Send us a text Jeff Morrell, one of our Senior Partners, is back to talk about AI tools for family lawyers. This is the presentation that Jeff gave at our annual Sterling Day event. It's about how our firm is using AI tools to enhance efficiency and streamline operations. Here’s what we covered: - The ways AI is transforming legal workflows. - Practical tools that save us time every day. - The development of user-friendly tools like a Chrome extension and an affidavit automation tool. - How AI a...
Jan 09, 2025•29 min•Ep. 114
Send us a text For most of our firm's history, we have been a "marketing-first" family law practice. This philosophy can only get a family firm so far. When I finally bought into the idea that long-term prosperity and career satisfaction come from doing amazing client work, our firm turned the corner in a big way. This podcast is about that shift and subsequent mega thrust forward. I covered several important concepts: - Why I now see the light and how my conversion may help you - The fundamenta...
Jan 06, 2025•21 min
Send us a text This is a gold nugget-laden show for anyone practicing in family law. I interview our firm's highest-collecting attorney, Tiffany Vogel. She is a star, an ultra-high performer. Tiffany gives a masterclass in operating a family law practice. In this show, Tiffany shares: • Her approach to client management as project management • The importance of delegation for effective practice management • Her own behavioral modification strategies for improving client relations • The significa...
Jan 03, 2025•58 min•Ep. 112
Send us a text We all have months that kick us in the teeth. It hurts. It sucks. Tom had one of those months in November -- his third month in practice. This show is about what happened and is a picture of mental toughness. Keep pushing, Tom! Stay focused on what you can control. You are making the right moves. ------------------------- Go to: www.JSterlingHughes.com for tons of Family Law Practice resources. My purpose is to Empower Family Law Attorneys so they can build a beautiful family law ...
Dec 16, 2024•27 min•Ep. 111
Send us a text The second most important role in a family law firm is the managing attorney. In the vast majority of family law firms, the founder/owner sits in two seats: (1) the president and (2) the managing attorney. The president sets the strategy, casts the vision, models the culture, and many other “presidential” type things. The managing attorney leads the lawyers and legal support staff. These teammates coach lawyers, engage clients, and fulfill the firm’s promises. This show is about h...
Dec 12, 2024•29 min•Ep. 110
Send us a text This show highlights a talk I gave to our entire legal team at a recent event. I announced a new service blending Artificial Intelligence into tools for clients. I also shared two other long-term strategic initiatives that we are working on. Feel free to steal for your firm! LOL ------------------------- Go to: www.JSterlingHughes.com for tons of Family Law Practice resources. My purpose is to Empower Family Law Attorneys so they can build a beautiful family law practice and have ...
Dec 05, 2024•33 min•Ep. 109
Send us a text There are limitless marketing tactics available to a family law firm. It can be overwhelming. One of Sterling Lawyers' most successful marketing strategies has been to focus on one tactic at a time. In this show, I articulate why to focus on one tactic: 1 - Allows enough time to yield results 2 - Avoids switching costs 3 - Enables achieving mastery 4 - Builds momentum And how to do this: 1 - Identify your best tactic 2 - Get clear on your target audience 3 - Refine your message th...
Dec 02, 2024•17 min•Ep. 108
Send us a text Are you throwing money down the drain in your family law practice? On this show , I reveal five of my most egregious money wasters. These nasty culprits get many other family lawyers too. Maybe you? Here they are: SEO services (There are good ones and many bad ones) Fancy office space Overstaffing Online review software Costly website redesigns ------------------------- Go to: www.JSterlingHughes.com for tons of Family Law Practice resources. My purpose is to Empower Family Law At...
Nov 25, 2024•16 min•Ep. 107
Send us a text Unexpected attorney resignations can feel like a gut punch. But, should you try to get them to stay? In this show, I explore: 1 - Getting to the truth behind the departure 2 - Assessing the impact and deciding if it's worth it try to get them to stay 3 - Offering more than words 4 - Embracing the changing legal landscape 4 - Turning departures into opportunities I hope you can use this information to build your family law practice! ------------------------- Go to: www.JSterlingHug...
Nov 21, 2024•14 min•Ep. 106
Send us a text We've been following Attorney Tom Hartin as he has launched his family law firm. This is a behind the curtain peek at the nitty-gritty world of family law firm start-up. This month we discussed: Tom’s revenue highs and lows for September and October Smart marketing on a budget, from Google Ads to local strategies. How Tom is exploring the niche market of first responders ------------------------- Go to: www.JSterlingHughes.com for tons of Family Law Practice resources. My purpose ...
Nov 18, 2024•35 min
Send us a text Is your law firm losing clients who can’t afford full-time representation? This show offers creative ideas to get incremental clients that you may otherwise not get. I sit down with Mary Sankey, our Sales Manager, to explore how Sterling offers legal services for clients with varying needs and budgets. My last episode explained scaled offers. Here, we walk you through the scaled offers at Sterling that go from from $450 coaching sessions to $85,000 executive representation. ------...
Nov 14, 2024•14 min•Ep. 104
Send us a text Are you missing out on potential clients? Most family lawyers give potential clients one offer: hourly representation. There is a better way to serve clients than with just one offer. Having multiple offers is a great way to incrementally grow sales. We call this "scaled offers" at Sterling Lawyers. In this show, my co-founder, Tony Karls, and I cover: 1 - The problem with jumping straight from "I don't know you" to "Spend money with me" 2 - How to create a series of scaled offers...
Nov 11, 2024•15 min•Ep. 103
Send us a text Numbers will make or break your law firm. Tracking the wrong ones is like getting bad directions to a desired location. Failing to track a number is an admission of not managing it. It's critical to get the number tracking right. This show is about: 1 - Leading vs. lagging indicators, understanding what to focus on for future success 2 - Essential KPIs to monitor, including new client inquiries, consults, and revenue 3 - The constant challenge of data integrity 4 - Avoiding vanity...
Nov 07, 2024•18 min•Ep. 102
Send us a text Ready to push your family law firm to new heights? In this episode, I discuss the crucial shift from working in your practice to working on it—a challenging but THE essential step for growth. I cover: Key indicators that signal you're ready to make the shift The importance of firm size, revenue, and performance metrics Practical steps to plan and execute this transition effectively The critical role of delegation in freeing up your time Reimagine your leadership role and unlock yo...
Nov 04, 2024•19 min•Ep. 101
Send us a text We are following Attorney Tom Hartin as he launches his family law firm. Month #2 is officially closed. How did Tom do? Check out the podcast to get the authentic details. Spoiler alert: it wasn't a huge month financially, but he's above water and making progress. ------------------------- Go to: www.JSterlingHughes.com for tons of Family Law Practice resources. My purpose is to Empower Family Law Attorneys so they can build a beautiful family law practice and have the practice of...
Oct 31, 2024•15 min•Ep. 100
Send us a text Oftentimes, lawyers and clients disagree on the most important problem to solve in family law. Lawyers can assume it's one problem. Meanwhile, the client is focused on a totally different problem to solve. What’s the secret to figure this out -- so your firm can stand out above the rest? In this third part of our Legal Start-up series, Tony Karls dissects how our family law firm, Sterling Lawyers, separates ourselves from other firms by focusing on what the client wants. ---------...
Oct 28, 2024•20 min•Ep. 99
Send us a text Client interviews can revolutionize your law firm. That's what happened at our firm, Sterling Lawyers. In the second part of our 3-part series, I sit down with my partner and co-founder, Tony Karls, to reveal how early client interviews turned our struggling practice into a successful, growing firm. We talked about: The surprising impact of "Molly," our ideal client mannequin (kinda cringy, actually) How client interviews reshaped our marketing strategy and service approach The un...
Oct 24, 2024•14 min•Ep. 98
Send us a text Ready to build a law practice that aligns with your strengths and passions? Tony Karls, my co-founder at Sterling Lawyers, is back to discuss how to identify the best type of law for your practice. This conversation kicks off a three-part series where we share the early details that helped us start, build and scale our firm. We covered: 1 - Determining the right type of law for you, aligning with your strengths and passions 2 - Effective market research strategies, including using...
Oct 18, 2024•22 min•Ep. 97
Send us a text Ever promoted someone only to watch your firm's culture crumble? In this raw episode, I share one of my biggest leadership blunders and its far-reaching consequences. I take you behind the scenes of our law firm's year-long struggle to recover from a toxic culture shift, sharing hard-earned wisdom that could save your practice. Here’s what I discussed: The impact of promoting the wrong leader and the warning signs I ignored. How a toxic culture can develop subtly and quickly, ofte...
Oct 14, 2024•11 min•Ep. 96
Send us a text Are you struggling to get your associates to think like owners and future leaders of your law firm? In this show, I share what we have done to achieve modest success in our law firm in order to develop the next generation of leaders. In many ways, this is a leadership development episode. We can't grow our firms without leaders who understand the business of family law. I discussed: - Reality that only a small number of associates want to run a law firm in their future - How to nu...
Oct 10, 2024•9 min•Ep. 95
Send us a text Dressing like a pro is not optional if you want to be viewed as one. Sometimes associates struggle in this area. How do you support them with how they present themselves? Here’s what I covered: - The importance of maintaining a polished appearance in client interactions and court settings. - Strategies for addressing attire issues sensitively, especially considering generational and gender differences. - Best practices for providing constructive feedback without negative implicati...
Oct 03, 2024•11 min•Ep. 94
Send us a text Holly Mullin and I have an insightful conversation about the lawyer career development process from Associate to Managing Partner. She goes into detail with real-life examples and stories from consultations, settlement conferences, and court hearings that highlight how she mentors and trains in our firm’s future leaders. We also discussed: - Sterling’s tiered system for career progression - Why lawyer proactivity is necessary for fixed-fee models to work - The importance of shadow...
Sep 30, 2024•22 min•Ep. 93
Send us a text Attorney Tom Hartin's first month is in the books. How'd he do? It was definitely a "learning experience"! 🥴 In this episode we cover: - Tom's first client - A (needlessly) difficult opposing counsel - Preparing for the first trial - Marketing results - Family law's bumpy consults Enjoy! ------------------------- Go to: www.JSterlingHughes.com for tons of Family Law Practice resources. My purpose is to Empower Family Law Attorneys so they can build a beautiful family law practice...
Sep 26, 2024•28 min•Ep. 92
Send us a text In this fun interview with Ryan Kimler I learned a ton about how to benchmark our law firm profit. This is the kind of information that all B2C law firm leaders need to pay attention to. I haven't at times, and it has cost me. We focused our talk on law firms serving people (B2C) and discussed: - The most Important Financial Metrics - Healthy Gross Margins and Net Margins to aim for - Where law firms often have the most waste - Calculating the owner's full benefit, vs. just net pr...
Sep 23, 2024•41 min•Ep. 91
Send us a text Creating a positive team culture is essential to build a long term law firm. In this episode, Sterling's Managing Partner, Holly Mullin is back to share how she has built a dynamic and vibrant environment for her team Here’s what we discussed: Balancing client work and creating a collaborative atmosphere Transforming the office morale with the right floor plan How weekly "Level 10" meetings set a positive tone with personal shares and shout-outs Prioritizing fun and engaging quart...
Sep 19, 2024•25 min•Ep. 90
Send us a text We are back following Attorney Tom Hartin as he launches Hartin Family Law. At the time of this recording, we are only a few weeks into the life of his new start up. We discussed: 1 - Overcoming geographic targeting issues and filtering out irrelevant leads 2 - The gritty details of Tom's first consultation - and his big lesson learned 3 - The emotional side of family law, from client consultations to compassionate follow-ups 4 - Comparing fixed-fee versus hourly billing models 5 ...
Sep 16, 2024•35 min•Ep. 89
Send us a text We are following Attorney Tom Hartin as he forms and launches his Family Law Firm. We recorded this show just after Tom launched and had a wide ranging discussion on managing a family law firm. Highlights include: 1 - The impact of fixed-fee billing on efficiency and client satisfaction 2 - Managing and optimizing U.S.-based and Philippine-based teams 3 - The role of a good paralegal in improving service delivery and managing high caseloads 4 - Expectations for for handling ~40 ac...
Sep 12, 2024•23 min•Ep. 88
Send us a text My partner and I paid $10k (gulp!) for a day of Lee Rosen's time back in 2015. His advice turned around our law firm and the course of my career. His sage counsel turned out to be worth millions to Sterling Lawyers. In this third installment, I share Lee's advice to us on: 1 - Intake team optimization principles 2 - Converting to Fixed Fee from Hourly 3 - How to utilize the Net Promotor Score in our client service In this show, I share the stuff that actually worked. None of this ...
Sep 09, 2024•11 min•Ep. 87
Send us a text I have learned that most business consultants are not worth the money. I think the idea makes the owner feel good about engaging and buying. But, little good ever happens from business consultants. There are exceptions, of course. Lee Rosen is one major exception for Sterling Lawyers. He has taught me so much. My partner and I paid $10k (gulp!) for a day of Lee's time back in 2015. His prescient advice dramatically changed our firm forever. In this show (part 2 of 3), I share Lee'...
Sep 05, 2024•17 min•Ep. 86
Send us a text In this 3-part series, I delve into the game-changing lessons learned from a $10,000 consultation with Lee Rosen, a top law firm consultant. Back in December 2015, our firm was growing fast, but we hit some serious roadblocks. That’s when Lee’s advice turned things around for us—and now, I’m sharing those insights with you. Topics discussed Importance of drive and ambition in lawyers Why personality isn't a predictor of lawyer performance The key behavior to screen for in hiring f...
Aug 29, 2024•13 min•Ep. 85
