Episode 149—Turning Business Conversations into Business—a Role-Play with Gary Johnson

In this episode, host Stephen Seckler welcomes back Gary Johnson, president of J2 Marketing Consultants, for a dynamic session of role-playing client intakes. They explore how lawyers can turn initial business conversations into productive relationships. Gary, an expert in coaching attorneys on growing their practices, shares practical techniques for understanding client needs, building trust, and addressing objections. Role-play scenarios include consultations with a restaurant owner expanding his business, a divorcing client navigating complex emotions and custody issues, and parents of a special needs child seeking estate planning advice. Each scenario highlights the importance of active listening, empathy, and providing tailored solutions. Gary also emphasizes the long-term value of relationship-building in legal marketing. This episode is packed with actionable insights for lawyers aiming to enhance their client interactions and business development strategies. Additional Resources Episode 74-Turning Business Conversations into Business-with Gary Johnson Episode 144-Turning Business Contacts into Business: Lessons From the 2024 Election  Episode 110-Dominic Grew on “Getting to No”-Turning Leads into Business and Other Ways to Succeed in Private Practice  

Om Podcasten

Counsel to Counsel is a periodic podcast produced by Stephen Seckler of Seckler Attorney Coaching (www.counseltocounsel.com). It addresses important career, marketing, and leadership issues facing attorneys. The target audience is associates, counsel and partners at law firms of all sizes; but the podcast also addresses issues that are relevant to in-house counsel, law students or any lawyer who is looking for career insights inside or outside of the law. Counsel to Counsel is aimed at individual lawyers who are looking to increase their own career satisfaction and build their marketing and leadership skills. The podcast features interviews with leading consultants, career professionals and marketing experts who advise attorneys on careers, marketing, law firm management and related issues. The guests are also a roster of successful attorneys who have found career satisfaction inside and outside the law. Counsel to Counsel is a direct outgrowth of the blog Counsel to Counsel which Stephen Seckler has been publishing since 2005. Since graduating from law school in the late 1980s, Stephen Seckler has been advising lawyers on career and marketing issues and working with a broad mix of law firms and corporate law departments. He began blogging when legal blogging was in its infancy and his blog Counsel to Counsel was named to the ABA Journal’s Blawg 100 in 2007 and 2008 (the first two years that list was in existence). Steve has written extensively on career and marketing issues and he has spoken at many law school, law firm and bar association events. He served on the Boston Bar Association’s Standing Committee on Work Life Balance and was Vice Chair of the Law Practice Management Section of the Massachusetts Bar Association. He is active in the Senior Lawyers Division of the American Bar Association, the ProVisors business network, and has been quoted frequently in the legal and business press.