Dr. Jean, The Results Queen, and her special guest, Lawyer Ryan P. Smith, discuss how lawyers need to be masters at law but also at business development. Ryan runs a niche practice serving broker-dealers and registered investment advisors. Ryan,  driven by entrepreneurial spirit and respect for small business owners, started his own law firm after working in other law firms previously. Ryan’s firm helps smaller RIAs navigate complex financial regulations, allowing them to focus on clients rather than compliance. Dr. Jean and Ryan discuss how lawyers make natural business developers, but many struggle with fear of rejection. They encourage a process-driven, relationship-building approach, providing value before expecting payment. To aspiring lawyer-entrepreneurs, Ryan advises deep self-reflection on what you enjoy and can improve. He treats his firm as a client, rigorously managing matters and cashflow. They discuss how having a specialized, relationship-focused mindset can build a thriving legal business, even for a new solo practitioner. Ryan’s key advice: focus on the process, not just outcomes, and make it easy for clients to pay you.