In this episode, host Greg McCollum details his path from running a $200,000-a-year law firm to building a seven-figure business, and drills into the mindset shifts and practical strategies that made it possible.
You will hear why criminal defense attorneys are uniquely passionate, how that drive can lead to burnout without the right systems, and why mastering sales—with integrity—is essential not just to your bottom line, but to truly helping your clients. Greg sheds light on common misconceptions around success in criminal defense, the importance of delegation and team building, and the difference between effective sales and marketing in a law firm setting.
If you’re hustling hard but still feel stuck or overwhelmed, Greg’s insights can help you find more free time, less stress, and much greater profitability. Tune in to find out how you can move your firm from under $200,000 in revenue to $1 million and beyond—with more passion and purpose than ever before.
Show Highlights:
- Are you on par with passionate, high-income criminal defense lawyers? [01:19]
- Uncover the main practice challenge in criminal defense. [03:29]
- What are the components of a genuine criminal defense sales call? [05:46]
- Best practice for integrity in intake meetings. [08:45]
- Scenarios of when to turn down a criminal defense case. [09:23]
- Should client motivations or crises matter when you refuse a case? [13:29]
- Defining a true sale in criminal defense law. [15:42]
- Sales vs. conning in a washing machine repair example. [17:34]
- Why you must avoid marketing and self-promotion during intake. [20:12]
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