The J. Sterling Hughes Show

Numbers 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 success
2 - Essential KPIs to monitor, including new client inquiries, consults, and revenue
3 - The constant challenge of data integrity
4 - Avoiding vanity metrics
5 - Strategies for simplifying your reporting process to keep your team focused

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Follow me on: LinkedIn - YouTube - X - Instagram - TikTok

I’m here to share my 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 nine years.

Yes! It’s true--even if you compete directly with us. I want to tell you the gritty truth on what worked, what failed, and where we are aiming next.

Here’s why.

My teammates and I envision transforming how family law clients are served.

And we can’t transform the practice of law all by ourselves. We need more lawyers growing their practice, kicking butt / taking names, and winning along with us.

So, follow me and ring that bell up top to get all my latest disclosures.

You can subscribe to "The J. Sterling Hughes Show" Podcast. I go into a ton of detail in the podcast.

My YouTube channel is @JSterlingHughes.

When I’m not spilling the goods on our firm's story, I am Winona’s husband, and our six kids' daddy. ❤️

I also love me some fishin’ as often as I can. It’s also occasionally fun to catch a fish too!

Ready 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 shift
• The importance of firm size, revenue, and performance metrics
• Practical steps to plan and execute this transition effectively
• The critical role of delegation in freeing up your time
• Reimagine your leadership role and unlock your firm's potential!

Let's go!!!

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Follow me on: LinkedIn - YouTube - X - Instagram - TikTok

I’m here to share my 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 nine years.

Yes! It’s true--even if you compete directly with us. I want to tell you the gritty truth on what worked, what failed, and where we are aiming next.

Here’s why.

My teammates and I envision transforming how family law clients are served.

And we can’t transform the practice of law all by ourselves. We need more lawyers growing their practice, kicking butt / taking names, and winning along with us.

So, follow me and ring that bell up top to get all my latest disclosures.

You can subscribe to "The J. Sterling Hughes Show" Podcast. I go into a ton of detail in the podcast.

My YouTube channel is @JSterlingHughes.

When I’m not spilling the goods on our firm's story, I am Winona’s husband, and our six kids' daddy. ❤️

I also love me some fishin’ as often as I can. It’s also occasionally fun to catch a fish too!

We 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.

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Follow me on: LinkedIn - YouTube - X - Instagram - TikTok

I’m here to share my 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 nine years.

Yes! It’s true--even if you compete directly with us. I want to tell you the gritty truth on what worked, what failed, and where we are aiming next.

Here’s why.

My teammates and I envision transforming how family law clients are served.

And we can’t transform the practice of law all by ourselves. We need more lawyers growing their practice, kicking butt / taking names, and winning along with us.

So, follow me and ring that bell up top to get all my latest disclosures.

You can subscribe to "The J. Sterling Hughes Show" Podcast. I go into a ton of detail in the podcast.

My YouTube channel is @JSterlingHughes.

When I’m not spilling the goods on our firm's story, I am Winona’s husband, and our six kids' daddy. ❤️

I also love me some fishin’ as often as I can. It’s also occasionally fun to catch a fish too!

Oftentimes, 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.

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Follow me on: LinkedIn - YouTube - X - Instagram - TikTok

I’m here to share my 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 nine years.

Yes! It’s true--even if you compete directly with us. I want to tell you the gritty truth on what worked, what failed, and where we are aiming next.

Here’s why.

My teammates and I envision transforming how family law clients are served.

And we can’t transform the practice of law all by ourselves. We need more lawyers growing their practice, kicking butt / taking names, and winning along with us.

So, follow me and ring that bell up top to get all my latest disclosures.

You can subscribe to "The J. Sterling Hughes Show" Podcast. I go into a ton of detail in the podcast.

My YouTube channel is @JSterlingHughes.

When I’m not spilling the goods on our firm's story, I am Winona’s husband, and our six kids' daddy. ❤️

I also love me some fishin’ as often as I can. It’s also occasionally fun to catch a fish too!

Client 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 approach
• The unexpected insights we gained about client psychographics and buying behaviors
• Why longer intake calls became our secret weapon for building trust

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Follow me on: LinkedIn - YouTube - X - Instagram - TikTok

I’m here to share my 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 nine years.

Yes! It’s true--even if you compete directly with us. I want to tell you the gritty truth on what worked, what failed, and where we are aiming next.

Here’s why.

My teammates and I envision transforming how family law clients are served.

And we can’t transform the practice of law all by ourselves. We need more lawyers growing their practice, kicking butt / taking names, and winning along with us.

So, follow me and ring that bell up top to get all my latest disclosures.

You can subscribe to "The J. Sterling Hughes Show" Podcast. I go into a ton of detail in the podcast.

My YouTube channel is @JSterlingHughes.

When I’m not spilling the goods on our firm's story, I am Winona’s husband, and our six kids' daddy. ❤️

I also love me some fishin’ as often as I can. It’s also occasionally fun to catch a fish too!

Ready 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 passions
2 - Effective market research strategies, including using Google Trends
3 - How to differentiate your firm in a crowded market
4 - The critical role of data in validating your business model

No matter your experience level, this episode equips you with practical tips for making smart decisions in building your law practice!

-------------------------
Follow me on: LinkedIn - YouTube - X - Instagram - TikTok

I’m here to share my 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 nine years.

Yes! It’s true--even if you compete directly with us. I want to tell you the gritty truth on what worked, what failed, and where we are aiming next.

Here’s why.

My teammates and I envision transforming how family law clients are served.

And we can’t transform the practice of law all by ourselves. We need more lawyers growing their practice, kicking butt / taking names, and winning along with us.

So, follow me and ring that bell up top to get all my latest disclosures.

You can subscribe to "The J. Sterling Hughes Show" Podcast. I go into a ton of detail in the podcast.

My YouTube channel is @JSterlingHughes.

When I’m not spilling the goods on our firm's story, I am Winona’s husband, and our six kids' daddy. ❤️

I also love me some fishin’ as often as I can. It’s also occasionally fun to catch a fish too!

Ever 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.

-------------------------
Follow me on: LinkedIn - YouTube - X - Instagram - TikTok

I’m here to share my 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 nine years.

Yes! It’s true--even if you compete directly with us. I want to tell you the gritty truth on what worked, what failed, and where we are aiming next.

Here’s why.

My teammates and I envision transforming how family law clients are served.

And we can’t transform the practice of law all by ourselves. We need more lawyers growing their practice, kicking butt / taking names, and winning along with us.

So, follow me and ring that bell up top to get all my latest disclosures.

You can subscribe to "The J. Sterling Hughes Show" Podcast. I go into a ton of detail in the podcast.

My YouTube channel is @JSterlingHughes.

When I’m not spilling the goods on our firm's story, I am Winona’s husband, and our six kids' daddy. ❤️

I also love me some fishin’ as often as I can. It’s also occasionally fun to catch a fish too!

Are 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. 

-------------------------
Follow me on: LinkedIn - YouTube - X - Instagram - TikTok

I’m here to share my 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 nine years.

Yes! It’s true--even if you compete directly with us. I want to tell you the gritty truth on what worked, what failed, and where we are aiming next.

Here’s why.

My teammates and I envision transforming how family law clients are served.

And we can’t transform the practice of law all by ourselves. We need more lawyers growing their practice, kicking butt / taking names, and winning along with us.

So, follow me and ring that bell up top to get all my latest disclosures.

You can subscribe to "The J. Sterling Hughes Show" Podcast. I go into a ton of detail in the podcast.

My YouTube channel is @JSterlingHughes.

When I’m not spilling the goods on our firm's story, I am Winona’s husband, and our six kids' daddy. ❤️

I also love me some fishin’ as often as I can. It’s also occasionally fun to catch a fish too!

Dressing 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.

-------------------------
Follow me on: LinkedIn - YouTube - X - Instagram - TikTok

I’m here to share my 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 nine years.

Yes! It’s true--even if you compete directly with us. I want to tell you the gritty truth on what worked, what failed, and where we are aiming next.

Here’s why.

My teammates and I envision transforming how family law clients are served.

And we can’t transform the practice of law all by ourselves. We need more lawyers growing their practice, kicking butt / taking names, and winning along with us.

So, follow me and ring that bell up top to get all my latest disclosures.

You can subscribe to "The J. Sterling Hughes Show" Podcast. I go into a ton of detail in the podcast.

My YouTube channel is @JSterlingHughes.

When I’m not spilling the goods on our firm's story, I am Winona’s husband, and our six kids' daddy. ❤️

I also love me some fishin’ as often as I can. It’s also occasionally fun to catch a fish too!

Holly 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 partner

Enjoy!

-------------------------
Follow me on: LinkedIn - YouTube - X - Instagram - TikTok

I’m here to share my 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 nine years.

Yes! It’s true--even if you compete directly with us. I want to tell you the gritty truth on what worked, what failed, and where we are aiming next.

Here’s why.

My teammates and I envision transforming how family law clients are served.

And we can’t transform the practice of law all by ourselves. We need more lawyers growing their practice, kicking butt / taking names, and winning along with us.

So, follow me and ring that bell up top to get all my latest disclosures.

You can subscribe to "The J. Sterling Hughes Show" Podcast. I go into a ton of detail in the podcast.

My YouTube channel is @JSterlingHughes.

When I’m not spilling the goods on our firm's story, I am Winona’s husband, and our six kids' daddy. ❤️

I also love me some fishin’ as often as I can. It’s also occasionally fun to catch a fish too!