The J. Sterling Hughes Show

Send us a textThe 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 how founders can move out of the managing attorney role, thus opening up the firm for growth. I discussed:1 - The managing attorney's role in the firm2 - Why they are3 - What they do day to day4 - How to find a managing attorney5 - How to lead a managing attorney------------------------- 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 their dreams.I share my family law firm’s secrets, tactics, and strategies of how we have grown from 0 to 25 attorneys and over $15m in revenue in our first ten years.When I am not podcasting, I am the CEO and Co-Founder of SterlingLawyers.com. Follow me on: LinkedIn - YouTube - X - Instagram - TikTok

Send us a textThis 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 the practice of their dreams.I share my family law firm’s secrets, tactics, and strategies of how we have grown from 0 to 25 attorneys and over $15m in revenue in our first ten years.When I am not podcasting, I am the CEO and Co-Founder of SterlingLawyers.com. Follow me on: LinkedIn - YouTube - X - Instagram - TikTok

Send us a textThere 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 results2 - Avoids switching costs3 - Enables achieving mastery4 - Builds momentumAnd how to do this:1 - Identify your best tactic2 - Get clear on your target audience3 - Refine your message through testing4 - Be data-driven Do these things and win!------------------------- 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 their dreams.I share my family law firm’s secrets, tactics, and strategies of how we have grown from 0 to 25 attorneys and over $15m in revenue in our first ten years.When I am not podcasting, I am the CEO and Co-Founder of SterlingLawyers.com. Follow me on: LinkedIn - YouTube - X - Instagram - TikTok

Send us a textAre 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 spaceOverstaffingOnline review softwareCostly website redesigns------------------------- 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 their dreams.I share my family law firm’s secrets, tactics, and strategies of how we have grown from 0 to 25 attorneys and over $15m in revenue in our first ten years.When I am not podcasting, I am the CEO and Co-Founder of SterlingLawyers.com. Follow me on: LinkedIn - YouTube - X - Instagram - TikTok

Send us a textUnexpected 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 departure2 - Assessing the impact and deciding if it's worth it try to get them to stay3 - Offering more than words4 - Embracing the changing legal landscape4 - Turning departures into opportunitiesI hope you can use this information to build your family law practice!------------------------- 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 their dreams.I share my family law firm’s secrets, tactics, and strategies of how we have grown from 0 to 25 attorneys and over $15m in revenue in our first ten years.When I am not podcasting, I am the CEO and Co-Founder of SterlingLawyers.com. Follow me on: LinkedIn - YouTube - X - Instagram - TikTok

Send us a textWe'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 OctoberSmart 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 is to Empower Family Law Attorneys so they can build a beautiful family law practice and have the practice of their dreams.I share my family law firm’s secrets, tactics, and strategies of how we have grown from 0 to 25 attorneys and over $15m in revenue in our first ten years.When I am not podcasting, I am the CEO and Co-Founder of SterlingLawyers.com. Follow me on: LinkedIn - YouTube - X - Instagram - TikTok

Send us a textIs 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.------------------------- 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 their dreams.I share my family law firm’s secrets, tactics, and strategies of how we have grown from 0 to 25 attorneys and over $15m in revenue in our first ten years.When I am not podcasting, I am the CEO and Co-Founder of SterlingLawyers.com. Follow me on: LinkedIn - YouTube - X - Instagram - TikTok

Send us a textAre 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 that build trust and nurture leads3 - Leveraging free resources like calculators, webinars, and workshops to capture attention4 - Strategies for small firms to implement scaled offers with limited resources5 - Giving value without expectation to build stronger client relationships ------------------------- 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 their dreams.I share my family law firm’s secrets, tactics, and strategies of how we have grown from 0 to 25 attorneys and over $15m in revenue in our first ten years.When I am not podcasting, I am the CEO and Co-Founder of SterlingLawyers.com. Follow me on: LinkedIn - YouTube - X - Instagram - TikTok

Send us a textNumbers 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 success2 - Essential KPIs to monitor, including new client inquiries, consults, and revenue3 - The constant challenge of data integrity4 - Avoiding vanity metrics5 - Strategies for simplifying your reporting process to keep your team focused------------------------- 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 their dreams.I share my family law firm’s secrets, tactics, and strategies of how we have grown from 0 to 25 attorneys and over $15m in revenue in our first ten years.When I am not podcasting, I am the CEO and Co-Founder of SterlingLawyers.com. Follow me on: LinkedIn - YouTube - X - Instagram - TikTok

Send us a textReady 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 shiftThe importance of firm size, revenue, and performance metricsPractical steps to plan and execute this transition effectivelyThe critical role of delegation in freeing up your timeReimagine your leadership role and unlock your firm's potential!Let's go!!!------------------------- 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 their dreams.I share my family law firm’s secrets, tactics, and strategies of how we have grown from 0 to 25 attorneys and over $15m in revenue in our first ten years.When I am not podcasting, I am the CEO and Co-Founder of SterlingLawyers.com. Follow me on: LinkedIn - YouTube - X - Instagram - TikTok

Send us a textWe 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 their dreams.I share my family law firm’s secrets, tactics, and strategies of how we have grown from 0 to 25 attorneys and over $15m in revenue in our first ten years.When I am not podcasting, I am the CEO and Co-Founder of SterlingLawyers.com. Follow me on: LinkedIn - YouTube - X - Instagram - TikTok

Send us a textOftentimes, 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.------------------------- 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 their dreams.I share my family law firm’s secrets, tactics, and strategies of how we have grown from 0 to 25 attorneys and over $15m in revenue in our first ten years.When I am not podcasting, I am the CEO and Co-Founder of SterlingLawyers.com. Follow me on: LinkedIn - YouTube - X - Instagram - TikTok

Send us a textClient 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 approachThe unexpected insights we gained about client psychographics and buying behaviorsWhy longer intake calls became our secret weapon for building trust------------------------- 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 their dreams.I share my family law firm’s secrets, tactics, and strategies of how we have grown from 0 to 25 attorneys and over $15m in revenue in our first ten years.When I am not podcasting, I am the CEO and Co-Founder of SterlingLawyers.com. Follow me on: LinkedIn - YouTube - X - Instagram - TikTok

Send us a textReady 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 passions2 - Effective market research strategies, including using Google Trends3 - How to differentiate your firm in a crowded market4 - The critical role of data in validating your business modelNo matter your experience level, this episode equips you with practical tips for making smart decisions in building your law practice!------------------------- 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 their dreams.I share my family law firm’s secrets, tactics, and strategies of how we have grown from 0 to 25 attorneys and over $15m in revenue in our first ten years.When I am not podcasting, I am the CEO and Co-Founder of SterlingLawyers.com. Follow me on: LinkedIn - YouTube - X - Instagram - TikTok

Send us a textEver 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, often going unnoticed.The necessity of implementing a zero-tolerance policy on toxic behavior, including a pivotal incident involving bullying.The long-term benefits of cultivating a positive and collaborative atmosphere.Actionable strategies for leaders to set clear expectations and maintain a healthy culture.Listen in for real-life insights on how to prevent toxic culture from taking root in your firm—and how to fix it if it already has.------------------------- 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 their dreams.I share my family law firm’s secrets, tactics, and strategies of how we have grown from 0 to 25 attorneys and over $15m in revenue in our first ten years.When I am not podcasting, I am the CEO and Co-Founder of SterlingLawyers.com. Follow me on: LinkedIn - YouTube - X - Instagram - TikTok

Send us a textAre 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 nurture the growth of associates who want firm responsibilities - Role of transparency on business-related information bridges the gap between legal expertise and business acumen- Best practices to create an environment that encourages leadership growth through business education- Empowering associates through client immersion, mentorship programs, creating a culture of collaboration, and more!I hope this information helps you build your law practice. ------------------------- 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 their dreams.I share my family law firm’s secrets, tactics, and strategies of how we have grown from 0 to 25 attorneys and over $15m in revenue in our first ten years.When I am not podcasting, I am the CEO and Co-Founder of SterlingLawyers.com. Follow me on: LinkedIn - YouTube - X - Instagram - TikTok

Send us a textDressing 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 implications.- The impact of professional dress on client relationships and firm reputation.- Practical tips for fostering a culture of professionalism, even in remote work environments.------------------------- 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 their dreams.I share my family law firm’s secrets, tactics, and strategies of how we have grown from 0 to 25 attorneys and over $15m in revenue in our first ten years.When I am not podcasting, I am the CEO and Co-Founder of SterlingLawyers.com. Follow me on: LinkedIn - YouTube - X - Instagram - TikTok

Send us a textHolly 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 shadowing senior attorneys- Lawyering skills necessary to advance from associate to partnerEnjoy!------------------------- 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 their dreams.I share my family law firm’s secrets, tactics, and strategies of how we have grown from 0 to 25 attorneys and over $15m in revenue in our first ten years.When I am not podcasting, I am the CEO and Co-Founder of SterlingLawyers.com. Follow me on: LinkedIn - YouTube - X - Instagram - TikTok

Send us a textAttorney 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 consultsEnjoy!------------------------- 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 their dreams.I share my family law firm’s secrets, tactics, and strategies of how we have grown from 0 to 25 attorneys and over $15m in revenue in our first ten years.When I am not podcasting, I am the CEO and Co-Founder of SterlingLawyers.com. Follow me on: LinkedIn - YouTube - X - Instagram - TikTok

Send us a textIn 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 profit- Where the low hanging profit fruit is to grab first- and more . . .This interview definitely shaped my approach to aspects of our financials. It will help you too.Enjoy!For more insights from Ryan Kimler, be sure to check out his platforms:LinkedIn: https://www.linkedin.com/in/ryankfinancialclarityllc/Facebook: https://www.facebook.com/rkimlerYouTube: https://www.youtube.com/channel/UCiLyqCOvxvnnlr3_6BOGqwwWebsite: https://netprofitcfo.com/https://financialclarityllc.com/------------------------- 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 their dreams.I share my family law firm’s secrets, tactics, and strategies of how we have grown from 0 to 25 attorneys and over $15m in revenue in our first ten years.When I am not podcasting, I am the CEO and Co-Founder of SterlingLawyers.com. Follow me on: LinkedIn - YouTube - X - Instagram - TikTok