S04E170 Improve Your Negotiations Using The Formula of The 3 R’s with Lynn Price

Negotiation gets painted as pressure, conflict, and “winning” at all costs but that mindset quietly costs law firm owners money, time, and relationships. Marilyn Jenkins sits down with attorney, speaker, and negotiation expert Lynn Price, who has negotiated more than 11,000 agreements, to share a repeatable way to handle high-stakes conversations without getting reactive or giving away leverage.

We walk through Lynn’s practical “3 R’s” framework for contract negotiation and everyday leadership talks: be ready (do the due diligence, know your priorities, and define what you can trade), be relatable (build authentic connection so people actually want to work with you), and be reasonable (get creative without becoming a doormat). Lynn also breaks down her three-bucket method: have to haves, helpful haves, and hopeful haves, a simple tool that makes negotiations clearer and faster for attorneys dealing with clients, vendors, landlords, or firm hires.

One of the most useful moments is the silence strategy: make the ask, stop talking, and don’t negotiate against yourself just to fill an awkward pause. We also talk about building your “negotiation muscle” through practice out loud and low-stakes reps, plus why being a resource instead of a roadblock reduces risk and prevents disputes before they turn into litigation.

Reach Lynn here: 
https://www.lynnpriceconsulting.com/ 
https://www.amazon.com/Negotiate-Develop-Negotiation-Muscle-Workplace-ebook/dp/B07L3YC4MY/ 

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

Leadership In Law Podcast with host, Marilyn Jenkins

S04E169 Entity Engineering for AI Visibility with Jason Wade

AI is no longer just a tool people use. It’s becoming the reader that interprets your website, your profiles, and your reputation, then decides whether to cite you, include you, or recommend you as the choice. That’s why this conversation with technologist and system architect Jason Wade hits differently: we’re not talking theory, we’re talking what actually makes a law firm visible as search shifts toward Google Overviews, Gemini, and ChatGPT style answers.

We get honest about the confusing wave of acronyms like AI SEO, GEO (generative engine optimization), and AEO (answer engine optimization), then boil it down to what matters: authority signals and “entity engineering.” If your founder story is trapped in a thin bio, if your About page reads like a resume, or if your online presence looks inconsistent across LinkedIn, directories, and your website, AI will struggle to understand who you are and why you’re credible. We also dig into how Google algorithm updates keep changing the rules and why long form cornerstone content, clear site structure, and a hub and spoke approach can lift results fast while building durable trust.

You’ll also hear practical tips attorneys can start today, like using voice notes to create a compelling bio without overthinking it, writing in clear language that real people understand, and building credibility assets like a short book or case studies that keep paying off in marketing. 

Reach Jason here: 
https://ninjaai.com  
https://aimainstreetspodcast.com  

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

S04E168 Active Listening & Communication for Growth with Arlene Cohen Miller

If your negotiation style “works” but leaves everyone tense, resentful, or exhausted, it’s costing yo more than you think. We sit down with Arlene Cohen Miller, an AV Preeminent ® Rated Attorney, ICF-certified professional coach, and CEO of Jewel Consultancy, to unpack what real executive presence looks like in the legal world and why it’s the fastest path to trust when conversations get hard.

We get practical about negotiation skills for lawyers that aren’t taught in law school: active listening as a trainable skill, asking open questions that surface the real bottom line, and using reflection to help people feel seen and understood. Arlene explains how “win at all costs” can damage long-term client relationships, referral networks, and your reputation with other attorneys you will absolutely meet again. We also talk about emotional intelligence in leadership, staying steady under pressure, and how boundaries protect your time, energy, and integrity without turning you into someone you’re not.

We also zoom out to law firm culture, psychological safety, and associate retention. Arlene shares why one-time seminars rarely change behavior, what ongoing coaching and CLE-integrated practice can look like, and why turnover is so expensive that culture becomes a business strategy, not a perk. If you want to lead with courage, confidence, and calm assurance, this conversation gives you a clear place to start today.

Reach Arlene here:
https://jewelconsultancy.com
https://www.instagram.com/jewelcoach2/
https://www.linkedin.com/in/arlene-cohen-miller-jd-pcc-54435b59/
https://youtube.com/@arlenecmiller

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

Leadership In Law Podcast with host, Marilyn Jenkins
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 #leadershipinlawpodcast #leadershipinlaw #lawmarketingzone #marilynjenkins

S04E167 Three Levels of Connection to Save Your Marriage with Dr. Lee Baucom

Marriages do not usually fall apart in one dramatic moment. More often, they get quietly put on hold while life feels urgent: building a practice, chasing deadlines, raising kids, paying bills, and keeping everything moving. We sit down with Dr. Lee Baucom, a marriage coach and creator of the Save the Marriage System, to name that pattern clearly: the “pause button marriage” and the slow drift into disconnection that can leave two good people feeling like roommates.

We dig into the practical framework Lee uses with thousands of couples worldwide, including the three levels of connection that tend to fade first: physical connection (loving touch beyond sex), emotional connection (feeling seen and supported), and spiritual connection (shared values, hopes, dreams, and fears). Once you can identify what is missing, you have clear targets for rebuilding, without trying to fix everything at once or forcing a big emotional “breakthrough” conversation that the relationship cannot hold yet.

The most surprising takeaway is also the most hopeful: you do not need your spouse fully on board to start improving the marriage. Because a marriage is a system, one person can change their steps and shift the dance. We talk about signs the relationship is drifting, how resentment builds from unprocessed hurt, and how to stay motivated using values-based reasons that last longer than fear. Lee also shares simple daily habits, like consistent “one-way” connection texts, that rebuild trust over time.

Reach Dr. Lee here:
http://UnPauseYourMarriage.com
http://SaveTheMarriage.com

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

Leadership In Law Podcast with host, Marilyn Jenkins
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S04E166 Changes in the Legal Profession in 50+ Years with Mark C. Zauderer

The fastest way to lose your edge as a lawyer is to shrink your world down to a screen and a timesheet. We sit down with Mark C. Zauderer, a veteran New York trial and appellate lawyer known for high-stakes business and commercial litigation, to unpack what actually builds a lasting legal career: real training, real relationships, and the courage to bet on yourself.

Mark shares the leadership journey behind his book, “Counsel, The Courtroom Is Open,” including the moments that pushed him to finally write it, the formative experiences that shapes his confidence, and the practical reality of starting a boutique litigation firm ith no money, no clients, and a whole lot of belief. We talk candidly about business development for lawyers the old-school way: bar associations, CLEs, community visibility, and becoming someone other lawyers trust with referrals.

We also dig into the harder questions law firm leaders wrestle with right now: how remote work changes mentorship, why billable hour pressure can warp incentives, and what gets lost when the “profession of law” starts acting like the “business of law.” Mark explains a simple but powerful boundary in legal ethics and client service, where the client decisions end and lawyer judgment begins, then zooms out to justice as a human system of resolving conflict through courts, arbitration, and mediation.

Reach Mark here:
https://www.markczauderer.com/
Book Mentioned: https://amzn.to/4unrLF6

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

Leadership In Law Podcast with host, Marilyn Jenkins
Powered by Law Marketing Zone®
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S04E165 Private Aviation as a Strategic Business Tool with Dave Coleman

Private aviation is often dismissed as a luxury, but Dave Coleman, president of Coleman Jet Solution and a pilo with 35 years of experience, explains why many law firms view it as a strategic tool. We discuss how private flying can save time, improve productivity, and provide confidentiality while traveling.

Dave also breaks down which firms benefit most, covering use cases like trial travel, expanding into new markets, and reaching cities with limited airline access. He explains how different aircraft fit different missions and why choosing the right plane matters financially.

We also explore practical decisions like chartering versus ownership, what a proper feasibility study should include, and the common mistakes first-time buyers make. Dave shares why unbiased technical, financial, and regulatory guidance is essential before committing to aircraft access.

If you’re curious whether private jet charter or private aircraft ownership fits your firm, listen, share this with a partner, and leave a review so more law firm owners can find it.

Reach Dave here:
https://www.colemanjets.com/
https://www.linkedin.com/in/david-coleman-05730217/
https://twitter.com/ColemanJetSales
https://www.facebook.com/Coleman-Jet-Solutions-100400065793228

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

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

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BONUS: The Authority Era: Why AI Is Changing Legal Marketing Forever

For more than twenty years, legal marketing has revolved around one question: Where do I rank?

But something fundamental has shifted. Your future clients are no longer typing keywords into a search box and choosing from ten blue links. They’re opening ChatGPT, Gemini, Claude, and Google AI, and simply asking who they should hire.

And here’s the uncomfortable truth at the heart of this episode: your firm can have a beautiful website, strong rankings, and thousands of dollars in monthly marketing spend, and still be completely invisible the moment someone asks AI for a recommendation.

Marilyn has spent the last year studying exactly how AI decides which firms to recommend, running visibility audits for firms across the country, and testing what actually earns a firm a seat at the table in this new era.

What she’s discovered should get every law firm owner’s attention.

In this episode, Marilyn explores:

• Why AI is not just another search engine — and the critical distinction that explains why so many good firms are struggling to be found
• The one phrase that captures everything about this shift — and why it changes how you should look at your website starting today
• Why some of the most successful, established firms in their markets aren’t being mentioned by AI even once — and what those firms are missing
• The difference between publishing content and building authority — and why one compounds while the other quietly expires
• The concept that Marilyn believes is the single most misunderstood idea in legal marketing right now — and why getting it right can transform your entire marketing ecosystem
• What happened to one firm’s website traffic and AI visibility just weeks after implementing this approach (the numbers are worth hearing)
• Why the future may belong not to the firms with the biggest budgets — but to the firms willing to become the best teacher in their market

The bigger idea: This isn’t about chasing another algorithm or learning another marketing hack. Algorithms change. Authority compounds. And the firms that commit to becoming the most trusted resource in their market won’t just earn better rankings — they’ll become the firms that both Google and AI recommend for years to come.

Whether you’re building a firm you intend to run for decades or one you hope to sell someday, this conversation reframes your website, your content, and your marketing as something far more valuable than you may have realized: an asset that keeps working long after you’ve built it.

You will not look at your website the same way again.

A free resource for listeners:
Marilyn has created a practical checklist called “Five Things I Do For My Clients To Improve AI Visibility in Google AI and ChatGPT” — based on the real audits her team performs for law firms across the country. Download it completely free at 5things.lawmarketingzone.com 

Ready to build a law firm that’s positioned to win — no matter how your clients search?
Your marketing is only one part of a truly wealth-generating law firm. To turn visibility into signed clients, and signed clients into a firm that runs and grows without consuming your life, you need the right strategy, systems, and support behind it.

Download Marilyn’s free guide, “Five Things I Do For My Clients To Improve AI Visibility,” at 5things.lawmarketingzone.com.

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

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

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S04E164 Virtual Executive Assistants For Business Growth with Gina Cotner

Your calendar is packed, your brain is louder than your inbox, and somehow you’re still the one chasing updates. That’s not a workload problem, it’s an ownership problem. Marilyn Jenkins sits down with Gina Cotner, founder and CEO of Athena Executive Services, to unpack what changes when you step delegating tasks and start delegating responsibility to a high-caliber executive assistant.

We dig into the mechanics of accountability, including the simple but often avoided question: “When will that be done?” Gina explains how strong executive assistants help drive accountability, protect a law firm owner’s time, and support better delegation through systems and clear communication.

We alsso discuss practical ways to document repeatable processes using Loom, Zoom recordings, and voice notes, along with how Athena vets and matches virtual executive assistants. Gina shares why trust and partnership matter just as much as admin skills, and how starting with just a few hours a week can create momentum for better follow-through and fewer bottlenecks.

Reach Gina here:
https://www.athenaexecutiveservices.com/
https://www.linkedin.com/company/athena-executive-services/
https://www.instagram.com/athena_executive_services/
https://www.facebook.com/AthenaVirtualAssistants

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

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

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S04E163 Community Networking to Grow Your Firm with Anderson Franco

He used to defend insurance companies. Now he helps injured people take them on, with a calm approach that gets results. We sit down with California personal injury Anderson Franco, founder of Anderson Franco Law, to unpack what he learned during seven years in insurance defense and how that insider knowledge changes everyting on the plaintiff side, from evaluating liability to presenting evidence in a way an insurance adjuster can act on.

We also get real about what clients actually need right after an accident: clear expectations, steady communication, and a roadmap that makes the personal injury process feel less intimidating. Anderson shares how he texts clients, uses templated letters, and prepares people for major milestones like depositions and settlement demands. Because most clients have never been part of a legal claim, we focus on the practical habits that build trust and reduce stress.

A major part of Anderson’s practice is serving Spanish-speaking clients in the San Francisco Bay Area. We explore access-to-justice challenges, Spanish-first legal education on social media, and the systems and grassroots marketing strategies helping his solo firm grow.

If you care about law firm leadership, client experience, and building a referral-driven practice, this conversation will sharpen your playbook.

Reach Anderson here:
https://www.andersonfranco.com/

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

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

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S04E162 Animal Cruelty’s Connection to Domestic Violence & More with Joyce Glass

Animanl cruelty is often dismissed as “someone else’s problem,” but it frequently overlaps with violence in the home. Attorney Joyce Glass joins us to discuss the legal and human realties behind cruelty investigations and why they can serve as early warning signs for abuse.

Joyce shares how a dog named Lucy led her into animal protection work and how her advocacy now includes legislation, law enforcement partnerships, and courtroom work. We also discuss policy efforts like banning roadside animal sales and the broader issues tied to them, including fraud, public health risks, and sick animals being sold to families.

We also explore the connection between animal abuse and interpersonal violence. Joyce explains why cross-reporting between animal control and social services matters, what warning signs neighbors should notice, and what goes into building a strong animal cruelty case, from evidence collection to veterinary forensics and proper charging decisions.

If you care about community safety, criminal law, animal welfare, or building better systems through collaboration, this conversation will give you clear next steps and a framework you can share.

Reach Joyce here:
https://www.jmgpclaw.com/
https://www.linkedin.com/in/joyce-glass-7708b1158/

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

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

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