In this high-impact episode of the Lead Counsel Podcast, host Tom Tona sits down with Marco Brown, founder of Brown Family Law, to reveal the unfiltered truth behind expanding a law firm across state lines. From dominating divorce law in Utah to launching a second office in Arizona, Marco shares battle-tested strategies, painful missteps, and the operational secrets that every law firm owner needs to hear before scaling.

This episode delivers deep business and legal value, including:

• Why Arizona was the smart first move for multi-state growth

• How to reverse-engineer a $75M vision into tactical milestones

• The critical role of geographic proximity and market selection

• Marketing failures and how to adjust quickly for high-quality lead gen

• Regulatory hacks: ABS structures, ethics consults, and advertising pitfalls

• The true cost of underestimating team building and recruiting

• Why your paralegal is more important than your attorney at launch

• Operational structures that support scale (EOS, pods, C-suite hires)

• What Google doesn't tell you about launching in new states

• Lessons in culture-setting, leadership travel cadence, and long-term vision

Whether you're a firm owner preparing for growth, a managing partner contemplating national presence, or a solo looking to learn from others' mistakes, this episode is your blueprint to multi-state expansion done right.

Marco Brown Website: Marco Brown LinkedIn: Marco Brown

Tom Tona Founder & Managing Attorney, Tonalaw Website: https://www.tonalaw.com LinkedIn: Tom Tona X: @NYPITrialGuy

This podcast is sponsored by TonaLaw.

TonaLaw is not just another law firm. They're defining what it means to fight for their clients. We get a lot of attorney referrals from across the country. We pay fee participation in all jurisdictions where it's permitted. We focus on integrity, innovation and relentless advocacy. TonalLaw is proving that the business of the law can scale without losing its heart. Do you want to see how a modern firm is built for impact and happy client referrals? Check out tonalaw.com mention again the Lead Counsel Podcast and I'm happy to get on the phone with you.

This episode is also brought to you by Meet Gabbi, the voice AI built for law firms. Gabbi answers your phones 24-7, qualifies leads and books consultations so you never miss another client. Imagine cutting intake time in half or giving every caller a five star experience. That's the power of Meet Gabbi. Learn more at meetgabbi.com mention the Lead Counsel Podcast. You can also hit me up and I'm glad to make an introduction to the owner.