The Minimalist’s Guide to Starting a Solo Law Practice - Stage Three: Expansion and Growth

Stage Three: Expansion & Growth

Theme: Do more of what’s already working, and get real about what isn’t. Build smarter systems, stronger relationships, and a bigger presence — without burning yourself out.

1. Double Down on What Already Works

  • Look at how your clients are finding you now — repeat those methods before chasing new ones.

  • If you’re not getting enough clients, first get honest about how much actual outreach you’re doing.

    Occasional posting on social media ≠ direct invitations to work together or a direct ask for referrals

    Hoping someone will show up because you have a website now is not the same as going out and meeting people.

  • Prioritize conversations over content — speak to people who could hire you or refer you.

2. Expand Your Network Intentionally

  • Referrals: Strengthen relationships with past clients, other lawyers, and key professionals (CPAs, financial advisors, therapists, etc.).

  • Events You Love: Host or attend gatherings tied to your interests.

    • Example: “Wine & Divorce” nights at a local wine shop.

    • Example: Join or create a recreational sports team, book club, or hobby group.

  • Be visible in your niche without being pushy — simply let people know what you do.

    • Sponsor events that are aligned with your business values.

    • Have a clear offer for people to check out. Hint… a link to book a consult is always clear and always easy to share.

3. Sharpen Your Consult Process

  • Track your consult-to-client conversion rate.

  • If people aren’t hiring you after a consult:

    • Consider charging for consultations (even if you just credit it toward future services).

    • Give enough value to build trust, but not so much they can DIY and walk away.

    • Practice asking directly: “Would you like me to help you with this?”

4. Strengthen Your Operations Before Scaling Further

  • If you’re busy but disorganized, growth will break you — fix that now.

  • Systems to solidify:

    • Client file organization (digital is fine, just be consistent).

    • Deadline tracking and reminders.

    • Payment collection and follow-up automation.

  • If admin work is eating your time, hire a VA or assistant early — even part-time.

5. Build Your Skills & Support Network

  • Mentors: Connect through your bar association or niche legal groups.

  • Professional development: Consider sales training, presentation skills, or advanced practice-specific training.

  • Peer groups: Surround yourself with other growth-minded lawyers.

6. Marketing with Heart (and Strategy)

  • Combine relationship marketing (people you know and meet) with authority marketing (speaking, writing, workshops).

  • Choose one primary platform to build your presence — don’t scatter your energy.

  • Keep marketing activities aligned with things you enjoy — sustainability beats hype.

💡 Mindset for Stage Three:
You’re not trying to do everything — you’re doing more of the right things, tracking the results, and iterating. Growth is less about shiny new tactics and more about focused repetition with consistent improvement.

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The Minimalist’s Guide to Starting a Practice - Stage Two (Simple Systems Setup)