Most lawyers who file personal bankruptcy don’t go on to build multi-million dollar practices.
Todd Burnham did. He moved to Colorado in 2008, started in a basement that was in foreclosure, filed personal bankruptcy in 2010, and built Burnham Law into a 30-attorney firm doing $18 million in revenue.
Here’s what made the difference.
Work On It, Not In It
Early on, Todd made an intentional choice. He was passionate about law and advocating for people. He was also far better at the business side than at being the best technician.
That meant making a commitment to work on the firm rather than in it. This wasn’t gradual. It was a deliberate decision about how to build something that actually works.
The firm was only going to be as good and as big and as impactful as he could let go of.
Focus on What You Can Control
You can’t control whether you win the cost race. One person wins that competition.
You can all compete on performance. Getting better at what you do. Being better than you were yesterday.
That mentality drives growth. Stop comparing yourself to others and focus on becoming the best version of your firm. Look in the mirror rather than sideways at competitors.
Great is usually on the opposite side of hard.
Money Chases Service
Revenue is oxygen when you’re starting out. You take whatever cases you can get and practice whatever law you need to practice.
Over time, get really good at one thing. When you’re excellent at something, it’s undeniable. Keep getting better at that thing you’re good at.
Don’t spread yourself thin trying to be mediocre at multiple practice areas. Focus creates growth.
Money chases service. Focus on providing exceptional service and revenue follows.
Build a Team, Not a Family
This is a team. Not a family. There’s a difference.
Be protective of the people on that team. Don’t just fill spots because someone can bill. Culture gets ripped apart quickly when you hire for revenue rather than fit.
The key over time is dialing in quality control matched with culture control. You want people who are passionate about the work and aligned with how you serve clients.
Let Go to Grow
The firm will only scale as far as you can let go.
Use a collective leadership model. Let people who know what they’re doing really well focus on those things. You focus on what you’re good at.
When you let go of control, you start working different muscles. You might find you’re creative. You might be really good at marketing. Your messaging might be dialed in.
You’re forced to find different things when you’re not buried in the day-to-day work.
Treat Intake Like Triage
Intake is the most important department you have.
When someone calls your firm about a family matter, this is often the first time they’re telling their horrific story to someone other than immediate family. If you can’t be compassionate in that moment, you lose.
When they call, they’re already sold to a certain extent based on what they’ve seen. It’s whoever gets back to them quicker and who has substance behind it.
People in crisis can spot bullshit. They can tell when someone is just going through the motions rather than really connecting.
Hire emotionally intelligent people for intake. Approach it like a trauma hospital emergency room. These people are in crisis. Part of their recovery is being heard.
They need a diagnosis, an x-ray and a prognosis. You’re in the ER providing immediate care before long-term treatment.
Ask yourself what’s in the client’s best interest right now. Build that into your workflow.
Five-star reviews don’t come from what you did. They come from how clients felt during the process.
Embrace Getting Your Teeth Kicked In
Every day you get kicked in the teeth. That’s the job.
Keep inspiring others around you to appreciate those kicks. If you can do that, you have a chance of staying alive.
From 3 attorneys to 30 requires embracing and appreciating every time you get your teeth kicked in. You’re going to get better. You’re going to find different people. You’re going to learn.
Get as much information as possible. Keep yourself educated. Set intentions and deadlines.
Have the mindset of service first. Don’t worry about the money. Add value, grow and scale.
The Obsession Required
This all starts and ends with obsession.
There’s no balance here. There’s grind and not grind. Try to come out of it happy, healthy, and more educated on the life you actually want rather than the life you’re grinding for.
What is going to sustain you in the end? When you’re comfortable in that space, you’ll be able to lead and attract people more easily.
Fail forward. Learn lessons about mental health, physical health, and spiritual health as you keep going.
Keep grinding with your family and your why behind you. That’s what pushes you through the hard days when you’re first starting out.
