In this landmark 300th episode of Personal Injury Mastermind, Dan Morgan reveals how Morgan & Morgan transformed their referral operations from a legal pad system into a $63 million revenue engine. From outbound referral optimization to groundbreaking sports partnerships, Dan shares the exact strategies that helped build one of the most recognizable law firm brands in America.

Dominate your market today. Grab a copy of Chris’ latest book, Personal Injury Lawyer Marketing: From Good to GOAT. 

When Dan took over Morgan & Morgan's referral operations in 2020, they were generating $15 million in referral revenue. Today, they're on track for $63 million, with projections of hitting nine figures next year. He explains how in this special keynote talk from  PIMCON. Dan breaks down the systems and strategies that drove this explosive growth, including how they're converting 85% of rear-end accident referrals through their "nuclear plan" and why they're sending turndown cases to partner firms.

We discuss:

• How Morgan & Morgan increased referral conversion rates from 18% to 38% with one simple change


• Why they're getting 7-figure settlements on cases they initially turned down


• The exact formula they use to evaluate marketing spend and determine budgets


• Their "bullets before bombs" testing strategy for new marketing channels


• How they're leveraging sports partnerships with UFC, WWE, and others to drive record call volume


• The sweepstakes strategy that's helping them track marketing attribution


• Why investing in local community presence delivers consistent ROI

Guest Details

Dan Morgan serves as head of partnerships and referral operations at Morgan & Morgan, one of America's largest personal injury law firms. Under his leadership, the firm has pioneered innovative marketing strategies and built a nationwide referral network handling over 100,000 case referrals annually.

• Dan Morgan: LinkedIn, Instagram
  


• Morgan and Morgan: Website, LinkedIn, TikTok 

Chris Dreyer and Rankings Details

Chris Dreyer is the CEO and founder of Rankings.io, the elite legal digital marketing agency. 

• Rankings: Website, Instagram, Twitter
  


• Chris Dreyer: Website, Instagram
  


• Newsletters: The Dreyer Sheet 


• Books: Personal Injury Lawyer Marketing: From Good to GOAT; Niching Up: The Narrower the Market, the Bigger the Prize
  


• Work with Rankings: Connect
  

Time Stamps

00:00 Intro 

01:01 Dan's journey from trial attorney to business operations 

02:07 Evolution of Morgan & Morgan's Purple Cow Committee 

04:54 Building an elite referral operation 

08:00 The "nuclear plan" for referral conversion 

10:07 Why they refer out turndown cases 

13:37 Tracking metrics and maintaining quality 

16:22 Sports partnerships and marketing innovation 1

9:16 Leveraging partnerships beyond sponsorships 

21:31 Community involvement and disaster response

Additional Episodes You Might Enjoy

• 80. Mike Papantonio, Levin, Papantonio, & Rafferty — Doing Well by Doing Good


• 84. Glen Lerner, Lerner and Rowe – A Steady Hand in a Shifting Industry


• 101. Pratik Shah, EsquireTek — Discovering the Power of Automation


• 134. Darryl Isaacs, Isaacs & Isaacs — The Hammer: Insights from a Marketing Legend


• 104. Taly Goody, Goody Law Group — Finding PI Clients on TikTok


• 63. Joe Fried, Fried Goldberg LLC — How To Become An Expert And Revolutionize Your PI Niche


• 96. Brian Dean, Backlinko — Becoming a Linkable Source


• 83. Seth Godin — Differentiation: How to Make Your Law Firm a Purple Cow


• 73. Neil Patel, Neil Patel — Digital A New Approach to Content and Emerging Marketing Channels