Did you know unreasonable hospitality can be a competitive advantage in your law firm? That’s the dumbest thing Marc’s ever said. In this episode of the Successful Barrister, Marc Whitehead & Diana Berry share how to offer Unreasonable Hospitality for the benefit of your law firm, inspired by the bestselling book by Will Guidara. Hear how hiring shapes the culture of your law firm, why unreasonable hospitality is not hard or expensive to provide, why you should let your team members lead more meetings, how to commit to one hospitality improvement for the year, and how to get your team to abide by your nonnegotiables. Tune into this episode before Marc whines more about pickleball or that Holiday Inn Express last night.
Learn more about the Successful Barrister at SuccessfulBarrister.com, Marc Whitehead & Associates at DisabilityDenials.com, and contact Marc Whitehead at Marc@MarcWhitehead.com
Did you know answering 5 simple questions can solve all your marketing problems? That’s the dumbest thing Marc’s ever said. In this episode of the Successful Barrister, Marc Whitehead & Diana Berry talk through how to build & keep marketing momentum in your law firm. Hear why small consistent efforts build momentum, how to find your ideal client, how to convert attention into relationships, how to deliver & delight, and the importance of measurement. Marc’s back from vacation and already rewriting episode outlines.
Learn more about the Successful Barrister at SuccessfulBarrister.com, Marc Whitehead & Associates at DisabilityDenials.com, and contact Marc Whitehead at Marc@MarcWhitehead.com
Did you know growing your law firm isn’t always a great idea? That’s the dumbest thing Marc’s ever said. In this episode of the Successful Barrister, Marc Whitehead & Diana Berry debate whether it’s actually in your best interest to scale your law firm. Hear why growth isn’t always as beneficial as it seems, the dangerous parallels between growth & bankruptcy, what happens when you hire too fast, why you should hold off on marketing until your intake systems are solid, and how growth directly affects your cash flow. Diana finally admits Marc might’ve been right - and now, Marc has a new ringtone.
Learn more about the Successful Barrister at SuccessfulBarrister.com, Marc Whitehead & Associates at DisabilityDenials.com, and contact Marc Whitehead at Marc@MarcWhitehead.com
Did you know you can learn everything you need to know about trust from the Blue Angels? That’s the dumbest thing Marc’s ever said. In this episode of the Successful Barrister, Marc Whitehead & Diana Berry take notes on trust from the Blue Angels in High Trust Leadership by Captain George Dom. Hear the trust continuum model, The 5 C’s of Trust, why trust is crucial in a law firm, why low trust leads to micromanaging & turnover, and the trust-building activities that actually work. Marc loves micromanaging and still owes Diana lunch.
Learn more about the Successful Barrister at SuccessfulBarrister.com, Marc Whitehead & Associates at DisabilityDenials.com, and contact Marc Whitehead at Marc@MarcWhitehead.com
Did you know AI can run your law firm? That’s the dumbest thing Marc’s ever said. In this episode of the Successful Barrister, Marc Whitehead & Diana Berry explore how to use AI to improve your strategic thinking and enhance your law firm, inspired by The Ai-Driven Leader by Geoff Woods. Hear what Marc’s learned from his experiments with Claude, whether AI can replace human decision-making, how to find the bottleneck at your law firm, the drivers of growth AI can help with, and how to find an AI Champion in your law firm. Be warned! Marc’s grumpy and Diana doesn’t want to celebrate her birthday.
Learn more about the Successful Barrister at SuccessfulBarrister.com, Marc Whitehead & Associates at DisabilityDenials.com, and contact Marc Whitehead at Marc@MarcWhitehead.com
Did you know the secret to a great hire is a successful onboarding? That’s the dumbest thing Marc’s ever said. In this episode of the Successful Barrister, Marc Whitehead & Diana Berry share how to onboard new hires so they become successful at your law firm. Hear what onboarding should look like, the importance of a well-planned first day, how to teach your core values to every new employee, how often to check in with your new hires, and why you need to hire slow, fire fast. Plus, whether it’s cool to microwave fish in the office.
Learn more about the Successful Barrister at SuccessfulBarrister.com, Marc Whitehead & Associates at DisabilityDenials.com, and contact Marc Whitehead at Marc@MarcWhitehead.com
Did you know scaling your law firm is easy? That’s the dumbest thing Marc’s ever said. In this episode of the Successful Barrister, Marc Whitehead & Diana Berry detail how to grow your law firm by adding branch offices (aka satellite offices) and through clever use of your Google Business Profile listing (GBP). Hear how to tailor your law firm marketing to local communities, why visibility equals credibility, how to recruit in different markets, disclaimers to consider for each branch office, and how to navigate obstacles on your strategic expansion. Including how to avoid getting hangry.
Learn more about the Successful Barrister at SuccessfulBarrister.com, Marc Whitehead & Associates at DisabilityDenials.com, and contact Marc Whitehead at Marc@MarcWhitehead.com
Did you know Mark Lanier knows how to try a case using just AI? That’s the dumbest thing Marc’s ever said. In this episode of the Successful Barrister, Marc Whitehead & Diana Berry dive into Mark Lanier’s tips for using AI to become a better lawyer. Hear the pros & cons of ChatGPT, Claude, and Gemini, how ChatGPT can help you manage unhappy clients, the ability of Claude to review lengthy contracts, how Gemini stays on top of current events, and the importance of solidifying your firm’s AI policies. You’ll hear everything from AI hallucinations to AI affirmations.
Learn more about the Successful Barrister at SuccessfulBarrister.com, Marc Whitehead & Associates at DisabilityDenials.com, and contact Marc Whitehead at Marc@MarcWhitehead.com
Did you know you can teach your lawyers to act like Navy SEALs? That’s the dumbest thing Marc’s ever said. In this episode of the Successful Barrister, Marc Whitehead & Diana Berry prioritize the key lessons from the iconic bestseller Extreme Ownership by Jocko Willink & Leif Babin - and translate how they’ll help your leaders build a better law firm. Hear why leaders must own everything, the importance of clear & concise communication, why discipline equals freedom, how to empower leaders at all levels, and how to prioritize ruthlessly. Tune in for Marc’s massive ego and why Diana almost got fired this week.
Learn more about the Successful Barrister at SuccessfulBarrister.com, Marc Whitehead & Associates at DisabilityDenials.com, and contact Marc Whitehead at Marc@MarcWhitehead.com
Did you know getting a 1-star review isn’t really all that bad? That’s the dumbest thing Marc’s ever said. In this episode of the Successful Barrister, Marc Whitehead & Diana Berry explore the power of Google Reviews for law firms - the word-of-mouth marketing of the digital age. Hear how to handle negative Google Reviews, proactive strategies for positive Google Reviews, how frequently to monitor Google Reviews, how to perfect empathetic replies, and how to encourage more Google Reviews. Diana’s jealous of Wendy’s and Marc’s still pissed off about law school.
Learn more about the Successful Barrister at SuccessfulBarrister.com, Marc Whitehead & Associates at DisabilityDenials.com, and contact Marc Whitehead at Marc@MarcWhitehead.com
Did you know you can work 4 hours/week and still make a ton of money? That’s the dumbest thing Marc’s ever said. In this episode of the Successful Barrister, Marc Whitehead & Diana Berry talk the key lessons from the iconic bestseller The 4-Hour Workweek by Tim Ferriss - and apply them to creating your lifestyle law firm. Hear whether a 4-hour workweek is actually achievable, how to apply the DEAL framework to your lifestyle law firm (Define, Eliminate, Automate, Liberate), how to fire low-value clients & employees, whether you can take a sabbatical as a lawyer, and how to build a think day into your weekly schedule. We hope you love this episode more than Diana loves this book.
Learn more about the Successful Barrister at SuccessfulBarrister.com, Marc Whitehead & Associates at DisabilityDenials.com, and contact Marc Whitehead at Marc@MarcWhitehead.com
Did you know you can still make money on Pay-Per-Click (PPC)? That’s the dumbest thing Marc’s ever said. In this episode of the Successful Barrister, Marc Whitehead & Diana Berry talk the good, the bad, and the ugly of PPC advertising as a law firm. Hear how PPC ads work, Marc’s best advice for law firms starting PPC campaigns, how to select the right keywords for your PPC ads, the pitfalls of automated bidding, and how PPC ads compare to LSA ads (Local Service Ads). Listen closely for Diana’s eye rolls.
Learn more about the Successful Barrister at SuccessfulBarrister.com, Marc Whitehead & Associates at DisabilityDenials.com, and contact Marc Whitehead at Marc@MarcWhitehead.com
Did you know your law firm might be worth nothing? That’s the - wait, what?! In this episode of the Successful Barrister, Marc Whitehead & Diana Berry talk all things succession planning as it relates to your law firm. Hear how to confront your fears about succession planning, the best options for your succession plan, whether you need to sell your law firm, how to transition from Operator to Owner, and the introduction of our new segment: Marc’s 5 Action Items. Including Marc’s plans at age 110.
Learn more about the Successful Barrister at SuccessfulBarrister.com, Marc Whitehead & Associates at DisabilityDenials.com, and contact Marc Whitehead at Marc@MarcWhitehead.com
Did you know making new habits is easy? That’s the dumbest thing Marc’s ever said. In this episode of the Successful Barrister, Marc Whitehead & Diana Berry talk the key lessons from the iconic bestseller Atomic Habits by James Clear - and apply them to Marc’s busy calendar. Hear how to use the Four Laws of Behavior Change from Atomic Habits, the problem with our calendars, how to pair enjoyable activities with less appealing tasks, how to avoid perfectionism, and how to stay accountable with your new habits. Make sure you enjoy, because Diana spent 2 months preparing for this episode.
Learn more about the Successful Barrister at SuccessfulBarrister.com, Marc Whitehead & Associates at DisabilityDenials.com, and contact Marc Whitehead at Marc@MarcWhitehead.com
Did you know TV advertising still works for law firms? That’s the dumbest thing Marc’s ever said. In this episode of the Successful Barrister, Marc Whitehead & Diana Berry talk what works and what doesn’t work when it comes to TV advertising for law firms - with all sorts of highs & lows from Marc’s 30+ years running TV commercials. Hear whether TV advertising is dead, the main benefits of TV advertising for your law firm, how to avoid the mistakes Marc made, where to run your ads, and how much to spend on TV ads. You’ll even get a phone number or two.
Learn more about the Successful Barrister at SuccessfulBarrister.com, Marc Whitehead & Associates at DisabilityDenials.com, and contact Marc Whitehead at Marc@MarcWhitehead.com
Did you know a good vendor can manage themselves? That’s the dumbest thing Marc’s ever said. In this episode of the Successful Barrister, Marc Whitehead & Diana Berry recap their visit to the AAJ 2025 Annual Convention in chilly San Francisco and set the record straight on building & managing strong vendor relationships. Hear how to choose the right vendor for your law firm, how to set clear expectations with your vendors, why you need to communicate frequently & transparently, how to track their performance with data, how to be a good client, and when to walk away. Complete with branded socks and a trip to Walmart.
Learn more about the Successful Barrister at SuccessfulBarrister.com, Marc Whitehead & Associates at DisabilityDenials.com, and contact Marc Whitehead at Marc@MarcWhitehead.com
Running a profitable law firm is one thing, but maintaining healthy cash flow is another. In this episode of The Successful Barrister, Marc Whitehead and Diana Berry dive into the numbers behind law firm management, specifically focusing on the cash strategies outlined in Verne Harnish’s book Scaling Up. While EOS offers a solid framework for team health and traction, it doesn’t address the cash side of business—so Marc and Diana walk through the cash flow tools they’ve adopted from Scaling Up and how they apply them inside a real-world law practice.
From the timing of contingency fees and billing delays to operating expenses and bad-case inventory, they break down the entire cash conversion cycle. You’ll learn how to reduce collection lag, manage vendor terms, and forecast cash more effectively. Whether you're running a contingency-based firm, charging flat fees, or billing hourly, this episode offers a toolkit for tightening up your cash position, improving profitability, and avoiding the all-too-common trap of being profitable on paper but broke at the bank.
For detailed show notes, navigate using the timestamps below:
[0:00] Marc and Diana kick off a Friday recording session and introduce the focus of today’s episode: cash flow inside law firms and what EOS doesn’t cover.
[00:50] EOS vs. Scaling Up—why Marc incorporates Scaling Up’s cashflow tools at the finance committee level to fill in financial gaps.
[04:38] Profit isn’t cash. After taxes, credit payments, and case expenses, your bank balance may look very different than your P&L.
[09:45] Contingency-based firms often face long delays between finishing work and getting paid. Meanwhile, overhead and draws keep draining cash.
[15:40] The Cash Conversion Cycle tracks every step from initial spend to final payment. Each phase—sales, delivery, billing, collections—can be optimized.
[23:12] The seven levers of cash flow: pricing, volume, direct cost, operating expenses, receivables, inventory, and payables. Small adjustments can yield big results.
[35:48] Marc’s firm uses a 13-week cashflow forecast and weekly dashboards to monitor real-time cash. It’s about anticipating—not reacting.
[41:55] Final metrics to watch: time on desk, unreimbursed costs, budget vs. actuals, and line of credit usage. These indicators help you stay ahead of cash problems.
Successful Barrister website: www.successfulbarrister.com
Marc Whitehead & Associates: www.disabilitydenials.com
Scaling Up by Verne Harnish: www.scalingup.com/book
Contact Marc Whitehead: marc@marcwhitehead.com
When you’re running a law firm, pressure is part of the package—but how you respond to that pressure determines your long-term success. In this episode of The Successful Barrister, Marc Whitehead and Diana Berry explore how Stoic philosophy can help lawyers navigate the inevitable stressors of legal practice. Drawing from Ryan Holiday’s The Obstacle Is the Way, they discuss how perception, action, and inner strength are essential tools for staying grounded, making better decisions, and leading with clarity—even when things don’t go according to plan.
From client complaints and staff turnover to court delays and burnout, Marc and Diana share how to reframe challenges and move forward with purpose. They offer real-world applications of Stoic thought inside a modern law firm, including tips for conducting exit interviews, optimizing systems under pressure, and building emotional resilience. Whether you’re in a growth phase or navigating setbacks, this episode provides a clear framework for turning obstacles into momentum.
For detailed show notes, navigate using the timestamps below:
[0:00] Marc opens with a Star Trek reference and shares details about his upcoming interactive workshop with Atticus on October 3 in Houston.
[00:51] What makes the workshop unique: it encourages lawyers to slow down, collaborate, and leave with a masterplan tailored to their goals.
[05:39] Marc introduces Stoicism through the lens of The Obstacle Is the Way. Focus on what you can control and accept what you can’t.
[13:34] Perception is the first pillar. Staff loss or negative reviews can become opportunities to improve systems and gather honest feedback.
[24:24] Action is the second pillar. You may not be able to speed up court processes, but you can improve your own workflows and discipline.
[31:15] Inner strength is the third pillar. Build mental endurance, find outside support, and create a culture of resilience within your firm.
[40:53] Final thoughts: When pain hits, the key is to focus on what’s next. Journal, reframe the narrative, and keep moving forward.
Successful Barrister website: https://www.successfulbarrister.com/
Marc Whitehead & Associates: https://disabilitydenials.com/
The Obstacle Is the Way by Ryan Holiday: https://www.amazon.com/dp/0593719913
Register for the Oct 3rd Workshop in Houston: https://atticusadvantage.com/workshops/roadmap-for-success-houston/
Contact Marc Whitehead: marc@marcwhitehead.com
When you're building a legal career, it’s easy to focus on success inside the courtroom—but what about financial success outside of it? In this episode of The Successful Barrister, Marc Whitehead and Diana Berry dive into the path toward true wealth and financial freedom for lawyers using the framework from Robert Kiyosaki’s Cashflow Quadrant.
They break down the four types of earners—employee, self-employed, business owner, and investor—and explain how lawyers often end up as accidental business owners without a long-term wealth strategy. Marc shares his own journey through the quadrants, from a ranch hand at 15 to leading a law firm that runs without his daily input. Whether you're just starting out or wondering how to scale, this episode provides a candid, step-by-step look at how to shift from trading time for money to building systems that work for you.
For detailed show notes, navigate using the time stamps below:
[0:00] Marc and Diana introduce the topic of financial freedom for lawyers using Cashflow Quadrant as their guide.
[0:53] They break down the quadrant’s four categories and why it resonated with Marc. Many lawyers unknowingly trap themselves in the self-employed mindset.
[6:10] Diana explains each quadrant: E (Employee), S (Self-Employed), B (Business Owner), and I (Investor). They share how mindset and systems help move you through them.
[9:57] Marc recalls starting out in W-2 jobs before going out on his own. He eventually transitioned to business owner and now invests in other firms—including ABS models.
[16:07] Being an employee offers security, support, and a steady paycheck. But income potential is limited and control is minimal.
[20:15] In the self-employed quadrant, you own your job but not a scalable business. Diana explains how being indispensable keeps lawyers stuck and vulnerable.
[28:27] Marc shares how his firm now runs without him thanks to systems and strong teams. This quadrant is about building wealth through others’ time, not just your own.
[32:58] As an investor, Marc puts up capital in mass tort litigations and other ventures. These investments generate income without requiring his time or legal involvement.
[41:15] Final thoughts: To build wealth, move right on the quadrant. Learn to let go of control, manage risk, and build leverage for long-term freedom.
Visit the Successful Barrister website: https://www.successfulbarrister.com/
Visit the Marc Whitehead & Associates website: https://disabilitydenials.com/
Cashflow Quadrant by Robert Kiyosaki: https://www.amazon.com/dp/0446677477
Email Marc Whitehead: marc@marcwhitehead.com
What do cargo planes, Star Wars, and disability law have in common? In this episode, Marc and Diana dive deep into the power of storytelling and why every lawyer needs to master it—both in the courtroom and in their marketing. Whether you’re persuading a jury or speaking to potential clients, turning your cases into compelling narratives makes all the difference. They discuss insights from Donald Miller’s Building a StoryBrand and break down the SB7 framework with a fictional—but all too familiar—character named Mike the Mechanic.
Marc also shares how he uses Mike’s story to communicate what his firm does in a way that sticks. Listen in for tips on making your client the hero, establishing your firm as the guide, and creating clarity in your message that leads to action.
For more detailed show notes, navigate using the timestamps below:
[0:00] Introduction
[0:51] Marc shares takeaways from a recent summit while Diana reflects on her trip to the Dominican Republic. Together, they introduce Building a StoryBrand and compare courtroom storytelling with marketing strategy.
[5:29] Marc and Diana explain that many lawyers market themselves instead of focusing on the client. Marc uses a Star Wars analogy to break down the SB7 framework and highlight the importance of having a hero, guide, villain, and call to action.
[12:25] Marc introduces Mike the Mechanic to illustrate the storytelling process. The hero of the story is always the client.
[15:12] Marc outlines how to establish a strong problem and villain, using the insurance company as Mike’s obstacle. Diana walks through four qualities that make a villain compelling.
[21:10] Marc explains that the lawyer plays the role of the guide, offering both empathy and authority. At the firm, this includes showing clients how they hold insurance companies accountable.
[25:48] Diana covers the next step in the framework: the plan. Marc Whitehead and Associates gives every client a handbook and includes a 30-day opt-out, helping reduce commitment anxiety.
[30:48] Marc shares how his team prompts clients to act after a denial letter, encouraging them to respond before their appeal window closes.
[33:25] Diana explains that people often act to avoid failure more than to gain success. In Mike’s case, failure means no income or peace of mind.
[39:23] Marc retells Mike’s story from start to finish, showing how it helped educate a room full of lawyers. Framing real issues through narrative proved far more effective than delivering technical explanations.
Visit the Successful Barrister website: https://www.successfulbarrister.com/
Visit the Marc Whitehead & Associates website: https://disabilitydenials.com/
Donald Miller’s StoryBrand: https://amzn.to/3VF4tfd
Email Marc Whitehead: marc@whitehead.com