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