Show Notes:

Power of saying no. “One of the hardest lessons I had to learn was gaining the courage to say no. Early in my career, I took on all kinds of cases — even ones outside of personal injury. I remember once needing $2,500 to cover payroll, and someone came in with a divorce or criminal case. If they had the money, I was their lawyer. But learning to say no allowed me to specialize and excel in my field. Now it’s all about focus. I read, network, and learn from the best in the business. Through seminars and personal friendships with top trial and trucking lawyers, I’ve been able to hone my craft.”

Writing for mastery. “To advance in my career, I studied what successful lawyers in my field had done. Writing a book was a common strategy to gain authority and master their craft, so I decided to write one. It took longer than it should have — mostly due to my internal fear of success. But the most rewarding moment came when a lawyer I deeply respect, someone with far more significant verdicts than mine, texted me about a passage from my book while preparing for trial. That moment reaffirmed that the effort was worth it. I’ve put everything into that book — down to the specific manuals, strategies, and questions I use in trucking cases.”

No secrets. “People often say, ‘You’re giving away all your secrets,’ but the truth is, there are no secrets. Everything we do as trial lawyers is visible in court. You can watch top attorneys at work. Plus, I believe in abundance. There’s enough for all of us. I can only handle so many cases myself, so I want others to succeed as well. The more I give, the more I seem to get in return.”

Less now is more later. “You’ll never earn more than a million dollars unless you’re willing to say no to a million-dollar offer. It’s easier once you’ve experienced success, but the first time is terrifying. You need to trust yourself and focus group your cases to know their true value. I’ve been diving into big data, which helps me make informed decisions. For example, I have a mediation coming up, and while I expect a multimillion-dollar offer, I believe the case is worth more. I’m running a big data analysis to confirm that before making any decisions because I owe that diligence to my client.”

Creativity, courage, and commitment. “To succeed, you need creativity, courage, and commitment. Creativity allows you to find unique ways to present your case — whether it’s through 3D models, animations, or even reenactments. Courage is necessary to take risks, like turning down a substantial settlement because you believe the case is worth more. And finally, commitment. Great ideas are easy, but doing the work day in and day out is the challenge. I rely heavily on my team to hold me accountable, and that consistency is what ultimately drives results.”

Investing in your team. “Building a great team requires significant investment in time and money. We do attorney training every Friday and often bring in outside experts for additional workshops. Last year, we even attended a truck driving school to better understand the industry we litigate against. Mentoring is essential too, even though most hires won’t be with you five years from now. It’s worth it for the ones who do stick around. Right now, I have an excellent team of committed lawyers who genuinely care about their work.”

Embracing the business of law. “I had to change my mindset about money and business. Early on, I saw law as purely a profession, where money was a byproduct of winning big cases. But that thinking held me back, and I made bad deals because I didn’t believe I deserved more. It took personal work and even advice from my therapist to shift my thinking. Now I focus on my strengths and delegate what I’m not good at to people who excel in those areas. For example, I hired a brilliant COO, something I couldn’t afford — or attract — five years ago. Growth takes time, but it’s worth it.”

Gratitude is key. “When it comes to referrals, the key is gratitude. If you resent writing a referral check, you won’t get the next one. You have to adopt an abundance mindset and recognize the effort that goes into getting that one good case — how many calls they took, how much marketing they invested in. Success breeds more success, but only when you appreciate the process and those who help you along the way.”

The duality of a trial lawyer. “A trial lawyer is a mix of ego and insecurity. No matter how many trials I’ve handled, part of me always feels unprepared. Yet experience has taught me that as long as I know the story and stay present, things will turn out fine. I’ve developed a routine before trial — taking a day off the week before, ensuring I exercise, and getting plenty of rest. Preparation is key, but confidence in the big picture is what ultimately carries the day.”