In this landmark 300th episode of Personal Injury Mastermind, Dan Morgan reveals how Morgan & Morgan transformed their referral operations from a legal pad system into a $63 million revenue engine. From outbound referral optimization to groundbreaking sports partnerships, Dan shares the exact strategies that helped build one of the most recognizable law firm brands in America.

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When Dan took over Morgan & Morgan's referral operations in 2020, they were generating $15 million in referral revenue. Today, they're on track for $63 million, with projections of hitting nine figures next year. He explains how in this special keynote talk from PIMCON. Dan breaks down the systems and strategies that drove this explosive growth, including how they're converting 85% of rear-end accident referrals through their "nuclear plan" and why they're sending turndown cases to partner firms.

We discuss:

How Morgan & Morgan increased referral conversion rates from 18% to 38% with one simple change
Why they're getting 7-figure settlements on cases they initially turned down
The exact formula they use to evaluate marketing spend and determine budgets
Their "bullets before bombs" testing strategy for new marketing channels
How they're leveraging sports partnerships with UFC, WWE, and others to drive record call volume
The sweepstakes strategy that's helping them track marketing attribution
Why investing in local community presence delivers consistent ROI

Guest Details

Dan Morgan serves as head of partnerships and referral operations at Morgan & Morgan, one of America's largest personal injury law firms. Under his leadership, the firm has pioneered innovative marketing strategies and built a nationwide referral network handling over 100,000 case referrals annually.

Dan Morgan: LinkedIn, Instagram
Morgan and Morgan: Website, LinkedIn, TikTok

Chris Dreyer and Rankings Details

Chris Dreyer is the CEO and founder of Rankings.io, the elite legal digital marketing agency.

Rankings: Website, Instagram, Twitter
Chris Dreyer: Website, Instagram
Newsletters: The Dreyer Sheet
Books: Personal Injury Lawyer Marketing: From Good to GOAT; Niching Up: The Narrower the Market, the Bigger the Prize
Work with Rankings: Connect

Time Stamps

00:00 Intro

01:01 Dan's journey from trial attorney to business operations

02:07 Evolution of Morgan & Morgan's Purple Cow Committee

04:54 Building an elite referral operation

08:00 The "nuclear plan" for referral conversion

10:07 Why they refer out turndown cases

13:37 Tracking metrics and maintaining quality

16:22 Sports partnerships and marketing innovation 1

9:16 Leveraging partnerships beyond sponsorships

21:31 Community involvement and disaster response

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