The 4-Phase Framework to Scale Your Family Law Firm to $10M+

So in the $3 to $8 million range, the first plan we have to build is what I call a hiring plan, which is our people acquisition plan.

What is our current human capital and what is our anticipated need for human capital? Now, who we hire is dependent on what the current pain point is for the business.

If we're having operational efficiency issues, we need someone in operations.

If we're having customer service issues, we need somebody in customer service.

If we're having sales issues, we need someone in sales.

If we're having marketing issues, maybe there's some marketing channels that are non-existent, we need somebody in marketing.

And so the way that I would assess it is you know that you don't need a marketing specialist if you have five channels that are delivering some sort of lead.

So if you have leads coming from at least five channels, you can move on to sales.

You know you don't need a salesperson when your conversion rate of qualified leads is at least 50%.

And I know that's a high bar.

I don't know what you teach specifically, but I have found that in the service-based legal business, it's considered one of the highest intent businesses in the country.

And by high intent, what I mean is that people don't contact lawyers unless they are intent in hiring one.

And so if they're intended hiring one, then the reason they don't hire you is because you've talked them out of it.

And so one of the questions that I that I ask people is, well, how much time are you spending talking people out of it? See, I can go to the mall, I can go to the mall and I can window shop.

I've never seen somebody window shopping lawyers like, hey, I just wanted to call your family law firm and just find out a little bit about divorce just just in case in seven years I need one like nobody does that.

Nobody calls a personal injury lawyer and says, I haven't been injured yet, but if I was injured, what should I do? What are my prospects? Nobody window shops lawyers.

When they call you, they have a problem.

And when they call you, they are at the hottest point that they could possibly be for needing a lawyer.

And that's one of the funny things about estate planning lawyers.

Estate planning lawyers, they work with people who have spent years and years and years delaying a decision.

Then they call and the lawyer is not available and the lawyer doesn't answer the phone.

It's like, dude, they just took 20 years to call you.

And when they call you, you're not even available.

Right.

I got referred to one and they blew it.