Rethinking the Business of Law: Secrets to Law Firm Success with James Crawford (EP 26)

Are you a law firm owner looking to take your practice to new heights? Struggling to strike a balance between the practice of law and the business side of things? Look no further! In this eye-opening episode of The Lawyer Millionaire Podcast, host Darren Wurz sits down with James Crawford, a highly successful lawyer, to discuss the untapped potential within the legal industry. Prepare to rethink how law firms function and unlock the keys to maximizing services for clients.

In this episode, James Crawford, our guest, dives headfirst into the perennial challenge of running a law firm while shedding light on the positive and negative aspects of the old partnership model. James challenges the conventional notions by advocating for a results-driven approach that merges the worlds of law and business seamlessly. From sales techniques to system creation, this episode is a treasure trove of wisdom for law firm owners aiming to scale their practice.

In this episode, James discusses:

The power of reframing legal services as a sale: Discover how viewing legal services as a sale instead of a mere consultation can enhance the client’s understanding of the resolution process, leading to better outcomes for both parties involved.
The importance of the business side of law: Gain invaluable insights into striking a harmonious balance between the practice of law and financial considerations, ultimately driving success and growth for your law firm.
Mastering cash flow management: Learn how to anticipate and understand cash flow on a weekly basis, a skill crucial for law firm owners aiming to expand their practice and hire more lawyers.
Marketing techniques beyond personal injury law: Explore how innovative marketing strategies, including media outreach and sales conversations during consultations, can be applied to various areas of law, revolutionizing how law firms attract and retain clients.
Unshackling limiting beliefs: Discover the path to rising above mediocrity and reaching your desired level of success—an inspiring journey that requires sincere self-reflection and a willingness to challenge your own beliefs.
Don’t miss out on this incredible opportunity to learn from one of the industry’s foremost trailblazers.

Resources:

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About our guest:

After law school, Mr. Crawford immediately went into private practice in 1992 by opening a law office in Baltimore. At the time he was a young general practitioner who handled many different types of cases with a focus on criminal law. Gradually, over the years he established himself as a premier practitioner in the State of Maryland. In order to accomplish his mission of practicing law on an extremely high level, he realized that he must offer the type of services to the community that he would want if he needed legal representation himself. He gradually expanded the firm into the full-service law firm that exists today. Presently JC Law is viewed as a “go-to” firm for many Marylanders and businesses. With over seventeen lawyers and forty support staff, JC Law is well-equipped to take on any issue presented.

One of Mr. Crawford’s passions has always been politics. He comes from a family that believed service to the community and being involved in political life was a fundamental requirement as a productive member of society. Mr. Crawford’s political career ranges from being noted as one of the youngest elected officials in the State’s history to handling and running many state, local and judicial campaigns. Since entering private practice Mr. Crawford has handled many notable cases that appeared in the media. The type of clients he represents ranges from ordinary citizens to police officers, professional athletes, lawyers, doctors, politicians, and other persons of notoriety.

Jim is highly regarded by his clients, peers, and the judiciary. It is, without doubt, undisputed that to obtain a successful result you need a zealous and relentless trial lawyer. That’s Jim. He has also put his fingerprints on the firm as to how each lawyer represents their clients.

Transcript:

Darren Wurz [00:00:02]:

Are you a law firm owner curious about what it takes to build and lead a successful practice? Today we’ll be speaking with a successful law firm owner with over three decades of experience, who has built a successful practice from the ground up, creating a multi state enterprise, and who will share his valuable insights and strategies on how to thrive in this competitive industry. I’m your host, Darren Wurz and welcome to today’s episode of The Lawyer Millionaire. Today I’m thrilled to be having a conversation with James Crawford, founder and owners of Crawford Law. James has built a successful law firm that services clients in Maryland, Washington, DC. and Virginia, and he’s also the author of several books. Welcome to the show, James.

James Crawford [00:00:59]:

Darren, how are you? Nice to see you.

Darren Wurz [00:01:01]:

Oh, I am doing great. I got my workout in this morning. I’m excited, ready to go, and I’ve got some great questions for you today.Why don’t we start with a little bit of your background and tell us what drew you to the practice of law and what you enjoy most about being an attorney and also a law firm owner.

James Crawford [00:01:21]:

Well, you know, Darren, I grew up in Baltimore City, and I’ve been doing this for about 32 years. I think I saw some really inspirational lawyers as a kid. Some people that come to mind, people may realize, remember Peter Angelo’s, Pat O’Dy, people like that, who were some of the best trial lawyers in the country. So I got to see that as a kid. My father was a lawyer, and he was a great litigator, so I was kind of around it, and I saw the old time law firms and the old law office philosophy. And so I think that motivated me a lot to do what I wanted to do and to start practicing law.

Darren Wurz [00:02:09]:

Well, we share that in common. My dad was a financial advisor, so the family business wore off on me too, I guess. But unlike you, I kind of went a different route initially. Went into teaching for a little while was taught 8th and 9th grade science for five years. But I understand you went straight into private practice. Was that joining your dad’s firm or was that kind of launching your own thing?

James Crawford [00:02:37]:

No, I did my own thing. Jim was kind of waning down as far as his practice at that point in time. And I’d always been involved in politics as a kid. My family was always involved in politics. I was a kid, eight years old, going door to door, handing out pamphlets for city council races, state senate races, US. Senate races, and so I did that, and I was involved in politics, elected. And so when I got out of law school, I was fortunate enough to have a really good community base. So instead of going to a big firm or aspiring to do that. I just opened up my own shop and here we are. But there’s a lot of ups and downs and a lot of things in between, but a lot of success.

Darren Wurz [00:03:26]:

Now, if you were to do it all over again, would you do it that way? Would you go and start your own firm straight out of law school?

James Crawford [00:03:35]:

That’s a loaded question, because I deal with a lot of law students coming out of law schools, and I see the thought process and the philosophy and the practice of law has changed the whole thought process about what a lawyer does and what a lawyer doesn’t do in the community and society. The answer is yes, I would do it again, no question. But I wish I had some of the knowledge that I have now then. And that’s the old story, I guess. But sure, I’d do it again. I love the journey and I love the thought process and the old adage about practicing law. It’s a practice and you keep growing and growing and growing. The biggest aspect, I think, Darren, for me was the business side of things, growing that and understanding that and intermingling it with how to practice law. What’s important, what isn’t important, how do you balance that with representing your client, doing the best you can? I grew up at a time, and as I said, I saw some of the lawyers that were fantastic litigators and going in that courtroom, going before a jury, going before a judge, was everything you gave, everything you had to and for the client. And now all of a sudden, the thought process, well, money has to come into it or other financial aspects have to come into it. For many in the legal profession, it’s antithetical. They don’t go together, but they do in reality. And that’s something that I’ve been on a journey for a long time, and I try to share that with people at the firm here and other firms as well.

Darren Wurz [00:05:23]:

Yeah, absolutely. I can relate to that again because I started my own thing and like, you just kind of went into it and I had learned a lot of lessons along the way, but I would do it the same way all over again. Definitely. I echo that a lot. So now you started it by yourself. Did the clients just come to you? What was that like for you, starting out on your own?

James Crawford [00:05:51]:

I remember it well. I already had a family. I had a little girl a couple of years old. I went to night school and I worked my way through. I was an insurance adjuster and didn’t take off any time for the bar. Just do what you had to do and study the night and weekends. So when I got the word at 05:00 in the morning, by the way, I see these kids now at law school. They get it online. We had to go to the post office to get our letter as to whether or not we were going to whether or not we passed the bar, and just the old adage, if it’s thick or if it’s thin, that what have you. I went to a post office off of Liberty Road in Baltimore, Maryland, and I think it was 05:00 in the morning and it was closed, obviously. But I went in the back and a couple of mail people there thought I was going to rob them or something. I said, no, I’m just looking for a letter. And lo and behold, they found it for me. And I was happy walking out of there. But the kids coming out of law school and the thought process now is totally different. And I would absolutely do it again. It’s a thrill, in many ways it’s a privilege. It’s not always fun. It’s not always a happy experience. Believe me, it’s not. But if you would have asked me 20 years ago, do I enjoy what I’m doing, the answer is yes, because I can’t wait to get out of bed to do what I’m doing every day. And that’s a fact. And unfortunately, a lot of lawyers can’t say that, it’s a tough business and it’s something that has to be a learned process.

Darren Wurz [00:07:27]:

Yeah, it can be and a lot of that is finding success. A lot, I think, and you’ve been quite successful in building your practice. So tell us a little bit about where you are today, years and years ago, starting out on your own. But what does Crawford Law look like today?

James Crawford [00:07:47]:

Well, we’re on a mission in many ways, just like a lot of other lawyers. But the first mission we have is we’re here to practice law. I mean, it’s a noble profession. I was taught by a lot of lawyers that, as I said before, it’s a privilege to do what we do to help people, but it also takes a little piece of you emotionally and otherwise and that’s why it’s very important, I think, to teach lawyers how to deal with that. Right now, we have grown our Baltimore office to about 85 people, 30 plus lawyers. We do primarily civil litigation, family law, criminal law, and we do a bunch of other services to the immigration, the personal injury workers comp, all that stuff. But we focus primarily on business and family law, civil litigation and criminal law. So we’ve taken it upon ourselves to create a lot of different procedures and things that we think and I think help the client and help the profession, something I call the perfect client lifecycle. And it’s not any kind of Einstein theory. It really goes back to taking care of the client, but not just taking care of the client. As far as the case is concerned, it’s regarding the financial aspect as well. Not everyone can afford to put down tens of thousands of dollars on a family law case or a civil case or some other matter. And we’ve come up with methodologies that people can start off with a very nominal, reasonable fee and the reality is that if you do it the right way and you do it the proper way, the fee gets paid sometimes more than what you anticipated in the first place. And the clients are happy. So we’re growing that here in Baltimore, but we’ve also expanded to other states. We are in Pennsylvania. We’re in DC. Soon open up Virginia. And people ask, well, why are you doing that? What’s for what? And there’s a lot of reasons, but I guess probably one of the basic reasons is that it just comes naturally. It’s just something that’s happening because of the processes and procedures that we’ve set up and we’re good at what we do. So it’s working well, it’s working beautifully. And we anticipate to continue to march towards a major regional firm.

Darren Wurz [00:10:30]:

That’s fantastic. That’s some really superb growth over the years. And my next question was going to be to what do you owe your success and what have been the biggest drivers of your growth? Would you say that is those processes and procedures or are there other things that tie into that? Tell us a little bit more about that.

James Crawford [00:10:48]:

It has to be if I have to answer that, it has to be the revelation, as I said earlier, that we are a business perfecting the art of practicing law rather than a law firm that happens to do business in whatever way lawyers do business. So once I realized that, and once we set up the structure of the firm to act, be, think, do like a business, then things really started changing. And one of the most difficult things I’ve experienced while doing that is teaching and prompting other lawyers to think like that. It’s like pulling teeth in many ways. Not everybody, but a lot of lawyers. Because let’s face it, we’re not taught to be business people. We’re taught to give everything you have in the courtroom, in litigation to service your client. And if they happen to write a check out to you, then great. But that’s really not reality and that’s not the way it should be. So yes, once I realized that this has to run like a business, all of a sudden all the departments I set up, all of a sudden all the processes that we created and the team that I put together just started taking off. It just started to just work. And it’s fantastic. And I see it continuing to do so in the other regions as well.

Darren Wurz [00:12:19]:

Yeah. So the growth of your business is really just a byproduct of focusing on. The business, focusing on serving the client well. And I love that I get some pushback and I imagine maybe you’ve had some pushback on the idea of running it like a business and running it for profit, running it for but I think there’s efficiencies there and there’s streamlining there that’s important. What can you add to that?

James Crawford [00:12:48]:

Well, it goes back to rethinking and it’s very interesting, by the way. It goes back to rethinking the business of law throughout the last ten decades or what have you in this country, and how law firms function and what the thought process is with the old partnership type scenario. There’s a lot of good things built into that, a lot of things that don’t work well. And it’s really about trying to maximize what we do best for clients. Yes, I’ve gotten into discussions, let’s say, with other lawyers, judges, friends of mine, people who are involved in the legal community that really don’t like the concept of calling it a business because in their mind it somehow another downgrades the importance or the sacredness of practicing law. And what I’ve explained is absolutely not, because if it does anything, it upgrades the service. And what we’re really trying to do for people I’ve never said let’s replace the practice law with a business. I’ve always said, hey, we’re the business trying to perfect the art of practicing law. And once I was able to create some of these systems and I think you and I were talking before about sales, which I attribute to a huge part of our success, and Darren, it’s not so much the structure, it’s really the thought process of that whole procedure, what a sale is. I doubt if you polled 100 law firms across the country, if any of them, or many of them would say, well, a new retained client is a sale. I don’t think they would ever even use that word.

Darren Wurz [00:14:51]:

No.

James Crawford [00:14:52]:

What do you mean sale? It’s not a sale. It is a sale. But that doesn’t take away from what we do as learned lawyers and professionals in representing that client. So once I was able to create that and think about that, then it took off. And sales was a huge part of that.

Darren Wurz [00:15:16]:

Yeah. So let’s get into that a little bit. I wanted to ask you about your best practices for marketing and client acquisition. You have kind of a unique sales process and intake process that you use. Could you tell us a little bit about how that works?

James Crawford [00:15:33]:

Back in the I guess it was the early 90s when I first started practicing, I saw in Maryland, but also across the country, some really rebel lawyers break through the market as far as how to reach people and create a larger business for themselves. And it focused primarily around personal injury cases, almost exclusively. And that medium was TV and radio and billboards, things like that. So I saw that and my thought process went to, well, why can’t we use that in other areas of the law? Family law, which is a truly unique area of the law. A good judge friend of mine, who’s written a couple of books and is very well known, really throughout the country as far as his prowess is regarding family law. Him and I used to discuss it all the time, and he’d say family law is really exclusively an art and a niche in practicing law. And my thought process was, why can’t we do the same with these other areas? And the first thing I started with by looking at some of these older techniques that some of these novel lawyers use in sales was the process and the procedure of making contact in whatever way you do it. Either they know you and of course, you talk about branding, and I have a whole thought process on that. But making contact with the client somehow, them coming into your firm, meaning they now become a client. It’s a sale, a pipeline, intake, sales techniques, and then going from there. And so we broke it down into bits and pieces about how that works. So the bottom line is we have a very extensive intake team that works almost 24 hours around the clock, and we have people that sell for the firm. We have some stuff. I call it the Fab Five. And I think I told you I’m a big basketball player, the Fab Five unlb years and years ago. But we called it Fab Five. It’s no longer fab five. It’s about 25 lawyers that they practice law, but they also sell the clients. Now, there I go again, using the word selling to the clients when the reality is that most lawyers think, well, that’s just a consultation. Well, it is a consultation, but it’s different because our consultations contain different pain points and thought processes about trying to resolve the situation for them and bring the client into the firm. So it’s not just a consultation. I call consultation something that’s almost wishful thinking. Well, I’m going to let you consult with me. I’m going to give you advice on whatever happens, happens. No, we say to ourselves, and the thought process is, well, if we’re going to discuss this with you, this is a sale. That’s what it is. And there’s nothing wrong with that because the client is clear to the client. The client knows what they’re getting. As far as the amount of money they’re paying, the services you’re going to provide, it’s just very much more concrete. So the intake team was a big part of that and teaching them how to do that, the Fab Five, teaching our lawyers how to sell, consult, and then we have full time lawyers as well that do nothing but sell and consult. So pulling that all together, along with the media outreach, which is a totally different discussion, all started bringing it together. And I don’t want to say we have it down to a science because things are always changing, but we do a good job in adapting and doing things to the max. So we’re doing very well with that.

Darren Wurz [00:19:58]:

Yeah, absolutely. That’s really something I haven’t heard a lot, but I think that’s really good thinking. Everything is a sale. Anytime you’re in a business that’s dealing with other people, you’re always selling yourself. You are always wanting to put yourself out there in the best light possible and you’re right, there’s nothing wrong with that. We need to understand that there’s a difference between good salesmanship and bad salesmanship and good salesmanship. There’s a great place for that, and it’s very helpful. A lot of times people hear the word sales, and maybe they’re thinking of some of those high pressure tactics and things that give sales a bad name but there are really good elements to having an effective sales process, and I’m curious if you agree with that and what you think about that.

James Crawford [00:20:52]:

I totally agree with that. And the old consultation thought process is murky. What is the lawyer really doing for the client? They’re giving them education, they’re giving them knowledge. But are they really talking about the entire relationship? Because when you’re talking to a prospective new client, you’re talking about a whole new relationship that doesn’t just involve advising about the law. It’s a monetary relationship. And it could be a relationship for two years, it could be a relationship for six months. But I’ve always thought that when you labeled a sale, it’s more concrete about what each person is gaining in exchange for the money or the time or what have you. So it accomplishes what the bar wants as far as clarity in what the lawyer is going to do for money and what they’re not going to do for money and how they’re going to do it. But you’re also advising about the case itself, and that ties into Darren; still the thought process about what happens during the sale transaction. So many lawyers who consult simply consult like robots, okay, with a criminal case, this is your exposure. The statute says you can go to jail for ten years. You could do this, you could do that, we could do this. And some are better than others. But when you break it down into a sale, you have to get into more concrete resolution and a thought process about how long is it going to take? What are we going to do specifically with you? It’s going to cost you this much money. It’s much, much more concrete in what you’re buying. You know the difference whether or not you’re going to buy a Chevrolet or you’re going to buy a Porsche. Whereas if you just went into some place to buy a car, that’s just a consultation as opposed to a sale. You may not know all the details. So it’s much more concrete than that, and I think it works out much better in the long run.

Darren Wurz [00:23:23]:

Very cool. Yeah, I love that and more detailed, more giving the client more knowledge about the process and specifics and what they can expect throughout that process. Now, I want to change gears just slightly here and ask you about running an enterprise such as you have. Now, on this show, we talk a lot about finance, and finance plays a critical role in the success of any business. I’m curious, how have you approached personal and business finance? Are there some big lessons that you’ve learned along the way or secrets to success you have that you can share with other law firm owners as it relates to either the personal or business finances of being a law firm owner?

James Crawford [00:24:05]:

Sure. Well, I would say that to any lawyer that is looking to grow a little bit and hire other lawyers to work for them, what have you. Cash flow is really important about how you manage that, and that’s a long, long discussion. But without proper cash management and cash flow, you’re never going to be successful. You have to be able to anticipate, you have to be able to understand what to expect this week, next week, the week after, and how to apply the funds in the proper areas to get to where you need to be. So I think cash flow is a huge part. Listen, anybody running a business, you have to have fundamental thought processes across the board about how to run that business. What I’ve been talking about so far, such as sales and things like that, in the actual practice of law, if I’m a great athlete and I’m going to go play in the NBA, well, I may have certain skills on the court, it doesn’t necessarily translate into running the team or owning that franchise. So it’s a completely different skill level and thought process about running a franchise, owning the business, than it is simply playing on the court and we’re practicing law. So from a financial standpoint, you have to start with cash flow. But I would say this in my opinion and what’s really helped us, it’s helped me is how I approach money and what my relationship to money really is all about. So it’s one thing for me to approach it from the standpoint of running the business, and it depends upon what type of business you have. In other words, what type of law firm you’re building. If you’re a bigger firm, you have 400 people working across the country. That’s one thing. If you are a small law firm working in a metropolitan area with five lawyers, that’s something totally different. But your relationship with money as far as the business end of things, is different than your relationship as far as your own personal finances. And you have to dissect that and separate it. Yes, it can’t be the same. Interesting enough, as a little bit of a side talk, I had a young person come. I do a lot of talking and speeches and things to high schools and colleges. And a young man was asking me should I go get an MBA or should I go to law school? What should I do? And I said, well, at the end of the day, I said, Go get a JD, because even if you don’t want to practice law, you can use it in business or what have you. But I said there’s one caveat. He said what’s that? I said, when you’re done with the JD, you will have absolutely no knowledge about finances and money. It’s going to be as if you’re still in high school. So you have to do that on your own and understand and start to understand what money is all about. I find from talking to the lawyers at the firm here, and not just lawyers, but the admin staff and the law and the clerks, everybody feels differently about money. And how you feel about money at the end of the day, is going to directly correlate about how successful you are as far as doing what you want to do with money. I’m not going to just say saving money or investing money or making money, because not everybody wants to do that. It’s whatever you want to do with the money that you make and how you’re going to compound and grow it or what have you. So your real relationship and I find that most people have a terrible relationship with money, especially lawyers. I don’t know what it is. That’s another discussion. But most lawyers have a terrible relationship with money. They don’t feel like they really deserve it. Maybe they do. Maybe it’s a psychological thing. Maybe their parents didn’t have a lot of money. Maybe their parents had a lot of money. Whatever the issue is, coming to conclusion and resolution about what money is there for and what it’s not is going to help you in the long run. It’s a tool.

Darren Wurz [00:28:37]:

Yes, that is a really good advice, clarifying your relationship with money and we could get into a whole thing on that. But you’re right. We have these things from our past, from our upbringing that sometimes we bring into adult life about whether or not we deserve to get paid for what we do and that flows into your feelings about running a successful business and whether that is how you feel about that and whether that’s necessarily, quote, right to do. But I think it’s right. I think it is for all the reasons we discussed already better for the clients, better for your employees. That’s all better for everybody to run an efficient, successful business.

James Crawford [00:29:25]:

I got a couple of books out already, but I’m actually writing another book. It’s due to be published early next winter. And the very first chapter, one of the things I talk about is exactly what you’re saying. I think I say something to the effect that I was told, and I was told by a person I mentioned before who became very successful as a lawyer, Peter Angeles. He said almost everyone will rise to their own mediocrity of money, success. And that’s very true. We will only rise to the level that we believe we should be or what have you. Most people have goggles or lenses on about that, and it’s very interesting because and I’ve been through it. My father was a lawyer. We didn’t have a lot of money. I mean, we were lower middle class, but we aspired to do things and to be successful, help other people and achieve financially. But so many times I see lawyers, especially having a conclusion or a thought process right in front of you to be more successful, and you can’t do it. There’s all kinds of emotional things come into play where they blocks that path to success. And often that path to success is money or ends in money. And we all self sabotage in many ways. We don’t mean to, we don’t want to. In our minds, we think, you know what? I deserve this. I should have this. But for some reason, we’re not letting ourselves get to where we need to be to ring that bell. And it’s very interesting to me, and over the years, I’ve talked to people and I’ve really tried myself to figure out, am I rising to my own level of mediocrity or am I trying to go above that? So it’s a very interesting discussion.

Darren Wurz [00:31:18]:

Yeah. My dad often has said the fear of success is often greater than the fear of failure.That’s a great saying that reminds me of that so much. Well, Jim, unfortunately, we are at the end of our time here, and I still have so many questions, but it’s been really great having you on the show. I want to ask you one last question that we ask all our guests what does the future hold for you and for your firm, and what’s your dream retirement look like?

James Crawford [00:31:48]:

Well, my dream retirement is none. I don’t want to retire. I mean, that there’s no reason to unless I’m cognitively or have some reason why I can’t. My dream is to be able to do what I’m doing at some level, so I can’t do it anymore. Retirement, to me, doesn’t interest me at all. Where we’re going, Darren? Listen, I know that we’re going to be a regional firm very shortly. If we’re going to be going past that, we’ll see, and I hope I have family members, two sons and daughters who are going to be working in the firm. I have a lot of people that have been with me here for decades that really deserve to be successful, and they are. So where we’re going? You know what? One day at a time and one case at a time. It was interesting doing this with you, and I appreciate the time, and I really enjoyed it. But you know what I’m looking forward to today? I’m not practicing as much as I was before. But I have a new case, a sex offense case, coming in in about 45 minutes. I’m totally looking forward to sitting down with that person and trying to help them. So that’s what stokes me in many ways, along with the business side of things. So we’ll see. Maybe we’ll pick it up again next year. We’ll see.

Darren Wurz [00:33:04]:

Absolutely. Retirement looks different for everybody, and there’s no wrong answer. If you want to keep working and stay involved, that’s what you love to do, do it right now.

James Crawford [00:33:15]:

That doesn’t mean I don’t need your advice as far as investing money. And do we need to do? Because I still want to do things I want to do while I’m still doing that.

Darren Wurz [00:33:23]:

There you go.

James Crawford [00:33:24]:

Like you said, retirement is many different things.

Darren Wurz [00:33:27]:

It sure does. Now, Jim, if you would share with our audience how they can learn more about you and some of the many books that you’ve written.

James Crawford [00:33:34]:

Well, you know what? Okay. I haven’t done this in a while. I’m trying to promote this, but James@jamescrawfordlaw.com is the website. We have a lot of cool stuff on there. We talk about some of the programs we have in the law office, like the Moocor program and things like that. The last book I wrote, I’ll mention it’s been out for about a year. You get it at all. The bookstores is called An American Lawyer, and I think people would enjoy it. It’s very parochial from the standpoint. It’s about me in Baltimore a lot of my life growing up, and some of the lawyers that really influenced me and affected me, but also Baltimore politics. And ultimately I get into something because I’ve done a lot of sex offense type work over the years. A lot of CP work on child pornography work on a federal and state level. And over the years, I’ve developed some theories. I used to argue to federal judges and state judges about the impact of pornography in our society. And I’m not an anti pornography guy, but I do recognize seeing the addictive qualities and many of the things that have caused a lot of problems. So in my latest book, I came up with this thought process theory called the Trilogy Modem, which is a combination of three things that basically have really affected the younger generations in this country. And so I play a big part in that. I speak a lot about that. And I really believe heartily, that there’s a lot of pain and agony, especially during the COVID years when people have regressed back into their homes, computers and things like that. So it plays a big part in a lot of young people’s decision making about being successful or not. But that’s a whole other discussion. So an American lawyers I think people would enjoy.

Darren Wurz [00:35:23]:

Great, great. Well, thanks so much for being on the show, Jim and thank you, the listener, for joining us today on The Lawyers Millionaire. If you want to learn more, check out our website thelawyermillionaire.com. There you can find free resources and webinars, grab a copy of my book, or even schedule a time to chat with me about your own financial goals and creating a plan to make them happen. If you enjoyed today’s episode, be sure to subscribe so you never miss an episode packed with useful financial advice and expertise for law firm owners just like you we also invite you to leave a review and share the lawyer millionaire with your friends and colleagues who might benefit from our discussions together, let’s empower more law firm owners to achieve even greater levels of financial success and freedom. Now take what you learned today and go make your dreams reality. I’m your host, Darren Wurz, and I’ll see you next time.

Rethinking the Business of Law: Secrets to Law Firm Success with James Crawford (EP 26)

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