The Athlete’s Mindset for Lawyers, with Jess Sargus

High performance in law requires more than technical skill—it requires the right mindset. In episode #596 of the Lawyerist Podcast, Zack Glaser talks with Jess Sargus about applying an athlete’s mindset to leadership, performance, and growth in legal practice.  Jess breaks down the core pillars of athletic thinking. From growth mindset and action orientation to process focus and purpose, and explains how lawyers can apply these principles to become better leaders and perform at their best under pressure.  If you want to hear more from Jess, check her out at: https://www.thelegalathlete.com/  Listen to our other episodes on Mindset & Performance:  #588 – Practice Smarter, Not Harder: 411 Tips for Modern Lawyers, with Jordan Couch Apple | Spotify | LTN  #585 – First Aid for the Mind: Mental Health in Law, with Soumya Palreddy & Jill Kluesner Apple | Spotify | LTN  #572 – Practical Courage Skills Every Lawyer Needs, with Jim Detert Apple | Spotify | LTN  #551 – Becoming the AI-Driven Leader, with Geoff Woods Apple | Spotify | LTN  Have thoughts about today’s episode? Join the conversation on LinkedIn, Facebook, Instagram, and X!  If today's podcast resonates with you and you haven't read The Small Firm Roadmap Revisited yet, get the first chapter right now for free! Looking for help beyond the book? See if our coaching community is right for you.  Access more resources from Lawyerist at lawyerist.com.    Chapters / Timestamps:   00:00 – Introduction  03:12 – Meet Jess Sargus  04:02 – From Law to Combat Sports  08:06 – Competition, Business, and Leadership  11:15 – Why Mindset Matters  15:12 – The Athlete’s Mindset Defined  17:01 – Action Orientation and Elite Performance  19:30 – Getting Comfortable with Failure  22:05 – Growth Mindset and Competitiveness  26:03 – The Five Pillars of Fierce Agency  29:21 – Process Over Outcome  34:46 – Purpose and Mission Alignment  39:48 – Where to Find Jess  40:53 – Closing Thoughts

In episode 595 of the Lawyerist Podcast, we’re revisiting Stephanie’s conversation with Lawyerist financial coach Bernadette L. Harris about the financial KPIs every law firm owner should understand as a new year begins. We’re bringing this episode back because it’s especially timely for firms setting their strategy, goals, and financial benchmarks for the year ahead. It’s important to continue finding a clear, practical approach to understanding the numbers that drive a healthy firm.  Unlock a clearer view of your law firm's financial health in the latest Lawyerist Podcast. Join host Stephanie Everett as she dives into the essential key performance indicators (KPIs) that can transform how you understand your practice, guided by the expert insights of Bernadette Harris, Lawyerist Lab's finance coach.  You'll gain practical knowledge about five crucial areas that directly impact your firm's success. Understand your net profit margin like never before – not just the surface numbers, but the true profitability that informs your strategic decisions. Explore utilization rate and discover how to optimize your team's time for maximum productivity. Learn the critical importance of your realization rate and practical steps to ensure you're capturing the revenue you've earned. See how mastering AR aging can directly impact your cash flow and create financial stability. Plus, uncover the strategic advantage of understanding your revenue by practice area, empowering you to make smarter choices about your firm's financial future.  For straightforward, actionable insights into these vital financial indicators – the kind that can immediately help you manage your law firm more effectively – tune in to hear Bernadette Harris share her expertise.    Listen to our other episode with Bernadette Harris:  #457: Healthy Profits: Understanding the Story Your Numbers Tell, with Bernadette Harris Apple Podcast | Spotify |  Lawyerist  #523: Financial Red Flags: Are You Hiring Too Soon?, with Bernadette Harris Apple Podcast |  Spotify | Lawyerist  #418: More Income, Fewer Taxes, with Bernadette Harris Apple Podcast |  Spotify | Lawyerist    Have thoughts about today’s episode? Join the conversation on LinkedIn, Facebook, Instagram, and X!  If today's podcast resonates with you and you haven't read The Small Firm Roadmap Revisited yet, get the first chapter right now for free! Looking for help beyond the book? See if our coaching community is right for you.    Access more resources from Lawyerist at lawyerist.com.    Chapters:  00:00 Why We’re Remastering This Episode for the New Year02:55 Law Firm KPIs and Financial Health05:21 Net Profit Margin for Law Firms09:38 Utilization Rate and Team Capacity14:35 Realization Rate and Getting Paid20:05 Accounts Receivable and Cash Flow24:19 Revenue by Practice Area27:16 Using Financial Metrics to Set Strategy

As the year comes to a close, Stephanie Everett and Zack Glaser look back at the Lawyerist Podcast episodes that stood out most to them in episode 594 of the Lawyerist Podcast. From practical AI workflows and ethical guidance to mental health, communication, and leadership, this episode highlights the conversations that sparked new thinking and delivered real value.  Stephanie and Zack revisit standout moments, share why certain episodes resonated, and reflect on the themes that shaped the year—while inviting listeners to share which episodes made the biggest impact and what topics they’d like to hear more about in the year ahead.  Listen to some of the episodes highlighted this year:  Episode #585 – First Aid for the Mind: Mental Health and the Law, with Sumia and Jill — Apple | Spotify | LTN  Episode #577 – Rethinking Law Firm Growth in the Age of AI, with Sam Harden — Apple | Spotify | LTN  Episode #565 – Becoming the AI-Driven Leader, with Geoff Woods — Apple | Spotify | LTN  Episode #553 – AI Tools and Processes Every Lawyer Should Use, with Catherine Sanders Reach — Apple | Spotify | LTN  Episode #579 –  Knee Deep in Escheating: Intricacies of Lawyer Trust Accounts, with Amy Woods — Apple | Spotify | LTN  Episode 539 – This VOICE HACK Will Transform Your Legal Career!, with Reena Cook —  Apple | Spotify | LTN  Episode 554 – Competence and Diligence in Light of Changing Laws and Regulations, with Craig Dobson — Apple | Spotify | LTN    Have thoughts about today’s episode? Join the conversation on LinkedIn, Facebook, Instagram, and X!    If today's podcast resonates with you and you haven't read The Small Firm Roadmap Revisited yet, get the first chapter right now for free! Looking for help beyond the book? See if our coaching community is right for you.    Access more resources from Lawyerist at lawyerist.com.    Chapters / Timestamps:   00:00 – Introduction & Year-End Reflection  01:35 – Why These Episodes Stood Out  01:56 – AI Tools and Practical Tech Takeaways  02:59 – Building Community and Adult Friendships  04:28 – Mental Health First Aid for Lawyers  07:06 – Ethics, Flat Fees, and Changing Scope  09:14 – Voice, Presence, and Communication Skills  11:46 – Becoming an AI-Driven Leader  14:36 – Rethinking Growth in the Age of AI  18:00 – Trust Accounting and Compliance Essentials  20:03 – Listener Feedback & Looking Ahead  21:07 – Closing Thoughts and Thanks

Not all clients are created equal—and some quietly drain your firm’s time, energy, and profits. In episode 593 of the Lawyerist Podcast, Stephanie Everett talks with Affinity Consulting’s Jeff Krause about the hidden cost of bad clients and how law firms can use data to make better decisions about who they serve.  Jeff breaks down his Moneyball-inspired profit formula to show how client quality impacts leads, conversion rates, revenue, and margins. They explore why discount-seeking clients create compounding damage, how setting clearer expectations can improve client behavior, and when it makes sense to let certain clients walk away. A closer look at the tension between profitability and access to justice, and how intentional business models can support both.    Listen to our previous episodes about Client Experience & Law Firm Profitability:  Episode #384 – Delivering Bad News to Clients, with Marjorie Aaron — Apple | Spotify | LTN  Episode #462: Designing an Empathetic Client Experience, with Kirk Simoneau — Apple | Spotify | LTN  Episode #474: Moneyball for Lawyers, with Jeff Krause — Apple | Spotify | LTN  Episode #560 – Stop Doing Everything Yourself! Unlock Your Law Firm’s True Potential, with Leticia DeSuze — Apple | Spotify | LTN    Have thoughts about today’s episode? Join the conversation on LinkedIn, Facebook, Instagram, and X!  If today's podcast resonates with you and you haven't read The Small Firm Roadmap Revisited yet, get the first chapter right now for free! Looking for help beyond the book? See if our coaching community is right for you.  Access more resources from Lawyerist at lawyerist.com.    Chapters / Timestamps:   00:00 – Introduction  05:12 – Meet Jeff Krause  06:51 – What “Moneyball for Lawyers” Really Means  09:08 – The Profit Formula That Drives Firm Growth  12:46 – How Bad Clients Damage the Numbers  15:30 – The Compounding Cost of Discounts  18:21 – Raising Rates vs. Chasing More Clients  19:45 – Can You Improve Mid-Tier Clients?  21:58 – Profitability vs. Access to Justice  24:19 – Building Intentional Service Models  26:48 – Trusting Your Data—and Your Gut  27:43 – One Step Firms Should Take Right Now  28:23 – Closing Thoughts

Episode 592 of the Lawyerist Podcast shows how strengthening your leadership can become the most reliable lever for firm growth. Stephanie Everett and service expert William O’Neal break down the communication habits, value alignment, and client-experience systems that help teams build trust faster, reduce friction, and perform at a higher level.  William shares his Five Essentials of Leadership, unpacking why rapport drives efficiency, how consistent service builds loyalty, and what it takes to design a client journey your team can deliver every single day. They also explore the hidden costs of poor communication, the power of service recovery, and practical ways leaders can create more stability for both clients and staff.    Links from this episode:  https://www.williamoneal.com/    Listen to our previous episodes about Client Experience & Relationships.   #462: Designing an Empathetic Client Experience, with Kirk Simoneau Apple | Spotify | LTN   #347: How a Client Happiness Coordinator Increased My Firm Referrals & Reviews, with Ryan McKeen & Brittany Green Apple | Spotify | LTN   #338: Reframing Your Client Experience, with Spencer Keys Apple | Spotify | LTN   #271: Client‑Centered Law Firms, with Jack Newton Apple | Spotify | LTN     Have thoughts about today’s episode? Join the conversation on LinkedIn, Facebook, Instagram, and X!   If today's podcast resonates with you and you haven't read The Small Firm Roadmap Revisited yet, get the first chapter right now for free! Looking for help beyond the book? See if our coaching community is right for you.  Access more resources from Lawyerist at lawyerist.com.    Chapters / Timestamps:   00:00 – Intro  05:12 – Meet William O’Neal  06:15 – Leading with Joy  07:51 – Five Essentials of Leadership  09:01 – Heart for Service  12:41 – Knowing Your Value  14:07 – What Clients Want  16:35 – Building Rapport & Trust  18:55 – Culture & Consistency  20:30 – Empathy in Client Experience  22:10 – Lessons from Chick-fil-A  24:09 – Service Recovery  25:31 – Feedback & Improvement  27:36 – Adapting to Change  29:29 – Small Acts, Big Trust  30:18 – Learn More + Closing

Episode 591 of the Lawyerist Podcast explores one of the most urgent questions facing law firms today: how do you stay findable when Google and AI are rewriting the rules of search? SEO expert Cyrus Shepard explains how zero-click search, AI-generated answers, and new “experience” signals are transforming the way law firms must think about content, visibility, and online authority.  Cyrus and Stephanie discuss why informational blog posts no longer drive the traffic they once did, how to structure content so LLMs can “read” and reference it, and why brand signals now carry more weight than keywords. They also cover how to evaluate SEO vendors, what metrics matter in an AI-first world, and simple steps lawyers can take to establish trust and expertise online.    Links from the episode:  lawyerist.com/scorecard  Zyppy.com    Listen to our previous episodes about Practical AI for Law.   #562 – Beyond ChatGPT: The AI Revolution Happening Inside Your Firm, with Charreau Bell — Apple | Spotify | LTN  #565 – Becoming the AI-Driven Leader, with Geoff Woods — Apple | Spotify | LTN  #452 – Managing AI in Your Practice, with Ed Walters — Apple | Spotify | LTN  #501 – Future-Proofing Your Firm in the Age of AI, with Jack Newton — Apple | Spotify | LTN    Have thoughts about today’s episode? Join the conversation on LinkedIn, Facebook, Instagram, and X!  If today's podcast resonates with you and you haven't read The Small Firm Roadmap Revisited yet, get the first chapter right now for free! Looking for help beyond the book? See if our coaching community is right for you.  Access more resources from Lawyerist at lawyerist.com.    Chapters / Timestamps:   00:00 – Intro & Scorecard03:53 – Meet Cyrus Shepard05:12 – How AI Is Changing Search06:00 – Zero-Click & AI Overviews07:26 – Why Old Content Tactics Fail08:57 – Shifting Toward Brand Authority10:09 – Writing Content LLMs Can Read11:33 – Showing Experience with E-E-A-T14:23 – Reddit, YouTube & Source Signals15:51 – Where New Firms Should Start17:18 – Brand Building as SEO Strategy18:27 – Vetting SEO Agencies Today20:40 – Metrics That Actually Matter22:03 – Real-World Visibility Wins22:21 – Wrap-Up & Where to Find Cyrus

In episode 590 of Lawyerist Podcast, learn how practical, everyday AI can help lawyers work smarter—not harder. Zack Glaser sits down with Graydon Trusler, a practical AI specialist and longtime law-firm operations pro, to explore how attorneys can use “productive laziness” to eliminate repetitive tasks, streamline case management, and reclaim valuable time. Graydon shares real examples from his family law firm, including how custom AI assistants help review discovery, prep hearings, analyze documents, and even support lawyers in the courtroom. Together, they break down privacy concerns, adoption hurdles, and simple ways to start using AI without getting overwhelmed. Discover why AI isn’t a distant future—it’s a powerful tool lawyers can start using today to improve workflows, reduce stress, and deliver better results for clients.   Links from the episode:   LexpertAI     Listen to our previous episodes about Practical AI & Law Firm Efficiency:   Episode #562: Beyond ChatGPT: The AI Revolution Happening Inside Your Firm, with Charreau Bell — Apple | Spotify | LTN  Episode #565: Becoming the AI-Driven Leader, with Geoff Woods — Apple | Spotify | LTN  Episode #577: Rethinking Law Firm Growth in the Age of AI, with Sam Harden — Apple | Spotify | LTN  Episode #584: How to Stay Human in the Age of AI-Driven Law Firm Marketing, with Karin Conroy  — Apple | Spotify | LTN    Have thoughts about today’s episode? Join the conversation on LinkedIn, Facebook, Instagram, and X!  If today's podcast resonates with you and you haven't read The Small Firm Roadmap Revisited yet, get the first chapter right now for free! Looking for help beyond the book? See if our coaching community is right for you.  Access more resources from Lawyerist at lawyerist.com.    Chapters / Timestamps:   00:00 – Introduction  08:45 – Meet Graydon  11:10 – Practical AI in Law Firms  16:40 – Myths, Fears & Privacy  19:00 – Real AI Workflows  23:00 – Productive Laziness  31:00 – AI in the Courtroom  34:45 – Faster Discovery & SOPs  38:50 – Flat Fees & the Future  45:13 – Closing Thoughts

In episode 589 of Lawyerist Podcast, Stephanie sits down with Barron Henley of Affinity Consulting to talk about the practical, real-world ways law firms can use Excel to save time, reduce errors, and streamline everyday work.  Barron breaks down why Excel is one of the most underused tools in law firms and shares examples like expense tracking, probate calculations, medical bill summaries, date calculators, amortization tables, document automation, and even embedding live spreadsheets inside Word.  If Excel feels intimidating, Barron explains how even simple functions can dramatically improve workflows across litigation, estate planning, family law, real estate, and firm operations.  Listen to our previous episodes on legal tech tools and smarter workflows:  #497: Real Talk About Artificial Intelligence in Your Office, with Ben Schorr Apple | Spotify | LTN  #581: Agentic AI for Lawyers: Moving Beyond Enhanced Search, with Drew Bloom Apple | Spotify | LTN  #587: Future-Proofing Your Firm in the Age of AI, with Jack Newton Apple | Spotify | LTN   Listen to our previous episodes on Finances:  #306: Getting to Know & Love Your Numbers, with Bernadette Harris Apple | Spotify | LTN  #583: From Survival to Strategy: Scaling Your Law Firm Finances, with Bernadette Harris Apple | Spotify | LTN    Have thoughts about today’s episode? Join the conversation on LinkedIn, Facebook, Instagram, and X!   If today's podcast resonates with you and you haven't read The Small Firm Roadmap Revisited yet, get the first chapter right now for free! Looking for help beyond the book? See if our coaching community is right for you.    Access more resources from Lawyerist at lawyerist.com.    Chapters / Timestamps:  0:00 – Why lawyers should look at their numbers 4:17 – AI updates from 8AM (MyCase/Docketwise) 13:46 – Why Excel is the most underused tool in law 17:35 – What Excel can do that lawyers don’t expect 23:25 – Templates, formulas & real practice examples 31:27 – Using Excel for automation & mail merges 37:32 – Everyday lawyer workflows made easier with Excel 41:23 – Final takeaways

In episode 588 of the Lawyerist Podcast, discover how small shifts in mindset and management can make law practice less chaotic and more rewarding. Zack Glaser sits down with Jordan Couch of Palace Law to explore lessons from his book, 411 Tips for Solo and Small Firm Lawyers. They cover everything from client service and writing habits to creativity and innovation, offering real-world advice to help lawyers build stronger, happier firms.  Listen to our previous episodes about Law Firm Innovation & Sustainable Growth:   Rethinking Law Firm Growth in the Age of AI, with Sam Harden Apple | Spotify | LTN  #553: AI Tools and Processes Every Lawyer Should Use with Catherine Sanders Reach Apple | Spotify | LTN  #550: Beyond Content: How AI is Changing Law Firm Marketing, with Gyi Tsakalakis and Conrad Saam Apple | Spotify | LTN    Have thoughts about today’s episode? Join the conversation on LinkedIn, Facebook, Instagram, and X!  If today's podcast resonates with you and you haven't read The Small Firm Roadmap Revisited yet, get the first chapter right now for free! Looking for help beyond the book? See if our coaching community is right for you.  Access more resources from Lawyerist at lawyerist.com.    Chapters / Timestamps:   00:00 – Introduction with Stephanie & Zack  05:52 – Meet Jordan Couch  07:12 – 411 Tips for Lawyers  09:48 – Pick Your Lane  13:51 – Client Service Matters  16:26 – Handling Client Frustration  21:12 – The Trial Is Always Happening  24:35 – Write Like a Human  34:20 – Practice Creativity  37:38 – The Future of Law  46:00 – Closing Thoughts

In episode 587 of Lawyerist Podcast, discover how your firm can stay competitive, efficient, and future-ready by embracing artificial intelligence. Stephanie Everett talks with Jack Newton, CEO and founder of Clio, about how small firms can leverage AI to streamline workflows, make smarter decisions, and outpace slower-moving competitors.  Jack explains how Clio’s new AI-powered platform, Clio Work, is transforming the way lawyers practice—by integrating intelligent automation directly into everyday tasks. Together, they explore what it means to become an “AI-native” law firm, how to balance innovation with ethics, and why small firms are uniquely positioned to lead the legal industry’s next big shift.  Learn how to use AI as a force multiplier in your practice—and why adaptability, not size, will define tomorrow’s most successful law firms.    Listen to our previous episodes about AI & Law Firm Growth:   Episode #584: “How to Stay Human in the Age of AI-Driven Law Firm Marketing, with Conroy Creative” Apple | Spotify | LTN   Episode #577: “Rethinking Law Firm Growth in the Age of AI, with Sam Harden” Apple | Spotify | LTN  Episode #565: “Becoming the AI Driven Leader, with Geoff Woods” Apple | Spotify | LTN   Episode #562: “Beyond ChatGPT: The AI Revolution Happening Inside Your Firm, with Charreau Bell” Apple | Spotify | LTN     Have thoughts about today’s episode? Join the conversation on LinkedIn, Facebook, Instagram, and X!    If today's podcast resonates with you and you haven't read The Small Firm Roadmap Revisited yet, get the first chapter right now for free! Looking for help beyond the book? See if our coaching community is right for you.    Access more resources from Lawyerist at lawyerist.com.    Chapters / Timestamps:   0:00 – Introduction & ClioCon Recap  2:00 – Growth Stages of Small Firms  5:10 – Clio for Enterprise Explained  7:45 – Why Small Firms Have the Advantage  10:30 – How AI Is Changing Legal Work  13:15 – Making AI Adoption Effortless  16:00 – Trust, Data & the Hallucination Problem  20:00 – Building the AI-Native Law Firm  22:30 – Staying Competitive in the Age of Change  24:40 – Closing Thoughts