Business Skills to Lead Your Law Firm Like a Pro

Attorney Yandy Reyes: [: 00:00:00

And I think that people generally get desensitized to doing great things, right? the good thing that, which is why I always like intake because It always reminds me of the people, the people who are starting and their pain points and how much they want their solution to come.

Introduction and Guest Welcome

MPS: Hey Law Firm Owner, welcome to the Your Practice Mastered podcast. We're your hosts, I'm MPS.

p. Yandy jumped in with both [: 00:01:00

And we can tell that he's he's a bit of a different cat in that in a very good way. in that He he definitely understands that he owns a law firm.

So Yandy, thanks for being here today. Appreciate you being on the show. Can't wait to dive into the conversation, but we're pleasure. We're honored that you, gave us your time today.

Attorney Yandy Reyes: I mean, I appreciate, thank you for the invite. I definitely appreciate that.

Yandy's Personal Story and Snowboarding Passion

Attorney Yandy Reyes: Maybe my story can touch somebody and help somebody work through whatever darkness that they have. right? And it's like, we all know, right, during the good times, it's very easy times, right? It's through the dark that we learn so much.

It's through the dark that you start to notice who you really are. And you know, all of us, all law firm owners, any lawyers, especially soloists, it's rough. And we all know it's rough. And we're all smart, right? That's the hardest part. The biggest weakness of lawyers, is we're smart, we're too smart for our own good a lot of times.

empower those, and delegate [: 00:02:00

MPS: He's already dropping wisdom. I like it. This is going to be a good episode. Yandy, to give the audience a, an opportunity to get to know you a little bit better. What's maybe something that not everyone knows about you?

Attorney Yandy Reyes: Well, The first thing that comes to mind is that, I'm a, avid snowboarder. I had the last two years, I haven't been able to snowboard because I got a little nugget. His name is Milo. He's a dream come true. I can't tell you enough. He's a little two year old. And the last two years, I haven't been able to go snowboarding.

But I'm telling you right now, I feel a little colder here in New York, and it's starting to give me an itch. Like, I just feel it. I literally got a brand new Tesla, and I bought the top rack cause I'm going to put the snowboard up there and I can't wait. I can't wait to get on the mountains. I've done snowboarding in Colorado, Utah.

I'm looking forward to snowboarding in Japan soon. So, you know, It's going to be interesting, and I'm going to get that little nugget on the board too so that he can carve with me.

rfect age to start Milo on a [: 00:03:00

Snowboarding Adventures and Lessons

Richard James: now, to be clear. I always assumed that snowboarders were the guys who were always laying on the ground. See, I'm a skier, right? So I don't know how to snowboard. And so I, all I ever saw was, you know, especially snowboarders who didn't know what they were doing always seemed to be sitting down on the mountain.

I couldn't understand it. And while I was skiing around, and of course they were always in my way. and so I a love-hate hate relationship with snowboarders when I was on the mountain, the 80s the 90s snowboarding was just starting to get like in vogue, but I would tell you that I wouldn't know what to do on a snowboard.

MPS. I think, you had a snowboard experience yourself and if I'm not mistaken, it was in the pursuit of love.

dy bag on the back of one of [: 00:04:00

That was my uh, foray snowboarding. And I really haven't been back since, that was kind of the it for me. And then, skiing, people always said, yeah, make a pizza, it slows you down. No, it speeds you up. I don't, I don't, I don't think that's the case.

Attorney Yandy Reyes: I'm hoping that it worked out with the chick.

MPS: it did. I married her.

Attorney Yandy Reyes: Oh, well, So, I guess, you didn't get to impress her that day, but you did something else.

MPS: exactly. came back around for me. So, it worked.

Attorney Yandy Reyes: So, the same thing happened to me when I first started. And that was, like, no more than a decade ago, probably, 15 years ago. And it was horrendous. went up there, I did not give it the respect that it was due, right? I went up with family and we were young guys who were teenagers. And the reality was that, us, being Dominican males and thinking Bravo, we got on a mountain, and then we were going down these hills, going up the sleeves and we were literally missiles.

ling it. There was no way of [: 00:05:00

That's one off that I'm going to have to get right. So, then, after like probably, like 6 years after that incident, I got into law school and I got a law school buddy of mine who's like, they were talking about snowboarding. were talking so much about it, and I was, like, you know something? I would like to go with you guys, but now, the only condition is you got to teach me how to go left, and how to go right, and how to slow down.

I don't need nothing else. If you teach me that, I'll figure out the rest. And it's crazy because it's so counterintuitive, right? You get on the board and there is no intuition in regards to moving. I've mastered martial arts, I mean, I'm a black belt in this and that and I've done a lot, years of it.

was on a different mission. [: 00:06:00

right? I don't, I don't say anything about skiing, but I think, snowboarding looks much cooler. So, then, I basically said, I was, like, I'm going to get this. And then I got it. Now, I carve and it's so liberating. I put some music in one of my ears and, Oh my god, everything goes away, like, it all withers away.

Like, that in the gym, just the serenity, right? Like us lawyers, we get this, everything in our head, right? It's just Like, this compressed feeling. right? So, the point that when you can find an outlet that is also beneficial insofar as health, you know, it's a win.

Richard James: it's interesting parallel and I think a great bridge over to the next conversation, which is, not very

Transition to Business and Law

dge over to the, some of the [: 00:07:00

MPS: I'd love to just learn, Yandy, some of the high strokes of your entrepreneurial journey as a law firm owner.

Attorney Yandy Reyes: This is the fascinating thing, when I was a young kid, I wanted to be a lawyer, right? Oh, everybody, you know, you hear this a hundred times. I just wanted to be a lawyer. People tell me, Oh, you, you're you're going to be a great lawyer. You you could tell, you're argumentative, all that stuff, right?

So, then, after a while, I just started to notice that, yeah, that fits my mold, right? And it's interesting because, my entire life, even past, like, almost, like, to the end of law school, was focused on being a great lawyer. Focusing on you know, and knowing what to do here, to the rules, the laws, and all that stuff. And the reason why I bring this up is because, there is zero sense of business as you continue along, right?

and I'm going to be able to [: 00:08:00

it's a factory with people, and products, an intake, and administration. It's a big thing. So, the thing that happened is my journey involved knowing everything, being an exception. I mean, I was in honors and everything. I crushed it, right? I, I'm that kind of guy that if I go head in, I'm going to do my best.

That's just how it is. But So, I, I excelled in honors and all that stuff. But then I went into government work. And so, basically, I said, should I go into a judicial clerkship? I, I wanted to do it, kind of, and then I was, like, maybe not. Then I did I got offered positions in private, right?

order to be able to have the [: 00:09:00

And it was one of these things that I then said, learned in school, I didn't want to do family law, which was what I initially thought I wanted. And then, as I noticed, it was just kind of bargaining, chipping, and it's, like, people hating each other and vindictiveness. And I was, like, I can't help people like this, I thought I could.

Instead, I then learned Estates Elder Law, wills and trusts and administrations probates. And then I said to myself, wow, this is a good area. This is me helping people, someone passes away, or is planning for this, and is reaching down into the family and saying, Hey, I'm thinking about you.

This is something that I left behind. I worked my entire life for this. Take care of it. So, then, I said to myself, wow, if I can facilitate that transaction, and give those people the good news of, Hey, we got the court order or we got this or that. I said, that's going to be fascinating. It's going to be great.

ers. And I said to myself, I [: 00:10:00

right? So, then, I started to learn that, and I did that for three years. I learned a good amount of a pre litigation. I learned a lot of a good amount of litigation and trial. So, I knew after work, that if I had a person who had a problem, right? I knew that I was going to get paid in direct proportion to the problems that I'm solving, depending on the complexity of the problem.

So, I then said to myself, You know what? I need to know, in government, I need to know how to get judicial relief and court orders. So, through in this whole time, all I'm thinking about is, how to be a lawyer? How to be that technician? And then, open up shop, right? I did it during COVID.

n one case a day, literally, [: 00:11:00

And I was, like, no man, I, this is not for me. I didn't come in here to do cushy pay come government thing. I want to crush this. I want to see how far I can go. I want to see how far I can create. So, during college, my journey started with certain specific, a skills Skills that I learned, which is high ticket closing.

So, I started to learn, I was, like, you know, something, let me learn. Cause you need to be comfortable talking about money, hundreds of thousands of dollars, as soon as you talk to somebody, and you give that little stutter or something, whenever you're talking about money, the deal is done, you're lost. right?

I did it alone, I would not [: 00:12:00

I wouldn't be unable to scale and to be effective as I wanted to be. Right, Because we all know, right, see some lawyers, they do very well. You see other lawyers, they're struggling. And it's like, I noticed, I was, like, well, there's more to this than just being a great lawyer. And smarts doesn't equal more zeros in the bank account. So, then, I just said, okay, let's get into this business grind. And then, this is where I am now.

Richard James: by the way, what a great story. And I think almost every lawyer listening to this can probably relate, not every, but almost every lawyer we've ever met with, I want to be a great lawyer. And they would all admit that while they increased their lawyer acumen over the years, they, did not invest very much money, time or effort into increasing their business acumen, right?

stuff you have to learn. And [: 00:13:00

Challenges and Growth in Law Practice

Attorney Yandy Reyes: So, the beginning is rough especially, because, instead of sticking with personal injury and defending people who were abused or taken advantage of by police officers, just shifted, I shifted entirely. was rough not knowing certain things, and it's especially hard when you are entrusted to take care of millions of dollars for somebody and you've never done something before.

It's [: 00:14:00

I've always excelled, right? And I've always done well and knock on wood, but yet, I remember just kind of noticing, I was, like, Oh, man, I'm a smart guy. I can figure things out. I can solve anything that I put my mind to. I can do it. So, the rough patches always came when I encountered specific challenges that were relatively new and I didn't have experience in.

But the thing that I then noticed is, I'm always really good at breaking things down. right? Like, you eat an elephant one bite at a time. You don't go and just try to swallow the whole thing. And I think, that's what makes our law firm very unique Cause we understand how monolithic these tasks are in New York whenever people don't have any idea what to do next.

nd it's, like, Hey, just get [: 00:15:00

The Power of Client Reviews

MPS: I think, that is An excellent way to put it, and what i'm also curious to hear, Yandy, from you is, like, was there a particular turning point for you in the last few years with your firm? Were you like really started to see an up level in just the growth of the firm, and like, what was it? What happened?

ny technician that starts an [: 00:16:00

And I think that, once I started to do it more and more and more, I think, I just had a certain swag and confidence in myself when I started to explain things to people and I try to have certain levels of patience. And one thing that I think it has given me the best return on the investment is, me taking a little bit of time to get people to give us Google reviews.

I can't tell you enough, like our Google reviews are fantastic. Our aval reviews are fantastic. And it's one of those things, like, these are real people who start a journey with us on day one. And then sometimes, take two years in matters that have to get done. And then, there's an art to asking for the Google review.

promises? Yeah. Oh man. You [: 00:17:00

Look, do you have the email? Yeah, Yeah. I got the email. Look, all you have to do is click on that link. And help that next person who was as lost as you when you came to me. I remember, and I'll try to remember something that they told me a while back, and I'm, like, you remember when you told me that this was happening or that was happening and you were so worried I told you, you were gonna be just fine.

And then, boom, get the Google review. I have some Google reviews there that people call me now. And then they're like, Oh, I read your reviews. You're the best. You're this. And I, And that was probably the best trajectory, I think, that has created the best ROI.

I wish I could get every law [: 00:18:00

Right. So when is your client at their happiest? For each practice area, or for each matter type, that may be a little bit different. But, typically, there is a happiest moment. Even in family law when not, there's usually not a winner, there's still a happiest moment, somewhere along the line. The second thing that you did is, you control the narrative.

in a thought process of, Oh, [: 00:19:00

And, you know, Yandy pointed me in this direction, and now we got this result, right? And so That is the formula for a great review. What was your life like before? What was it like to work with that service professional? And what is your life like now? That is the absolute formula for a great review. So, in this simple little system that you described, you have just given everybody listening, who's wondering, boy, how can I get more reviews?

You just gave them a formula of exactly how to do that.

And it's something that every law firm owner listening can do.

u're doing this, if you then [: 00:20:00

Attorney Yandy Reyes: I'll give you,

I'll give you two more. One thing that you want to make sure you do is, you want to get them to do a micro commitment. So, the two things. So, the first is, make sure that they do a micro commitment and promise when they're going to do it. And then the second thing is, when they say something spectacular about you, right?

like There's sometimes you're not ready to do the review just yet. The happiest moment hasn't come, right? so I usually, I'll start with the second one. So, if someone tells me, like, that something happened and they're very happy at this moment, but we're not going to ask the review yet. We want to build it up. We want to really get the nuggets in.

They'll tell you something, like, wow, you did this so good and all this stuff. Or let's say, you're in a court conference, and if you're in that court conference and then they see you do something great and they're just so appreciative, I tell them, Hey, look, we're still not there yet, but remember this feeling.

orld when I tell you, right? [: 00:21:00

That's the reality. It's not a big ask. It's just more of a, Hey, get it done. So, that's one thing. So, I set them up and then when I ask, it's no longer big ask. It's very simple, it's very easy, they want to do it. And then, I get the micro commitment. So, If at that point when I'm just, like, delivering the news and everything's happening, I'll say, Hey, did you receive the email?

Yeah, yeah, I got it. I got it. Okay. Look look. I'm gonna tell you something, You know how I've been this entire time, right? I've been very straight with you. and the reality is And I'm expecting you to get this done within a reasonable time. When can you do this for? And then they'll tell you, Oh, I can't do it right now, but I'm definitely going to do it this weekend.

Oh, you know something? I'm going to look out for it on Monday, so you kept me on my toes during this whole time, when you wanted me to get done your things expeditiously and all that stuff. So, I'm expecting the same now, right? And if you scratch our back, we're going to scratch your back.

may take a little side note, [: 00:22:00

And I think, we take it for granted because we're in it all the time. And I think, that people generally get desensitized to doing great things, right? Which is why I always intake, because it always reminds me of the people who are starting, and their pain points, and how much they want their solution to come.

So, it gets to a point that I kind of like, always try to bring myself to that. And I say, Hey, we did great. But now, look, it, we're gonna do great in setting that up. And lawyers should think about that and we should be very proud. It, It takes a lot to be a lawyer.

It takes a lot of education. It takes a lot of, a lot of work and a lot of grind. And we have to be proud of ourselves and remind ourselves, Hey, why was it that we were doing this, right? Now, you're delivering this exceptional service to somebody. I'm too cocky sometimes, but I got a confidence and they like it too, right?

[: 00:23:00

And that's why the Google reviews and the Avvo reviews, they just give validation to that. They show you, Hey, look, these people care about us, and all we have to do is do the ask.

Leveraging Technology and Team Training

Richard James: MPS, do you remember in the off camera conversation we were Yandy about about when he told us about that timer that he set on his watch?

MPS: I do.

Richard James: Yandy, why don't why don't you tell us about So,

Attorney Yandy Reyes: I'm gonna tell you, sometimes, we get so into this rat race, and especially in New York. I'm gonna tell you, like, I've been all around the country, and I've been in other cities, international places. New York has a a microcosm like pressure that the rest of the world doesn't have, maybe Las Vegas. But there's just this high speed temple, temple, temple, Dude, dude, dude.

nderstand how you want me to [: 00:24:00

But the thing that happens is, I have a timer. It's on three twenty one p. m. every single day. And the alarm just goes off, it just gives me a little vibration, not to interrupting, it's just brr, brr, brr. And you know what I do? Every single day, no matter what it is I'm doing. I just thought for 5 seconds, take a breather, and saying I'm appreciative of being exactly where the world told me to be, and how I followed my soul to be exactly where I'm supposed to be.

And I show myself gratitude. I think too many times, we're not grateful. And I think, that with gratitude comes so much more, right? Like It comes over abundance, and it comes from all these other good things. It's a good thing to allow yourself to be appreciative.

MPS: I agree. I think, that's extremely powerful. And a good reminder to slow down for a second and remember what you've got in front of you. Yandy, this has been super awesome, but what's got you fired up and excited today? Could be business, could be personal, could be both.

ne thing that got me excited [: 00:25:00

But the thing that happened is, I've noticed that this executive assistant is that gel. I always try to equate, you know a watch has a lot of little pieces. And in every piece you have a little cog. And and if one cog is messed up, now you can't move the watch. I'm excited, once I have the executive assistants providing me the data that I want and that I need.

I'm excited because, I, believe that I'll be able to do my best work that way. You know, I was so much a technician, technician, technician. Now, I'm, being the business person and the technician, and it's very, very interesting because, I can now leverage the team in order to help more people.

ple with the least amount of [: 00:26:00

Generally speaking, right? and I told my partner this, and she's like, Oh, but you know, she's always saying, Oh, but, quality time with family is so important. I'm, like, but what time with family is not quality time, right? So, it gets to a point that, is like, let's not overthink about it, right? The reality is, if you put in quality head down work time, and get it done in an hour, if the same task takes you three hours, then you spend three hours doing it regardless of how much time it took.

ell this to my Clarity group [: 00:27:00

Is I'm to tell them, Hey, guys, what are you guys doing to train your team? You know we just did? We just bought a CLE year pass, a yearly pass for the CLE. And I scoured a bit for like 10 minutes, I identified legal writing as one of them, service of process as another training. And then I just put that to my team, I was, like, you guys are doing these trainings. they have a better understanding of it, and I can see the quality of their writing improve. I get to a point, I'm, like, we need to know how to leverage our resources, that's really what it is.

Richard James: Well you hit the, you know, the hammer on the nail when you said, as a business owner, if I can figure out how to, what normally takes me three hours to do, how to either do it in one or have other people do it in one, it is even the best, right? That's called leverage. and the way that you do that is.

you are as a business owner [: 00:28:00

And so what you just identified is that you had the courage you grew to the point where you said, okay It's time you've brought in your first executive assistant You've been identified that it may not be the right executive assistant and now you're resourcing them but now you see the benefit in the training and the systems you're building out for them to run and all the How they're going to be able to help you going forward.

And you said, Hey, in addition to this, I need to think about other ways to continue to train my team. And that's really what this entrepreneurial journey is all about. As a lawyer who owns a law firm, you're just going to continue to grow that firm. And at every growth point, you're going to have new things that you have to learn you're you're of courage that you're going to have Yandy, I just want to say for me to you, it's so much fun watching you go through this. And, I really

Conclusion and Final Thoughts

and kind of giving everybody [: 00:29:00

Attorney Yandy Reyes: No problem. No problem. So, check this out. You know, It's one thing that I think happens a lot with lawyers, and this act of delegation, is that, I think, lawyers with the ethical rules we're very scared to give work and then the quality work come back in a lower standard to the point that it hits our license.

of individual pieces, and I [: 00:30:00

I don't need to do this. and I know what it's supposed to generally say and generally do. And then, what I did was, started to train the team, and then you just regularly check and supervise, and read the materials, right? It's not like I would never tell another lawyer to do this, have the person go about, draft it, and then file it, without looking at it. And I think, all lawyers know this right?

It's like. The thing that happens is, lawyers are so scared to have some bad thing happen to the point that they, you know, it's, what is it called? It's risk management not risk elimination, right? You are so worried about the risk that then you don't even take the opportunity to leverage what resources are available.

eally, Really strong motion, [: 00:31:00

Sometimes, you just develop the law in such a way that it works out. Yet, if I would have sat there and done it myself, it would have taken me 50 hours. It may have taken my team in all, maybe 60 hours. But it's not billed at my rate, right? Yet, I think that, how it looks like now is, maybe 90% percent there. And some, I think, it's Dan Martell, Buy Back Your Time. He says, if somebody else can do 80% of the work, that's 100% freaking awesome. And it's true. If I just delegated this task and this guy saved me 30 hours of time, That's me hours time that I can devote on the business or in the business doing other things.

a lawyer, you're going to be [: 00:32:00

I said, okay, so, should I not call them back? Should I text them? Should I email them? And Those things don't have a touch. I go click on my Loom, I give them a brief two minute video. And I'm gonna tell you the truth, there is no clients. who is going to fire you if you are regularly updating them, even if it's a small little thing here and there.

They are going to feel that you're the one taking care of it. They definitely don't want to change you. But the number one complaint from all lawyers is, we don't communicate enough for the clients. I know why now, right? When I was in law school, I thought, I was, like, how can you not talk to your clients?

do you not get back to your [: 00:33:00

And also create nurturing materials where I know, that anytime that I have a state planning trust client, or potential client, or a wills and trusted, probate, or administration, there are X, Y, and Z that I always say on calls.

Guess what? Now, I tell the client, Hey, you need to watch this video before you get on a call with me. And the reality is, if a person doesn't want to do what you specifically tell them to do before they get on the call with you, or they're not willing to a small obstacle you put in front of them, they're not going to be good clients.

So, it's a good qualifier [: 00:34:00

People are always going to want, Oh, I want to talk to the lawyer. I want to talk to the lawyer. Well, Guess what? You can talk to the lawyer when you're ready to talk to the lawyer. Because, I don't need to walk you through this basic thing. Let's build a foundation, I'll build you the house if we choose to work together.

But do that foundation work first. Show me that you're actually committed and decisive to get it done, and then let's get it done.

MPS: Hello. MPS when we thought we were done, Yandy comes roaring back with some just absolute value bombs of, law firm owners need to embrace technology and leverage it. It's a great tool to train your team and, Oh, by the way, you can also train your clients and you can use it to add obstacles to identify good clients from problem clients. That was fantastic.

terclass there, Yandy. So, I [: 00:35:00

Hit those bell notifications. Show Yandy some love down in the comments below. But Yandy, thank you again for being on today.