BE THAT LAWYER Ken Hardison: KPIs, Systems, and Business Strategies for Sustainable Success
In this episode, Steve Fretzin and Ken Hardison discuss:
- Growing a law firm that runs independently and becomes a sellable asset
- Building relationships and giving value first
- Using structured processes and key metrics to drive predictable growth
- Mentorship, collaboration, and shared expertise
Key Takeaways:
- A law firm can only be sold for real value if it operates independently, maintains a steady case pipeline, and tracks performance through key metrics, ensuring buyers see it as a sustainable business rather than a personal brand.
- Lawyers who struggle with referrals often fail to ask, lack the right approach, or don't invest time in relationship-building, but those who prioritize value, reciprocity, and consistent engagement create a steady flow of high-quality referrals.
- Most lawyers lose business due to poor follow-up, but staying top-of-mind with referral sources through personalized thank-yous, occasional gifts, and regular check-ins ensures they continue sending cases your way.
- True financial success in law comes not from chasing profits but from focusing on genuinely helping people, because when clients and colleagues trust that you care, they are far more likely to send you business.
"You get what you want out of life by helping enough other people get what they want out of life.." — Ken Hardison
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Episode References:
Mastering the Rockefeller Habits by Verne Harnish: https://www.amazon.com/Mastering-Rockefeller-Habits-22nd-Anniversary-dp-B0CXCDYCHN/dp/B0CXCDYCHN/
About Ken Hardison: Kenneth L. Hardison is a lawyer, author, and founder of PILMMA, the Personal Injury Lawyers Marketing & Management Association. Known as the "Millionaire Maker," Ken has grown and sold two multi-million-dollar law firms and now helps lawyers across the U.S. grow and scale their law firms to build the practice of their dreams.
Connect with Ken Hardison:
Website: https://www.pilmma.org/
Email: ken@pilmma.org
LinkedIn: https://www.linkedin.com/in/kenhardison/
Twitter: https://twitter.com/PILMMA
Facebook: https://www.facebook.com/PILMMA
Instagram: https://www.instagram.com/pilmma/
Connect with Steve Fretzin:
LinkedIn: Steve Fretzin
Twitter: @stevefretzin
Instagram: @fretzinsteve
Facebook: Fretzin, Inc.
Website: Fretzin.com
Email: Steve@Fretzin.com
Book: Legal Business Development Isn't Rocket Science and more!
YouTube: Steve Fretzin
Call Steve directly at 847-602-6911
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