Most law firm owners do not wake up thinking, “Today is the day I ruin my finances.”

But a lot of them are doing the financial version of that anyway.

They are hiring. Spending. Growing. Saying yes to more cases. And hoping the numbers will somehow make sense later.

That is exactly why we are bringing this episode back.

It was one of our most downloaded conversations, and it still hits because the problem has not changed. If anything, it has gotten more complicated.

In this episode, Brian sits down with Kelley Brubaker, a fractional CFO who helps law firm owners stop flying blind with their money and start making decisions with clarity. Kelley does not talk about finances like a textbook. She talks about them like a person who has seen too many firm owners wait too long to get help.

You will hear why your P&L is not telling you the whole story, what numbers actually matter, and how to think about scaling without accidentally creating a more expensive version of chaos.

The conversation gets into the stuff most lawyers avoid until it is already a problem. Hiring decisions. Benchmarks. Marketing spend. Profit planning. What it really costs to keep the lights on. And how to build a firm that pays you on purpose instead of whatever happens to be left over.

If you have ever looked at your numbers and felt a little too confident, or a little too confused, this episode is worth another listen.

Because scaling without understanding the money is how a lot of firms end up working harder, growing faster, and feeling more trapped than ever.

Connect with Kelley

LinkedIn: https://www.linkedin.com/in/kelleybrubaker
Website: https://www.profitscalethrive.com/
Book a Curiosity Call: https://hello.profitscalethrive.com/public/appointment-scheduler/63dd4b35e18124affefa8ffa/schedule

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Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia. He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field. This podcast is his effort to share that passion with others.

Want to connect with Brian?

Follow Brian on Instagram: @thebrianglass
Connect on LinkedIn

You have probably heard the same advice a hundred times.

Run more ads.
Post more content.
Buy more leads.

And if you are being honest, you already know that does not always build the kind of firm you actually want.

That is why we are bringing this episode back.

It was one of our most downloaded conversations, and it still matters because it gives you something most marketing advice does not. A real framework you can use to build a referral engine that compounds over time.

Delisi Friday walks you through two things that can change the way your firm grows.

Better intake.
And the CORE method, which stands for Create Once, Recycle Everywhere.

That means asking the right questions when a lead comes in so trust starts right away. It means following up in a way that keeps you top of mind instead of disappearing after the first conversation. And it means turning one good idea into weeks of content without wearing your team out trying to come up with something new every day.

If you have ever felt like your marketing is busy but not building anything durable, this episode is for you.

Because you do not need more random marketing activity.

You need a system that helps the right people remember you, trust you, and send you more of the right cases.

And when you build that on purpose, referrals stop feeling lucky and start feeling repeatable.

Connect with Delisi:

Website: https://FirstCallFriday.com
Email: delisi@firstcallfriday.com
YouTube: First Call Friday
Podcast: From Coffee to Cases with Delisi Friday

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Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia. He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field. This podcast is his effort to share that passion with others.

Want to connect with Brian?

Follow Brian on Instagram: @thebrianglass
Connect on LinkedIn

Picture a new client on day 17.

They signed. They are still in pain. Their inbox has gone quiet. And the silence starts to do what silence always does. It fills in the blanks with worry.

Did the firm forget me?

That is where this episode lives.

In this conversation from Kaleidoscope 2025, Brian sits down with Gyi Tsakalakis and Jared Jaskot to talk about something every law firm says matters, but not enough firms actually systemize: client communication.

The idea is not complicated. Set expectations early. Keep people informed. Make sure they know what is happening and when. Use tools where they help, like chatbot intake, reminders, scheduling, and routing messages back into your system. But do not let automation replace the part that matters most, which is a real human check-in that reminds clients they are not being ignored.

They also get into the practical stuff that makes a modern practice run better. Welcome kits. Closeout letters. SMS when it fits. Capturing preferences early. Evergreen videos that answer common questions without making your team repeat the same explanations all day.

The bigger point is simple.

Bad communication creates anxiety, frustration, and lost trust. Good communication calms people down, earns reviews, and makes the whole client experience feel more professional and more human.

If you have ever wondered why a case that should have gone fine somehow still created friction, this episode will probably hit close to home.

Connect with Gyi and Jared

Gyi Tsakalakis
LinkedIn: https://www.linkedin.com/in/gyitsakalakis/
Website: https://www.attorneysync.com

Jared Jaskot
LinkedIn: https://www.linkedin.com/in/jared-jaskot-115b36152/
Website: https://jaskot.abogado/

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Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia. He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field. This podcast is his effort to share that passion with others.

Want to connect with Brian?

Follow Brian on Instagram: @thebrianglass
Connect on LinkedIn