3 Constraints EVERY Law Firm Faces (and How to Solve Them)

03/14/25 • 25 min

Brian Glass shares the three primary constraints that prevent law firms from growing: leads, sales, and production—and why solving them one at a time is crucial for scaling from $1M to $5M in revenue.
• Most law firms think they have a leads problem, but actually struggle with sales
• Front desk staff and paralegals often undermine sales by not believing in your value
• Ghost call testing reveals even top firms have serious intake conversion issues
• Properly trained sales staff should build trust and share success stories about similar cases
• Implementing automated follow-up sequences through CRMs like Lead Docket increases conversion dramatically
• Answering calls live in-house increases sign rates by 14% compared to web forms or answering services
• Standardizing case processes with clear timelines compresses case duration and improves cash flow
• Regular client contact (monthly phone calls) helps identify treatment gaps and opportunities to increase case value
• Paid lead generation works but is expensive ($2,500-$3,000 per client vs $1,600 through organic methods)
• Capital constraints usually result from trying to solve all three problems simultaneously
Get Brian's new book "Renegade Lawyer Marketing" for just the cost of shipping at renegadelawyermarketing.com to learn how to build a practice that attracts clients at $1,600 acquisition cost.

____________________________________
Brian Glass is a nationally recognized personal injury lawyer in Fairfax, Virginia. He is passionate about living a life of his own design and looking for answers to solutions outside of the legal field. This podcast is his effort to share that passion with others.
Want to connect with Brian?
Follow Brian on Instagram: @thebrianglass
Connect on LinkedIn

Previous Episode

How to Be the Go-To Lawyer in Your State (Like Tim from Iowa)? | Tim Semelroth

What if your law firm became as recognizable as a top sports team?

Tim Semelroth, Iowa’s only board-certified truck accident lawyer, joins Brian to reveal the branding, marketing, and community engagement strategies that took his law firm from three attorneys to seventeen—and made him the go-to lawyer for catastrophic truck accident cases in Iowa.

Inside this episode, you’ll learn:
✅ Why personal branding (like Tim’s “Tim from Iowa” strategy) is a game-changer.
✅ How diversifying practice areas protects against legal industry shifts.
✅ The SEO genius behind MockTrial101.com and how it builds powerful backlinks.
✅ How “underpriced attention” in sports marketing helped Tim outmaneuver competitors (hello, Caitlin Clark 🏀).
✅ The #1 mistake lawyers make when speaking at conferences—and how to turn every speaking gig into new referrals.

Tim’s not just building a firm—he’s building a brand that sticks. If you’re serious about scaling your practice, securing better cases, and making an impact in your community, this episode is a must-listen.

🎧 Hit play now and start building the firm of your dreams!

👉 Want to connect with Tim?
📩 Email: [email protected]
🌐 Website: MockTrial101.com | FightingForFairness.com
📱 LinkedIn: Tim Semelroth

Next Episode

Should You Start a Podcast? Lessons from ‘Lawyers in the Making’ | Nate Crespo

What if law school wasn’t the only way to break into the legal industry?

Nate Crespo was all set to take the traditional path—ace the LSAT, get into law school, and become a lawyer. But after scoring a 151, he started questioning whether that was the right move. Instead of following the script, he picked up a mic and launched Lawyers in the Making, a podcast that explores the unique and unexpected journeys into the legal profession.

Now, with over 100 episodes under his belt, Nate has built a platform that’s opened doors he never imagined—sponsorships, networking with top legal professionals, and even inspiring others to start their own podcasts. And the best part? He did it all before ever stepping foot in a law school classroom.

In this episode, Nate shares:

Why he pressed pause on law school to chase real-world opportunities
How his podcast helped him land sponsorships and build powerful connections
The no-excuses formula for starting a podcast with just a mic and an idea
Why consistency, not talent, is the real key to success in content creation
His bold vision for live networking events that bring law students, lawyers, and legal tech professionals together

If you’ve ever questioned whether there’s another way to succeed in the legal world—or wondered if a podcast could be your secret weapon—this episode will change the way you think about career paths and opportunity. Tune in now.

Life Beyond the Briefs - 3 Constraints EVERY Law Firm Faces (and How to Solve Them)

Transcript

Speaker 000:00:00.441

Happy Friday and welcome back into another solo episode of Life Beyond the Briefs , the number one podcast for lawyers choosing to live lives of their own design and build the kind of law practice they actually enjoy showing up to on Monday , because if you spend your entire week looking forward to 5 pm on Friday , you have wasted 40 , 60 hours of your life . I'm Brian Glass , y