So if throwing more money at marketing usually backfires… what actually works?

That’s where this part of the conversation goes.

Part 1 was about thinking differently. About stepping back and realizing that most lawyers aren’t struggling because they picked the wrong tactic… they’re struggling because they don’t have a clear way to evaluate what’s working in the first place.

Now we get into the messy part.

Gyi Tsakalakis and Conrad Saam start breaking down how marketing actually plays out in the real world. Not the clean version you hear on stage. The version where attribution is unclear, data can be misleading, and even “good” campaigns can quietly fail.

They talk about Google, agencies, AI, and the constant pressure to chase the next thing… and why that mindset usually leads to wasted time and money.

But this isn’t just a teardown.

There’s a shift that happens in this episode.

You start to see what to focus on. What actually matters. And how to think about marketing in a way that connects back to the kind of firm you’re trying to build.

It’s not simple. It’s not neat.

But it’s honest.

If Part 1 helped you see the problem more clearly, this one helps you start figuring out what to do about it.

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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

Most lawyers think their marketing problem is tactics.

Wrong platform. Wrong agency. Wrong strategy.

But what if the real problem is how you’re thinking about marketing in the first place?

This episode is a little different.

We’re taking you inside a live session from the Great Legal Marketing Summit, where Gyi Tsakalakis and Conrad Saam basically did what they do best… challenge everything lawyers think they know about growth.

It starts with origin stories. How they got into legal marketing. How they built their businesses. Why two competitors can still operate as “worthy rivals.”

But pretty quickly, the conversation turns into something deeper.

They break down why most marketing advice feels confusing, why lawyers struggle to make sense of what actually works, and why chasing tactics without context is a losing game.

There’s also a bigger theme running through all of this.

If you want a better firm, you don’t just need better marketing. You need better thinking.

Part 1 sets the foundation. Part 2 gets into the weeds.

If your marketing has ever felt like a black box, start here.

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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

Most law firm owners approach hiring like they’re trying to put out a fire with a garden hose.

You’re busy, the cases are piling up, and suddenly you realize you needed help months ago. So, you do what most of us do when we're desperate: you hire based on a "good vibe" and a resume that looks decent enough.

The problem is that most lawyers aren't actually good at hiring because they do it so rarely. It’s an expensive skill to learn by trial and error.

In this session from the GLM Summit, Jay Henderson hits the reset button on that entire process. He looks at your firm through a very specific lens: people, tasks, and systems. You can spend all year building perfect systems, but if the people running them aren't the right fit, everything is going to feel a lot harder than it needs to be.

Jay gets incredibly practical here. He explains why you need a "superstar profile" before you even think about posting a job ad, and how to write that ad so you attract actual talent instead of just anyone with a pulse.

One of the best parts of this talk is when he dives into the "gut check." We’ve all had that feeling that something is off with a candidate, but Jay explains why your intuition shouldn't be your entire strategy. He brings in tools, score sheets, and structured interviews to help you stop "selling" the job to the wrong person just because you ran out of questions to ask.

In this episode, you’ll learn:

• Why your firm’s growth is limited by your "people part" and how to fix it
• The exact steps to create a profile of what "good" actually looks like for any role
• How to stop hiring based on desperation and start using a consistent process
• Why your gut feeling is a great warning sign but a terrible hiring plan
• How to avoid the "bad hire tax" that drains your time and bank account

If you want to build a firm where you actually enjoy showing up on Monday morning, you have to stop letting hiring problems become your full-time job. This episode shows you how.

Connect with Jay:

LinkedIn: www.linkedin.com/in/jaysrealtalent

Company: www.RealTalentHiring.com

Email: Jay@RealTalentHiring.com

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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