The Secret to Sales is Connection

Kayla Grayson is the COO of Viles & Beckman, LLC, a personal injury law firm. In her role, she leverages her 17 years of Navy leadership experience to scale the firm and cultivate a culture of excellence. With 14 years of experience in the legal field, Kayla has held various positions, including Legal Assistant, Case Manager, and Paralegal. She is also a Founding Board Member of the Viles & Beckman Foundation, a nonprofit organization that inspires positive change in Southwest Florida by fostering growth, education, and engagement. 

Brandon Dawson is a Founder Member of the Thumbs Up Guys at Miller, Dawson, Sigal & Ward, LLC, a personal injury law firm where he practices general civil litigation, including workers’ compensation, automobile accidents, and other serious injuries. As a strategic thinker and innovator, Brandon manages the firm’s growth and marketing initiatives. He has spent the past decade disputing with insurance companies on behalf of injured individuals.

In this episode…

Law firms are often slow to adopt new technology, with many accustomed to manual operations. Yet with technology tools advancing rapidly, firms must keep pace. What tools can you leverage in your business, and how can you obtain buy-in from your team?

Automation is one of the most influential tools law firms can use to streamline operations. Retrieving and processing records and other forms of legal discovery is an arduous process, so industry changemaker Kayla Grayson has implemented an automation tool that lowered her firm’s average retrieval time from 58 to 22 days. Marketing is another pain point for law firms, so legal leader Brandon Dawson automates campaigns and data collection for precise targeting. Rather than rolling out new technology without obtaining buy-in, Kayla and Brandon recommend identifying your team’s key issues and demonstrating how these tools can solve them.

In today’s episode of The Guts and Glory Show, Luis Scott travels to Austin to interview Kayla Grayson of Viles & Beckman, LLC and Brandon Dawson of Miller, Dawson, Sigel & Ward, LLC. They discuss how law firms can grow using technology. The pair also share three to five data points law firms should collect, how to build a firm in 2024, and the significance of data transparency.

Luis Scott is the Managing Partner at Bader Scott Injury Lawyers, where he represents people who have been injured or disabled in severe accidents. He is also the Owner of 8 Figure Firm, which provides consulting services and insider knowledge to national law firms. As Bader Scott’s managing attorney, he handles over 150 employees and contractors and has led the firm to be recognized by the Atlanta Business Chronicle as one of the fastest-growing businesses in Georgia. 

Luis has received numerous awards and accolades, including Super Lawyers’ “Rising Star,” The National Trial Lawyers Association’s “Top 40 Lawyers Under 40,” and the American Institute of Legal Counsel’s “10 Best Attorneys in 2017” for workers’ compensation.

In this episode…

A chief operating officer is a founder’s second in command, offering support to grow the business. However, these professionals can’t do everything, and hiring them to perform tasks outside their areas of expertise may result in subpar outcomes. Learn the four types of COOs and how you can leverage their unique skill sets to scale.

Business leader and growth expert Luis Scott observes that COOs either possess marketing, financial, operational, or leadership expertise. Those with strong marketing skills often focus exclusively on generating leads and new clients for the company. Similarly, financially driven COOs oversee payroll, expenses, and budgeting, whereas process-oriented executives create and document workflows for operational efficiency. Leaders like Luis believe in establishing and coaching leadership teams to propel the business forward. When evaluating a COO, consider how their strengths can help achieve your goals for the company.

In this episode of The Guts and Glory Show, Luis Scott returns to discuss the four types of COOs. He also explains what to consider when hiring a COO and how to align their skills with your objectives.

Addison Adams is the Founder and Attorney at Adams Corporate Law, a firm focused on corporate and securities matters for businesses, entrepreneurs, and investors. With over 26 years of legal experience representing public and privately held companies, he acts as outside general counsel for small businesses, providing them with practical corporate legal advice. Before founding Adams Corporate Law, Addison was a Founding Equity Partner at Richardson & Patel LLP, a boutique securities law firm.

In this episode…

If a business is generating eight figures in annual revenue, why would anyone want to sell it? Many entrepreneurs who don’t have a legacy plan consider exiting when they reach retirement. Likewise, business owners purchase companies to accelerate their own growth. How can buyers source potential companies, and what can sellers do to position their business as an attractive option?

With decades of experience coaching founders on the legalities of M&A, attorney Addison Adams advises sellers to identify their company’s unique value proposition and position it as a strategic benefit for the buyer. Delegating and hiring quality employees who can build relationships with clients is also crucial to keep the business intact following the sale. When considering purchasing a company, Addison recommends reaching out to colleagues or competitors or browsing sites like Business Brokers or Investment Bankers. Buyers must identify their ideal type of business and evaluate each one thoroughly to make informed decisions.

Tune in to this episode of The Guts and Glory Show as Luis Scott welcomes Addison Adams, the Founder and Attorney at Adams Corporate Law, who shares the ins and outs of buying and selling companies. Addison explains how retirement among baby boomers drives M&A activity, how to become a successful entrepreneur, and the best deal he has ever closed. 

Luis Scott is the Managing Partner at Bader Scott Injury Lawyers, where he represents people who have been injured or disabled in severe accidents. He is also the Owner of 8 Figure Firm, which provides consulting services and insider knowledge to national law firms. As Bader Scott’s managing attorney, he handles over 150 employees and contractors and has led the firm to be recognized by the Atlanta Business Chronicle as one of the fastest-growing businesses in Georgia. 

Luis has received numerous awards and accolades, including Super Lawyers’ “Rising Star,” The National Trial Lawyers Association’s “Top 40 Lawyers Under 40,” and the American Institute of Legal Counsel’s “10 Best Attorneys in 2017” for workers’ compensation.

In this episode…

Goals without action are merely dreams. Yet many entrepreneurs develop multiple goals and become overwhelmed and frustrated when they can’t achieve them. By concentrating on one word throughout the entire year, you can transform your personal and professional life.

Growth coach Luis Scott decided to make an impact in every area of his life. This allowed him to achieve his goals efficiently and effectively. He maintains that rather than setting multiple goals and hoping to remain focused throughout, you can select one word to fulfill in your life and maximize your accomplishments. When faced with a pivotal decision, try focusing on how you can execute the word to facilitate action.

Welcome back to The Guts and Glory Show with Luis Scott. Today, he talks about how to achieve your goals effectively. He shares how the book One Word That Will Change Your Life impacted his decision-making and goal-setting strategies.

Bo Royal is the Co-founder and CEO of Pareto Legal, a growth marketing agency helping injury law firms multiply their revenue. Before founding Pareto Legal, he worked at eBay’s Enterprise Marketing Solutions division, where he led teams of digital marketing experts and specialists overseeing $250 million in annual advertising budgets. Bo has worked with renowned brands, including Aeropostale, Calvin Klein, Dr. Martens, and Kate Spade.

In this episode…

PPC marketing is an emerging tool for law firms to acquire clients, but many firms are hesitant to invest in a strategy regarded as competitive. However, with a consistent lead generation system, this method can yield a high ROI. How can you invest in PPC and other marketing strategies to boost your firm’s revenue?

With experience leading marketing efforts for high-profile clients, Bo Royal affirms that 20% of your marketing efforts drive 80% of your cases. To unlock this growth principle, you should allocate your budget by focusing on bottom-funnel digital marketing tactics. These include PPC advertising and retargeting campaigns. Bo also recommends developing a system to generate incremental leads, allowing you to manage and track campaign metrics.

In today’s The Guts and Glory Show episode, Luis Scott welcomes his guest Bo Royal, the Co-founder and CEO of Pareto Legal, who talks about marketing campaign strategies for personal injury firms. Bo shares the average cost-per-acquisition for PPC campaigns, how to measure your marketing efforts, and the difference between product and service-based marketing.

Victoria Collier is the CEO of Quid Pro Quo Law, a team of professionals helping lawyers build and sell valuable law firms. She owned and operated a law firm for 18 years, where she focused on elder law estate planning and taught veterans’ benefits for seniors to national elder law attorneys.

As a serial entrepreneur, Victoria co-owns an eight-figure business that helps veterans and previously owned an insurance firm, publishing company, and real estate business. As a Certified Exit Planning Advisor and Certified Value Builder, she specializes in the valuation, purchase, merger, and sale of businesses.

In this episode…

Many law firm owners experience burnout in their careers, but how do you know if this fatigue is actually a desire to exit your business? How can you prepare your firm and be ready for a sale when the time is right?

According to versatile business and law veteran Victoria Collier, law firm entrepreneurs experiencing burnout lack a clear vision and appear stagnant. Conversely, those wanting to exit can formulate a vision for the future — namely, a life following the sale. If you’re truly ready to exit your firm, Victoria says to develop a predictable business model with fixed revenue, a codified P&L statement, and a solid, motivated team. 

In today’s installment of The Guts and Glory Show, Luis Scott invites Victoria Collier, the CEO of Quid Pro Quo Law, to speak about buying and selling law firms. Victoria shares the early-stage challenges of growing profitable firms, how to evaluate business value, and when you should consider buying another firm.

Luis Scott is the Managing Partner at Bader Scott Injury Lawyers, where he represents people who have been injured or disabled in severe accidents. He is also the Owner of 8 Figure Firm, which provides consulting services and insider knowledge to national law firms. As Bader Scott’s managing attorney, he handles over 150 employees and contractors and has led the firm to be recognized by the Atlanta Business Chronicle as one of the fastest-growing businesses in Georgia. 

Luis has received numerous awards and accolades, including Super Lawyers’ “Rising Star,” The National Trial Lawyers Association’s “Top 40 Lawyers Under 40,” and the American Institute of Legal Counsel’s “10 Best Attorneys in 2017” for workers’ compensation.

In this episode…

Is your business unpredictable? Do you manage your daily operations worrying about whether you’ll reach your revenue goals or if your team will remain for the long term? Discover proven principles for developing a predictable eight-figure company.

Self-proclaimed growth king Luis Scott has a three-tiered system for cultivating predictability and attaining personal financial freedom. It involves building the foundation, communicating your intention, and transforming your business. The foundation is built on your values, vision, mission, and service standards, creating a message that determines your brand-building and marketing strategies. Delivering this message to your target audience generates predictable leads, and establishing a bonafide customer experience drives conversions, leading to retention, profitability, and consistency.

On this episode of The Guts and Glory Show, host Luis Scott shares his secrets for building an eight-figure business. He addresses the evolving employee landscape, peoples’ simultaneous predictable and unpredictable natures, and how to create a consistent business model.

Luis Scott is the Managing Partner at Bader Scott Injury Lawyers, where he represents people who have been injured or disabled in severe accidents. He is also the Owner of 8 Figure Firm, which provides consulting services and insider knowledge to national law firms. As Bader Scott’s managing attorney, he handles over 150 employees and contractors and has led the firm to be recognized by the Atlanta Business Chronicle as one of the fastest-growing businesses in Georgia. 

Luis has received numerous awards and accolades, including Super Lawyers’ “Rising Star,” The National Trial Lawyers Association’s “Top 40 Lawyers Under 40,” and the American Institute of Legal Counsel’s “10 Best Attorneys in 2017” for workers’ compensation.

In this episode…

Some entrepreneurs are disheartened by their businesses, acting as employees rather than building the company to serve their needs. If you’re inundated by the seemingly endless cycle of hardships, consider adjusting your perspective.

As a skilled multi-business entrepreneur, Luis Scott understands the grueling nature of attaining revenue and lifestyle goals. Rather than relying on the myth that you can establish a billion-dollar company in a few years, Luis says you must expand your time frame. Calculated growth requires developing a sound business plan and relinquishing arbitrary revenue deadlines. Luis also encourages entrepreneurs to believe in their abilities to overcome adversity through resilience, resourcefulness, and a solutions-focused mindset.

Tune in to the Guts and Glory Show as Luis Scott talks about the crucial qualities of entrepreneurship. He shares the three characteristics of fortunate entrepreneurs, how to identify meaning in your business, and how to adjust your mindset for the long term.

Luis Scott is the Managing Partner at Bader Scott Injury Lawyers, where he represents people who have been injured or disabled in severe accidents. He is also the Owner of 8 Figure Firm, which provides consulting services and insider knowledge to national law firms. As Bader Scott’s managing attorney, he handles over 150 employees and contractors and has led the firm to be recognized by the Atlanta Business Chronicle as one of the fastest-growing businesses in Georgia. 

Luis has received numerous awards and accolades, including Super Lawyers’ “Rising Star,” The National Trial Lawyers Association’s “Top 40 Lawyers Under 40,” and the American Institute of Legal Counsel’s “10 Best Attorneys in 2017” for workers’ compensation.

In this episode…

Is it possible to make seven figures in yearly revenue from a podcast? Most business owners believe podcast profitability only happens to renowned entrepreneurs like Joe Rogan and Gary Vaynerchuk. However, with a clear vision and effective strategies, anyone can monetize their podcasts.

After developing a strategic goal for his podcast, Luis Scott achieved valuable growth. Once you’ve identified an optimal end result for your podcast, you can implement five strategies to boost your revenue. These include diversifying your network by inviting credible guests, acquiring speaking engagements to establish authority, selling courses, events, or books, gaining consulting opportunities, and growing your audience. 

Luis Scott is back in The Guts and Glory Show to discuss monetizing your podcast. He also explains how to launch a podcast, the value of a podcast in achieving your business goals, and how he revived his podcast.

James Grant is the Co-founding Partner of Georgia Trial Attorneys at Kirchen & Grant, LLC, which provides innovative legal solutions in personal injury, family law, and criminal defense. As an aggressive and experienced litigator, he has helped clients injured in auto, pedestrian, and truck accidents. James founded Georgia Trial Attorneys as an outsourced litigation company to help other personal injury firms grow. As a seasoned courtroom veteran, his prior roles include assistant solicitor general and senior associate attorney.

In this episode…

When it comes to litigation, many lawyers pursue seven and eight-figure trial cases while avoiding less lucrative civil cases. These cases are often overlooked entirely due to a lack of experienced staff. How can you outsource litigation and other tasks to streamline and scale your business?

As an outsourced litigator, James Grant has observed that most law firms either rely on pre-litigation experts to represent trial cases or overpay experienced lawyers to perform pre-litigation functions. By outsourcing litigation attorneys, law firm owners can place staff in appropriate roles, tighten their sales cycles, and focus on their strengths to scale effectively. James also recommends automating your workflows to reduce repetitive tasks and implementing software to streamline business operations.

Listen to a new episode of The Guts and Glory Show as Luis Scott hosts James Grant, the Co-founding Partner of Georgia Trial Attorneys at Kirchen & Grant, LLC, who explains the value of outsourcing for law firm growth. James shares how to market a unique business model, the most challenging aspects of business growth, and his secret to a successful litigation firm.