Personal Injury Mastermind

226. Darl Champion, The Champion Firm — From Dependence to Dominance: Own Your Marketing and Leap from Referrals to Direct Client Acquisition

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Referral relationships are a great way to establish a firm's initial book of business. But what happens when a firm owner is ready to grow the practice and diversify case sources? Today’s guest offers a blueprint to making the transition and becoming a thriving practice. Darl Champion once relied on a single dominant referral source to stay afloat. 

Darl diversified his case sources to scale up and invested in digital marketing to drive direct client acquisitions. This shift away from a referral-based firm felt like a calculated gamble. However, the risk paid off for The Champion Firm (@winwithchampion). Now recovering over $22 million annually with a team of 7 attorneys and 20+ staff, Darl hasn't second-guessed taking ownership of his marketing. 

In this episode, Darl explains the calculated process of reducing referral relationships to fuel growth. Learn how implementing selective case criteria, enhancing client experience, and blending case types can help firms expand.


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Championing Justice Podcast

What’s in This Episode:





  • Who is Darl Champion?



  • Why a blended business model can be the best of both worlds.



  • How to know if your PPC campaign is working for your firm. 



  • When to bring marketing in-house and when to hire an agency.




    • Past Guests

    Past guests on Personal Injury Mastermind: Brent Sibley, Sam Glover, Larry Nussbaum, Michael Mogill, Brian Chase, Jay Kelley, Alvaro Arauz, Eric Chaffin, Brian Panish, John Gomez, Sol Weiss, Matthew Dolman, Gabriel Levin, Seth Godin, David Craig, Pete Strom, John Ruhlin, Andrew Finkelstein, Harry Morton, Shay Rowbottom, Maria Monroy, Dave Thomas, Marc Anidjar, Bob Simon, Seth Price, John Gomez, Megan Hargroder, Brandon Yosha, Mike Mandell, Brett Sachs, Paul Faust, Jennifer Gore-Cuthbert


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    • 84. Glen Lerner, Lerner and Rowe – A Steady Hand in a Shifting Industry



    • 101. Pratik Shah, EsquireTek — Discovering the Power of Automation



    • 134. Darryl Isaacs, Isaacs & Isaacs — The Hammer: Insights from a Marketing Legend



    • 104. Taly Goody, Goody Law Group — Finding PI Clients on TikTok



    • 63. Joe Fried, Fried Goldberg LLC — How To Become An Expert And Revolutionize Your PI Niche



    • 96. Brian Dean, Backlinko — Becoming a Linkable Source



    • 83. Seth Godin — Differentiation: How to Make Your Law Firm a Purple Cow



    • 73. Neil Patel, Neil Patel — Digital A New Approach to Content and Emerging Marketing Channels



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