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Growing a law firm from solo to 7 offices across Indiana — Bob Nice shares 30 years of real lessons on what actually works.

Bob went from pharmacy school to running 13 attorneys across rural Indiana. No silver bullet, no overnight success. Just decades of figuring out what breaks a firm and what builds one.

In this episode, he walked us through:

• Two partnership disasters (one where the partner literally vanished with the bank account)
• Why most attorneys are terrible at delegation
• How his firm adopted AI tools and remote operations before it was trendy
• And why the 3-5 attorney mark is where everything changes.

If you're trying to scale past solo or push through that messy middle of growing a law firm, this one's worth your time.

📲 Subscribe Now: https://www.youtube.com/@jsterlinghughes
➡️ Register Here: www.RocketClicks.com/learn-moneyball-method
📝 Get your FREE Law Firm Growth Guide: https://jsterlinghughes.com/

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📄 CHAPTERS

0:00 - Growing a Law Firm: Why Most Attorneys Can't Make the Jump

1:20 - From Pharmacist to Lawyer: The Origin Story Behind 7 Offices

3:03 - Leaving Big Law: The $3K Bonus That Changed Everything

5:12 - Law Firm Partnership Problems: The Night His Office Was Emptied

7:41 - Law Firm Delegation Tips: Why "Perfect Is the Enemy of the Good"

9:31 - Virtual Bookkeeping and Scaling Your Back Office

10:41 - AI Tools for Law Firms: From Read AI to AI-Powered Client Intake

14:03 - Remote Law Firm Operations: One Day to Go Fully Virtual

16:59 - Rural Law Firm Growth: Big Firm Mentality in Small Markets

19:49 - Law Firm Cash Flow Planning: Why Debt Is a Killer

22:38 - Hiring Attorneys Small Firm: Building a Bench of Talent

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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 NEWSLETTER: https://jsterlinghughes.com/

2. BOOK A FREE 30-MINUTE AUDIT WITH US: https://rocketclicks.com/schedule-a-family-law-quick-audit/

3. CONNECT WITH US:

LinkedIn: Jeff Hughes, Tyler Dolph, & Anthony Karls,

Facebook: Jeff Hughes, Tyler Dolph, & Anthony Karls,

Instagram: Jeff Hughes, Tyler Dolph, & Anthony Karls

4. TELL US WHAT YOU WANT:
Tell us in the comments if you liked this episode and what other kinds of episodes you would like to see.

Send a text

There’s no SEO vs. AI search. Your law firm needs both channels, and most agencies are only covering 25% of the work. Here's the fix.

We debunk 3 AI myths costing family law firms real clients plus the trust-first framework that fixes your visibility in both channels.

We also cover how your NAP data and off-site authority determine whether AI recommends you or skips you.

📲 Subscribe Now: https://www.youtube.com/@karls.anthony

📚 Order The Waterfall Method Book here: http://rocketclicks.com/the-waterfall-method/

📝 Schedule a FREE Family Law Firm Audit: https://rocketclicks.com/schedule-a-family-law-quick-audit/

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📄 CHAPTERS

0:00 - SEO vs AI Search: Why Most Law Firms Are Getting This Wrong

1:33 - Two Separate Strategies: Ranking on Google AND Ranking on AI

2:39 - Misconception #1: How AI Actually Ranks Your Law Firm

5:19 - How ChatGPT Personalizes Attorney Recommendations

6:40 - The MIT Study: Why 89% of AI Users Still End Up on Google

9:05 - Misconception #2: Why Your Website Isn't Enough for AI Trust

11:09 - Misconception #3: How to Actually Influence What AI Shows

13:33 - What's Coming Next in Law Firm AI Visibility

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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 NEWSLETTER: https://jsterlinghughes.com/

2. BOOK A FREE 30-MINUTE AUDIT WITH US: https://rocketclicks.com/schedule-a-family-law-quick-audit/

3. CONNECT WITH US:

LinkedIn: Jeff Hughes, Tyler Dolph, & Anthony Karls,

Facebook: Jeff Hughes, Tyler Dolph, & Anthony Karls,

Instagram: Jeff Hughes, Tyler Dolph, & Anthony Karls

4. TELL US WHAT YOU WANT:
Tell us in the comments if you liked this episode and what other kinds of episodes you would like to see.

Send a text

Heather Quick went women-only and built her law firm mission statement around it. That one decision simplified her hiring culture, marketing, and growth.

When Heather told people she was pivoting her family law practice to only represent women in divorce, they thought it was a gimmick. Fifteen years later she's got 7 attorneys, 30 employees, and a firm that knows exactly who it serves.

In this episode of the Sterling Family Law Show, Heather walks us through how she found her niche, why her personal story became her firm's biggest marketing advantage, and what it actually looks like to build a law firm target audience around a single client avatar.

If you're trying to grow a family law practice but feel stuck doing everything for everyone, this one's for you.

📲 Subscribe Now: https://www.youtube.com/@jsterlinghughes
➡️ Register Here: www.RocketClicks.com/learn-moneyball-method
📝 Get your FREE Law Firm Growth Guide: https://jsterlinghughes.com/

---

📄 CHAPTERS

0:00 - Law Firm Mission Statement: Meet the Attorney Who Went Women-Only

1:23 - Why She Left Criminal Defense to Pivot Her Law Firm Practice Area

3:45 - 60% of Divorces Are Filed by Women — And What That Means for Your Client Avatar

6:07 - How Finding Your "Why" Becomes Your Family Law Firm Branding

8:28 - "We're Your Advocate, Not Your Friend" — Niche Marketing for Attorneys

13:33 - The Hardest Part of Law Firm Owner Leadership: Learning to Delegate

18:06 - Why Law Firm Business Coaching Is the Best Money You'll Spend

----------------------

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 NEWSLETTER: https://jsterlinghughes.com/

2. BOOK A FREE 30-MINUTE AUDIT WITH US: https://rocketclicks.com/schedule-a-family-law-quick-audit/

3. CONNECT WITH US:

LinkedIn: Jeff Hughes, Tyler Dolph, & Anthony Karls,

Facebook: Jeff Hughes, Tyler Dolph, & Anthony Karls,

Instagram: Jeff Hughes, Tyler Dolph, & Anthony Karls

4. TELL US WHAT YOU WANT:
Tell us in the comments if you liked this episode and what other kinds of episodes you would like to see.

Send a text

Your law firm offer letter process is broken and it's costing you the attorneys you actually want. Here's how we fixed it.

We walk through the full offer process: stakeholder debrief, in-person comp alignment, and the sign-on bonus strategy that closes salary gaps. This is where most firms lose hires they already won.

📲 Subscribe Now: https://www.youtube.com/@karls.anthony

📚 Order The Waterfall Method Book here: http://rocketclicks.com/the-waterfall-method/

📝 Schedule a FREE Family Law Firm Audit: https://rocketclicks.com/schedule-a-family-law-quick-audit/

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📄 CHAPTERS

0:00 - Law Firm Offer Letter: It's Not Just "Hit Send"

1:06 - The Post-Interview Debrief That Validates Your Hire

2:05 - Why Hiring Is Sales: Present Your Offer Face-to-Face

4:06 - Counteroffers and Roadblocks That Kill Your Best Hires

7:16 - Salary Negotiation Mistakes That Start Attorneys Off Disgruntled

11:02 - Sign-On Bonus Strategy to Close the Compensation Gap

12:47 - Onboarding Preview: Keeping That Culture Battery Full

----------------------

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 NEWSLETTER: https://jsterlinghughes.com/

2. BOOK A FREE 30-MINUTE AUDIT WITH US: https://rocketclicks.com/schedule-a-family-law-quick-audit/

3. CONNECT WITH US:

LinkedIn: Jeff Hughes, Tyler Dolph, & Anthony Karls,

Facebook: Jeff Hughes, Tyler Dolph, & Anthony Karls,

Instagram: Jeff Hughes, Tyler Dolph, & Anthony Karls

4. TELL US WHAT YOU WANT:
Tell us in the comments if you liked this episode and what other kinds of episodes you would like to see.

Send a text

Keaton Frieberg runs Texas Suits PLLC—a six-attorney business and real estate litigation firm in San Antonio. He launched right out of law school, merged with another firm within a year, and has built a sustainable practice.

In this Sterling Family Law Show episode, he breaks down how he built a six-attorney firm starting at 25 with no book of business. Door-knocking property managers. Speaking at investor meetups. Turning those early relationships into a referral engine that still drives clients three years later.

If you're trying to figure out how to actually get clients without a big marketing budget, Keaton's playbook is worth studying.

📲 Subscribe Now: https://www.youtube.com/@jsterlinghughes
📝 Get your FREE Law Firm Growth Guide: https://jsterlinghughes.com/

----------------------

📄 CHAPTERS

0:00 - Law Firm Merger: How Keaton Combined Two Firms Into One

1:07 - Meet Keaton Frieberg: Texas Suits PLLC in San Antonio

2:02 - Starting a Law Firm at 25 Right Out of Law School

2:51 - Building a Law Firm Clientele During Covid With Evictions

3:25 - The Law Firm Merger That Accelerated Growth for Both Sides

4:10 - Law Firm Business Development: Door Knocking & Investor Meetups

5:08 - Referral Strategy: Speaking at Real Estate Investor Events

14:09 - Law Firm Equity Split: How They Divided Roles at the Table

14:31 - Visionary vs Integrator: Finding Partners Who Complement You

16:38 - Law Firm Partnership Agreement: Documenting Obligations in Detail

18:21 - Niching Down: Why Texas Suits Is Narrowing Its Focus

19:45 - The Sterling Lesson: Every Time We Niched Down, Growth Got Easie

----------------------

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 NEWSLETTER: https://jsterlinghughes.com/

2. BOOK A FREE 30-MINUTE AUDIT WITH US: https://rocketclicks.com/schedule-a-family-law-quick-audit/

3. CONNECT WITH US:

LinkedIn: Jeff Hughes, Tyler Dolph, & Anthony Karls,

Facebook: Jeff Hughes, Tyler Dolph, & Anthony Karls,

Instagram: Jeff Hughes, Tyler Dolph, & Anthony Karls

4. TELL US WHAT YOU WANT:
Tell us in the comments if you liked this episode and what other kinds of episodes you would like to see.

Send us a text

➡️ Register Here: www.RocketClicks.com/learn-moneyball-method

—

The core values interview is the final filter that separates bucket fillers from bucket dippers. Here's how we run ours.

We send candidates a short video on our mission, vision, and values days before. They present for five minutes on how they align. The ones who wing it? Easy no.

Because bad hires are expensive. This values-based hiring process helps you vet candidates before you commit so you stop making costly mistakes.

📲 Subscribe Now: https://www.youtube.com/@karls.anthony

📚 Order The Waterfall Method Book here: http://rocketclicks.com/the-waterfall-method/

📝 Schedule a FREE Family Law Firm Audit: https://rocketclicks.com/schedule-a-family-law-quick-audit/

---

📄 CHAPTERS

0:00 - Core Values Interview: The Final Step in Our 3-Part Hiring System

1:27 - What Values Alignment Actually Looks Like in Practice

4:05 - Where Candidates Succeed and Fail in the Presentation

6:15 - Why the Questions Candidates Ask Reveal Everything

8:04 - The Best Interview Questions We've Ever Been Asked

9:41 - How to Build Your Own Core Values Questions Over Time

----------------------

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 NEWSLETTER: https://jsterlinghughes.com/

2. BOOK A FREE 30-MINUTE AUDIT WITH US: https://rocketclicks.com/schedule-a-family-law-quick-audit/

3. CONNECT WITH US:

LinkedIn: Jeff Hughes, Tyler Dolph, & Anthony Karls,

Facebook: Jeff Hughes, Tyler Dolph, & Anthony Karls,

Instagram: Jeff Hughes, Tyler Dolph, & Anthony Karls

4. TELL US WHAT YOU WANT:
Tell us in the comments if you liked this episode and what other kinds of episodes you would like to see.

Send us a text

Law firm client experience is everything. Todd Burnham filed bankruptcy, then built an $18M firm. Here's what he figured out.

Todd walks us through the whole journey. Starting a firm in a basement that was in foreclosure, filing personal bankruptcy, and then building one of the largest family law firms in Colorado.

Now, he runs his law firm intake like an ER triage and scaled to 30 attorneys. He hired for emotional intelligence, not legal credentials. That one shift in law firm team culture changed everything.

We get into law firm leadership development, why your intake person matters more than your best attorney, and what it actually takes to delegate when you've been doing everything yourself.

📲 Subscribe Now: https://www.youtube.com/@jsterlinghughes
➡️ Register Here: www.RocketClicks.com/learn-moneyball-method
📝 Get your FREE Law Firm Growth Guide: https://jsterlinghughes.com/

---

📄 CHAPTERS

0:00 - Law Firm Client Experience: Meet The $18M Founder

2:11 - From Bankruptcy In A Basement To 30 Attorneys

4:05 - Working ON Your Law Firm Changes Everything

9:55 - Your Intake Department Is A Trauma ER

12:48 - He Hired A Café Server For Intake (Best Move Ever)

15:11 - Scaling From 3 Attorneys To 30: Real Talk

----------------------

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 NEWSLETTER: https://jsterlinghughes.com/

2. BOOK A FREE 30-MINUTE AUDIT WITH US: https://rocketclicks.com/schedule-a-family-law-quick-audit/

3. CONNECT WITH US:

LinkedIn: Jeff Hughes, Tyler Dolph, & Anthony Karls,

Facebook: Jeff Hughes, Tyler Dolph, & Anthony Karls,

Instagram: Jeff Hughes, Tyler Dolph, & Anthony Karls

4. TELL US WHAT YOU WANT:
Tell us in the comments if you liked this episode and what other kinds of episodes you would like to see.

Send us a text

➡️ Register Here: www.RocketClicks.com/learn-moneyball-method

---

Law firm KPIs are lying to you. We tracked the wrong metrics for years—batting average instead of on-base percentage.

In this episode, we’re giving you a sneak peek of our upcoming free webinar called “How to Moneyball Your Family Law Firm”. It will reveal why most family law firms chase leads while their intake conversion rate crumbles. We’ll also show you why close rates drop from 58% to 32% when leads increase and how our framework fixes that.

Register here to learn the exact system we used to spot revenue leaks and scale Sterling Lawyers from startup to $18MM in revenue: www.RocketClicks.com/learn-moneyball-method

📲 Subscribe Now: https://www.youtube.com/@karls.anthony

📚 Order The Waterfall Method Book here: http://rocketclicks.com/the-waterfall-method/

📝 Schedule a FREE Family Law Firm Audit: https://rocketclicks.com/schedule-a-family-law-quick-audit/

---

📄 CHAPTERS

0:00 - Law Firm Dashboard Intro: Leads Are Like Dogs Chasing Fire Trucks

0:45 - The Moneyball Method for Family Law Firm Scaling

3:03 - Why Most Firm Owners Don't Know Their Own KPIs

5:36 - Downstream Data Loss: The Intake Tracking Gap Nobody Fixes

13:34 - More Leads, Worse Results: The 58% to 32% Wake-Up Call

15:03 - When Marketing Works, Your Intake Team Performance Breaks

16:22 - Using Your Revenue Waterfall to Predict Breakage Daily

----------------------

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 NEWSLETTER: https://jsterlinghughes.com/

2. BOOK A FREE 30-MINUTE AUDIT WITH US: https://rocketclicks.com/schedule-a-family-law-quick-audit/

3. CONNECT WITH US:

LinkedIn: Jeff Hughes, Tyler Dolph, & Anthony Karls,

Facebook: Jeff Hughes, Tyler Dolph, & Anthony Karls,

Instagram: Jeff Hughes, Tyler Dolph, & Anthony Karls

4. TELL US WHAT YOU WANT:
Tell us in the comments if you liked this episode and what other kinds of episodes you would like to see.