This episode of Life Beyond the Briefs is a breakout session from the GLM Summit featuring Michelle Pippin (founder of Women Who Wow / WoWX) and Johnine Clark, a Maryland family law and estate planning attorney who has built a busy, referral driven practice by getting very clear on who she serves and how she wants to work.

This is not a “do all the things” marketing talk. It is two women being straight with you about what actually brings in good cases and a sane schedule. Michelle shares how she turned about fifty bucks and a big idea into a seven figure business. Johnine walks through how she niched her practice, tightened her brand, and became the obvious choice for a specific kind of client without living on social media.

You will hear them get into:

• How to build a real referral ecosystem instead of just hoping people remember you
• Getting honest about your best clients and being okay that not everyone is a fit
• Using micro niches so your ideal clients feel like you are talking directly to them
• Creating “surround sound” visibility so your name comes up in rooms you are not in
• Reusing and reshaping content you already have so marketing feels sustainable

It is candid, funny, and very real about money, motherhood, and being a woman who is serious about growing a law firm on her own terms.

Connect with Michelle Pippin

• Website and visibility resources: www.womenwhowow.com
• Social: www.linkedin.com/in/michellepippin

Connect with Johnine Clark

• Law firm website: www.jnclarklaw.com
• Social: www.linkedin.com/in/johnine-clark-86461178

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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

What if the biggest threat to your law firm is not your competition, but the noise you let into your life and calendar?

In this live Q&A from the GLM Summit 2025, Brian and Ben reflect on what it really means to pursue growth and “the good life” as a lawyer. This is not a tactics-only conversation. It is about how you think, what you allow into your head, and how you design a practice that serves your life instead of swallowing it.

You will hear Brian and Ben talk about conferences, community, and why most of us go home with notebooks full of ideas and then change almost nothing. From there, he gets very practical about the next 90 days, how to close out the year strong, and how to plan for the future without lighting yourself on fire.

Inside this episode, we get into:

• Turning conference inspiration into actual calendar commitments
• Separating “noise” from inputs that really move your firm forward
• Using 90 day plans to make 2026 less chaotic and more intentional
• Blocking real thinking time so your firm is not run out of your inbox
• Improving the velocity of money in an injury practice so you are not waiting forever to get paid

If you are a lawyer or law firm owner who wants both a profitable practice and a life you actually like waking up to, this one will hit home.

Hit play and use this as your own private debrief from the GLM Summit.

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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

If you’re planning for 2026 without knowing your numbers, you’re not planning, you’re guessing.

In this solo episode, Brian breaks down the 4 numbers every law firm owner must know before heading into annual planning:

• Average case value (including your zeros and how to handle those big outliers)
• Cost to acquire a new client (and why messy QuickBooks are silently killing your clarity)
• Total owner compensation (the real “am I winning?” number, not just revenue)
• Wanted lead to client conversion rate (the lowest-hanging fruit in your firm)

If you’ve ever thought:
“I sign everyone I want to sign,”
“I’m spending ‘about right’ on marketing,” or
“I’m making okay money, but it doesn’t feel worth the stress…”

…then this episode is your wake-up call.

Brian walks you through how to use these four metrics to:

• Build a firm you actually like showing up to on Mondays
• Stay in the game long enough to build real wealth
• Stop burning cash on marketing that doesn’t convert
• Decide if you’re truly better off as an owner, or just self-employed and exhausted

No fluff. No guru talk. Just a practical, numbers-driven framework so you can walk into your 2026 planning retreat with confidence instead of vibes.

Hit play, grab a notebook, and start measuring what actually matters.

Bonus:
Want to steal notes from the latest Great Legal Marketing (GLM) Summit? Get them for free at: glmsummitnotes.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