What if the key to sustainable law firm growth is hiding in plain sight? RJon Robins, eight-figure entrepreneur and founder of How to Manage a Small Law Firm, shares a counterintuitive truth about marketing that transformed his kitchen-table startup into a multimillion-dollar business serving over 600 law firms across multiple countries.
RJon, who’s grown his firm by 8,000% since 2009, explains that the feast-or-famine cycle in law firms stems from a flawed view of marketing. Comparing it to the “marshmallow test,” he shows how cutting marketing during busy times sacrifices future growth for immediate comfort—with costly long-term effects.
RJon reveals that 54% of bar grievances start as management issues—often tied to inconsistent marketing. When lawyers stop marketing during busy times, it leads to dry spells, desperation, and risky cases that can trigger avoidable ethical complaints.
Marilyn and RJon unpack the often-overlooked difference between static and dynamic overhead—and why it’s key to smarter practice management. They share strategies for consistent marketing, diversifying channels, and building growth-focused business plans instead of reacting to highs and lows.
RJon wraps up with a bold truth: “I would turn off the electricity before I turn off the marketing.” For law firm owners tired of the feast-or-famine cycle, this episode offers both the mindset and strategies to create steady, sustainable growth.
Reach RJon here:
His book:
Profit First For Lawyers Book: https://amzn.to/3DakNNY
LinkedIn page: https://www.linkedin.com/in/rjonrobins/
Facebook:
https://www.facebook.com/rjonrobins2
https://www.facebook.com/HowToManageASmallLawFirm
Instagram:
https://www.instagram.com/rjonrobins/
https://www.instagram.com/howtomanageasmalllawfirm/
Website: https://howtomanageasmalllawfirm.com/
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https://rjonrobins.com/
This episode is sponsored by Wealthy Woman Lawyer®
Wealthy Woman Lawyer® is a law firm growth strategy and business coaching service exclusively for women law firm owners. Ready for a practice that funds your dream lifestyle and gives you time to enjoy it?
Visit https://wealthywomanlawyer.com today.
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