The J. Sterling Hughes Show

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From struggling solo to breakthrough month—Tom Hartin just hit $24,000 in revenue with 4 new clients after 9 months of building his Long Island practice. In this episode, we witness the dramatic turnaround that every startup attorney dreams about.

We dive into his explosive May success:

• Why his lead-to-consult conversion rate hit nearly 100% and what that reveals about his market positioning
• The strategic office move...

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Want to know the secret tool that transformed Sterling Lawyers from chaos to a coordinated 25+ attorney firm doing $15+ million in revenue? In this interview, I interviewed our CFO, Todd Clauer, who revealed our game-changing daily management huddle—a 30-minute meeting that revolutionized how they operate.

Drawing from 30+ years across manufacturing and professional services, Todd breaks down their proven system:

• Th...

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Tired of the feast or famine cycle that plagues most family law practices? In this video, I reveal why consistent marketing is the only way to break free from the devastating ups and downs that keep attorneys trapped in survival mode.

 We tackle:

• The three psychological traps that kill marketing momentum when you get busy
• Why redefining marketing as simply "getting attention" changes everything about how yo...

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Wondering if mastermind programs are worth the investment? In this episode, I sit down with Richard James, founder of Your Practice Mastered, who helped transform our practice after I discovered his work during my niece's graduation ceremony. 

This discussion reveals:

• My biggest 10-year mistake was avoiding industry-specific masterminds (despite being in other groups for 20+ years)
• The "third mind" con...

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What happens when a promising family law practice hits a plateau after nine months of steady growth? In this interview, Tom Hartin opens up about the sobering reality of building a practice on Long Island—where April brought just 5 leads, 2 consults, and 1 hire despite $6,800 in monthly expenses.

We dive deep into his current challenges:

• How his strategic Massapequa location reached #1 in map rankings within two mon...

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How does a small-town family lawyer build a $3 million practice after 19 years of struggle and heartache? In this candid Masters of Family Law interview, Jonathan Breeden shares the raw truth behind his rollercoaster journey from struggling solo practitioner to thriving multi-attorney firm in North Carolina.

We explore his strategic evolution:

• How choosing an underserved suburb with fewer competing attorneys proved ...

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Struggling to scale your family law practice? In this interview, I sit down with Deidra Haynes, who transformed her Indianapolis firm from $129,000 to $2.1 million in just three years—with projections of $3.7 million in 2025. 

We tackled her incredible growth about:

• How a single Facebook ad and a $1 investment changed everything when she had no clients
• The counterintuitive "Mentor Mindset" that led her to s...

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Stuck on what to name your law firm? In this video, I share eight practical tips for choosing a name that enhances your marketing without becoming an unnecessary obsession. 

Drawing from both my successes and painful mistakes building Sterling Lawyers, I reveal:

• Why choosing a name that personally inspires you matters more than you might think
• The importance of making your name "portable" — easy to remember...

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We're back with Tom Hartin for month seven of his family law startup journey on Long Island. March brought his second-highest revenue month at $10,242 — crossing that significant $10K threshold, though his bottom line is temporarily down due to increased marketing investment. 

In this episode, Tom shares:

• His detailed roadmap: $16K monthly revenue in 3 months, $30K in 6 months
• Why he's exploring a PI attorn...

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Drowning in tasks that keep you from growing your family law practice? In this episode, I share why mastering delegation was essential to growing Sterling Lawyers to 25+ attorneys and $15M in revenue. 

Drawing from personal experience, I reveal:

• The 8 reasons we often resist delegating (and which ones are costing you the most)
• My five-part delegation framework that transformed our firm's growth trajectory
• Practic...

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Thinking about opening a satellite office? Learn from our $100,000 mistake. In this third conversation with Tony Karls, we reveal our most painful and expensive lessons from expanding Sterling Lawyers to 26+ locations. 

Drawing from our experience, we covered:

• Why we spent over $100,000 on a satellite office that should have cost under $20,000
• The ideal satellite office setup: 600 square feet with just two rooms (not...

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Are you planning to open multiple law firm locations? Your website structure could make or break your success. In the second part of my conversation with my partner Tony Karls, we explore the critical technical aspects of setting up your website for multi-location growth. 

Drawing from our journey building Sterling Lawyers, Tony reveals:

• The fundamental difference between single-location and multi-location website s...

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How do you decide where to open a new family law office? In this episode, I sit down with Tony, my partner who led our growth from a single location to 4 regional offices and 20+ satellite locations. 

Drawing from data-driven analysis, Tony reveals:

• The specific metrics we use to select territories — including marriage rates, income levels, and population size
• Why understanding "normative drive time" dramat...

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Want to innovate your family law practice but don't know where to start? In this episode, I share how our firm has grown to $15M in revenue through small, practical innovations that compound over time. 

Drawing from both our successes and failures, I reveal:

• The most successful innovations are the small, systematic improvements anyone can implement
• The surprising areas where innovation helped us achieve a 63 NPS...

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We're back with Tom Hartin for month six of his family law startup journey on Long Island, NY. February brought steady progress with 9 leads, 6 consults, and an impressive 5 hires, along with nearly $8,000 in revenue. 

In this update, Tom shares:

• His new second office — now open but still waiting on furniture and Google Maps approval
• The unexpected walk-in client who signed in 10 minutes (while Tom was in sweatp...

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Struggling to grow your family law practice? Drawing from my journey building Sterling Lawyers, I share the framework I wish I'd had when starting out. 

In this episode, I reveal:

• The five key principles that guide smart resource allocation in a growing firm
• My biggest mistakes and hard-earned lessons along the way
• How one principle helped us not just survive COVID but grow 18% during the pandemic
• Why focusing on ...

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How does a top lawyer get 87 client reviews in a single year? In this episode, I sit down with Nina Kelly, one of our partners from our Illinois team, who shares her secrets to gathering authentic 87 reviews while managing 40-55 cases, raising two children, and collecting nearly $800,000 last year. 

Nina reveals:

• Why client experience trumps case outcomes — "I don't lose often, but when I do..." clien...

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Want to grow your family law practice? Stop obsessing over what other firms are doing. In this episode, I reveal how to grow your revenue by focusing inward instead of watching competitors.

I share:

• Why constantly monitoring competitors leads to competitive convergence - where everyone looks the same and profit margins shrink
• How building internal capabilities (like our fixed fee model) created real growth
• The abundan...

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Growing a family law team is hard - especially when lawyers have no clear path forward. In this episode, I sit down with Robin Esch, our HR leader, to explore how we've solved one of the most vexing problems in scaling a law firm: developing attorneys from associates to partners. 

Robin shares:

• The innovative competency matrix that removes subjectivity from promotions
• How this tool creates clarity for lawyers at...