Is a 20-25% profit margin only a dream? Not for the top firms! In this episode, Sasha Berson sits down with fractional CFO Ryan Kimler to figure out what separates “meh” firms from the 4% that cross $1 MILLION. Ryan explains how smart owners reverse-engineer their growth, starting with their take-home pay. They dig into some math (it’s fun, we promise), like payroll, overhead, and marketing, to hit that golden 20–25% profit margin. Tune in today.

📰 About Ryan Kimler:

Ryan Kimler is the founder of Net Profit CFO, with a highly impressive track record. He partners with law firm owners to increase net profit margins by 52%+ and unlock 6 figures in additional owner distributions — often within 90 days! Ryan is also the creator of the Profit Clarity Blueprint™, a system built to replace reactive financial decisions with clear profit targets, cashflow forecasting, and CEO-level visibility. You can find Ryan at The Legal CFO podcast, where he teaches lawyers how to run firms that actually pay them back.

👉 Sasha and Ryan explore:

— Why only 4% of businesses cross $1M — and how to model a profitable, scalable firm after them.

— Why start with take-home pay, then reverse-engineer your profit, staffing, and revenue.

— Ryan’s law firm benchmarks: ~20% overhead, ~45% payroll, and 10–15% marketing.

— Why your billable staff must generate 3–5x their total compensation.

— Why chasing revenue without profit margin backfires ($1M more work can mean just $13K in profit).

— The CEO shift that creates 7-figure law firms.

👉 Main Takeaways from the Episode:

— Audit your expenses using Ryan’s benchmarks: aim for ~20% overhead, ~45% payroll, and 10–15% marketing to unlock 20–25% profit.

— Run the ROI test: every billable team member should generate at least 3–5x their total compensation.

— Shift into CEO mode: block weekly “thinking time” on your calendar to focus on strategy, systems, and growth (not cases).

If you enjoyed today’s show, please leave a review and subscribe so you never miss an episode. For more information and links to all of the resources mentioned in today’s episode, visit https://growlaw.co/

📞 Connect with Ryan Kimler:

• Website: https://netprofitcfo.com/

• LinkedIn: https://www.linkedin.com/in/ryankfinancialclarityllc/

📞 Connect with Sasha Berson:

• LinkedIn: https://www.linkedin.com/company/grow-law/

• Instagram: https://www.instagram.com/grow_law/

• YouTube: https://www.youtube.com/@growlaw

• Facebook: https://www.facebook.com/growlaw

• Email: [email protected]

• Phone: (312) 854-7724

#LegalMarketing #LawFirmGrowth #BusinessGrowth #LegalIndustryInsights

Be lazy. Grow your law firm like crazy! In this episode, Sasha Berson sits down with the “CEO whisperer”, Cameron Herold, who helped a business scale from $2M to $106M in just 6 years! Cameron explains why most founders get trapped doing work they hate, what to delegate using a *BRUTAL* thought experiment, and why every successful firm has a CEO and COO. Serious about growing without the stress and exhaustion? Tune in today.

📰 About Cameron Herold:

Cameron Herold is the wildly talented founder of the COO Alliance and host of the Second in Command Podcast. He’s often called the “CEO Whisperer” — the guy leaders call when their company is growing fast and starting to feel messy. Cameron helped scale 1-800-GOT-JUNK from $2M to $106M in 6 years, then spent the years after teaching CEOs and COOs how to grow without burning out. He’s written 6 best-selling business books, spoken in 29 countries, and teaches leaders how to step out of the way and let their firms grow without them.

👉 Sasha and Cameron explore:

— How delegating low-value work yields better decisions at the top.

— What the 2-hour rule is: If you could only work 2 hours a day, what would you focus on?

— How to split vision and execution. This CEO–COO advantage is your biggest growth accelerant.

— Why hiring a strong operator pays for itself within the first few months… even with a $240K salary!

— Why firms that scale too fast are forced into painful turnover later.

👉 Main Takeaways from the Episode:

— Run Cameron’s 2-hour thought experiment: if you only had 2 hours a day to work, decide exactly what stays on your plate.

— Separate vision from execution: Assign one person full ownership of bringing your ideas to life (even if that starts part-time).

— Reframe how you look at senior hires. Evaluate their impact after the first payroll, not the first year.

— Block weekly thinking time on your calendar and treat it as non-negotiable work.

If you enjoyed today’s show, please leave a review and subscribe so you never miss an episode. For more information and links to all of the resources mentioned in today’s episode, visit https://growlaw.co/

📞 Connect with Cameron Herold:

• Website: https://cameronherold.com/

• LinkedIn: https://www.linkedin.com/in/cameronherold/

📞 Connect with Sasha Berson:

• LinkedIn: https://www.linkedin.com/company/grow-law/

• Instagram: https://www.instagram.com/grow_law/

• YouTube: https://www.youtube.com/@growlaw

• Facebook:https://www.facebook.com/growlaw

• Email: [email protected]

• Phone: (312) 854-7724

#LegalMarketing #LawFirmGrowth #BusinessGrowth #LegalIndustryInsights

Do you panic when leads *aggressively* drop? One lawyer lost 160 leads/per month, and grew his revenue by 59%! In this episode, Sasha Berson and Eric Gros-Dubois bust the myth that “more leads = more money”. Eric breaks down how AI is replacing low-level legal tasks (for the better!), how he masterfully delegates client acquisition to his team, and the top 3 “AI-proof” skills he urges every young lawyer to develop ASAP. Tune in today!

📰 About Eric Gros-Dubois:

Eric Gros-Dubois is a highly skilled business and corporate lawyer, and the Founder of EPGD Business Law, a Miami-based firm built for ambitious entrepreneurs. Armed with both a JD and an MBA, Eric thinks like a business owner first and a lawyer second. Since launching EPGD in 2013, he’s helped hundreds of clients navigate growth, risk, and complex legal decisions in an increasingly competitive market. Eric is also a highly sought-after speaker on next-gen law firm strategy, profitability, and the future of the legal world.

👉 Sasha and Eric explore:

— How losing low-quality leads can actually *increase* revenue.

— How raising retainers from $1,000 to $7,500 eliminates low-profit clients.

— How Eric broke founder dependence by shifting 30% of client acquisition to his team.

— The simple framework Eric uses to ensure every attorney covers salary plus ~$10,000/month in overhead before profit.

👉 Main Takeaways from the Episode:

— Audit the last 30 days of leads by source and identify which channels actually produced profitable clients.

— Raise your minimum retainer (or package price) and watch how client quality, stress, and closing conversations improve.

— Write down the true monthly cost per attorney (salary + overhead) and stop negotiating compensation without that number in front of you.

— Shift at least one client acquisition responsibility off yourself this quarter by incentivizing your team to bring in new business.

If you enjoyed today’s show, please leave a review and subscribe so you never miss an episode. For more information and links to all of the resources mentioned in today’s episode, visit https://growlaw.co/

📞 Connect with Eric Gros-Dubois:

• Website: https://www.epgdlaw.com/

• LinkedIn: https://www.linkedin.com/in/ericgrosdubois/

📞 Connect with Sasha Berson:

• LinkedIn: https://www.linkedin.com/company/grow-law/

• Instagram: https://www.instagram.com/grow_law/

• YouTube: https://www.youtube.com/@growlaw

• Facebook:https://www.facebook.com/growlaw

• Email: [email protected]

• Phone: (312) 854-7724

#LegalMarketing #LawFirmGrowth #BusinessGrowth #LegalIndustryInsights

Most law firms stall below $3M due to *shockingly* avoidable mistakes! In this episode, Sasha Berson welcomes close friend and colleague Mary Grinnan, a law firm growth expert, who speaks with 300–400 law firm owners every single year. Mary breaks down the winning traits of $3M+ firms, and the hidden trap keeping the rest from scaling their revenue. Is this you? Tune in now or risk everything in 2026.

📰 About Mary Grinnan:

Mary Grinnan is a brilliant law firm growth specialist who has spoken to thousands of law firm owners and is now privy to every growth mistake in the book. As a senior advisor at Grow Law and Comrade Digital Marketing Agency, she’s guided 500+ firms through critical growth decisions, helping them escape their growth traps and break past that crucial $3M revenue threshold.

👉 Sasha and Mary explore:

— Why firms that start too modestly with their marketing end up paying more

— The clear behavioral edge of law firms that break $3M in revenue

— Why you’ll stay stuck in “hair-on-fire” mode if you don’t understand your lead-to-case math

— The one-year mistake that lets your competitors pull ahead

— Why building a *sellable* firm changes every growth decision you make

👉 Main Takeaways from the Episode:

— Identify whether you’re acting like a lawyer running cases or a business owner building an asset — decide which one you want to be

— Stop delaying “uncomfortable” decisions; write down the one move you’ve been avoiding and set a 30-day deadline

— Schedule a strategy review with your marketing partner and set a clear plan from your current revenue to your next milestone

If you enjoyed today’s show, please leave a review and subscribe so you never miss an episode. For more information and links to all of the resources mentioned in today’s episode, visit https://growlaw.co/

📞 Connect with Mary Grinnan:

• Website: https://growlaw.co/

• LinkedIn: linkedin.com/in/mary-grinnan-7470133a

📞 Connect with Sasha Berson:

• LinkedIn: https://www.linkedin.com/company/grow-law/

• Instagram: https://www.instagram.com/grow_law/

• YouTube: https://www.youtube.com/@growlaw

• Facebook:https://www.facebook.com/growlaw

• Email: [email protected]

• Phone: (312) 854-7724

#LegalMarketing #LawFirmGrowth #BusinessGrowth #LegalIndustryInsights

Eager to scale past $5M? It’s going to be stressful and deeply uncomfortable. In this episode, Sasha Berson sits down with Luis Scott of 8 Figure Firm Consulting, who’s helped 30+ firms jump from low 7 figures to $10M, $20M… and even $100M+. They break down 3 vital growth stages, why 50%+ growth should feel chaotic, and what you *must* change today if you want to scale to $10M. Tune in now.

📰 About Luis Scott:

Luis Scott is the founder of 8 Figure Firm Consulting, where he helps law firm owners break through growth ceilings and scale from low 7 figures to 8 figures and beyond. As a former managing partner and COO, Luis understands that real, meaningful growth is disruptive. He has personally helped 30+ law firms double, triple, and reach $10M–$100M+ in revenue.

👉 Sasha and Luis explore:

— Why most ambitious law firm owners stall at $2–$5M

— The 3 distinct growth stages, and why 50%+ growth is chaotic by design

— What *actually* breaks when firms scale fast: leadership, systems, sales, and control

— Why marketing may not be your problem… but sales or leadership is

— The hidden cost of breaking through to $10M+ revenue that no one warns you about

👉 Main Takeaways from the Episode:

— Define your growth stage (0–25%, 25–50%, or 50%+) and align your expectations for stress.

— Audit before increasing your marketing spend. If leads exist but conversions don’t, the issue is likely sales.

— Set your growth pace intentionally for the next year. Choose controlled growth (25–30%) or prepare for disruption if scaling faster.

— Get an outside business diagnosis. Most owners overvalue their firm’s health; an advisor will surface blind spots quickly.

If you enjoyed today’s show, please leave a review and subscribe so you never miss an episode. For more information and links to all of the resources mentioned in today’s episode, visit https://growlaw.co/

📞 Connect with Luis Scott:

• Website: https://www.8figurefirm.com/

• LinkedIn: https://www.linkedin.com/in/luisscottjr

📞 Connect with Sasha Berson:

• LinkedIn: https://www.linkedin.com/company/grow-law/

• Instagram: https://www.instagram.com/grow_law/

• YouTube: https://www.youtube.com/@growlaw

• Facebook:https://www.facebook.com/growlaw

• Email: [email protected]

• Phone: (312) 854-7724

#LegalMarketing #LawFirmGrowth #BusinessGrowth #LegalIndustryInsights

Scale too slow… and you stall. Scale too fast… and you break! Where’s the sweet spot? In this episode, Sasha Berson welcomes Mary Ellen Murrah of Vista Consulting to talk about org charts, mid-level leadership, and the systems your law firm needs to grow faster. You’ll discover how to create a strong accountability culture, build KPIs, and (as a bonus!) run a really cool “vacation test” for your employees. Watch now!

📰 About Mary Ellen Murrah:

Mary Ellen Murrah is a brilliant law firm strategist and Chief Strategy & Marketing Officer at Vista Consulting Team. Drawing on 16+ years of experience working with personal injury firms across the U.S., she helps owners resolve their intake breakdowns, build rock-solid leadership layers, and grow their firms with way more clarity and control.

👉 Sasha and Mary explore:

— Why most law firm owners struggle to scale (hint: a broken org chart is usually the culprit)

— How intake leakages are quietly destroying your marketing ROI

— The real meaning of “manage by numbers”: which reports actually matter

— Why mid-level leadership (COO, Director of Intake, HR) is your ticket to freedom and growth

— How to choose a sustainable growth pace (do not compare to the firm down the street)

👉 Main Takeaways from the Episode:

— Run the “vacation test.” Step away for a few days and track what breaks — that’s where your org chart needs fixing.

— Audit your intake conversion. Small improvements can dramatically lower your cost per signed case.

— Stop managing by gut feel. Identify 3–5 core numbers (intake, conversion, case flow) and review them weekly.

— Add one layer of leadership. Even a single mid-level role (intake, ops, or HR) can free up time and stabilize growth.

If you enjoyed today’s show, please leave a review and subscribe so you never miss an episode. For more information and links to all of the resources mentioned in today’s episode, visit https://growlaw.co/

📞 Connect with Mary Ellen Murrah:

• Website: https://vistact.com/

• LinkedIn: https://www.linkedin.com/in/maryellenmurrah/

📞 Connect with Sasha Berson:

• LinkedIn: https://www.linkedin.com/company/grow-law/

• Instagram: https://www.instagram.com/grow_law/

• YouTube: https://www.youtube.com/@growlaw

• Facebook:https://www.facebook.com/growlaw

• Email: [email protected]

• Phone: (312) 854-7724

#LegalMarketing #LawFirmGrowth #BusinessGrowth #LegalIndustryInsights

Do you need massive budgets, billboards, or TV ads to grow? Not quite! In this episode, Sasha Berson sits down with Laura Ramos James, a brilliant Texas PI lawyer who built a multi–million dollar law firm on an initial $20,000/year marketing budget, and NO office or staff. Laura breaks down how Facebook groups, nonprofits, and identity-driven branding became her secret weapon to earning 6- and 7-figure cases.

📰 About Laura Ramos James:

Laura Ramos James is an award-winning personal injury attorney and founder of Ramos James Law. Recognized as a 2025 “Changemaker” and a multi-year Super Lawyers Rising Star, Laura has won hundreds of high-stakes injury cases — including multiple seven-figure recoveries — emerging as a trusted advocate for Spanish-speaking and disadvantaged communities across Texas.

👉 Sasha and Laura explore:

— How Laura grew a multi–million-dollar firm on a $20K budget with no office or staff

— How to land 6- and 7-figure cases through Facebook groups

— The identity-based marketing strategy that builds valuable connections

— How nonprofits are a powerful engine for brand visibility and referrals

— The shift from lawyer to CEO — and why your brand must outgrow you

👉 Main Takeaways from the Episode:

— Identify your identity groups (culture, hobbies, parent or faith circles) and start engaging with them.

— Spend 3–5 hours weekly in local Facebook groups correcting misinformation and answering questions.

— Partner with nonprofits and offer free education; small rooms often outperform big budgets.

— Build a multi-channel foundation early so your brand isn’t dependent on a single marketing source.

— Shift from “lawyer doing everything” to CEO building systems — delegate legal and admin work so your brand can scale.

If you enjoyed today’s show, please leave a review and subscribe so you never miss an episode. For more information and links to all of the resources mentioned in today’s episode, visit https://growlaw.co/

📞 Connect with Laura Ramos James:

• Website: https://www.ramosjames.com/laura-ramos-james/

• LinkedIn: https://www.linkedin.com/in/laura-ramos-james/

📞 Connect with Sasha Berson:

• LinkedIn: https://www.linkedin.com/company/grow-law/

• Instagram: https://www.instagram.com/grow_law/

• YouTube: https://www.youtube.com/@growlaw

• Facebook:https://www.facebook.com/growlaw

• Email: [email protected]

• Phone: (312) 854-7724

#LegalMarketing #LawFirmGrowth #BusinessGrowth #LegalIndustryInsights

AI was supposed to make life easier… so why is it burying some law firms? In this episode, Sasha Berson chats with law firm coach Brian Glass to expose the hidden downsides of AI: how it’s quietly killing your visibility, complicating SEO, and steering prospects toward competitors. But don’t panic. You’ll also learn how Brian’s firm generates 80% of revenue from one GREAT lead source, and (as a bonus!) how he lowers case acquisition costs.

📰 About Brian Glass:

Brian Glass is a personal injury attorney and partner at Ben Glass Law in Fairfax, Virginia. He has coached 100+ law firm owners, helping them build practices that deliver real profit, predictable referrals, and a better quality of life. Known for landmark results (including Virginia’s largest DUI punitive verdict), Brian’s mission is to help lawyers thrive inside and outside the office.

👉 Sasha and Brian explore:

— How to survive in a world where AI is rapidly shrinking visibility on Google.

— Why over-automation is killing trust by replacing humans a little too quickly.

— How 60% of cases and 80% of revenue could come from trusted relationships.

— Why low-budget SEO is a trap — $2,500 retainers rarely move the needle.

— If offline marketing is back: use simple tools like postcards, lunches, and advisory relationships to drive leads.

👉 Main Takeaways from the Episode:

— Audit your AI visibility with a tool like AI Grader to see whether tools like ChatGPT are recommending your firm.

— Call your own intake line (or have a friend do it) to check response speed, tone, and follow-through.

— Schedule referral lunches with high-trust professionals (chiropractors, doctors, CPAs).

— Review your client touchpoints and replace one automated or AI-generated interaction with a real human moment.

If you enjoyed today’s show, please leave a review and subscribe so you never miss an episode. For more information and links to all of the resources mentioned in today’s episode, visit https://growlaw.co/

📞 Connect with Brian Glass:

• Website: https://www.benglasslaw.com/

• LinkedIn: https://www.linkedin.com/in/fairfaxpersonalinjury/

📞 Connect with Sasha Berson:

• LinkedIn: https://www.linkedin.com/company/grow-law/

• Instagram: https://www.instagram.com/grow_law/

• YouTube: https://www.youtube.com/@growlaw

• Facebook:https://www.facebook.com/growlaw

• Email: [email protected]

• Phone: (312) 854-7724

#LegalMarketing #LawFirmGrowth #BusinessGrowth #LegalIndustryInsights

Think you need more leads? Think again. In this episode, Sasha Berson connects with Michael Patrick Strauch, a leading legal sales expert, to expose the hidden gaps that are silently killing your signed case numbers. Michael breaks down how top firms consistently convert 2–3x more clients from the same lead flow by changing how their intake teams connect, communicate, and close.

📰 About Michael Patrick Strauch:

Michael is a legal sales expert who works exclusively with law firms on optimizing intake, consultations, and closing. As Partner at Your Practice Mastered, a firm founded in 2009 that has helped 1,000+ law firms scale, he trains non-attorney closers to consistently hit 65–85% set rates and 60–80% close rates. His mission: build law firms that grow without the owner carrying every role and every sale.

👉 Sasha and Michael explore:

— AI vs. human intake: when automation works and when it kills conversions

— Why most intake teams never ask the right questions

— The hidden cost of “hot transfers”… and what converts better

— How to rescue the 30% of prospects who book but never show

— Data every law firm must track weekly to stay profitable

👉 Main Takeaways from the Episode:

— Have intake build an emotional connection before scheduling the consult.

— Track set + close rates weekly and aim for 65–85% set and 60–80% close consistently.

— Implement a 10–12 touch follow-up workflow across calls, text, and email.

— Put trained non-attorney closers in charge of consultations.

— Use AI only to support reminders and routing — never as the first human touch.

If you enjoyed today’s show, please leave a review and subscribe so you never miss an episode. For more information and links to all of the resources mentioned in today’s episode, visit https://growlaw.co/

📞 Connect with Michael Patrick Strauch:

• Website: https://www.theclosingroom.com/

• LinkedIn: https://www.linkedin.com/in/michael-patrick-strauch-mps-28403864/

📞 Connect with Sasha Berson:

• LinkedIn: https://www.linkedin.com/company/grow-law/

• Instagram: https://www.instagram.com/grow_law/

• YouTube: https://www.youtube.com/@growlaw

• Facebook:https://www.facebook.com/growlaw

• Email: [email protected]

• Phone: (312) 854-7724

#LegalMarketing #LawFirmGrowth #BusinessGrowth #LegalIndustryInsights

Most law firms are bleeding talent — especially women — because Big Law is still obsessed with 80-hour weeks. In this episode, Sasha Berson chats with Leslee Cohen, who built a powerhouse Chicago firm by hiring top lawyers with one shared deal-breaker: they refused to sacrifice life for their career. Big Law said no. Leslee said yes — and it changed everything. She reveals how her team delivers elite work, maintains sky-high retention, and has a culture people genuinely love.

📰 About Leslee Cohen:

Leslee Cohen is a brilliant corporate and M&A attorney with 30+ years of deal-making experience, including 20 years in Big Law on Wall Street. Today, she runs AllRise Legal Counsel — a fast-growing firm that pairs top-tier legal talent with a flexible culture that Big Law can’t compete with. Her mission: help founders raise capital, scale fast, and land life-changing exits, without the burnout.

👉 Sasha and Leslee explore:

— The main reason women leave Big Law, and how your firm can be the solution

— A zero-turnover hiring model that any firm can copy

— Why flexibility is now a competitive advantage in the legal world

— How to attract elite lawyers without paying Big Law salaries

— The culture shift that makes teams “go the extra mile” automatically

👉 Main Takeaways from the Episode:

— Audit your team’s flexibility needs (confidential 1:1 convos — ask what they actually need)

— Fix recognition gaps by implementing weekly shout-outs or wins

— Stop résumé-gap bias by recruiting on experience and alignment, not perfect timelines

— Measure retention like a profit metric (track tenure, replacement costs, lost productivity)

— Allow ownership to let your team suggest improvements, and implement the good ones immediately

If you enjoyed today’s show, please leave a review and subscribe so you never miss an episode. For more information and links to all of the resources mentioned in today’s episode, visit https://growlaw.co/

📞 Connect with Leslee Cohen:

• Website: https://www.linkedin.com/in/leslee-cohen/

• LinkedIn: https://www.allriselawyers.com/

📞 Connect with Sasha Berson:

• LinkedIn: https://www.linkedin.com/company/grow-law/

• Instagram: https://www.instagram.com/grow_law/

• YouTube: https://www.youtube.com/@growlaw

• Facebook:https://www.facebook.com/growlaw

• Email: [email protected]

• Phone: (312) 854-7724

#LegalMarketing #LawFirmGrowth #BusinessGrowth #LegalIndustryInsights