The J. Sterling Hughes Show

Send us a textGrowing a family law firm is hard. As we built Sterling Lawyers to a 25+ attorney firm doing $15M in revenue, I learned that you need clear competitive advantages to break out of the pack. In this show, I cover:Why having just one advantage wasn't enough for usExamples of what's working for successful family law firms across the U.S.How to identify your firm's unique advantagesDeploying your advantages to increase marginsI hope this helps you build a beautiful family practice firm and have the firm of your dreams!------------------------- 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 textFour months into his new family law practice, Tom Hartin shares some frank insights about December 2024. While revenue hit a new high at $10,820, new client signings were slower than expected—though that's typical for the holiday season. Listen in as we discuss:The mindset shifts needed when running your own practice and managing growth expectationsTom's plans for hiring his first associate (and why lead flow matters more than current case count)Real challenges around marketing to first responders and unexpected hurdles with union relationshipsWhy Tom's planning to refine his consultation process and possibly shift from free to paid consultsIf you’re considering launching your own family law practice or growing your current one, Tom’s experiences offer valuable lessons and practical strategies.Tune in for an honest conversation about the realities of building a successful practice and the steps needed to overcome challenges along the way. ------------------------- 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 textObtaining great client outcomes is not enough to satisfy family law clients.There's a mind-bending truth on what clients want more than great outcomes—it's meeting their emotional needs.In this episode, I share:The truth about what clients will pay premium rates for (hint: it's not legal outcomes)The two things we aggressively focus on at Sterling to deliver this at scaleWhy the gap between good and great family lawyers isn't about legal skill------------------------- 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 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 applications are reshaping tasks such as email writing and document creation.- Personal stories illustrating the benefits of AI in overcoming challenges.- The future of AI agents and their role in improving accuracy and reducing costs.Hope this helps you grow your 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 textFor 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 fundamentals of great client service- The anti-fundamentals of great client serviceI hope this helps you 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 textThis 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 significance of self-awareness in legal practice • Innovative client consultation methods for improved engagementEnjoy!------------------------- 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 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 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 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