something costs money does not inherently make it expensive. On the contrary, certain expenses allow you to strategically reinvest in your business and personal goals. The key context is ensuring these costs truly align with and serve your short and long-term goals.

We hear the hilarious (and heartfelt) backstory behind Karli’s extravagant bonus gift which came out of a conversation during a book marketing meeting earlier this year.

After the overwhelming success of the Profit First For Lawyers book launch, RJon surprised Karli with her dream bathroom appliance. Delisi shares the many discussions she had with RJon regarding this particularly unique bonus and the planning which went into turning Karli’s dream into a reality.  

We also hear a humorous clip from the recording studio when this particular bonus was discussed in great detail. Though unconventional, this thoughtful gift illustrates the importance of listening, investing in, and celebrating team members who achieve key goals. Have a tissue on hand, because this episode will have you laughing and perhaps even shedding a tear or two. 

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Your future self will thank you!

Listen to Delisi in episode eight: Procrastination & Your Favorite Ice Cream Flavor

During the recording session for chapter seven of the Profit First For Lawyers audiobook, Karli asked RJon about the differences between a bookkeeper, a controller, an accountant, and a CFO. RJon answers with a creative description of each role as it relates to a fictional road trip for business travel.

In an unaired clip from episode 24: Your Law Firm’s Secret Weapon: Tax Strategist, we hear from CPA and Tax Strategist, Larry Brown. He reveals that unless a CPA receives additional training specific to tax strategy they may not have the knowledge to strategically advise you on your law firm’s taxes. Larry also offers insight into what to look for in a tax strategist advocate.

Learn how to build your tax strategy at the next Tax Strategy Workshop.

Lawyer Melissa Barry shares her experience after reading the Profit First For Lawyers book. As someone who is “not a numbers person,” she found great value in how the book gave her a new perspective and understanding of numbers and the profitability of her law firm.

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Your future self will thank you!

RJon challenges the age-old belief that expenses are always a negative. He unveils how, with the right tax strategy, these expenses can be transformed into investments for your business and savings on your tax bill. He emphasizes the importance of proactive tax planning and why it’s vital for every law firm.

1. Have a Tax Strategy: Larry emphasizes that most people operate without any tax strategy, and this is their biggest mistake. 
2. Stop Fearing the IRS: Many live in fear of the IRS, which stops them from taking advantage of tax cuts and credits allowed by law. 
3. Implement Your Strategy: Larry stresses that merely having a strategy isn’t enough. It’s essential to put it in place and follow through for it to be effective.

You can take the first step right now by attending the next Tax Strategy Workshop: https://profitfirstforlawyers.com/taxes

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Your future self will thank you!

• Marketing attracts right fit clients and repels wrong fit clients.
• Sales is a service you do for clients by providing clarity and options.
• Production is consistent and reliable when documentation, systems, and processes are in place.
• Engineer jobs to be mutually profitable. Detailed (and accurate) job description along with measurement, and metrics make it easier to manage People effectively.
• A right-sized Physical Plant ensures employees have the right tools and resources to do their jobs.
• Money & Metrics/Financial Controls can be easily understood and monitored through the use of KPIs and dashboards.
• Your law firm is meant to work for You and Your Goals. You are the farmer, your law firm is the mule. It works for you, not the other way around.

Your Business Plan Workbook

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And most importantly, order your copy of Profit First for Lawyers today! https://a.co/d/e9KCTrr

Your future self will thank you!

Links to episodes in the series:

Part One: Marketing | Part Two: Sales | Part Three: Production 

Part Four: People  | Part Five: Physical Plant | Part Six: Money & Metrics | Part Seven: You & Your Goals

Raul Longoria from Team RJon shares how setting and maintaining boundaries in his personal life set the stage for improved peace of mind. Which has translated into overall profitability in other areas of his life.

RJon challenges listeners to rethink conventional wisdom by prioritizing their law firm’s profitability. Something which may fly in the face of the advice you may have received from bookkeepers, CPAs, and tax strategists in the past. Given that a profitable law firm benefits clients, staff, and family, shouldn’t that take priority over the comfort and convenience of advisors?

• Setting boundaries allows you to make your own profitability a priority
• Saying “no” can be uncomfortable but is often the kindest thing to do
• Do not tolerate toxicity just to “keep the peace” at your own expense
• Holding boundaries encourages others’ growth and potential
• Surround yourself with people who inspire your greater self

• Subscribe to the podcast
• Watch episodes on YouTube
• Follow Profit First For Lawyers on social media: LinkedIn | Instagram | Facebook
• Email us your feedback at podcast@profitfirstforlawyers.com

And most importantly, order your copy of Profit First for Lawyers today! https://a.co/d/e9KCTrr

Your future self will thank you!

<<Hear Raul in episode 8: “Killing Your Ego”>>

>> Listen to previous episodes in the series <<

Part One: Marketing | Part Two: Sales | Part Three: Production 

Part Four: People  | Part Five: Physical Plant | Part Six: Money & Metrics

The pressure is on! After several unsuccessful recording sessions (and subsequent rewrites), Karli throws out the script. It is the last possible day to record Chapter 5 and even with the nearby flight school planes flying overhead, it’s go time!

Your law firm is many things, but one thing it isn’t is your baby. RJon explains why you, the owner, are actually the most critical part of all seven parts. Your goals and priorities dictate whether the other parts of your business serve you or if you serve your business.

• Subscribe to the podcast
• Watch episodes on YouTube
• Follow Profit First For Lawyers on social media: LinkedIn | Instagram | Facebook
• Email us your feedback at podcast@profitfirstforlawyers.com

And most importantly, order your copy of Profit First for Lawyers today! https://a.co/d/e9KCTrr

Your future self will thank you!

We are joined by Stephanie Galvis who 11 years ago became RJon’s Executive Assistant. Stephanie recounts the early “scrappy” days of How To Manage A Small Law Firm. She also shares her inspiring education and career path which led to law school. 

We hear about the advice on the value of productive (and profitable) conversations RJon gave Stephanie years ago. Advice which still has an impact in her academic and professional life today.  

RJon goes into detail about normalized salaries and how a law firm should only pay you what they would pay anyone else other than you to do the same job. 

This clip reminded Stephanie of RJon’s strategic transition away from company production roles. This allowed him to focus on his highest and best use of time.

• Subscribe to the podcast
• Watch episodes on YouTube
• Follow Profit First For Lawyers on social media: LinkedIn | Instagram | Facebook

And most importantly, order your copy of the Profit First For Lawyers book today. https://a.co/d/e9KCTrr

Your future self will thank you!

>> Listen to previous episodes in the series: Part One: Marketing | Part Two: Sales <<

>> Part Three: Production  | Part Four: People  | Part Five: Physical Plant <<

Karli shares more behind-the-scenes moment from the audiobook recording sessions, including creative attempts to finally get through the problematic Chapter 5. After multiple frustrating tries, will one more studio session do the trick?

In the first clip, RJon explains financial controls in relation to tracking revenue, expenses, and profit to show whether all of the work being done each day, week, month, and year is (or is not) building equity in your business. In the second clip, RJon goes into a detailed explanation of the Budget Variance Report. Hear RJon’s real client stories illustrating how Budget Variance Reports identified issues requiring further investigation. In one particular story, an investigation into a growing gas expense variance alerted the firm to an employee’s dangerous car leak. This discovery not only brought the gas variance back in alignment, but also potentially saved the employee’s life.

Join us in episode 21 where RJon will share the seventh and final part of the 7 Parts of Every Successful Law Firm. Which also happen to be the same parts of every unsuccessful law firm. Until then, we invite you to:

• Subscribe to the podcast
• Watch episodes on YouTube
• Follow Profit First For Lawyers on social media: LinkedIn | Instagram | Facebook
• Email your questions to: podcast@profitfirstforlawyers.com

And most importantly, order your copy of the Profit First For Lawyers book today. https://a.co/d/e9KCTrr

Your future self will thank you!

Zoey (previously in ep.4) returns to the show with some news about her new role on Team RJon. She also shares how RJon’s advice encouraged her to take a long-held dream and turn it into a reality.

When it comes to how we value our time, RJon holds no punches. Just because you can do a task does not mean you should. He urges us to step back to examine if our time spent truly aligns with our professional and personal priorities

Listen to some key takeaways from a few of our Profit First For Lawyers readers:

“I am doing more planning looking forward as opposed to just really living in the moment.”

– Terry Sanks, BEUSSE SANKS, PLLC

“It’s the first book that I’ve seen directed to law owners of law firms that talks to you about why you need to review your financials, what you’re gonna find out when you review your financials, what are the pitfalls that you need to worry about.“

– Angela Klenk, BEACH CITIES ESTATE LAW

“It was a huge takeaway that we can define profit in a different way than just how much money are you bringing in?”

– Desiree Gray, CHOICE CITY FAMILY LAW

“The ideas here again for Profit First For Lawyers is just mind blowing…to realize that there’s so much more to learn and there’s so much more that we can do to make ourselves better people, better consumers, better responsible people with our own resources.”

– Todd Wesche, VETUS LEGAL

“I love how specific it is for the industry that I’m in. I’m an attorney and I’m an entrepreneur, and I’m running my own law firm, and this is really helping me figure out a completely sort of sober, rational way to run a business.”

– Marie Drake, THE DRAKE LAW FIRM

We thank them for sharing what they found valuable (and profitable) within the pages of the Profit First For Lawyers book.

Now it is your turn. Send us your review about the Profit First For Lawyers book to: podcast@profitfirstforlawyers.com

• Subscribe to the podcast
• Watch episodes on YouTube
• Follow Profit First For Lawyers on social media: LinkedIn | Instagram | Facebook
• Email your questions

And most importantly, order your copy of the Profit First For Lawyers book today. https://a.co/d/e9KCTrr

Your future self will thank you!

>> Listen to previous episodes in the series: Part One: Marketing | Part Two: Sales <<

>> Part Three: Production  | Part Four: People <<

The water is boiling and it is time for some tea. RJon is back in the studio to finally record Chapter 5. Or at least that is what Karli hopes will happen after getting the green light on the latest revised script. Tune in to find out how well that did or didn’t work.

In the first clip, RJon explains Physical Plant, which includes everything your staff needs to work. Such as desks, chairs, computers, software, and workspace in-person or remote. Physical Plant must also align with your business and growth plans. RJon says, “You’ve got to keep your physical plant right-sized to your law firm.” 

In the second clip, RJon expands on Physical Plant as it relates to aligning marketing and sales with client expectations. He illustrates this point by contrasting the expectations and experiences of a meal at a fast food restaurant vs. a meal at a fancy steak restaurant. 

Join us in episode 19 where RJon will reveal more key insights into the 7 Parts of Every Successful Law Firm. Which also happen to be the same parts of every unsuccessful law firm. Until then, we invite you to:

• Subscribe to the podcast
• Watch episodes on YouTube
• Follow Profit First For Lawyers: LinkedIn | Instagram | Facebook
• Email your questions to: podcast@profitfirstforlawyers.com

And most importantly, order your copy of the Profit First For Lawyers book today. https://a.co/d/e9KCTrr 

Your future self will thank you!

This podcast was created by Team RJon as part of the book launch. We had a goal to sell 10,000 books.and as you’ve heard in previous episodes that goal was met and exceeded. By how much? On the publication date of August 28, 2023, the official tally was 27,715 books sold!!! We are beyond excited and cannot wait to share feedback from readers (you) in future episodes.

For RJon profit goes beyond finances. In a thought-proving clip, RJon provides his definition of profit and explains why profit has a place in all areas of your life. At the core profit is exchanging something you value less for something you value more. RJon shares a personal story to illustrate this point further. 

At the recent Live Quarterly Meeting (LQM,) Karli interviewed How To Manage (HTM) members on how Profit First has worked for them:

• Sam Brotman, Tax Attorney: Implementing Profit First initially seemed counterintuitive. The reality is the simplicity and effectiveness of Profit First has given him profit and peace of mind. 

• Helen Bukulmez, Immigration/Injury Lawyer: Helen recommends law firm owners look into Profit First even if the name seems off-putting.. In financial, professional, and personal matters, she now begins with a question, “Is this going to pay me first?”

• Ron & Julie Pollack, Personal Injury Lawyers: Adopting Profit First Accounting Principles transformed their firm (and their relationship) by finally putting themselves first.

• Subscribe to the podcast
• Watch episodes on YouTube
• Follow Profit First For Lawyers on social media: LinkedIn | Instagram | Facebook
• Email your questions

And most importantly, order your copy of the Profit First For Lawyers book today. https://a.co/d/e9KCTrr

Your future self will thank you!

>> Listen to previous episodes in the series: Part One: Marketing | Part Two: Sales  | Part Three: Production <<

After two failed attempts at recording Chapter 5 for the audiobook, Karli reworks the problematic chapter. Will the newly revised pages get the green light from RJon? Will this be the day it is finally recorded? Can Karli cross Chapter 5 off her to-do list? Listen in to hear for yourself.

In this excerpt, RJon emphasizes the importance of detailed job descriptions, key performance indicators (KPIs), and objective metrics for staff. This protects employees by clarifying responsibilities and setting clear expectations. It also protects law firm owners from favoritism concerns by providing unbiased data based on objective performance measurements.

RJon stresses the importance of building sustainable systems that are not solely dependent on one person (you). This allows a law firm to continue operating whether the owner steps away because of an unexpected emergency or for planned personal time. The ability of a law firm owner to step away for a period of time is an example of a true business and not just a practice or a job.

Join us in episode 17 where RJon will reveal more key insights into the 7 Parts of Every Successful Law Firm. Which also happens to be the main part of every unsuccessful law firm. Until then, we invite you to:

• Subscribe to the podcast
• Watch episodes on YouTube
• Follow Profit First For Lawyers: LinkedIn | Instagram | Facebook
• Email your questions to us

And most importantly, order your copy of the Profit First For Lawyers book today.  https://a.co/d/e9KCTrr Your future self will thank you!

We also get an update on the launch of the Profit First For Lawyers book which will be in book stores on August 28th.

Tami brings a clip she selected of RJon discussing money objections. In the clip, RJon emphasizes the importance of knowing who your business is meant to serve. For example, his business is not built for the lowest price, but for delivering premium service and results.  He elaborates on this further with a comparison of a Volkswagen to a Rolls-Royce. There are markets for both.  

Tami relates this to her hospitality background – at the private club she worked at, they focused on service and value over being everything for everyone. She aligns with RJon’s approach of identifying ideal clients.

RJon answers the second part of listener Erik J. Olson’s Profit First question. RJon explains how he incorporates profit and tax allocations right into his budget like any other line item. 

• Subscribe to the podcast
• Watch episodes on YouTube
• Follow Profit First For Lawyers on social media: LinkedIn | Instagram | Facebook
• Email your questions

And most importantly, order your copy of the Profit First For Lawyers book today. https://a.co/d/e9KCTrr

Your future self will thank you!

>> Listen to previous episodes in the series: Part One: Marketing | Part Two: Sales <<

Karli shares more behind-the-scenes moments recording the audiobook. After another day spent struggling with Chapter 5, RJon asks her to recreate it from old transcripts. Will attempt #3 be the one? Listen in to find out for yourself. 

In this excerpt from the Profit First For Lawyers audiobook, RJon emphasizes the importance of documenting procedures, investing in training, and holding staff accountable through tracking, measurement, and performance indicators.

RJon expands further by explaining why documented procedures allows law firms to hire good people and get great performance out of them. There is no need for “purple unicorns” when terrific procedures are in place.

Join us in episode 15 to hear more key insights from RJon Robins in the fourth part of the series. In the meantime, we invite you to:

• Subscribe to the podcast
• Watch episodes on YouTube
• Follow Profit First For Lawyers: LinkedIn | Instagram | Facebook
• Email your questions to us

And most importantly, order your copy of the Profit First For Lawyers book today.  https://a.co/d/e9KCTrr Your future self will thank you!

The clip Denise chose was a surprise to Karli, revealed during the episode recording. She selected a clip from a coaching session where RJon advises taking responsibility for how you’re perceived. Become aware of the impressions you give off, then take charge.

This clip reminded Denise of a childhood lesson she learned about crossed arms during a shopping trip with her mother.  She passed this lesson on to her own kids about body language awareness with some humorous results.

Karli took the opportunity during an informal meeting to ask RJon questions submitted by listeners. Erik J. Olson asks how Profit First impacts your P&L statement and behavior. To hear RJon’s answer to the second of Erik’s questions be sure to listen to episode 14.

Do you have a question for RJon about Profit First? Send them to podcast@profitfirstforlawyers.com and we’ll get you answers. 

In the next episode we’ll continue with the 7 Main Parts of Every Successful Law Firm series with a healthy serving of tea. Past episodes:

• Part One: Marketing
• Part Two: Sales

Each episode of the Profit First For Lawyers podcast can also be found on YouTube. Subscribe to get notified every time a video episode is released.

The Profit First For Lawyers book is set for release on August 28, 2023. This Book Will Make Your Law Firm More Profitable. Pre-order now to ensure your copy is reserved. Your future self will thank you! https://a.co/d/e9KCTrr

RJon Robins

We continue the in-depth series on the seven key areas that make up a successful law firm. In this episode we turn our focus to sales. The valuable lessons on sales RJon Robins shares will have law firms of every size rethinking the role of sales within their law firm.  

The 7 Main Parts of Every Successful Law Firm offers insight into how law firms can achieve transformative growth by getting each of these seven parts in alignment. The first part of the series (marketing) can be found in episode 9.

Karli continues pouring the behind-the-scenes tea about her time in the studio with RJon. We pick up where we left off in episode 9 after she inserted a previously deleted chapter back into the manuscript. Hear this origin story and more behind-the-scenes revelations.

This 7-part series within the podcast provides rare access to the key insights that will transform your law firm. We invite you to:

• Subscribe to the podcast
• Watch on YouTube
• Follow Profit First For Lawyers: LinkedIn | Instagram | Facebook
• Email your questions to us for consideration in future episodes

And most importantly, remember to grab your copy of the Profit First for Lawyers book. https://a.co/d/e9KCTrr Your future self will thank you.

Delisi shares how an unexpected call from a headhunter led to her becoming RJon’s Chief of Staff. She describes her role and emphasizes the importance of concise communication, trusting in the capabilities of team members, and maximizing her time to be most effective.

Delisi highlights RJon’s best advice to her – always consider if a task is the highest and best use of your time. She explains how RJon reminds her to focus on her unique abilities, delegate when appropriate, and not get bogged down in work others can do.

• To communicate efficiently with busy executives (like RJon Robins) – be clear, concise, and come prepared with recommendations.
• Embrace procrastination when needed – some tasks are best done when you’re in the right headspace to excel.
• Foster an exceptional team by trusting in their abilities and giving them the space to excel in their roles.

Each member of Team RJon brings a clip from either a coaching session or the audiobook recording of Profit First For Lawyers. In this episode, Delisi chose a coaching session clip where RJon ties procrastination tendencies to favorite ice cream flavors. Noting strawberry lovers cram everything in at the last minute, while mint lovers work steadily. RJon’s message – work in your style, just get the outcome.

In a call with Team RJon, Delisi surprises them with the results of the early success in pre-orders of Profit First for Lawyers. Will there be a “biggest bonus” for Team RJon? Listen in to find out. 

In addition to subscribing to the podcast and watching episodes on YouTube, be sure to order your copy of the Profit First For Lawyers book on Amazon today https://a.co/d/e9KCTrr. Your future self will thank you!

The clips (and inspiration) for this series stem from a chapter of the Profit First For Lawyers book and audiobook that was almost left on the cutting room floor. 

While recording the audiobook, RJon Robins expanded upon chapter five of the book version with what he calls an unscripted “special bonus chapter.” 

The valuable lessons in this seven-part series will show law firms of every size how they can achieve growth by getting each of these seven parts in alignment. 

We begin with marketing. 

“Marketing should not only be used as a magnet to attract the right kind of clients to you. It should also be used as a magnet to repel the wrong kind of clients…”

RJon Robins

Karli reveals behind-the-scenes stories from editing the early book manuscript and discovering a major hole related to this chapter. More tea to come in future episodes in this series!

Remember to subscribe to the Profit First For Lawyers podcast, watch episodes on YouTube, and order your copy of the book today on Amazon https://a.co/d/e9KCTrr. Your future self will thank you.

In this episode, we explore “Killing Your Ego” with Raul Longoria, the Creative Designer for Team RJon. As the “graphics guy” for Team RJon, Raul shows how he turns simple documents into a visually compelling designs.

Raul offers insights from working directly with RJon Robins. Raul describes how RJon’s words of wisdom helped him overcome ego roadblocks to reach his full potential. Karli and Raul discuss the DUNNING-KRUGER Effect and how ego impacts each stage.

Raul shares a clip of RJon in the studio during a powerful coaching session. We think this quote speaks volumes:

“Your ego is not your friend. Your ego is holding you back. The sooner we can kill it, the better off you’ll be.”

RJon Robins

Raul and Karli introduce listeners to Delisi Friday, Chief of Staff (and so much more) for Team RJon. Listeners will hear a clip of Delisi and RJon at the most recent Live Quarterly Meeting, where Delisi had something important to tell RJon.

Listeners know that Team RJon stealth launched RJon’s book Profit First For Lawyers with this podcast while RJon was in Paris. RJon has returned, and it was time to let the cat out of the bag. Hear the behind-the-scenes story and RJon’s surprised reaction in front of an audience at the Live Quarterly Meeting! 

Thank you for being part of Team RJon’s stealth launch and sharing this podcast with your colleagues and friends. Stay tuned for even more episodes of the Profit First For Lawyers podcast as we continue sharing actionable insights so you can put your Profit First.

• How To Manage A Small Law Firm
• Live Quarterly Meetings
• DUNNING-KRUGER Effect
• The Power of TED

Remember to subscribe to the Profit First For Lawyers podcast, watch episodes on YouTube, and order your copy of the book today on Amazon https://a.co/d/e9KCTrr. Your future self will thank you.

We start with a clip of RJon Robins in the studio during a coaching session. In which he reveals how the subconscious mind often acts as a safety brake when we are on the verge of significant change. Especially when it comes to financial stability. He explores the tendency to cling to what’s familiar and fear what’s new. A factor that often leads to unintentional self-sabotage.

RJon offers a powerful counter-action with the transformative mantra, ‘Do it anyway.’

A clear message to persist through the exhaustion. Not to invite burnout, but to dismantle subconscious barriers that may be preventing progress. 

We also hear from one of the advanced readers of the Profit First For Lawyers book, attorney Marie Drake. She shares her journey toward financial maturity and the profound impact profit first has had on her life.

Ready to turn the page on self-sabotage and prioritize your profit? Visit www.ProfitFirstForLawyers.com or Amazon https://a.co/d/e9KCTrr to order your copy of the Profit First For Lawyers book. Your future self will thank you.

Podcast host Karli Royer, shares the backstory behind the campaign to promote RJon Robins’ new book, “Profit First For Lawyers,” during his time away in Paris. You’ll learn how Team RJon has been challenged to sell 10,000 books to earn “the biggest of bonuses”, pushing everyone to bring creative and unconventional ideas to life. It’s an example of how the Profit First mindset can drive innovation and extraordinary results.

Finally, we grant you access to behind-the-scenes bloopers from our audiobook recording sessions. Enjoy the candid moments where RJon struggles with some intricate Italian pronunciations, proving that even the best of us fumble occasionally. It’s a light-hearted glimpse into the making of “Profit First For Lawyers” audiobook and a reminder that injecting fun into work sparks creativity.

The Profit First for Lawyers podcast is hosted by Karli Royer and Team RJon as part of a stealth launch of the Profit First For Lawyers book. Buy your copy of the book today. Your future self will thank you.

Buy your book today: https://profitfirstforlawyers.com

Learn more about RJon Robins by visiting: https://rjonrobins.com

Additionally, we have a special treat as host Karli Royer interviews…herself! Yes, you read that right. You’re getting a behind-the-scenes look at Karli’s journey on Team RJon. 

• Harnessing the Subconscious: Recognizing when to challenge our subconscious and push beyond its limitations is crucial for personal and professional growth.
• The Decision to Quit: It’s important to distinguish between legitimate reasons to quit and subconscious fears that may hinder our progress.
• Understanding Subconscious Influence: By understanding the influence of our subconscious, we can make informed decisions to achieve profitability in our life and law practice. 

The Profit First for Lawyers podcast is hosted by Karli Royer and Team RJon as part of a stealth launch of the Profit First For Lawyers book. Buy your copy of the book today. Your future self will thank you.

Learn more about RJon Robins by visiting: https://rjonrobins.com

• Find Long-Term Solutions: Discover the distinction between quick fixes and sustainable solutions for lasting change and growth.
• Zoey’s Journey with RJon: Zoey shares her experience working closely with RJon and his commitment to personal and professional growth.
• Embracing Imperfect Progress: Learn the power of taking action and letting go of perfectionism with the “done is better than perfect” mindset.

We share a clip of RJon at an immersive experience in Paris as he answers the question, “How do I use debt as a ladder instead of using debt as a crutch?”

What is the Profit First For Lawyers podcast? This is the show where Team RJon takes the lead while RJon Robins is away, giving you actionable insights from his newest book, Profit First For Lawyers. Order your copy by visiting https://ProfitFirstForLawyers.com

Join us by subscribing to the show as we share some behind the scenes looks at what it’s like to work with RJon Robins and explore how to accelerate your law firm’s growth and achieve profitability in all areas of your life. Get ready to put yourself, your family, your firm, and your profit first!

We often think that by being nice and not asking for the money we deserve, we’re doing our clients a favor. However, what you’re actually doing is showing them that since you’re not willing to fight for yourself, you’re not willing to fight for them.

In the episode of the Profit First For Lawyers podcast, RJon offers more insight about why you’re not doing yourself or anyone else any favors when you don’t stand up and ask for what you deserve. He also talks about why it will hurt your practice in the long run.

We also hear a Profit First For Lawyers book review from advanced reader and attorney, Todd Wesche from Vetus Legal LLC.

Order your copy of Profit First For Lawyers by visiting. https://www.ProfitFirstForLawyers.com

The Profit First for Lawyers podcast is hosted by Karli Royer and Team RJon as part of a stealth launch of the Profit First For Lawyers book. Learn more about RJon Robins by visiting https://rjonrobins.com

But what does reinventing really mean?

In this episode of the Profit First For Lawyers Podcast, we have a special treat with Team RJon’s Tami Cumpston joining us to share one of her favorite clips of RJon’s time in the studio while recording the Profit First For Lawyers audiobook.

Tami talks about why the topic of reinvention was such an important one to her as she went through her own reinvention when she changed her career of 27 years to eventually, work for Team RJon. When it comes to your business, there’s a whole new level of reinvention, and according to RJon it should constantly be evolving.

We also asked you to send in questions, and you delivered. On this podcast, we have our very first answer from RJon himself while he’s vacationing in Paris with his family! So you’ll also get to hear RJon’s insight on how you should be spending your profits for growth.

Be sure to order your copy of Profit First For Lawyers book today by visiting: https://ProfitFirstForLawyers.com.

—

The Profit First for Lawyers podcast is hosted by Team RJon as part of a stealth launch of the Profit First For Lawyers book. Learn more about RJon Robins by visiting https://rjonrobins.com

But what does reinventing really mean?

In this episode of the Profit First For Lawyers Podcast, we have a special treat with Team RJon’s Tami Cumpston joining us to share one of her favorite clips of RJon’s time in the studio while recording the Profit First For Lawyers audiobook.

Tami talks about why the topic of reinvention was such an important one to her as she went through her own reinvention when she changed her career of 27 years to eventually, work for Team RJon. When it comes to your business, there’s a whole new level of reinvention, and according to RJon it should constantly be evolving.

We also asked you to send in questions, and you delivered. On this podcast, we have our very first answer from RJon himself while he’s vacationing in Paris with his family! So you’ll also get to hear RJon’s insight on how you should be spending your profits for growth.

Be sure to order your copy of Profit First For Lawyers book today by visiting: https://ProfitFirstForLawyers.com.

The Profit First for Lawyers podcast is hosted by Team RJon as part of a stealth launch of the Profit First For Lawyers book. Learn more about RJon Robins by visiting https://rjonrobins.com

Join us as we provide some entertaining, actionable, and PROFITABLE insights that will help you take your firm to the next level and put yourself, your family, your firm, and your Profit First!

Subscribe to the podcast and order your copy of the book at https://www.ProfitFirstForLawyers.com

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