So if throwing more money at marketing usually backfires… what actually works?

That’s where this part of the conversation goes.

Part 1 was about thinking differently. About stepping back and realizing that most lawyers aren’t struggling because they picked the wrong tactic… they’re struggling because they don’t have a clear way to evaluate what’s working in the first place.

Now we get into the messy part.

Gyi Tsakalakis and Conrad Saam start breaking down how marketing actually plays out in the real world. Not the clean version you hear on stage. The version where attribution is unclear, data can be misleading, and even “good” campaigns can quietly fail.

They talk about Google, agencies, AI, and the constant pressure to chase the next thing… and why that mindset usually leads to wasted time and money.

But this isn’t just a teardown.

There’s a shift that happens in this episode.

You start to see what to focus on. What actually matters. And how to think about marketing in a way that connects back to the kind of firm you’re trying to build.

It’s not simple. It’s not neat.

But it’s honest.

If Part 1 helped you see the problem more clearly, this one helps you start figuring out what to do about it.

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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.

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