Answer Box: TL;DR
Personal injury law in Southern California is crowded, expensive to enter, and hard for consumers to tell who to trust—especially in the Latino community. In this episode, Dan and attorney–founder Mark Kiran break down how his firm, the Broadway Law Firm, stands out by niching into the Latino market, building trust from the first phone call, and running a fully trackable digital-first marketing engine. Mark shares how he went solo right out of law school, why he moved from family law into PI, how he designs intake around bilingual cultural nuances, why he refuses billboards in favor of Google/Meta campaigns, and what he’s learned about hiring only A-players while building toward a national brand.
Key Takeaways
- From law school to solo founder: Mark opened his own office immediately after graduating, starting across the street from the downtown LA courthouse and taking whatever came in the door—family law, landlord–tenant, and more.
- Early exposure to real clients: Before law school he interned at the courthouse, helping self-represented (“pro per”) litigants in family law. That hands-on work with people made him sure he didn’t want a paper-heavy back-office role.
- Rapid early growth: Within about three years he built that first practice into a 12-person, 4-attorney family law firm.
- Shift into personal injury: PI cases started coming in via referral, and he saw the impact of meaningful monetary recoveries with no money out of pocket for clients—especially powerful in the communities he serves.
- Clear niche: Latinos in Southern California & California-wide: The Broadway Law Firm is a Los Angeles–based personal injury firm built specifically to serve the Latino demographic across California.
- Typical case types: Auto accidents, workplace injuries, slip-and-falls, commercial premises cases, dog bites, and pedestrian accidents make up most of the firm’s docket.
- Biggest client hurdle: trust. Mark notes that many Latinos don’t trust attorneys. His first priority in the client journey is building trust and confidence from the first interaction.
- Client-centric intake: All intake staff are bilingual (mostly native Spanish speakers), understand Latin American cultural nuances, and are heavily trained on common questions and objections.
- Immediate access to an attorney: If a caller wants a lawyer, the intake reps live-transfer directly to Mark or another attorney—a major differentiator in a space where many firms wall off attorneys behind staff.
- Digital-first marketing: The firm runs robust campaigns on Google and Meta, focusing on trackable digital channels instead of billboards and bus ads. If they can’t track it, they don’t buy it.
- Referrals are still gold: Even with strong digital acquisition, Mark believes referrals are the best source of new clients because they arrive with baked-in trust based on someone else’s experience.
- Industry challenge #1 – cash flow: PI cases often take 12–18 months to resolve. Before his first PI fee came in, Mark was already $150k out of pocket on cases and overhead.
- Industry challenge #2 – competition: The PI market is extremely crowded. From a consumer’s perspective, it’s hard to distinguish good vs. average attorneys when everyone is advertising.
- Strategic response – niche & brand: To cut through the noise, Mark believes firms should niche clearly (e.g., a demographic or segment) and build a strong, recognizable brand around that niche.
- Rise of the personal brand: Mark sees a clear shift toward attorney-driven personal brands as consumers spend more time on social media and connect more with a person than a generic “Smith & Smith” firm.
- AI won’t replace PI attorneys (yet): He doesn’t see AI replacing personal injury lawyers in the foreseeable future—people will still want human counsel when they’ve been injured.
- Biggest business lesson – hire A-players: A small team of A-players beats a big team of B/C-players. A-level people raise standards, morale, and work quality; law school never taught him how crucial this would be.
- Productivity philosophy – “eat the frog”: Inspired by Alex Hormozi, Mark’s hack is to ditch elaborate morning routines and tackle the hardest, most important work first thing—phone off, deep focus.
- Life outside the office: He’s already traveled to all seven continents and is now focused on the next big professional milestone: building a national PI brand (he already has cases in several states).
- Advice to his younger self: “Don’t be scared to fail. Go for it.” The bias toward action and learning through mistakes is central to how he built his firm.
Key Moments
- 00:02 – Sponsor intro. Tailored Wealth is introduced as helping business leaders live their version of a rich life.
- 00:02–00:36 – Show opening. Dan reintroduces Making Sense of Your Money and its mission: cutting through financial noise to help individuals and business leaders make smart, confident decisions.
- 00:36–01:02 – Host intro. Dan shares his role as founder and CEO of Tailored Wealth and explains that each episode features a trusted voice somewhere in the financial world.
- 01:02–01:17 – Meet Mark. Dan introduces guest Mark Kiran, founding president of the Broadway Law Firm, a Southern California personal injury firm focused on the Latino community.
- 01:17–01:37 – Quick overview ask. Dan asks Mark for a 90-second overview of who he is, what his business does, and how he got into it.
- 01:37–02:29 – Origin story & early practice. Mark explains he launched his own firm right after law school, based in downtown LA, initially taking family law, landlord–tenant, and “whatever came through the door,” working hands-on with clients in court.
- 02:29–02:53 – Discovering the niche. Over time, he noticed no firm was built specifically to serve the large Latino community in LA. At the same time, personal injury referrals increased and he saw the impact of contingent-fee recoveries.
- 02:53–03:23 – Building the current model. As PI volume grew, he invested in marketing, intake, and operations to build a firm that could serve clients across California, especially Latinos, with no money out of pocket for them.
- 03:23–04:21 – Why go solo out of law school? Dan calls out Mark’s bold decision to start his own firm immediately and asks what drove it. Mark cites his courthouse internship helping self-represented family law litigants and his love of working directly with people—he didn’t want a back-office, paperwork-only life.
- 04:21–04:42 – Early growth. He opened a tiny office across from the courthouse, built a website, and slowly grew into a 12-person, 4-attorney family law practice in three years.
- 04:42–05:19 – Ideal client & case types. Mark describes his ideal as Latino community members in California with PI matters: car accidents, workplace injuries, slip-and-falls, commercial premises incidents, dog bites, and pedestrian accidents.
- 05:19–06:02 – Biggest challenge: trust. Beyond the trauma of an accident, the major hurdle is trust. Many people—especially Latinos—don’t trust lawyers. Mark says client-centric intake and experience are critical from the first touch.
- 06:02–06:24 – Live attorney access as trust builder. His intake team is trained that if a caller wants an attorney, they immediately live-transfer to Mark or another lawyer—no “we’ll call you back next week” runaround.
- 06:42–07:36 – How clients find him. Mark explains that while referrals are highly valued, most new clients come via robust digital campaigns on Google and Meta. He avoids billboards and bus ads because he insists on trackable marketing.
- 07:36–08:06 – “If you can’t track it, don’t buy it.” He emphasizes his guiding principle: if they can’t track a marketing channel’s performance, they don’t use it.
- 08:06–08:57 – Industry challenge: cash flow & runway. Mark describes the long PI case lifecycle (12–18 months). Before earning a single dollar from PI, he was $150k in the hole funding cases and overhead.
- 08:57–09:34 – Industry challenge: intense competition. The PI field is saturated. Consumers are flooded with choices and it’s hard for them to distinguish good attorneys from mediocre ones.
- 09:34–10:21 – Niching and demographics. One strategic response is niching clearly—Mark chose the Latino demographic and aligned his marketing and operations to serve that group deeply and consistently.
- 10:21–11:10 – Rise of the personal brand. Mark sees PI marketing evolving from faceless firm brands to attorney-led personal brands that resonate more with social-media-native consumers.
- 11:10–11:29 – Parallel to other industries. Dan notes he sees the same in financial services: people connect with the individual they see online, not just the firm logo.
- 11:29–13:02 – How he differentiates intake. Mark walks through his intake playbook: all staff are bilingual (often native Spanish speakers) from Latin America, trained on cultural nuance, scripts, FAQs, and objections unique to their clientele.
- 13:02–14:12 – Marketing + intake = one system. He emphasizes that marketing and intake are inseparable in B2C services: great ads with poor intake still lose cases at the first phone call.
- 14:12–14:44 – Immediate attorney contact as a unique edge. He reiterates that immediate access to a lawyer after intake is a key competitive advantage that few firms replicate.
- 14:59–16:13 – Biggest business challenge: hiring A-players. Mark shares that his biggest learning curve was realizing the outsized impact of A-players vs B/C-players on work quality, morale, and firm standards—and that law school never taught him any of this.
- 16:13–17:08 – Dan’s agreement. Dan notes he’s seen the same pattern across teams of all sizes: nothing matters more than getting the right people.
- 17:08–17:23 – Lightning round begins. Dan transitions to rapid-fire questions.
- 17:23–17:38 – Coffee or tea? Cats or dogs? Mark chooses coffee and dogs.
- 17:38–17:58 – Favorite tech tool. His must-have tech is his CRM, Lead Docket, a law-specific intake and case management system.
- 17:58–18:13 – Favorite business book. Mark names Principles by Ray Dalio as his top business/success book.
- 18:13–18:58 – Productivity hack. Drawing on Alex Hormozi, Mark’s hack is “eat the frog”: no elaborate morning rituals—wake up, turn the phone off, and immediately tackle the hardest, highest-leverage task.
- 19:15–20:02 – Bucket list item achieved. He’s already traveled to all seven continents, a major personal milestone.
- 20:02–20:19 – Next big financial milestone. Professionally, he’s working toward building a national personal injury firm and brand, with cases in multiple states.
- 20:19–20:36 – Advice to younger self. Mark would tell his younger self: “Don’t be scared to fail. Go for it.”
- 20:36–20:55 – How to contact Mark. He invites listeners to email him directly at mark@mkrolaw.com.
- 20:55–21:10 – Dan’s close. Dan wraps the episode, reminding listeners to keep their strategy sharp, goals clear, and money working as hard as they do.
Episode Summary
In this episode of Making Sense of Your Money, Dan talks with Mark Kiran, founding president of the Broadway Law Firm, about what it actually takes to stand out in one of the most crowded, cutthroat spaces in law: personal injury.
Mark’s story starts with a bold move. After interning at the courthouse and helping self-represented family law litigants, he knew he wanted direct contact with real people—not a back-office research job. So right out of law school, he opened a tiny office across from the downtown Los Angeles courthouse, threw up a website, and took whatever cases walked in. Within three years, he had scaled that practice into a 12-person, 4-attorney family law firm.
Over time, personal injury matters came in through referrals, and he discovered both the financial impact and the human impact of those cases—especially for clients who could pursue justice with no money out of pocket. At the same time, he noticed something missing in the market: no firm seemed designed from the ground up to serve the massive Latino community in Southern California.
That realization drove the evolution of the Broadway Law Firm. Today the firm is a Los Angeles–based PI practice focused on the Latino community, handling auto accidents, workplace injuries, slip-and-falls, premises cases, dog bites, and pedestrian accidents across California. Mark’s core insight: in this demographic, trust is the biggest barrier—many Latinos simply don’t trust lawyers.
To combat that, he’s built an intake experience around trust and cultural fluency. All intake staff are bilingual (often native Spanish speakers) from Latin America, trained not only on scripts and law but also on the cultural nuances, common fears, and recurring questions of their clientele. Every part of the early client journey is designed to feel personal, respectful, and clear.
One of Mark’s sharpest differentiators is access. In many firms, callers are screened by staff and might not speak to an attorney for days, if at all. At Broadway, if someone on the phone asks to speak to a lawyer, the intake team immediately live-transfers the call to Mark or another attorney. That simple but rare move goes a long way toward building confidence: someone with a serious problem gets to talk to an actual lawyer right away.
On the growth side, Mark has chosen a different path than the classic PI playbook of billboards and bus ads. He runs robust, trackable digital campaigns on Google and Meta and uses referrals as his most prized source of new clients. His rule: if he can’t measure a channel, he won’t invest heavily in it.
He’s also candid about the structural challenges of his industry. Personal injury cases often take 12–18 months to resolve, and he was roughly $150,000 in the hole before his first PI case paid out. Add in intense competition and it’s no wonder many firms struggle with cash flow and differentiation. That’s why Mark has doubled down on two strategies: a clear niche (Latinos in California) and the deliberate cultivation of a personal brand that resonates on social media and beyond.
Beyond marketing, Mark’s biggest internal lesson is about people. He’s learned—sometimes the hard way—that a small team of A-players massively outperforms a larger team of B- and C-players in quality, morale, and standards. Law school prepared him for legal work but not for hiring and management; those skills came from trial and error in the field.
In the lightning round, listeners see another side of Mark. He’s a coffee-and-dogs guy whose favorite business book is Principles by Ray Dalio. His top productivity hack, inspired by Alex Hormozi, is to “eat the frog”—skip the overly elaborate morning routine and dive straight into the hardest, most important work first thing with the phone off. He’s already checked off a major life bucket list item—traveling to all seven continents—and is now focused on building a national PI brand. The advice he’d give his younger self is simple and powerful: don’t be scared to fail—go for it.
For firm owners and entrepreneurs listening, this episode is a practical reminder that in crowded markets, winning isn’t about yelling louder; it’s about picking a clear niche, obsessing over client experience, building trust quickly, investing in measurable marketing, and hiring the right people.
Full Transcript
Announcer: Brought to you by Tailored Wealth, helping business leaders live their version of a rich life.
Announcer: Welcome to another edition of the Making Sense of Your Money podcast, where we cut through the financial noise and help business leaders to make smart, confident money decisions.
Dan: Okay, welcome again to the Making Sense of Your Money podcast, where we cut through the financial noise and help individuals and business leaders to make smart, confident money decisions.
Dan: I’m your host, Dan Pasone. I am the founder and CEO of Tailored Wealth. And each episode allows us to feature a trusted voice in some form of the financial world, someone who works directly with individuals and families to help them turn strategy into action.
Dan: And today I’m excited to introduce a special guest. We’ve got with us Mark Kiran, who is the founding president of Broadway Law Firm. Mark and his team focus on personal injury law in the Southern California community. So Mark, thanks so much for joining Making Sense of Your Money and we’re psyched to have you today.
Mark: Dan, thanks for having me. I appreciate it. Pleasure to be here.
Dan: You bet. Awesome, man. Awesome.
Dan: So Mark, let’s get right into it. We do have a lot to cover today, so let’s jump right in. If you don’t mind, give us just like a quick 90-second overview of you, your business, what you do, and how you actually got into this space.
Mark: Yeah. So like you mentioned, I’m the founding president and managing partner of the Broadway Law Firm. We are a Los Angeles-based personal injury law firm that focuses primarily on serving the Latino demographic here in California.
Mark: I started my own firm right out the gate, right when I graduated law school, and was originally working with people in family law matters and landlord–tenant matters—whatever was coming through the door, that’s what we were doing. And we were based in downtown LA.
Mark: I really got a chance to work on a hands-on basis, if you will, right out the gate: going to court, dealing with consumers directly. And as my business evolved, I realized that there was really no firm that was built out to really serve and focus on the Latino community, which is huge in Los Angeles.
Mark: So over the evolution of our firm, we slowly started getting personal injury cases via referral. We were really able to make a big impact in those cases because the monetary compensation that we can recover for folks in those cases is significant. And the best part for a lot of clients was that there was no money out of pocket.
Mark: So as we got more cases in the personal injury space, I really started to build out our marketing and our intake and our operations team to really serve all throughout California. And that’s kind of where we’re at.
Dan: Very cool. Very cool.
Dan: So you said a lot of good stuff there. Let me ask you this, because we get a lot of entrepreneurs on this show, and I am impressed by your decision to go fully out on your own right out of law school. What prompted that decision, Mark?
Mark: It’s something that I knew I wanted to do when I was in law school. I had interned at the courthouse when I was in undergrad, and I had worked in the family law space assisting what are called “pro per,” which means self-represented litigants, with family law matters.
Mark: So I was already familiar with the paperwork, but more importantly, I really enjoyed working with people directly. There was no way that I was going to go work at a firm and sit behind a desk and do paperwork. It just wasn’t for me—that’s not why I went to law school.
Mark: So because I felt like I was confident enough to be able to actually serve clients and acquire clients, I opened a very small office across the street from the courthouse in downtown LA, put up a website, and slowly but surely people started calling. We built out a small team and turned that into a 12-person, four-attorney family law practice within three years.
Dan: Good for you. Very cool. Very cool. I always love to hear the business journey.
Dan: So you mentioned Latinos in Southern California that have had some sort of personal injury. Tell us a little bit more about what types of cases you typically see and what you ultimately help them to do.
Mark: Yeah. So the typical case that we would see is an automobile accident type of case. A lot of workplace injuries, specifically with Latinos. Cases where, let’s say…
Mark: So I would say automobile accidents, workplace injuries, slip-and-falls, commercial premises, dog bite cases, pedestrian accidents—those would be the typical scope of the cases that we see.
Dan: And when your clients come to you, other than having dealt with something which could be potentially fairly traumatic, what are the biggest challenges that they face and what do they look to you for, other than just helping to win a case and obviously get a settlement?
Mark: Trust. Trust. Building trust. I would say a lot of people, but particularly Latinos, really—they don’t trust attorneys.
Mark: And so the first step in our customer journey really is building trust with our clients. I think something that’s really lacking in the legal industry, and specifically the personal injury space, is the focus on client-centricity—making sure that the customer experience is really good from the very beginning.
Mark: So something that we train our intake team to do is: if someone is on the phone with them and they want to speak with an attorney, that call gets automatically transferred to me or one of the attorneys in my firm—live transferred. So I would say building trust is the very first part, the most important part, of the customer journey at our firm.
Dan: Very cool. Very cool.
Dan: A lot of similarities in my business. I mean, building trust whenever you’re dealing with finances of a family is super, super important and oftentimes is the biggest hurdle to working effectively with someone. At least I’ve found that to be the case, so I love your answer there.
Dan: So tell us a little bit about how your clients find you, Mark. Is it through your own marketing? Is it referral partners? Is it organic? Tell us a little bit about how they find you.
Mark: Yeah, so we run pretty robust digital marketing campaigns at this point. We do get some referrals, and frankly I think that referrals are the absolute best way to acquire clients, right? Because it says something about the work that you’ve already done and the experience someone else has had.
Mark: So referrals are wonderful. When referrals come in, it’s great. But the majority of our clients nowadays come in through robust digital marketing campaigns that we run both on Google and Meta.
Mark: I’m a firm believer that if you can’t track it, you can’t improve it. So I don’t do the traditional personal injury type of marketing—billboards, bus ads. I don’t do any of that. I just do all digital stuff primarily. And then obviously referrals as they come in.
Dan: Yeah, you and I have a pretty similar marketing strategy and methodology around it. So love to hear that, and with respect to referrals—you mentioned trust earlier. What I’ve found with referrals is there’s already that level of trust because someone that they know and trust knows and trusts you, right?
Dan: So that’s always the optimal scenario for sure.
Dan: So tell us a little bit about your industry, Mark. You mentioned some of the traditional marketing, but tell us a little bit about maybe some of the challenges that you see in your industry and where you see the industry going in the future.
Mark: Yeah. So one of the biggest challenges, I would say, as a business owner in our industry is a couple things.
Mark: Number one, there are significant barriers to entry, right? Just because the life cycle of a case can be anywhere from 12 to 18 months. So Dan, before I made any money on a personal injury case, I was in for 150 grand before I saw any money, you know?
Mark: So one of the biggest challenges I would say, if someone wanted to start a personal injury law firm, is the cash flow at the outset—upfront capital, and then sometimes inconsistent cash flow.
Mark: One of the biggest challenges I see in the industry now is just the outright level of competition. I mean, there are so many personal injury attorneys, and I think it’s hard for consumers to distinguish who’s good, who’s not—to build trust, frankly, or develop any type of meaningful distinction between all these attorneys because there are so many.
Dan: Where do you see the firm go or where do you see the industry going?
Mark: So one of the reasons I decided to niche down was so that we could be very clear on who we were serving. I mean, I don’t see this industry going anywhere—I mean, people are always going to need an attorney for these types of incidents, even with the advent of AI.
Mark: AI will never be able to substitute an attorney for a PI case, at least not foreseeably in the future. But I see it going… there are two different paths here.
Mark: Number one is firms starting to focus on serving a particular group or demographic and being very clear in their marketing strategies and their branding for that.
Mark: And then the second: I see the advent of the personal brand really growing significantly. So as marketing and advertising really shifts from traditional to, say, social media—people spend more time on social media—this all kind of goes back to trust. It’s easier, and I think people are beginning to resonate more with personal brands than they are with, let’s say, a generic law firm like “Smith, Smith & Smith,” for example.
Mark: I have seen increasingly some of these bigger players start to develop personal brands for their law firm as opposed to using a generic traditional law firm branding that was used for so long.
Mark: So that is something that I’ve really seen a significant trend toward—the advent of the personal brand for growing the law firm. And I think, I suspect, it’s mostly because consumers today are consuming a lot of content on social, and it’s easier for them to resonate with a persona than it is a generic law firm name. So that’s something that we’re working on as well at our firm.
Dan: Yeah, that’s well said. I see that in my space as well. It’s not necessarily the company brand that they’re resonating with as much, regardless of how big or small that company may be.
Dan: It’s “how can I connect with that individual?” or “how does that individual connect with me?” And then when I potentially need the services, the individuals that you might be connected with through their content, social presence, or digital advertising is the one that you might think about, as opposed to, in your case, maybe the firm that you drive by and see on the billboard five times a day. That’s obviously very traditional in your market.
Dan: So that begs the question then: when someone finds you, what does your process look like to build that trust? And how do you separate yourself from all the other law firms that are out there competing for personal injury cases?
Mark: Yeah, that’s a great question.
Mark: So two things. Number one, like I mentioned, most of our marketing is specifically built out for the Latino demographic, right? So we made sure, for example, that all of our intake folks are fully bilingual—really, most of them are native Spanish speakers. Most of them are from Latin America.
Dan: Okay, great.
Mark: And that’s very, very important. That’s something that I think a lot of law firms… In our space, marketing and intake really go hand in hand. Frankly, I would say in any direct-to-consumer business, you can have the best marketing in the world, but if people aren’t having a good experience… Their customer journey begins right when they call your firm.
Mark: And so if someone’s not having a good experience from the outset and your people don’t build or create any type of sense of confidence from the very beginning, you could lose a sale very easily.
Mark: So that’s number one—making sure that all of the folks that we have are built out to serve our particular demographic in a unique way. What do I mean by that? I mean that they understand certain cultural nuances that may arise with Hispanic folks, and they are able to, through our scripts but also through their experience, navigate a lot of the typical questions that we see and some of the objections that may arise in the process.
Mark: People have a lot of questions at the very beginning, and training your intake team very well—specifically on the needs of your clientele based on our experience and what we’ve seen and heard—has been instrumental.
Mark: And, like I mentioned, I think one of our unique competitive advantages is that our intake team has also been instructed to transfer the call in to me or one of our other attorneys if someone wants to speak to an attorney right then and there. We make sure that they’re able to speak to an attorney from the outset. That’s something very few firms do or make themselves available to do.
Mark: That was something that I thought was very, very important to maintain within our firm even as we grew. Someone calls a law firm because they have a problem, and usually when someone has a problem, they want to speak to an attorney as quickly as possible in the process.
Mark: Making ourselves available to a client or potential client on an immediate basis helps establish trust because now the client’s already spoken to an intake representative where they’ve had a good experience, and now they’ve spoken directly to an attorney immediately within the process.
Dan: Yeah, that’s well said. I can see how that can provide a very unique, different, and really leveled-up client experience. I can also see how it could be logistically challenging for your firm, so I’m sure you’ve done a lot of work to ensure that experience. That’s really, really interesting.
Dan: All right, Mark, we’re going to shift gears a little bit. We’re going to start talking about you now. If you’re open to it, share with us maybe a challenge that you faced in your life or in business that’s shaped the way that you run your organization today.
Mark: I’ve got a great one for you, Dan. It’s a great question.
Mark: One of the challenges that I faced as I grew my firm—and I’m going to speak specifically toward business here—is the importance of hiring A-players.
Mark: I have learned the hard way that a small but solid group of A-players beats a large group of B- and C-players. The difference between the quality of the work that goes out and the quality of your team is dramatic.
Mark: If you have a small group of A-players, you can get so much more done than having a larger group of B- and C-players. The morale is better, the standards of the organization are higher, the work product that goes out is better, and the level of motivation between the team… it’s night and day.
Mark: I had to learn that just through trial and error, just through hiring. When you go to law school, they don’t teach you how to hire. They don’t teach you how to delineate between A-, B-, and C-players. They don’t teach you the importance of building out an A-plus team.
Mark: So that, I would say, has been one of the biggest challenges and learning experiences of my professional career.
Dan: Very cool. You are preaching to the choir on that one, my friend.
Dan: I’ve led different-sized teams over the course of my career, and there’s probably no truer statement in business than what you just said, in my opinion. You’re right: when they teach whatever your business function is as you’re coming up, they usually teach you the function. Whether it’s law or, in my case, personal finance, you learn how to do the business, but they don’t necessarily teach you how to run the business.
Dan: And hiring great people is, to me, step number one. So I’m glad to hear you share that.
Dan: All right, Mark. So we’re going to move on now to the lightning round. Are you ready for the lightning round?
Mark: Ready, Dan.
Dan: All right, I love it.
Dan: As folks that have tuned into this before know, I never let the guests know about this ahead of time because we want it to be really organic. So I’m just going to hit you with a question. Some of them are going to be one-word answers; some of them we’ll allow you to expand upon a little bit. But the biggest thing is: just give us the first thing that pops in your mind.
Mark: Let’s do this.
Dan: All right, sounds good.
Dan: Coffee or tea?
Mark: Coffee.
Dan: Cats or dogs?
Mark: Dogs.
Dan: What’s one tool or piece of technology—other than your phone or your personal computer—that you can’t live without? Could be software, could be hardware.
Mark: My CRM.
Dan: Love it. Love it. Do you mind sharing what you use?
Mark: Yeah, we use a CRM called Lead Docket, which is like a law-specific CRM.
Dan: Very cool. Very cool.
Dan: Do you have a favorite quote or phrase about business or success?
Mark: You’re going to have to come back to me on that one. Keep going. I’ll get you that.
Dan: Sounds good.
Dan: Do you have a favorite book around business or success?
Mark: Principles, Ray Dalio.
Dan: Okay. Love it. Love it. Good one.
Dan: Do you have a personal hack—whether it be productivity or otherwise—that you can share with the audience?
Mark: A productivity hack. Yes. And this one comes straight from Alex Hormozi, frankly—I don’t know if you know who that is, but Alex Hormozi.
Dan: I’m a big Hormozi fan. Yes, big Hormozi fan.
Mark: Cut off all distractions. My biggest productivity hack is—and this is a little bit controversial—but cut this morning routine nonsense and just get straight to it. Eat the frog. Just first thing, sit down, turn the phone off, eat the frog. That’s it.
Mark: It’s interesting that there’s so much emphasis on “I’ve got to do this, I’ve got to meditate.” It’s all fine; it’s all good stuff. But you know what? The days where I get the most done are where I set a specific time to wake up, immediately start working on whatever I wanted to get working on, and then go from there. Just eat the frog.
Dan: Love it. Eat the frog. I’ve read that from Hormozi. He’s an animal with that stuff, and it’s actually prompted me to do some things differently as well.
Dan: A lot of times that early morning work without distractions can be your deepest, most thorough work that you get done. Obviously, as the day progresses, for most of us things start flying at you and there’s a lot of stuff to manage. But that early morning can be a really, really productive timeframe. I love it.
Dan: What’s one bucket list item that you’ve already accomplished?
Mark: Travel to all seven continents.
Dan: Ooh, very nice. Very nice. That’s impressive. I love that. We could probably do a whole ’nother show on that.
Dan: What’s one financial milestone, personally or professionally, that you’re still working towards?
Mark: I mean, building out a national brand, building out a national firm. We have cases in a few states now, but building out a fully national firm.
Dan: Love it. Love it. Good luck with that.
Dan: If you could give one piece of advice to your younger self, what would it be?
Mark: Don’t be scared to fail. Go for it.
Dan: Really, really good one. I tell my team all the time I want you to fail, I want you to make mistakes. We actually had a chat about that yesterday, so I’m with you on that one for sure.
Dan: All right. Well, this was great, Mark. If our listeners want to connect with you, collaborate with you, or just learn a little bit more about what you do, what’s the best way to get connected with you?
Mark: Email me directly. That’s mark@mkrolaw.com.
Dan: Very cool. Very cool. We’ll put that in the show notes as well.
Dan: Well, Mark, thanks for sharing your insights today. I really enjoyed that—really, really good stuff.
Dan: And that’s it for the episode. Keep your strategy sharp, keep your goals clear, and your money working as hard as you do. This has been another episode of Making Sense of Your Money, this time with Mark Kiran. Thanks for joining us, Mark.
Mark: Thanks a lot, Dan. Really appreciate it. It’s been a pleasure. Take care.
Resources & Citations
- Broadway Law Firm: Learn more about Mark’s personal injury practice and focus on the Latino community (search “Broadway Law Firm Los Angeles”).
- Lead Docket: Legal-focused CRM Mark uses to manage intake and cases effectively.
- Book – Principles by Ray Dalio: Mark’s favorite business/success book, focused on decision-making and systems.
- Alex Hormozi content: For more on the “eat the frog / deep work” mindset and pragmatic business building.
- Google Ads & Meta Ads: Key digital platforms for trackable, measurable law firm marketing campaigns.
FAQs
What types of injuries does Mark’s firm handle?
The Broadway Law Firm focuses on personal injury cases including car accidents, workplace injuries, slip-and-falls, commercial premises liability, dog bites, and pedestrian accidents, with a special emphasis on serving the Latino community in California.
Why does Mark focus so much on intake?
Because in B2C legal services, the client journey starts with the first call. Great marketing without great intake still loses clients. Mark’s intake team is fully bilingual, culturally fluent, and trained to answer questions, handle objections, and live-transfer callers to an attorney when requested.
Why doesn’t he use billboards and bus ads?
Mark believes, “If you can’t track it, you can’t improve it.” He prefers fully trackable digital channels like Google and Meta campaigns, where he can measure cost per lead, conversion rates, and overall ROI.
Is Mark worried that AI will replace PI attorneys?
No. He does not see AI replacing personal injury lawyers in the foreseeable future. People who’ve been injured want real human counsel and advocacy, especially when stakes are high, and liability and damages are contested.
What makes his firm different from other PI firms?
A few key differentiators:
- Clear niche – built to serve the Latino demographic in California.
- Bilingual, culturally fluent intake team that understands clients’ realities and concerns.
- Immediate attorney access – callers can speak to a lawyer right away if they ask.
- Digital-first, trackable marketing instead of spray-and-pray advertising.
How can someone contact Mark?
The simplest way is to email him directly at mark@mkrolaw.com.
Disclaimer
This episode, and this written summary, are for educational and informational purposes only. They do not constitute legal, financial, tax, or investment advice, and they do not create an attorney–client or advisor–client relationship. Personal injury law, marketing practices, and business strategies are complex and highly fact-specific.
If you’ve been injured or are considering changes to your business or financial strategy, consult directly with qualified professionals (licensed attorneys, financial advisors, and other specialists) who can evaluate your specific circumstances and applicable laws in your jurisdiction.
Related Internal Links
- Tailored Wealth – Work with Dan and the team
- Making Sense of Your Money – Podcast Archive
- Resources for Business Owners & Professionals
- Contact Tailored Wealth
Next Steps
If you’re:
- Injured in an accident and unsure what to do next, consider:
- Documenting the incident and medical care.
- Avoiding recorded statements to insurers without legal advice.
- Consulting with a PI firm that takes time to build trust and explains the process clearly.
- A law firm owner or professional in a crowded market, think about:
- Defining a clear niche or demographic you’re best positioned to serve.
- Auditing your intake experience—does it build trust from the first call?
- Shifting more spend to trackable digital channels (Google/Meta).
- Investing in hiring and retaining A-players instead of simply growing headcount.
- Experimenting with a personal brand strategy that shows who you are, not just your logo.
To keep improving both your business and personal finances, explore more episodes of Making Sense of Your Money or connect with Tailored Wealth to align your business decisions with your overall financial plan.