Smart Lawyers Position to Transition

I’m here to totally disrupt the legal industry and how lawyers exit their law firms. I want to crush the old notion that you can’t sell your law firm or that it is not worth anything. You absolutely can and … There is a Better, Much more profitable way.

Replay: The One Thing That Really Sells a Law Firm 01/29/2026

Replay: The One Thing That Really Sells a Law Firm 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 about leveraging your financials to build a profitable, scalable, and sell-ready firm. Key Takeaways 1.⁠ ⁠Understanding Labor Costs: Learn how labor costs, if left unchecked, can quickly eat into profit margins—and what to consider when analyzing the true cost of staffing. 2.⁠ ⁠Efficient Billing & Systems: Discover why consistent billing practices and streamlined systems are essential to maximizing profit, freeing up time, and avoiding costly inefficiencies. 3.⁠ ⁠P&L for Better Valuation: Victoria explains how even modest profit percentage improvements can significantly impact your firm’s valuation and set you up for a profitable sale. About the 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. We want to hear from you! You can leave us a rating and review in Apple Podcasts. Click and then scroll down the page to the rating and review section. You can also leave us a rating in Spotify by clicking . Connect with Victoria Collier Private Facebook Group LinkedIn /episode/index/show/6e97a82f-cadf-4681-a58b-109052a91777/id/39649535

Replay: Culture Check - Do the Pieces Fit? 01/22/2026

Replay: The Most Overlooked Metric That Determines Success 01/15/2026

Replay: The Most Overlooked Metric That Determines Success 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 practical strategies to improve conversion rates, ensuring a thriving practice for years to come. Key Takeaways 1.⁠ ⁠Why revenue and profit don’t tell the full story – Learn how a firm’s conversion rate can reveal hidden inefficiencies that impact long-term success. 2.⁠ ⁠The numbers that matter – Discover the industry benchmarks for conversion rates and what they say about different practice areas. 3.⁠ ⁠How to assess and improve – Get actionable insights on evaluating conversion rates before buying and boosting them before selling. 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. We want to hear from you! You can leave us a rating and review in Apple Podcasts. Click and then scroll down the page to the rating and review section. You can also leave us a rating in Spotify by clicking . Connect with Victoria Collier Private Facebook Group LinkedIn /episode/index/show/6e97a82f-cadf-4681-a58b-109052a91777/id/39649470

Replay: Increase the Value of Your Law Firm Using These Systems 01/08/2026

From Growth to Value: What 7 Figure Law Firm Owners Must Focus on Next 01/01/2026

From Growth to Value: What 7 Figure Law Firm Owners Must Focus on Next 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 value growth, and why many firms that look successful on the outside feel heavy, fragile, and owner-dependent on the inside. Drawing from real valuation data and years of advising law firm owners, she breaks down the mindset shift required to move from operator to designer of a firm that is sustainable, transferable, and ultimately sellable. This episode is a wake-up call for owners who have built impressive revenue but are still the bottleneck for decisions, operations, and outcomes. What You’ll Learn •⁠ ⁠Why growing revenue without growing value limits your future options •⁠ ⁠The critical difference between a profitable firm and a sellable one •⁠ ⁠Why seven-figure firms often become more owner-dependent instead of less •⁠ ⁠The three questions every law firm owner should ask to assess true firm value •⁠ ⁠How thinking like a buyer changes how you lead, design systems, and build teams If you are ready to start positioning your firm for transition, now is the time to listen. 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. We want to hear from you! You can leave us a rating and review in Apple Podcasts. Click and then scroll down the page to the rating and review section. You can also leave us a rating in Spotify by clicking . Connect with Victoria Collier Private Facebook Group LinkedIn /episode/index/show/6e97a82f-cadf-4681-a58b-109052a91777/id/39577915

Switching Sides: Should You Buy and Scale or Simplify and Sell 12/25/2025

Switching Sides: Should You Buy and Scale or Simplify and Sell 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 owner curious about the true value of their business and the strategic paths available to them. What You’ll Learn •⁠ ⁠The Mindset Shift: Why proactive buyers are suddenly realizing that selling is their better strategic move. •⁠ ⁠The Valuation Gap: The common reasons why most law firm owners have no idea what their business is actually worth. •⁠ ⁠The "Second Job" Burden: How to identify if the weight of firm management is holding you back from your true goals. •⁠ ⁠Strategic Timing: Why the end of the year is the peak season for making decisions that define your next chapter. 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. We want to hear from you! You can leave us a rating and review in Apple Podcasts. Click and then scroll down the page to the rating and review section. You can also leave us a rating in Spotify by clicking . Connect with Victoria Collier Private Facebook Group LinkedIn /episode/index/show/6e97a82f-cadf-4681-a58b-109052a91777/id/39531150

Five Estate Planning Firms You Could Buy Right Now 12/18/2025

Selling the Solo Is So Simple: Why Buyers Should Love the One-Lawyer Firm 12/11/2025

The Science of Scaling for Law Firm Owners: Creating Impossible Goals 12/04/2025

The Science of Scaling for Law Firm Owners: Creating Impossible Goals Are your goals too realistic? In this episode, host Victoria Collier unpacks the concepts from the book The Science of Scaling by Dr. Benjamin Hardy and Blake Erickson. Victoria explores why setting "impossible goals"—like 10x-ing your revenue or removing yourself entirely from case management—is actually more effective than setting "stretch" goals. It’s not just about business strategy; it is about neuroscience and psychology. She explains how aiming for the impossible forces your brain to rewire, filter out distractions, and demand that you evolve from a "doer" into a "visionary leader." If you are a law firm owner stuck in the day-to-day grind, this episode will challenge you to lead from your future self and build a firm that gives you true freedom. In this episode, you’ll learn: •⁠ ⁠The Trap of Realism: Why setting "achievable" goals is actually the biggest risk to your firm’s growth—and the specific type of goal you need to set instead to trigger a breakthrough. •⁠ ⁠Flipping the Identity Script: The common misconception about personal growth that keeps lawyers trapped in the "doer" role, and the mental shift required to finally become the visionary. •⁠ ⁠The Neuroscience of Scaling: How to leverage your brain's Reticular Activating System (RAS) to automatically spot opportunities and solutions you are currently missing. •⁠ ⁠The 3-Stage Roadmap: Victoria breaks down Dr. Hardy’s framework for moving a law firm from a chaotic practice to a streamlined, sellable business. •⁠ ⁠"Strategic Constraint": The uncomfortable but necessary filter you must apply to your daily decisions if you want to collapse the time it takes to scale. 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. We want to hear from you! You can leave us a rating and review in Apple Podcasts. Click and then scroll down the page to the rating and review section. You can also leave us a rating in Spotify by clicking . Connect with Victoria Collier Private Facebook Group LinkedIn /episode/index/show/6e97a82f-cadf-4681-a58b-109052a91777/id/39259025

How to Get Clarity Before You Get a Coach 11/27/2025

How to Get Clarity Before You Get a Coach Clarity is not something you hire. It is something you create. In this episode, host Victoria Collier explains why so many law firm owners look for a coach when what they really need is something far more powerful: stillness. If you feel overwhelmed, uncertain, or stuck in constant motion, this conversation shows you why the answers you want are already inside you. You just haven’t slowed down enough to hear them. In this episode, you’ll learn: •⁠ ⁠Why lawyers confuse confusion with discomfort •⁠ ⁠How constant reaction mode blocks intuition and big picture thinking •⁠ ⁠What “white space moments” are and why they matter •⁠ ⁠The three questions every law firm owner should ask during scheduled silence •⁠ ⁠How your emotions reveal the real truth about what you want •⁠ ⁠Why clarity comes from facts and data, not from drama •⁠ ⁠How to align your goals with your actual values, not someone else’s •⁠ ⁠When coaching becomes valuable and when it does not •⁠ ⁠One question that cuts through noise and reveals what matters most today If you are considering coaching, selling, or restructuring your firm, start here. The clarity you want might not require a coach. It may require courage, quiet, and a notebook. 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. We want to hear from you! You can leave us a rating and review in Apple Podcasts. Click and then scroll down the page to the rating and review section. You can also leave us a rating in Spotify by clicking . Connect with Victoria Collier Private Facebook Group LinkedIn /episode/index/show/6e97a82f-cadf-4681-a58b-109052a91777/id/39183565

You Don't Need a Coach 11/20/2025

You Don't Need a Coach Coaching has become the reflex answer for every challenge in the business world, especially for law firm owners. But here is the truth many people never hear. Most firm owners do not need a coach. At least not yet. In this episode, Victoria Collier breaks down when coaching truly helps and when it becomes an expensive distraction. Victoria explains why vague goals lead to vague results, why clarity must come before coaching, and why comparison and fear push law firm owners into programs they are not ready for. She also outlines the specific scenarios where coaching delivers real value and where it does not. If you have ever wondered whether you need a coach or simply need commitment, this episode will give you a clear test and a practical starting point. In this episode you will learn •⁠ ⁠Why “I just want to do better” is not a real goal •⁠ ⁠The three question coaching test that reveals if you are ready •⁠ ⁠The difference between a clarity problem and an accountability problem •⁠ ⁠Why law firm owners are especially vulnerable to unnecessary coaching •⁠ ⁠The scenarios where coaching creates real change in a firm •⁠ ⁠Why the most important voice you need to listen to may be your own If you want to prepare your firm for growth, transition, or sale, start by asking the right questions. Clarity always comes before coaching. 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. We want to hear from you! You can leave us a rating and review in Apple Podcasts. Click and then scroll down the page to the rating and review section. You can also leave us a rating in Spotify by clicking . Connect with Victoria Collier Private Facebook Group LinkedIn /episode/index/show/6e97a82f-cadf-4681-a58b-109052a91777/id/39098490

Ethics in Transition: Protecting Clients and Staying Compliant When Buying or Selling a Law Firm 11/13/2025

Ethics in Transition: Protecting Clients and Staying Compliant When Buying or Selling a Law Firm When it comes to selling or buying a law firm, numbers and contracts often steal the spotlight, but ethics are what make or break the deal. In this episode, host Victoria Collier goes into the ethical framework that governs law firm sales and explains how to navigate compliance without sacrificing client trust. From competence and confidentiality to client notifications and handling trust accounts, Victoria walks through the key ABA rules every lawyer must understand, especially Rule 1.17, and shares practical insights for keeping your transaction ethical, professional, and smooth from start to finish. What You’ll Learn •⁠ ⁠Why Rule 1.17 is the backbone of ethical law firm sales •⁠ ⁠How to protect client confidentiality during due diligence and negotiations •⁠ ⁠What to include in a client notice letter (and when to send it) •⁠ ⁠The right way to handle conflict checks without breaching privacy •⁠ ⁠Best practices for transferring client files and trust funds safely •⁠ ⁠How to ethically market a law firm for sale under Rule 7.1 •⁠ ⁠Why ethics and profitability go hand in hand in successful law firm transitions 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. We want to hear from you! You can leave us a rating and review in Apple Podcasts. Click and then scroll down the page to the rating and review section. You can also leave us a rating in Spotify by clicking . Connect with Victoria Collier Private Facebook Group LinkedIn /episode/index/show/6e97a82f-cadf-4681-a58b-109052a91777/id/39013840

Profit or Illusion: Understanding Net Profit, EBITDA, and SDE When Selling Your Law Firm 11/06/2025

The Smart Seller's Secret: Why Financing the Buyer Can Work in Your Favor 10/30/2025

Is There a Season for Selling Your Law Firm? 10/23/2025

After the Ink Dries: The Little Things That Make or Break a Smooth Law Firm Transition 10/16/2025

After the Ink Dries: The Little Things That Make or Break a Smooth Law Firm Transition You’ve signed the papers, the wire hit your account, and you’re ready to celebrate, but your work isn’t done yet. In this episode, Victoria Collier uncovers the often forgotten post-sale details that can create real problems if they are ignored. From websites that go dark to phones that stop ringing and trust accounts that are not properly transferred, these “little things” can quickly turn a smooth sale into a stressful mess. Victoria shares real examples from law firm transitions to help you avoid costly mistakes and protect your firm’s reputation, clients, and cash flow. In this episode, you will learn •⁠ ⁠Why closing day is not the finish line, but the start of your transition •⁠ ⁠The most overlooked post-sale tasks that can disrupt your firm’s operations •⁠ ⁠How to correctly transfer your website domain, phone numbers, and trust accounts •⁠ ⁠What to do if your firm owns its office building, including utility changes that are easy to miss •⁠ ⁠How to keep your team and clients reassured during the handoff so business continues without interruption If you are preparing to sell or buy a law firm, this episode will help you handle the small details that make a big difference once the ink dries. 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. We want to hear from you! You can leave us a rating and review in Apple Podcasts. Click and then scroll down the page to the rating and review section. You can also leave us a rating in Spotify by clicking . Connect with Victoria Collier Private Facebook Group LinkedIn /episode/index/show/6e97a82f-cadf-4681-a58b-109052a91777/id/38596910

Form 8594 Explained: Avoiding IRS Headaches When Selling Your Law Firm 10/09/2025

Form 8594 Explained: Avoiding IRS Headaches When Selling Your Law Firm IRS Form 8594 might sound like dry paperwork, but it’s one of the most important documents in a law firm sale. In this episode, our host Victoria Collier breaks down what the form is, why it matters, and how to avoid post-sale IRS problems. From understanding asset classes to negotiating allocations that minimize taxes, this conversation shows how smart preparation can save both buyers and sellers from stress (and money) down the road. Key Topics Covered •⁠ ⁠What IRS Form 8594 is and why both parties must file it •⁠ ⁠Why the buyer’s and seller’s forms must match •⁠ ⁠How asset classes like furniture, accounts receivable, goodwill, and non-competes are taxed differently •⁠ ⁠Real-world example of a seller facing IRS trouble a year after closing •⁠ ⁠When the form should be completed and filed •⁠ ⁠Why professional advisors (brokers, accountants, attorneys) are essential in this process Form 8594 isn’t just another piece of paper—it’s a critical tax document that can make or break your post-sale peace of mind. Handle it early, handle it correctly, and avoid costly IRS surprises. 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. We want to hear from you! You can leave us a rating and review in Apple Podcasts. Click and then scroll down the page to the rating and review section. You can also leave us a rating in Spotify by clicking . Connect with Victoria Collier Private Facebook Group LinkedIn /episode/index/show/6e97a82f-cadf-4681-a58b-109052a91777/id/38516385

More Than Money: How to Choose the Right Buyer When You Have Multiple Offers 10/02/2025

What’s It Really Worth to You?: Beyond the Price Tag of Selling Your Law Firm 09/25/2025

The Lifecycle of a Law Firm: From Start-Up to Plateau 09/18/2025

One Year After the Law Firm Sale with Joey Masiuk 09/11/2025

Make it Easy: Helping Buyers Read Your P&L Fast 09/04/2025

Duplicative Expenses: The Hidden Boost to Law Firm Value 08/28/2025

From Sustainability to Survival with Jennifer Goddard 08/21/2025

From Sustainability to Survival with Jennifer Goddard What happens when life throws you a crisis that pulls you out of your business overnight? In this powerful episode, Victoria Collier sits down with Jennifer Goddard, CEO and co-founder of Integrity Marketing Solutions, to share how she faced a rare, aggressive cancer diagnosis—and how her business not only stayed afloat, but thrived without her. This isn’t theory. It’s real-life proof of why systems, culture, and succession planning matter. 3 Key Takeaways Systems Save Businesses: Documented processes and SOPs gave Jennifer’s team the roadmap they needed to operate and even expand without her daily involvement. Culture is Everything: A strong, values-driven team culture allowed her staff and family to step up with confidence and lead effectively. Crisis-Proofing Matters: Whether through health issues, unexpected absences, or other life events, planning for continuity is not optional—it’s essential. About Our Guest Jennifer Goddard is the CEO and co-founder of Integrity Marketing Solutions, a digital marketing agency serving estate planning and elder law attorneys nationwide. With more than 30 years in business, Jennifer has built her firm on a foundation of integrity, innovation, and client service. She is also the host of The Marketing Lawcast and a passionate advocate for business resilience and succession planning. Jennifer’s story of overcoming cancer while her business thrived is a testament to her leadership, her team, and her unshakable belief in living with purpose. The Marketing Lawcast Connect with Jennifer Goddard We want to hear from you! You can leave us a rating and review in Apple Podcasts. Click and then scroll down the page to the rating and review section. You can also leave us a rating in Spotify by clicking . Connect with Victoria Collier Private Facebook Group LinkedIn /episode/index/show/6e97a82f-cadf-4681-a58b-109052a91777/id/37894825

Too Many Cooks: How Outside Advisors Can Complicate—or Strengthen—Your Law Firm Sale 08/14/2025

When Buyers Come in Packs: Selling to a Multi-Partner Firm 08/07/2025

Two Heads, Double Trouble: Why Selling a Law Firm with Partners Isn't Twice as Easy 07/31/2025

The All Cash Illusion: Why it's not a Free Pass for Sellers 07/24/2025

Know When to Fold: How to Spot a Bad Buyer Before It’s Too Late 07/17/2025

The Missing Middle: Why Midsize Firms Are the Sweet Spot 07/10/2025

Smart Lawyers Position to Transition

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