Getting Ready to Sell Your Law Firm in 2026
Smart Lawyers Position to Transition
Release Date: 02/12/2026
Getting Ready to Sell Your Law Firm in 2026
Smart Lawyers Position to Transition
Many law firm owners say they want to sell within a year—but most are busy working on the wrong things. In this episode, Victoria Collier breaks down the powerful “big rocks, sand, and water” analogy and how it applies directly to preparing your law firm for a successful sale. Our host, Victoria Collier, explains why focusing on what truly drives buyer demand and firm value—rather than cosmetic or distracting improvements—can mean the difference between a smooth, profitable transition and a disappointing outcome. She also shares real-world examples of firms that sold...
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2026 Law Firm Sale Trends
Smart Lawyers Position to Transition
After a year of shifting markets, tighter financing, and more cautious buyers, law firm sales don’t look the same heading into 2026. In this episode, Victoria Collier reflects on what actually happened in deals throughout 2025, and what those lessons mean for buyers and sellers right now. From changing buyer expectations to the growing importance of culture, leadership depth, and predictability, this conversation breaks down why some firms struggled while others quietly succeeded. If you’re thinking about selling this year (or buying) this episode will help you understand what matters most...
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Replay: The One Thing That Really Sells a Law Firm
Smart Lawyers Position to Transition
In this episode, host Victoria Collier discusses the practical steps lawyers can take to increase their profit margins and, ultimately, their firm's valuation. She shares advice on reading and understanding P&L statements, the importance of efficient labor management, and why marketing dollars must yield a high return to truly benefit the business. Victoria also reveals some common pitfalls that law firm owners face when they overlook critical profit margin areas—and what actionable steps they can take today to create a more valuable, sell-ready law firm. Listen now to learn more...
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Replay: Culture Check - Do the Pieces Fit?
Smart Lawyers Position to Transition
In this episode, Victoria Collier dives into one of the most overlooked yet critical aspects of law firm acquisitions—cultural compatibility. Acquiring a law firm isn’t just about the numbers; it’s about aligning people, processes, and leadership styles. Victoria unpacks the importance of the “culture check” phase and shares real-world insights on how to navigate team dynamics, leadership transitions, and operational alignment. Key Takeaways: The critical role cultural fit plays in law firm acquisitions and why it’s a make-or-break factor. How leadership and communication...
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Replay: The Most Overlooked Metric That Determines Success
Smart Lawyers Position to Transition
When evaluating a law firm for purchase or preparing to sell, most people focus on revenue and profit. But what if those numbers don't tell the whole story? In this episode, Victoria Collier shares one of the most crucial yet overlooked factors in law firm success—sales conversion rate. She breaks down what it is, why it matters, and how it can dramatically impact the true value of a firm. Whether you're a buyer looking for a sustainable investment or a seller aiming to maximize your firm's worth, understanding this metric is key. Tune in to hear real-life insights, industry benchmarks, and...
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Replay: Increase the Value of Your Law Firm Using These Systems
Smart Lawyers Position to Transition
When it comes to selling a law firm, most attorneys focus on client lists, revenue, and team structure. But there’s another, often overlooked asset that can significantly increase a firm’s value: systems. In this episode, Victoria explains how well-documented systems can turn a law practice into a scalable, sellable business. She explains what “systems” really mean in a legal context and why investing in them now can pay off in both time and valuation later. Whether you plan to sell soon or not at all, this episode lays out a smarter way to build a law firm that works without...
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From Growth to Value: What 7 Figure Law Firm Owners Must Focus on Next
Smart Lawyers Position to Transition
If your law firm is already doing seven figures, or closing in on it, this year is not about grinding harder or piling on more tactics. It is about building something that works without you. Something that creates real value. Something someone else would actually want to buy. In this episode of Smart Lawyers Position to Transition, host Victoria Collier kicks off the year with a reflective conversation about what comes next for seven-figure law firm owners who are thinking beyond growth and starting to think about transition. Victoria explains why revenue growth does not automatically mean...
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Switching Sides: Should You Buy and Scale or Simplify and Sell
Smart Lawyers Position to Transition
In this episode, host Victoria Collier explores a surprising trend currently shifting the legal M&A landscape: "Switching Sides." Victoria shares insights into why law firm owners who enter the market with the intent to buy and scale often end up deciding to sell and simplify. By turning the mirror on their own practices and looking at real data, many attorneys are discovering that the life they want—whether that involves more time with family or a return to practicing law without the management headaches—is closer than they realized. This conversation is a must-listen for any firm...
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Five Estate Planning Firms You Could Buy Right Now
Smart Lawyers Position to Transition
In this special episode of the Smart Lawyers Position to Transition Podcast, we’re doing something a bit different. For the first time, our host Victoria Collier is pulling back the curtain on five specific, "hot and fresh" opportunities currently on the market. If you’ve been looking for a way to propel your law firm further and faster, this deep dive into five active estate planning listings is the perfect place to start. From the beaches of Hawaii to the rugged beauty of Alaska, Victoria breaks down the numbers, the lifestyle benefits, and the unique "unicorn" features of firms...
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Selling the Solo Is So Simple: Why Buyers Should Love the One-Lawyer Firm
Smart Lawyers Position to Transition
In this episode, host Victoria Collier dives into a surprising truth: solo law practices are often the simplest, cleanest, and fastest firms to sell. Inspired by a buyer who was specifically excited to acquire a solo firm, Victoria unpacks why the simplicity and lean structure of one-lawyer practices are powerful assets, not drawbacks. If you are a solo practitioner thinking your firm is too small to sell, this episode is a must-listen for a major confidence boost and a shift in perspective. In This Episode, You'll Learn The Power of Simplicity: Why buyers often prefer solo firms. The Buyer's...
info_outlineMany law firm owners say they want to sell within a year—but most are busy working on the wrong things. In this episode, Victoria Collier breaks down the powerful “big rocks, sand, and water” analogy and how it applies directly to preparing your law firm for a successful sale.
Our host, Victoria Collier, explains why focusing on what truly drives buyer demand and firm value—rather than cosmetic or distracting improvements—can mean the difference between a smooth, profitable transition and a disappointing outcome. She also shares real-world examples of firms that sold successfully (and why), compared to others that struggled despite strong revenue on paper.
If selling your firm in 2026 is even a possibility, this episode will help you focus your time and energy where it matters most.
In This Episode, You’ll Learn:
- The five “big rocks” every sellable law firm must have in place
- Why a firm that runs without the owner is far more attractive to buyers
- How clean financials and consistent revenue impact valuation and deal structure
- What “sand” improvements can increase value and make your firm easier to sell
- The common distractions (“water”) that waste time but don’t improve sale outcomes
- A real comparison between two firms—one larger and one smaller—and why the smaller firm sold faster
- Why guessing your firm’s value can cost you more than you think
About Victoria Collier
Victoria Collier is a seasoned attorney, entrepreneur, and expert in law firm sales and valuations. With a background in law and accounting, including her prior military service and CPA training, she brings a unique perspective on the financial intricacies of business valuations. Victoria helps transform law firms into more valuable and sellable businesses, guiding attorneys through life after law.
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