In this landmark 300th episode of Personal Injury Mastermind, Dan Morgan reveals how Morgan & Morgan transformed their referral operations from a legal pad system into a $63 million revenue engine. From outbound referral optimization to groundbreaking sports partnerships, Dan shares the exact strategies that helped build one of the most recognizable law firm brands in America.

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When Dan took over Morgan & Morgan's referral operations in 2020, they were generating $15 million in referral revenue. Today, they're on track for $63 million, with projections of hitting nine figures next year. He explains how in this special keynote talk from  PIMCON. Dan breaks down the systems and strategies that drove this explosive growth, including how they're converting 85% of rear-end accident referrals through their "nuclear plan" and why they're sending turndown cases to partner firms.

We discuss:

Dan Morgan serves as head of partnerships and referral operations at Morgan & Morgan, one of America's largest personal injury law firms. Under his leadership, the firm has pioneered innovative marketing strategies and built a nationwide referral network handling over 100,000 case referrals annually.

Chris Dreyer is the CEO and founder of Rankings.io, the elite legal digital marketing agency. 

00:00 Intro 

01:01 Dan's journey from trial attorney to business operations 

02:07 Evolution of Morgan & Morgan's Purple Cow Committee 

04:54 Building an elite referral operation 

08:00 The "nuclear plan" for referral conversion 

10:07 Why they refer out turndown cases 

13:37 Tracking metrics and maintaining quality 

16:22 Sports partnerships and marketing innovation 1

9:16 Leveraging partnerships beyond sponsorships 

21:31 Community involvement and disaster response