Ep. 50 - Why Lawyers Need Better Stories (and How to Tell Them)
What do cargo planes, Star Wars, and disability law have in common? In this episode, Marc and Diana dive deep into the power of storytelling and why every lawyer needs to master it—both in the courtroom and in their marketing. Whether you’re persuading a jury or speaking to potential clients, turning your cases into compelling narratives makes all the difference. They discuss insights from Donald Miller’s Building a StoryBrand and break down the SB7 framework with a fictional—but all too familiar—character named Mike the Mechanic.
Marc also shares how he uses Mike’s story to communicate what his firm does in a way that sticks. Listen in for tips on making your client the hero, establishing your firm as the guide, and creating clarity in your message that leads to action.
For more detailed show notes, navigate using the timestamps below:
[0:00] Introduction
[0:51] Marc shares takeaways from a recent summit while Diana reflects on her trip to the Dominican Republic. Together, they introduce Building a StoryBrand and compare courtroom storytelling with marketing strategy.
[5:29] Marc and Diana explain that many lawyers market themselves instead of focusing on the client. Marc uses a Star Wars analogy to break down the SB7 framework and highlight the importance of having a hero, guide, villain, and call to action.
[12:25] Marc introduces Mike the Mechanic to illustrate the storytelling process. The hero of the story is always the client.
[15:12] Marc outlines how to establish a strong problem and villain, using the insurance company as Mike’s obstacle. Diana walks through four qualities that make a villain compelling.
[21:10] Marc explains that the lawyer plays the role of the guide, offering both empathy and authority. At the firm, this includes showing clients how they hold insurance companies accountable.
[25:48] Diana covers the next step in the framework: the plan. Marc Whitehead and Associates gives every client a handbook and includes a 30-day opt-out, helping reduce commitment anxiety.
[30:48] Marc shares how his team prompts clients to act after a denial letter, encouraging them to respond before their appeal window closes.
[33:25] Diana explains that people often act to avoid failure more than to gain success. In Mike’s case, failure means no income or peace of mind.
[39:23] Marc retells Mike’s story from start to finish, showing how it helped educate a room full of lawyers. Framing real issues through narrative proved far more effective than delivering technical explanations.
Visit the Successful Barrister website: https://www.successfulbarrister.com/
Visit the Marc Whitehead & Associates website: https://disabilitydenials.com/
Donald Miller’s StoryBrand: https://amzn.to/3VF4tfd
Email Marc Whitehead: marc@whitehead.com
