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From 24 epsHost
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Recent episodes
Fear of Profit
Jun 30, 2026
Unknown duration
How Profit First Actually Works
Jun 25, 2026
Unknown duration
A Sale Is Not a Sale Until You Collect the Money
Jun 23, 2026
Unknown duration
What Is Your Normalized Salary?
Jun 18, 2026
Unknown duration
You Are Here: Know Your Starting Point
Jun 16, 2026
Unknown duration
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| Date | Episode | Topics | Guests | Brands | Places | Keywords | Sponsor | Length | |
|---|---|---|---|---|---|---|---|---|---|
| 6/30/26 | ![]() Fear of Profit | “Entrepreneurially immature people won’t deal with unpleasant emotions, which is why they just end up trapped in this cycle of mediocrity their whole life.” – RJon Robins, from The Exponential Entrepreneur podcast This week we’re doing something a little different. Instead of our regular Profit First for Lawyers format, we are sharing a special episode from The Exponential Entrepreneur podcast hosted by Erika Ferenczi. The clip in this episode was originally recorded as part of the Practical Profitable Mindset program while RJon was recording the Profit First for Lawyers audiobook. This lesson explores one of the most surprising obstacles to business growth: the fear of profit. Profit Requires Discomfort According to RJon, profit requires doing things that feel uncomfortable: Raising prices Sending invoices Collecting payments Making difficult hiring and firing decisions Having honest conversations Fear naturally tells us to avoid discomfort. But when we avoid discomfort, we wind up avoiding profit as well. And there is science to back up this instinctive behavior. Drawing on the science behind the fight-or-flight response, RJon explains how fear affects our thinking, why our brains begin rationalizing emotionally safe decisions, and how those decisions can quietly limit both personal and financial growth. What Kind of Profit Are You Choosing? One of the most thought-provoking ideas in this lesson is that every voluntary exchange creates some kind of profit. Some entrepreneurs choose emotional profit over financial profit. One example is undercharging a client or failing to send invoices because they want to avoid rejection. By recognizing these patterns, business owners gain the opportunity to make more intentional decisions that align with both their personal values and their business goals. The question is not whether we are making a profit. The real question is: What kind of profit are you choosing? Mentioned The Exponential Entrepreneur podcast Break Through Your Profit First Mindset Blocks with Erika Ferenczi Take Flight: Elevate Your Mindset to Profitability with Alejandra Leibovich Does Your Accountant Have An Entrepreneurial Mindset? with Oscar Ferenczi Connect Subscribe to the Profit First for Lawyers podcast Watch episodes on YouTube And most importantly, order your copy of Profit First for Lawyers today! | — | ||||||
| 6/25/26 | ![]() How Profit First Actually Works | “When you’ve taken your profit off the top, like we talk about in Profit First for Lawyers, and you’ve only got what you’ve only got to cover expenses, it forces you to be more honest with yourself. It forces you to grow up as a business owner and make better decisions.” – RJon Robins, author of Profit First for Lawyers What if the way you’ve been taught to think about profit is actually keeping your law firm stuck? This eye-opening episode will answer that question clearly. In part five of our seven-part financial literacy series, RJon breaks down the fundamental difference between traditional accounting and the Profit First approach. This is a small but powerful shift that forces your business to grow up. Why Discipline Forces Creativity In the 2019 workshop, RJon walks How To Manage a Small Law Firm members through the real numbers showing what happens when expenses outgrow income. The traditional approach leaves room to tolerate unmeasured marketing, underperforming staff, and bad processes. Implementing Profit First removes that cushion and forces honest conversations and decisive action about what’s really working in your business. As RJon writes in Chapter 8: “When you put profits first, you force creativity, ingenuity, and innovation into your business.” This means, instead of accepting low standards because there’s money to cover them, you’re forced to find smarter ways to get the same results more efficiently. Take Action Look at your own law firm and ask yourself, “If I protected my profit first, what would I have to stop tolerating in my business that is currently taking my profit?” And that’s it. Just sit with that question. The reality is you already know the answer. So what actions will you take now that you’ve taken the time to recognize that honest truth? Next Time: Join us for Part 6 where RJon walks through the practical application of stepping away from some of the various roles you currently hold in your law firm without tanking your income. Mentioned: Financial Literacy Series: Part 1: You’re Not Bad With Numbers Part 2: Understanding the Stages of a Law Firm’s Growth Part 3: Calculating Your Total Owner Benefits Part 4: What Is Your Normalized Salary? Chapter 8: Why Generally Accepted Accounting Principles (GAAP) Are Not Meant for You (pages 70-71 in the Profit First for Lawyers book) Email podcast@profitfirstforlawyers.com with subject: “Debt Ladder” for a future episode Connect Subscribe to the Profit First for Lawyers podcast Watch episodes on YouTube And most importantly, order your copy of Profit First for Lawyers today! | — | ||||||
| 6/23/26 | ![]() A Sale Is Not a Sale Until You Collect the Money | “Someone in your office is stealing from you. They may not be stealing money and putting it into their own pocket, but they’re stealing time. They’re giving away work for free.” – RJon Robins, author of Profit First for Lawyers Many law firm owners focus on generating new business, increasing billable hours, and growing revenue. But bringing business into the firm is only part of what makes a law firm profitable. Have the Hard Conversations In this episode, Jose Luis Perdomo, Fractional CFO at How To Manage a Small Law Firm, discusses one of the most common threats to profitability: unpaid invoices and growing accounts receivable balances. Drawing from a Chapter 14 clip by RJon Robins from Profit First for Lawyers, Jose Luis explores why outstanding balances create more than a cash flow problem. They impact: Attorney and staff accountability Client expectations The long-term financial health of the firm And because collections conversations can feel uncomfortable, overdue balances are often allowed to linger while additional work continues to be performed. But every unpaid invoice that lingers as an accounts receivable balance represents labor, overhead, and resources that have already been invested. A best practice is to develop healthy collections practices long before an invoice becomes overdue. When collections become an afterthought, profitability suffers. Creating a Healthy Sustainable Business Every unpaid invoice tells a story. Often, that story begins long before work begins. Clear communication, well-defined expectations, replenishment policies, and accountability systems all play a role in the final outcome. The goal is not simply to collect money that is already owed. The goal is to build systems that make timely payment the natural outcome. That prevents “free work” from becoming a common practice in your firm and collection problems before they occur. This leads to stronger cash flow, healthier profit margins, and a more sustainable business that can help even more people. Mentioned Law Firm Diagnostic by How To Manage a Small Law Firm Business Plan worksheet G.A.S. Calls resource Chapter 14: For When You Really Take Profits Seriously Connect Subscribe to the Profit First for Lawyers podcast Watch episodes on YouTube And most importantly, order your copy of Profit First for Lawyers today! | — | ||||||
| 6/18/26 | ![]() What Is Your Normalized Salary? | “One of the big problems that we see in your profit and loss statement is when your business is not paying you an appropriate normalized salary.” – RJon Robins, author of Profit First for Lawyers Many law firm owners know what they pay themselves, but few have stopped to ask an important question: What should the business be paying them? In part four of our seven-part financial literacy series, RJon takes a deeper look at normalized salary. This is one of the key components of Total Owner Benefit discussed in the previous episode, Calculating Your Total Owner Benefits. Drawing from a 2019 Profit First for Lawyers workshop, he challenges a common assumption about an owner’s compensation: A law firm owner’s salary should be based on the work they actually perform inside the business, not their title, credentials, or ownership stake. What Is a Normalized Salary? A normalized salary is the amount a law firm would reasonably pay someone else to perform the same work you currently do inside the business. Whether you are acting as a senior associate, marketer, salesperson, tech support, or even the occasional janitor, each role has a market value. Understanding how much time you spend performing each role helps create a more accurate picture of what your labor is worth to the firm. Why It Matters Many law firm owners unintentionally blur the line between compensation for labor and compensation for ownership. When that happens, financial reports become harder to interpret and profitability becomes more difficult to measure accurately. But calculating a normalized salary creates greater clarity around both. Key Takeaways Normalized salary is based on the work you perform, not your title Every role inside your firm has a market value Understanding how you spend your time creates greater financial clarity Compensation for labor and compensation for ownership are not the same thing Financial literacy requires objective thinking, not emotional thinking Normalized salary is not about assigning a value to yourself as a person. It is about creating a more objective understanding of the work you perform inside your business. Action Steps Make a list of every role you currently perform inside your firm. Estimate what it would cost to hire someone competent to perform each role. Determine the approximate percentage of time you spend in each role. Calculate a rough normalized salary based on those percentages. Compare your current compensation to the value of the work you are actually performing. While this exercise may feel uncomfortable at first, it can provide valuable insight into how your time is being spent and whether your firm’s resources are aligned with its highest priorities. The clearer you become about how your time is spent and what that work is worth in the marketplace, the easier it becomes to make informed decisions about compensation, profitability, and growth. Mentioned Part 1: You’re Not Bad With Numbers Part 2: Understanding the Stages of a Law Firm’s Growth Part 3: Calculating Your Total Owner Benefits Chapter 9 of Profit First for Lawyers Connect Subscribe to the Profit First for Lawyers podcast Watch episodes on YouTube And most importantly, order your copy of Profit First for Lawyers today! | — | ||||||
| 6/16/26 | ![]() You Are Here: Know Your Starting Point | “Happiness is not accounted for in Generally Accepted Accounting Principles. Neither is peace of mind, propensity for burnout, or the quality of your life.” – RJon Robins, author of Profit First for Lawyers Before you can build a roadmap for the future, you need to know where you are today. Evelyn Aucoin, Financial Literacy & Strategy Expert from How To Manage a Small Law Firm, joins us to discuss understanding your starting point. Whether your goal is greater profitability, more time with family, or long-term financial security, meaningful progress begins with an honest assessment of your current reality. Drawing from core financial literacy concepts found in Profit First for Lawyers, Evelyn explains why financial reports are not simply accounting documents. She introduces the seven key financial reports and explains how they help law firm owners understand where they are today so they can make better decisions about where they want to go. Defining Success on Your Own Terms One of the central themes of this episode is that success is personal. For some law firm owners, success may mean growing a multi-million-dollar firm. For others, it may mean working fewer hours, spending more time with family, or creating greater flexibility in their lives. Before measuring progress, law firm owners must first define what success looks like for them. Once that destination is clear, financial reports can help answer an important question: Are you currently on the path that will get you there? Key Takeaways Financial reports provide visibility into the health of your business Success should be defined by your goals, not someone else’s expectations Total Owner Benefit offers a more complete picture of financial success Financial literacy creates confidence and clarity in decision-making Knowing where you are today is the first step toward reaching your goals Financial literacy is not an end goal. It is a tool that helps law firm owners make better decisions. If you are ready to take action on the concepts discussed in this episode, start here: Action Steps Define what success looks like for you and your family. Review your current financial reports to understand where you are today. Identify the destination you are trying to reach. Determine which financial metrics will help you track progress toward your goals. Commit to building a regular habit of reviewing your numbers. This is not a one-time set-it-and-forget-it exercise. The destination you choose today may need to change as your business and personal goals evolve. That’s why it is important to keep your hands on the steering wheel. While this may seem challenging at first, regular monitoring keeps you in tune with the direction your business is headed, allowing you to adjust for road hazards and stay on course. Mentioned Profit Leak Assessment Calculating Your Total Owner Benefits episode Seven Key Financial Reports (Chapters 13-15 of Profit First for Lawyers) Bookkeeping That Does Not Suck Connect Subscribe to the Profit First for Lawyers podcast Watch episodes on YouTube And most importantly, order your copy of Profit First for Lawyers today! | — | ||||||
| 6/11/26 | ![]() Calculating Your Total Owner Benefits✨ | owner benefitslaw firm profitability+3 | — | Profit First for Lawyers | — | Total Owner BenefitsW-2 Salary+3 | — | 18m 24s | |
| 6/9/26 | ![]() A/R: It’s REALLY Worse Than You Think✨ | accounts receivablelaw firm management+3 | Etienne Hardre | — | — | accounts receivablelaw firm+3 | — | 50m 15s | |
| 6/4/26 | ![]() Understanding the Stages of a Law Firm’s Growth✨ | law firm growthfinancial literacy+4 | — | — | — | law firmgrowth stages+5 | — | 29m 36s | |
| 6/2/26 | ![]() Regaining Time✨ | profitabilitytime management+3 | Rose Coonen | Profit First for Lawyers | Michigan | Profit Firstlaw firm+3 | — | 29m 49s | |
| 5/28/26 | ![]() You’re Not Bad With Numbers✨ | financial literacybusiness metrics+4 | — | Profit First for LawyersChapter 10: Is It Overhead or Overhead? | — | financial literacybusiness owners+4 | — | 13m 56s | |
| 5/26/26 | ![]() Getting Rid of Guessing✨ | profitabilitylaw firm management+3 | Matt Loker | — | — | Profit Firstlaw firm+5 | — | 37m 24s | |
| 5/21/26 | ![]() Think Like a Business Owner, Not Like a Lawyer✨ | business mindsetlaw firm management+3 | — | Profit First for Lawyers | — | lawyer mindsetbusiness owner+3 | — | 14m 06s | |
| 5/19/26 | ![]() Dream Bigger with Courage and Math✨ | profitabilityaccounting principles+4 | Pietro Canestrelli | GAAPProfit First for Lawyers+1 | — | Profit Firstlaw firm profitability+7 | — | 42m 48s | |
| 5/14/26 | ![]() Law Firm Owners: Who Is Serving Whom?✨ | law firm managementbusiness mindset+3 | — | Profit First for Lawyers | — | law firmbusiness support+3 | — | 12m 41s | |
| 5/12/26 | ![]() Leveling Up Profit First✨ | Profit Firstlaw firm management+4 | Jennifer Walker Gates | Profit FirstProfit First for Lawyers | — | Profit Firstlaw firm+5 | — | 32m 50s | |
| 5/7/26 | ![]() Maintaining Momentum (Even When Things Are Scary)✨ | law firm successfear of success+3 | — | — | — | law firmsuccess+5 | — | 9m 36s | |
| 5/5/26 | ![]() Stop Settling: Build a Profitable Law Firm✨ | profitabilitylaw firm management+3 | Adam Hicks | Profit First for Lawyers | — | law firmprofitability+3 | — | 49m 33s | |
| 4/30/26 | ![]() Business Plan Numbers That Actually Matter✨ | business planninglaw firm management+3 | — | Profit First for Lawyers | — | business planlaw firm+3 | — | 14m 33s | |
| 4/28/26 | ![]() A/R: The Profit-Eating Machine✨ | accounts receivableprofit first accounting+3 | Ed Gegan | — | — | profit firstlaw firm+3 | — | 34m 13s | |
| 4/23/26 | ![]() Defining Success✨ | successlaw firm management+4 | — | Profit First for Lawyers | — | success definitionlaw firm goals+4 | — | 23m 54s | |
| 11/12/25 | ![]() A Profit First Epiphany✨ | profitabilitylaw firm management+3 | Karli | Peters Law FirmDe Paz Law | — | Profit Firstlaw firm profitability+3 | — | 13m 22s | |
| 11/6/25 | ![]() Break Through Your Profit First Mindset Blocks✨ | mindset blocksprofitability+3 | Erika Ferenczi | How To Manage Enterprises | — | profit firstlaw firm owners+3 | — | 35m 54s | |
| 11/4/25 | ![]() How Profit First Solves Your Law Firm’s Biggest Challenges✨ | law firm challengesprofit management+3 | — | Profit First for Lawyers | — | law firmprofit first+5 | — | 10m 10s | |
| 10/30/25 | ![]() Profit First: The Right Choice✨ | Profit First methodologylaw firm management+3 | Joam Alisme | Profit First for LawyersProfit First | — | Profit Firstlaw firm+5 | — | 22m 01s | |
| 10/28/25 | ![]() Sacrifices That Actually Matter✨ | sacrificeprofit+3 | — | Profit First for Lawyers | — | sacrificeprofit+5 | — | 10m 28s | |
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