Shows
The Sterling Family Law ShowAI for Law Firms: 4 Things Non-Techie Lawyers Can Do With AI - #206Send a textAI for law firms is already here—and most family lawyers aren't ready for it. A $100M AI firm just got approved in Arizona to co-own law firms, and family law is next.So here’s the 4 practical things non-techie lawyers can do right now to get comfortable with AI—no coding, no tech background required.📲 Subscribe Now: https://www.youtube.com/@jsterlinghughes 📚 Order The Waterfall Method Book here: http://rocketclicks.com/the-waterfall-method/📝 Get your FREE Law Firm Growth Guid...
2026-03-1017 minThe Sterling Family Law ShowThe 8-Step Law Firm Hiring Process Overview for Growth - #181Send a textYour law firm hiring process is bleeding money on bad fits. Here's the 8-step system that cuts our turnover.Law firms hire whoever shows up and wonder why turnover kills growth. The constraint isn't finding candidates—it's filtering them systematically before bad fits waste months and frustrate your team. This hiring funnel legal industry approach tackles employee turnover reduction through candidate screening systems that catch culture mismatch early. Each stage—from job description optimization through multi-stage interviews—builds toward bad hire prevention. ...
2025-11-2131 minThe Sterling Family Law Show$14.5M to $17.5M: How Non-Attorney Law Firm Leadership Works - #176Send a textNon-attorney law firm leadership grew us $3M in less than 2 years. Here's how we hired a manufacturing exec to run Sterling Lawyers.Jeff Kerlin's journey from manufacturing leader to law firm president proves non-attorney firm management works when you prioritize leadership ability over legal credentials. His approach to law firm culture building strategies and one-on-one leadership development transformed our operations—implementing law firm executive team coaching, speaking candidly in law firms, and delegating law firm operations so attorneys could focus on legal decisions while he handled business decisions.
2025-11-0521 minThe Sterling Family Law ShowWhat 3 Lawyers Learned Using AI for Law Firms Daily - #166Send a textAI for law firms isn't theory anymore. Three family law firm owners share what's working right now—and what isn't. Here's the brutal truth: firms using AI for law firms will replace those who don't. This panel reveals legal practice automation that's happening today—ChatGPT chatbots for AI standard operating procedures, attorney productivity AI that eliminates "I forgot" client moments, and law firm systems automation that turns legal research around in minutes. The technology adoption gap is creating law firm competitive advantage right now, not in five years.
2025-10-0133 min
Iron Mantis ChroniclesIron Mantis Martial Arts Book IThe Iron Mantis Chronicles is a podcast that explores the Iron Mantis BOOK I, which combines traditional martial arts like seven-star praying mantis Kung Fu with modern techniques like Brazilian jiu jitsu. The host, Sifu Jeff Hughes, shares insights from his own experience and offers a practical framework for martial arts practitioners of all levels.
2025-09-0126 minThe Sterling Family Law ShowHow to Go From High Income to High Net Worth as a Family Lawyer - #146Send a textHigh income, low net worth—it's the dirty secret plaguing many successful family law attorneys. In this J Sterling Hughes Insider episode, Darren Wurz, founder of the Lawyer Millionaire Founders Network, reveals why attorneys making $500K+ annually still struggle to build wealth and his proven three-step system that's transformed hundreds of law firm owners into true millionaires.Drawing from over 20 years of financial planning exclusively for attorneys, Darren exposes:The overspending trap that destroys wealth in both business and personal financesHis exact three-step framework: stabilizing business finances, maximizing profitability, and growing we...
2025-07-1836 min
Wrestle Talk With Arabbidb3averThe Untamed Assassin of Professional Wrestling Jeff Klepper joins us tonight!Jeff Klepper is here and he is going over his journey in professional wrestling! from humble beginnings to current achievements! you don't want to miss this one!Send a textSupport the showWrestle Talk seasons 8 up now! Have a listen and lets get slammed together!
2025-07-0237 minThe Sterling Family Law ShowThe 15-Minute Daily Practice That Built Our $17M Family Law Firm - #144Send a textWant to see the exact communication system that scaled our law firm, Sterling Lawyers, to 25+ attorneys and $15+ million in revenue? In this exclusive behind-the-scenes J Sterling Hughes Insider episode, I take you inside an actual daily huddle—the 15-20 minute discipline that transformed their firm's growth and culture. Drawing from their real morning meeting, we unlock the framework that delivers:Accurate performance updates across yesterday, 5-day, and 28-day metrics that keep everyone alignedTimely recruiting discussions that ensure a quality teammate pipeline for sustainable growthRoadblock removal sessions that eliminate operational bottlenecks before the...
2025-06-2624 min
The Lawyer Millionaire® Podcast: Business & Financial Planning for Law Firm OwnersHow Jeff Hughes Scaled Sterling Lawyers with Fixed Fees, Offshoring, and Innovation (Ep. 120)Ever wondered how to break free from the billable hour grind and truly scale your law firm? On today’s episode, host Darren Wurz sits down with Jeff Hughes, founder of Sterling Lawyers, who shared exactly how he built a 100% fixed fee family law firm, leveraged offshore talent, and embraced innovation to transform his business. We talked about aligning client and firm interests, the power of transparent pricing, and why documenting your processes is essential if you want to grow—or even exit—your practice. If you’re ready to build a scalable, profitable, and future-ready law firm, this episode...
2025-06-2433 min
The Jeff Does Vegas PodcastFrom The Vault: Howard Hughes - Aviator, Innovator, and Las Vegas LegendWelcome to “From The Vault”, a special series of episodes of Jeff Does Vegas!Over the five years I ran this podcast, from 2019 to 2024, I released over 180 episodes and along the way, I talked to some very cool Vegas insiders, entertainers, and local experts. I also shared lots of tips & travel advice, and explored the fascinating history of the city.I thought it might be fun to take a little trip back in time and re-share some of those episodes. So, whether you’re a long-time follower looking for a re-liste...
2025-03-2955 min
Wrestle Talk With Arabbidb3averJeff Klepper from The Kingdom Of Perfection stops by River City Media!Jeff Klepper the solo assassin for Andrew Thomas' Kingdom of Perfection stops by and gives his insights on River City Media's Its still real to me / I still Believe Podcast, he talks about his humble beginnings to his most recent run. and anything and everything in-between. This episode is dedicated the memory of long time friend and fellow in ring talent Shawn Crum aka Sleeze Daddy Shawn Karson and the link below is to benefit his family in this time of loss thank you to all who known will continue to make the memory of...
2025-03-211h 06The Sterling Family Law ShowHow to Change Attorney Compensation Without Losing Your Team (Pt 1) - #121Send a textAs we've grown Sterling Lawyers to 25+ attorneys and $15M in revenue, one of the toughest challenges has been getting lawyer compensation right. In this episode, I sit down with my partner, Jeff Kerlin, to walk through our 2024 journey of transforming our compensation model. We share:Why our original percentage-of-collections model that worked for years started breaking downThe painful lessons we learned from rushing changes in 2022How Jeff Kerlin led a 14-month process to rebuild trust and create a new model that works for everyoneOur path to creating clear growth op...
2025-02-1030 min
Iron Mantis Chronicles"Iron Mantis: Merging Tradition and Innovation in Martial Arts"Sifu takes us on a journey through his martial arts odyssey. From his early days in Karate and Hapkido to mastering Kung Fu and Brazilian Jiu-Jitsu, Sifu Hughes shares how he seamlessly integrated multiple disciplines into the revolutionary Iron Man system. Discover the philosophy behind blending tradition with innovation, the importance of lineage, and how his system adapts to students of all levels—be it for combat, fitness, or personal growth. Whether you're a beginner or a seasoned martial artist, this episode offers wisdom and inspiration for everyone.
2025-01-1923 minThe Sterling Family Law ShowPractical AI Family Law Tools That Work - #114Send a textJeff 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...
2025-01-0929 minThe Sterling Family Law ShowMore Online Reviews = More Law Firm Wins - #83Send a textWhat’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 coverWhy 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 never pay clients for them.How We...
2024-08-2210 minThe Sterling Family Law ShowTom’s Trek: Handling Client Sales and Intake - #82Send a textWe 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 FormsPrioritizing client leads based on urgency and resourcesThe family law sales processPersonal anecdotes and lessons learned from Tom's journey from IP law to Family LawI hope this information improves your law practice!---------------------- Ready to find the accountability partner you need to build your dream family law firm the...
2024-08-1945 minThe Sterling Family Law ShowSteal Our Powerful Law Firm Culture Tool - #81Send a textI’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, and our shared vision is reinforced.Here's what I describe:The ori...
2024-08-1534 minThe Sterling Family Law ShowTom’s Trek: Quoting Fixed-Fees for Family Law with Mary Sankey - #80Send a textCurious 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 transparency and fairness.Factors like child-related issues, debt, asset division, and tax implications increase th...
2024-08-1242 minThe Sterling Family Law Show8 Simple AI Actions to Future-Proof Your Law Firm - #79Send a textThe 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 conferencesSharpening critical skills that define my professional identity, such as communication and leadershipDeepening my u...
2024-08-0817 minThe Sterling Family Law ShowTom’s Trek: Building and Marketing the Law Firm’s Website - #78Send a textThis 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 efforts3. Understanding the local legal landscape and assessing competition4. Securing office space and planning for local marketing strategies5. Practical steps for effective online presence and client acquisitionTune in for a behind-the-curtain look at starting a l...
2024-08-0531 minThe Sterling Family Law ShowHow to Quit a Law Firm - #77Send a textLawyers 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 s...
2024-08-0212 minThe Sterling Family Law ShowTom’s Trek: Starting a Family Law Firm from Scratch - #76Send a textTransitioning 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 litigationThe complexities and financial implications of starting a new practice while raising young childrenBuilding an online presence and marketing strategyPractical ad...
2024-07-2943 minThe Sterling Family Law ShowRetargeting Potential Family Law Clients with Tony Karls - #75Send a textRetargeting 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 audienceCrafting compelling and resonant messagesChoosing the most effective communication mediumsI hope this information helps you grow your law firm and serve more clients!---------------------- Ready to find the accountability partner you need to build your dream family law firm the same way we grew S...
2024-07-2520 minThe Sterling Family Law ShowManaging International Law Firm Teammates with Robin Esch (Part 3 of 3) - #74Send a textRobin 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 international staff.This is the final installment of our series on Sourcing, Selecting and Managing International Law Firm T...
2024-07-2219 minThe Sterling Family Law ShowHiring International Law Firm Teammates with Robin Esch (Part 2 of 3) - #73Send a textIn 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 workCrafting precise job postings and pre-screening questions about availability and language proficiencyThe numerous business advantages of a global talent pool, including economic benefits and a wider range of qualified candidatesStreamlining the hiring process to navigate different time zones effectivelyUtilizing video culture interviews to expedite hiring and avoid scheduling conflictsEnsuring legal compliance with U...
2024-07-1818 minThe Sterling Family Law ShowSourcing International Law Firm Teammates with Robin Esch (Part 1 of 3) - #72Send a textOne 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. We also discussed: - How we started with our first offs...
2024-07-1522 minThe Sterling Family Law Show#1 Attorney Hiring Attribute to Grow a Family Law Firm - #71Send a textTenacity 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 itWhy tenacity is the #1 characteristic in hiring attorneysHow to find it during the attorney selection pr...
2024-07-1122 minThe Sterling Family Law ShowLeverage Constraints to Build Your Law Firm - #70Send a textIf 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...
2024-07-0809 minThe Sterling Family Law ShowTwo Ways Lawyers Self-Sabotage Their Law Firm's Growth - #69Send a textWhy 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 implementIn almost every circumstance, we lawyers put a lid on our firm's growth, not our competition. ---------------------- Ready to find the accountability partner you need to build your dream family law firm the same way we grew Sterling Lawyers? Follow these steps: 1. SUBSCRIBE TO JEFF...
2024-07-0106 minThe Sterling Family Law ShowCoaching Family Lawyers and Support Teammates with Jeff Kerlin - #68Send a textOur 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 visionThe journey of building leadership through networking with peers and mentorsThe importance of reading extensively on leadership and business---------------------- Ready to find the accountability partner you need to build your dr...
2024-06-2711 minThe Sterling Family Law ShowLeading a Family Law Firm as a Non-lawyer with Jeff Kerlin - #67Send a textJeff 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 backgroundKey qualities of effective leaders and building a high-performance cultureThe importance of listening in leadershipEmpowering team members for better buy-in and ownershipWhether you're in t...
2024-06-2416 minThe Sterling Family Law ShowLaw Partners: Embrace your Differences from Teammates - #66Send a textTransitioning 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. ---------------------- Ready to find the accountability partner you need to build your dream family law firm the same way we grew Sterling Lawyers? Follow these steps: 1. SUBSCRIBE TO JEF...
2024-06-2009 minThe Sterling Family Law ShowManaging a Family Law Firm Operating System with Jeff Kerlin - #65Send a textJeff 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 attorneys and over $15 million in revenue.Keeping everyone on...
2024-06-1717 minThe Sterling Family Law ShowFeedback as a Law Firm Growth Engine - #64Send a textFeedback 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 foreve...
2024-06-1319 minThe Sterling Family Law ShowFour Major Law Firm Growth Mistakes I Made - #63Send a textWe 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 professionalsUnderestimating how growth can cover serious flawsFailing to keep one or two key things the priorityFocusing too much on challenging the team while neglecting supportPay attention to my mistakes so you don't have to experience them!...
2024-06-1011 minThe Sterling Family Law ShowOvercoming a Health Crisis While Building a Family Law Firm with James Joseph - #62Send a textJames 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 fascinating story of his successful family...
2024-06-0645 minThe Sterling Family Law ShowFinancial Reporting for Law Firm Growth with Leah Miller - #61Send a textLeah 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 firmsThe crucial role of robust financial management in scaling operationsUnderstanding the balance between cash and accrual accountingEffective strategies for managing errat...
2024-06-0338 minThe Sterling Family Law ShowLeading a High Engagement Law Firm Culture with Thomas Tona - #60Send a textAttorney 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 career and firmInsights from his 30 years as a Ne...
2024-05-3049 minThe Sterling Family Law ShowHow to Build a Non-Attorney Family Law Sales Team with Mary Sankey - #59Send a textMy 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 approachHer transition from the coffee industry to leading our sales teamThe importance of non-attorney professionals in a law firmInsights from dozens of workshops and webinarsThe delicate balance between family life and professional responsibilities"Extreme ownership" of her roleThe synergy of sibling collaboration with her brother, Anthony Karls.If y...
2024-05-2330 minThe Sterling Family Law ShowHow to Fire Lawyers at Your Firm - #58Send a textTerminating 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 fall into three categories)2 - Doi...
2024-05-2025 minThe Sterling Family Law ShowHow to Buy Paid Search for Family Law with Tony Karls - #57Send a textPaid 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 tactics2 - Dangers of leaning too heavily on paid search for your firm's visibility3 - How a meticulously structured account is your first defense against the complacency that can creep into...
2024-05-1618 minThe Sterling Family Law ShowManaging Family Law Compassion Fatigue with Gary Miles - #56Send a textGary 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 practice2 - Building personal relationships with clients3 - Expressing gratitude in old-fashioned ways4 - Psychological battlefield tha...
2024-05-1329 minThe Sterling Family Law ShowSterling Lawyers' Marketing Blueprint Revealed with Tony Karls - #55Send a textIt'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 presence2 - Early decisions that pushed us to the top of local maps3 - Harnessing phone call analytics to fine tune our digital marketing4 - Crafting a website that attracts and co...
2024-05-0928 minThe Sterling Family Law ShowMethodically Effective Digital Marketing Strategies with Bo Royal - #54Send a textBo Royal is a former Fortune 500 advertising agency executive turned lawfirm marketing expert. After holding leadership positions at eBay’s marketing solutions division and scaling the online advertising revenues of a variety of well-known brands, such as Calvin Klein, Bo pivoted into the world of legal marketing over five years ago and never looked back. Today, Bo co-owns and operates Pareto Legal, a growth marketing agency positioned to help small and medium-sized law firms add an extra 7 figures in cases to their pipeline.In this week's show...
2024-05-0639 minThe Sterling Family Law ShowOptimizing Maps for Family Law Clients with Tony Karls - #53Send a textMap listings are the single most important component of search marketing for any family law firm. The maps are Sterling Lawyers' most important lead generation channel. In this episode, my co-founder, Tony Karls, and I discuss the essential elements that have amplified our firm's map visibility. If you want to rank highly in the maps, this is the definitive playbook. ---------------------- Ready to find the accountability partner you need to build your dream family law firm the same way we grew Sterli...
2024-05-0214 minThe Sterling Family Law ShowRaw, Unfiltered Story on How to Build a Thriving Family Law Firm with Jonathan Breeden - #52Send a textWhen I sat down with Jonathan Breeden for this episode, my intention was to get his blueprint on how to create a hyperlocal podcast for family law firms.We certainly covered that topic. But, there turned out to be so much value in hearing his story.Jonathan Breeden is a seasoned family lawyer who takes us behind the scenes of his North Carolina firm's impressive growth. We explored his journey from a solo practitioner to leading a team of seven attorneys across four officesJonathan's candid st...
2024-04-2945 minThe Sterling Family Law ShowOptimize Your Family Law Intake Team with Tony Karls - #51Send a textThe best law firm lead generation system in the world is useless without a good intake team.One of the performance secrets at Sterling Lawyers has been our intake team. They excel at the critical task of answering the phone and supporting potential clients facing a family legal crisis.In this episode, Tony Karls and I do a deep dive into our family law firm intake strategy and key metrics.---------------------- Ready to find the accountability partner you need to build your dream f...
2024-04-2516 minThe Sterling Family Law ShowLaw Firm Operational Health with Kyle Harbaugh - #50Send a textKyle Harbaugh is the Founder and President of Chief Go Officers. He is a holistic business strategist for law firms and his focus is on helping firms grow and operate better by providing Done-For-You projects and fractional services. In this episode, we have a full conversation about the challenges that firms encounter to move from the founder(s) doing all the legal work to building a legal team. Kyle is also the co-creator of a comprehensive Business Health Analysis that dissects law firms in 12 key areas: Clientele, Messaging, Networking, Product, Peo...
2024-04-2232 minThe Sterling Family Law ShowSterling Lawyers' Initial Strategic Blueprint with Tony Karls - #49Send a textThe Sterling Lawyers origin story began on a whiteboard in the late fall of 2013, where Tony Karls and I sketched out the strategic blueprint of the law firm.Today, ten years later, we are revealing the essential components of that strategy. It's not surprising that almost nothing worked out like we planned, including our firm's mission.There are two things that have not changed:1 - Our core values2 - The primary elements of our strategic planEnjoy!---------------------- Ready to f...
2024-04-1810 minThe Sterling Family Law ShowDeveloping High-Performance Family Lawyers with Katie VanDeusen - #48Send a textKatie VanDeusen co-leads a team of 25 family lawyers. She is a highly successful leader, especially when it comes to developing less-experienced attorneys.Katie has always been a top-performer at Sterling Lawyers. She has set more than a few performance records. In addition to her own prolific practice, she mentors other attorneys, some of which have surpassed her early performance.This episode peels back the layers of what it takes to challenge and support a team of high performers. Katie also talks about the subtleties of building a cu...
2024-04-1535 minThe Sterling Family Law ShowDominate Family Law with a Great Hiring Process - #47Send a textPeople are the most important success factor in every law firm. There are no exceptions to this rule. At Sterling Lawyers we take hiring (we call it "selection") very, very seriously. Over the past 10 years we have honed our selection process into a finely tuned machine. Robin Esch oversees the sourcing and selection of all our teammates. She is our Director of Team Growth (AKA, "Human Resources").In this episode, Robin unpacks our selection process and breaks it down in a way that anyone can copy it.
2024-04-1213 minThe Sterling Family Law ShowPreparing a Family Law Firm for Sale with Tom Lenfestey - #46Send a textTom Lenfestey is the founder of The Law Practice Exchange. He's also a practicing North Carolina attorney, licensed CPA, and Accredited Business Intermediary.Tom is one of North America's most knowledgeable experts on selling a law firm. In this fascinating conversation we discussed:State of M&A in lawPeople law firms v. Business law firmsLaw firm ownership deregulationFamily law firm valuationsBest practices to maximize law firm value on an exitThe Law Practice ExchangeUsing the SBA to fund a law practice purchase---------------------- Ready to find the ac...
2024-04-0836 minThe Sterling Family Law ShowThe Alchemy of Legal Triumphs with Attorney Patrick Slaughter - #45Send a textAttorney Patrick Slaughter is an attorney coach with substantial "Street Cred."He has built a very successful law firm and sold it. Now, he helps other lawyers do the same thing.His story is non-traditional to say the least. Patrick was a magician for 20 years before attending law school. Once out of law school, he hustled, networked, and worked incredibly hard to build his firm from the ground up.He succeeded wildly.If you want inspiration or firm growth ideas--or both, listen to his stor...
2024-04-0554 minThe Sterling Family Law ShowHow to Measure a Family Law Firm Culture with Robin Esch - #44Send a textBusiness 101: If you are not measuring it, you are not managing it.This principle is true when it comes to a family law firm culture. My guest this week is Robin Esch, Sterling Lawyers' Director of Team Growth. We explore how we measure a critical aspect of our law firm -- our culture. ---------------------- Ready to find the accountability partner you need to build your dream family law firm the same way we grew Sterling Lawyers? Follow these steps: 1. SUBSCRIBE TO JEFF'S NEW...
2024-04-0114 minThe Sterling Family Law ShowHow to Collect a Million Dollars in Family Law with Jeff Morrell - #43Send a textAttorney Jeff Morrell is a Senior Partner at our family law firm, Sterling Lawyers.Since joining our team, Jeff has been a pace-setter.This episode is a conversation between me and Jeff riffing on his productivity strategies.He shares a load of valuable insights on how to improve the efficiency of a family law practice.Enjoy!---------------------- Ready to find the accountability partner you need to build your dream family law firm the same way we grew Sterling Lawyers? Follow...
2024-03-2821 minThe Sterling Family Law ShowKey Financial Metrics for Healthy Family Law Firms with Jon Morris - #42Send a textJon Morris is the founder of Rise Interactive, a wildly successful digital agency that he exited a few years ago. Since then, Jon has started two more highly successful service businesses: (1) EngineBi (www.enginebi.net) and (2) Fiscal Advocate (www.fiscaladvocate.com). Jon also sits on the Sterling Lawyers Board of Advisors.Over the years, Jon has discovered the ideal ratios for professional service firms to be healthy. Here they are:Gross Margin - 50% +Profit - 20%+SG&A - 30% or less (Sales and Marketing - 8%, Ops and Finance - 15...
2024-03-2535 minThe Sterling Family Law Show11 Surprising Lessons from Growing a Family Law Firm - #41Send a textAs I reflect on our first ten years of building and leading Sterling Law, there are 11 lessons that have surprised me.Here they are:1 - Being a leader is your identity2 - Building a law firm is a sprint and a marathon3 - Vulnerability is confidence in action4 - Discipline today avoids pain tomorrow5 - Leadership isn't winning your way. It’s clearing the way for teammates.6 - Hire to complement. Not get compliments7 - Indecision turns temporary pain chronic8 - Ten minutes with your...
2024-03-2121 minThe Sterling Family Law ShowHow to Lead Family Law Lawyers for Maximum Results with Holly Mullin - #40Send a textHolly Mullin co-leads one of the largest family law teams in the United States. Her well-earned law leadership insights have come through years of trial and error.She has a reputation for professionalism and genuinely serving her teammates. Holly is well-respected by every member of the Sterling Law team.In this episode, we explore: 1 - Leading through growth and adversity2 - Nurturing family law talent3 - Importance of empathy over technical prowess4 - Balancing supporting a teammate, while also challenging to achieve5 - Building a hi...
2024-03-1840 minThe Sterling Family Law ShowLawyer Leader's Most Powerful Tool - #39Send a textLaw firm leadership is visual. Teammates do what they see.Leadership is not about title or position. It is about modeling the behavior that we want duplicated.The truth about leadership modeling in a law firm is:1 - The higher up leaders go, the fewer privileges they have--and more weight they must carry.2 - When the leader engages in bad behavior, the team will amplify that behavior to excess. Conversely, the same is not always true about good behavior. 3 - The leader's relationship with co-workers will change in w...
2024-03-1411 minThe Sterling Family Law ShowDeveloping Digital Marketing Advantages for Family Lawyers with Paul Mackiewicz - #38Send a textPaul Mackiewicz is the owner of Honorable.Marketing, an AI-powered digital agency focused on serving law firms.In this interview, Paul and I go deep down the digital marketing rabbit hole in the family law context. We discussed:- How to get started as a family lawyer online- The order of priority when building digital assets- How to hire and work with a digital marketing agency- Looking at your online presence as a whole- Maximizing law firm exposure - Managing you...
2024-03-1244 minThe Sterling Family Law Show6 Lawyer Leadership Paradoxes That I Painfully Learned - #37Send a textSo much about leading a law firm is paradoxical. On their face, the concepts don't seem to make much sense.Yet they often make the difference between success and failure.These are my favorite law leadership incongruities I have learned through the pain of failure. 1 - Unless the decision can kill you, make it fast2 - Leadership vulnerability is a show of strength3 - The law firm leader is the CFO - Chief Focus Officer4 - In hiring, if you're not repelling most candidates, you’re not...
2024-03-0714 minThe Sterling Family Law ShowCourtroom to Microphone: The Podcasting Journey of Robert Ingalls - #36Send a textThis episode is all about how to execute a podcast for a law firm.My guest is podcasting expert, Robert Ingalls, owner of LawPods. Robert is a lawyer and "gets" what it takes for lawyers to use podcasts to grow their firm. We delve into all the salient questions that need answers for attorneys to start and grow their podcast.Enjoy!---------------------- Ready to find the accountability partner you need to build your dream family law firm the same way we grew St...
2024-03-0453 minThe Sterling Family Law ShowHow to Hire Great Family Lawyers - #35Send a textHiring great family lawyers is the leaders' most important task if the firm is to grow.Nothing is more important.At Sterling, our formula for hiring Family Law Lawyers:1 - Must share our core values2 - Don’t mind being measured3 - Has drive and ambition4 - Has high level of empathy and people skills5 - Coachable to adopt proactive practice habitsWhat is not important and has little to no correlation to client success:GradesLaw schoolFamily law experienceIf yo...
2024-02-2920 minThe Sterling Family Law ShowHow to Use NPS in Family Law to Measure Client Satisfaction - #34Send a textThe most famous client satisfaction number in the world is Net Promoter Score (NPS).The survey question is: "On a scale of 1 to 10, how likely is it that you would recommend this company to a friend or colleague?"Responses of "9 or 10" equal a promoter. "7 or 8" is a neutral. 6 or less is a detractor. Blend all the responses and get your NPS. We have made this single question the cornerstone of the Sterling Family Law client strategy.In this episode, my partner, Tony Karls, and I break down...
2024-02-2616 minThe Sterling Family Law ShowThree Mentor Lessons that Changed My Law Career - #33Send a textWhen I sat down beside business titan Bobby Martin at a New York restaurant in 2005, I never imagined it would mark the beginning of a mentorship that would alter my law leadership career.In the years that followed, Bobby taught me many lessons. Three, in particular, stand out:1. "Never milk the mouse"2. "When the game is over, the king and the pawn go back in the same box"3. "Can't never could" This is a short podcast but long on career value. I return to these often.
2024-02-2207 minThe Sterling Family Law ShowCorey Quinn's Playbook for Law Firm Success - #32Send a textCorey Quinn drops pure gold for lawyers looking to grow their law firm through digital marketing. In this episode, he reveals:The three step digital marketing strategy for lawyers seeking to break into a marketHow to use targeted marketing strategies to support specializationLaw firm digital marketing best practicesThe importance of clarifying a firm's go-to-market strategyHow to transition a law firm from founder led sales to a more sustainable modelIf there is anyone qualified to advise lawyers on how to initially optimize their digital marketing, it is Corey Quinn. He is the fo...
2024-02-1934 minThe Sterling Family Law ShowHow to Grow a Family Law Firm with Non-Lawyer Business Partner - #31Send a textImagine transforming a vision into a 25 lawyer family law firm reality—Tony Karls and I did just that with Sterling Law Offices.In this episode, we pull back the curtain and describe how a lawyer and a non-lawyer worked together to build and scale our family law firm. We discuss the following:1 - bringing complimentary skills to our business relationship2 - our initial thesis to be dominant on one area -- digital marketing3 - focusing on business process once we reached a modest scale4 - challenges Tony...
2024-02-1521 min