Send us a text We are following Attorney Tom Hartin as he launches and builds his family law firm. In this 5th episode of the Tom's Trek series, we walk through Tom's meticulous planning and discuss all the many items that must be done to successfully start a family law firm. If you want a checklist of "Law Firm Launch Action Items," you are listening to the right show. Enjoy! ------------------------- Go to: www.JSterlingHughes.com for tons of Family Law Practice resources. My purpose is to Emp...
Aug 26, 2024•37 min•Ep. 84
Send us a text What’s our secret to getting 9,000+ family law client reviews for Sterling Lawyers? In this show, I dive deep into the power of online reviews for law firms, sharing how Sterling Lawyers has amassed over 9,000 public reviews - a feat particularly challenging in family law. Here’s what I cover Why Reviews Matter : From building trust to influencing decisions, reviews are critical in family law. Our Review Process : How we incentivize attorneys to gather authentic reviews and why we...
Aug 22, 2024•11 min•Ep. 83
Send us a text We are following Attorney Tom Hartin as he launches his family law firm in the New York City area. This week we discuss: Capturing essential client intake data using simple tools like Google Forms Prioritizing client leads based on urgency and resources The family law sales process Personal anecdotes and lessons learned from Tom's journey from IP law to Family Law I hope this information improves your law practice! ------------------------- Go to: www.JSterlingHughes.com for tons ...
Aug 19, 2024•45 min•Ep. 82
Send us a text I’m excited to take you behind the scenes of how we've crafted a thriving and cohesive culture at Sterling Lawyers, despite the challenges of having 75 teammates spread across three states and three countries. We've discovered a powerful tool that brings us together—our bi-weekly meeting known as "The Summons." This 30-minute gathering, held over the lunch hour, has become more than just a meeting. It’s a space where connections are strengthened, a common language is developed, an...
Aug 15, 2024•35 min•Ep. 81
Send us a text Curious as to how to determine the right fixed fees for family law cases? In our latest Tom's Trek series, I have an insightful conversation with emerging Family Law attorney Tom Hartin and seasoned expert Mary Sankey. Together, we delve into the intricacies of family law and share practical strategies for quoting fixed fees effectively. Here's a glimpse of what we discussed: Strategies for handling diverse client expectations through a well-structured fee plan that ensures transp...
Aug 12, 2024•43 min•Ep. 80
Send us a text The AI frenzy has died down a bit since January 2023. But don't be lulled in complacency thinking AI will not have a significant impact on your life and law firm. It will in due time. Over the past 18 months, I have settled on a few practical steps to position our law firm for future AI opportunities and threats. In this show I cover: My Personal Strategies: Enhancing my AI knowledge through podcasts, newsletters, and conferences Sharpening critical skills that define my professio...
Aug 08, 2024•18 min•Ep. 79
Send us a text This is the second installment of the "Tom's Trek" series. We are following Attorney Tom Hartin as he plans and opens his family law practice on Long Island, New York. We discuss: 1. Launching Tom's website (hartinfamilylaw.com) 2. Setting up a Google My Business profile and initiating SEO efforts 3. Understanding the local legal landscape and assessing competition 4. Securing office space and planning for local marketing strategies 5. Practical steps for effective online presence...
Aug 05, 2024•31 min•Ep. 78
Send us a text Lawyers frequently fire the law firm they work at. The leave. They quit. They resign. This happens way more than law firms firing a lawyer. There are best practices to follow in order to best position your career for success. Over the last ten years, I have had a front row seat to 30 lawyers firing our law firm. Some did it very well, and others, . . . not so much. In this show I explore how to: - Keep the big picture in mind - Build a great source of future referrals - Protect yo...
Aug 02, 2024•13 min•Ep. 77
Send us a text Transitioning from patent law to family law is no small feat, but Attorney Tom Hartin is taking on the challenge. This is episode one of a new series -- Tom's Trek. We will be following Tom as he leaves his patent law career behind and embarks on building his family law firm. In this show, we discuss: The appeal of family law for Tom, including mediation, client interaction, and litigation The complexities and financial implications of starting a new practice while raising young c...
Jul 29, 2024•44 min•Ep. 76
Send us a text Retargeting potential clients is a big part of our firm's marketing strategy. I'm thrilled to welcome back Tony Karls, the innovative Sterling Lawyers co-founder and, now, President of Rocket Clicks. Tony shares his deep expertise, focusing on: Accurately identifying your target audience Crafting compelling and resonant messages Choosing the most effective communication mediums I hope this information helps you grow your law firm and serve more clients! ------------------------- G...
Jul 25, 2024•21 min•Ep. 75
Send us a text Robin Esch, our Director of Team Growth, joins me again to explore the Sterling Lawyers' playbook for managing international teammates. Here's what we dive into: Our structured process that ensures every team member feels valued and equipped from day one. How we create accountability and integration within our diverse team. The importance of clear roles and expectations to foster productivity and clarity. How we effectively manage payroll, benefits, and compliance for our internat...
Jul 22, 2024•20 min•Ep. 74
Send us a text In the second part of our three-part series, Robin Esch and I dive deep into the intricacies of global hiring, with a special focus on the Philippines. What we discussed: Maintaining a strong cultural fit despite remote work Crafting precise job postings and pre-screening questions about availability and language proficiency The numerous business advantages of a global talent pool, including economic benefits and a wider range of qualified candidates Streamlining the hiring proces...
Jul 18, 2024•18 min•Ep. 73
Send us a text One of Sterling Lawyers' talent advantages has been learning the skill of finding international teammates. This show is all about how we go about sourcing qualified, smart, hard-working teammates that do not live in the USA. Most of our firm's 27 international support teammates are client-facing. They have regular and meaningful communication with our Illinois and Wisconsin clients. My guest this week is Robin Esch, Sterling's Team Growth Director (HR). She details how we do it. W...
Jul 15, 2024•23 min•Ep. 72
Send us a text Tenacity is the #1 attribute in selecting attorneys to build and scale a family law firm. Once you get past the table stakes of your firm's values and the candidate's character, no other quality is more important. Tenacity is far more important than experience, intelligence, grades in law school, interview ability, network, etc. It is the attribute to rule them all. In this show, I discuss: What is tenacity and how to identify it Why tenacity is the #1 characteristic in hiring att...
Jul 11, 2024•22 min•Ep. 71
Send us a text If I could have a "Do-Over" for our first 10 years of building Sterling Lawyers, I would force myself to grow our family law firm with fewer resources. Why build our firm with less? -- Because I would have been more creative and disciplined, leading to a strong law firm today. In this show, I answer: 1. What is a constraint? 2. Why do they work? 3. How do you use constraints to build a stronger law practice? I hope you learn from my mistakes to create a better law firm and life fo...
Jul 08, 2024•10 min•Ep. 70
Send us a text Why do so many law firms struggle with growth despite their best efforts? On today's show, I describe the two major ways lawyers self-sabotage their law firm's success: 1) Mistaking activity for progress 2) Stop learning until they implement In almost every circumstance, we lawyers put a lid on our firm's growth, not our competition. ------------------------- Go to: www.JSterlingHughes.com for tons of Family Law Practice resources. My purpose is to Empower Family Law Attorneys so ...
Jul 01, 2024•6 min•Ep. 69
Send us a text Our Sterling Lawyers' President, Jeff Kerlin, is back with me to breakdown the best practices on coaching lawyers. Jeff leads a high performing team of lawyers. This is not accidental. He shares his methods on how he does it. We discuss: Biweekly coaching sessions and frequent tactical meetings on team transparency and achieving a shared vision The journey of building leadership through networking with peers and mentors The importance of reading extensively on leadership and busin...
Jun 27, 2024•12 min•Ep. 68
Send us a text Jeff Kerlin is the President of Sterling Lawyers. He is not a lawyer, but he is an incredible leader. Prior to joining Sterling, Jeff was the President and CEO of a large printer. His success at our firm is proof that good leadership applies wherever there are people. Here's a peek at what we covered: Becoming president of a law firm without a legal background Key qualities of effective leaders and building a high-performance culture The importance of listening in leadership Empow...
Jun 24, 2024•16 min•Ep. 67
Send us a text Transitioning from associate lawyer to a partner leading your former peers can be the most challenging jump of a career. Doing this well demands uncommon maturity, emotional strength, and new boundaries. Many new partners are reluctant to accept the new differences between them and their teammates. I talk through how to do this successfully. ------------------------- Go to: www.JSterlingHughes.com for tons of Family Law Practice resources. My purpose is to Empower Family Law Attor...
Jun 20, 2024•10 min•Ep. 66
Send us a text Jeff Kerlin is the President of Sterling Lawyers, my family law firm. Jeff is responsible for managing our firm's operating system, which is based on EOS (Entrepreneurial Operating System) -- a framework to ensure that the entire firm is executing on the right things. Today, we have 80+ teammates spread out across three states and three countries. Our operating system keeps all of us organized and working together. We discussed: Leveraging EOS from day one to scale our firm to 25 ...
Jun 17, 2024•17 min•Ep. 65
Send us a text Feedback is an underrated growth tool for law firm leaders. It is most certainly a shortcut to improving as a leader. And, when the leader gets better, the whole law firm benefits. In this show, I discuss how one moment of feedback from a teammate transformed how I lead. At first, I was resistant and defensive. Then, as I listened, I saw my blind spot and weakness as a leader. In that instant, I determined to let down my guard and embrace feedback. It changed me forever. In this s...
Jun 13, 2024•19 min•Ep. 64
Send us a text We started and grew Sterling Lawyers from 0 to 25 lawyers with over $15M in revenue within the first 9 years. It has been fun -- and painful. The pain came from the four biggest mistakes I made along the way. Here they are: Not joining a mastermind group with other legal professionals Underestimating how growth can cover serious flaws Failing to keep one or two key things the priority Focusing too much on challenging the team while neglecting support Pay attention to my mistakes s...
Jun 10, 2024•12 min•Ep. 63
Send us a text James Joseph's journey is inspiring and incredible. He is a deeply respected family lawyer who he has built a thriving practice on Long Island, New York. In the midst of building his firm and starting a family, he received life-altering medical news. The prospects looked dim. The doctors advised him to wait it out. So, James privately endured four years of slow progression of his disease. Then, the day came for his ultimate battle. In this podcast, James opens up about: The fascin...
Jun 06, 2024•46 min•Ep. 62
Send us a text Leah Miller is a law firm financials expert. Her career began with a 13 year stint as a paralegal and office administrator. In that role, she learned the ins and outs of running a law practice. In 2023, after earning her MBA, Leah founded LNM Financial Services to help law firm owners achieve their growth goals. In this show we discuss: The pivotal impact of having a financial voice in law firms The crucial role of robust financial management in scaling operations Understanding th...
Jun 03, 2024•38 min•Ep. 61
Send us a text Attorney Tom Tona's story is incredible. He has consistently defied the odds and built a highly successful litigation firm in New York. It started with Tom building his grit as an undersized boy as he pushed through regular bullying. His mindset later pushed him to achieve his black belt in Brazilian Jiu-Jitsu--which is a decade-long undertaking in the best of circumstances. In this show, we discuss: Tom's journey and the practical applications to any lawyer wanting to build a car...
May 30, 2024•50 min•Ep. 60
Send us a text My guest, Mary Sankey, is the leader of our non-attorney sales team at Sterling Lawyers. We explore the genesis and development of our non-attorney sales team. We also discuss: Mary's experience with divorce as a child and how it shaped her empathetic approach Her transition from the coffee industry to leading our sales team The importance of non-attorney professionals in a law firm Insights from dozens of workshops and webinars The delicate balance between family life and profess...
May 23, 2024•31 min•Ep. 59
Send us a text Terminating lawyers on your team is a very difficult process. Yet, it is critically necessary for any healthy law firm to grow and serve clients well. Every firm that is growing will have to terminate a lawyer's employment. At Sterling Lawyers, we have fired lawyers for a range of reasons. This show details our firm's history in this sensitive area, including other attorneys who fired us when they resigned. I discuss: 1 - "Why" we have terminated lawyers from our team (they all fa...
May 20, 2024•26 min•Ep. 58
Send us a text Paid Search is the second most important component of search marketing for any family law firm. The first is map listings -- see earlier podcast on this topic. In this show, my co-founder, Tony Karls, and I discuss our firm's philosophy and strategy to employ paid search in our marketing mix. We cover: 1 - Diversifying your marketing tactics 2 - Dangers of leaning too heavily on paid search for your firm's visibility 3 - How a meticulously structured account is your first defense ...
May 16, 2024•19 min•Ep. 57
Send us a text Gary Miles's journey is one of profound transformation. He battled and overcame the grip of alcohol to build and lead a successful family law firm. In this show, Gary's candid retelling of his challenges and how he prevailed is certainly inspirational. It also serves as a roadmap to family lawyers interested in building their practice and having personal freedom. Additionally, we discussed: 1 - Unique emotional complexities of a family law practice 2 - Building personal relationsh...
May 13, 2024•30 min•Ep. 56
Send us a text It's no secret that my Sterling Family Lawyers co-founder, Tony Karls, is the digital marketing mastermind behind our success. In this week's show, Tony and I reveal the precise marketing blueprint that propelled our family law firm from 0 to 25 lawyers and $15million in revenue in less than 10 years. We discuss: 1 - Establishing an initial online presence 2 - Early decisions that pushed us to the top of local maps 3 - Harnessing phone call analytics to fine tune our digital marke...
May 09, 2024•28 min•Ep. 55
