Personal Injury Mastermind — Episode 349: “Mass Torts Without the Overhead w/ Gregg Goldfarb”

Release Date: September 11, 2025
Host: Chris Dreyer (Rankings.io)
Guest: Gregg Goldfarb

Episode Overview

This episode dives deep into the business model and strategies of veteran mass tort lawyer Gregg Goldfarb, focusing on how personal injury (PI) firms can break into or scale mass torts without massive overhead. Chris and Gregg explore client acquisition, the economics of lean practice models, case selection pitfalls, and smart outsourcing. Gregg shares what actually works for a modern PI lawyer looking to compete against industry giants—delivering candid insights, battle scars, and actionable takeaways for listeners on the front lines of PI law.

Key Discussion Points & Insights

1. The Shift to a Lean, Outsourced PI Practice

• Gregg’s Background & Pivot:
  Gregg has practiced for over three decades, handling everything from police brutality cases to the Camp Lejeune water contamination fight. Instead of building a large traditional firm, in recent years Gregg has outsourced almost everything, running a “skeleton crew” by design.

• Quote:

  "What I've done over the last five to ten years is I basically outsource everything, including my work." — Gregg Goldfarb [00:38]

• Lean Model Rationale:
  After managing big teams and full-scale operations, Gregg now refers out most work, credits automation, and leverages specialists for intake and case acquisition. He prioritizes flexibility and freedom, giving up the headaches (and fixed costs) of employees and large office space.

2. Winning Mass Torts Marketing Without $50K Ad Bets

• The Mass Tort Marketing Challenge:
  Competing with national mega-firms with colossal budgets is daunting for smaller firms. Marketing is now a jungle—B2C requires savvy, volume, and high spend; B2B relies on peer relationships and referrals.

• Case Acquisition Evolution:
  Gregg shifted away from gambling on large advertising spends with uncertain ROI. Instead, he targets case-specific acquisition via specialized marketers who deliver pre-qualified leads for mass torts based on rigid criteria. He still networks organically but sees these acquisition partners as “bread and butter.”

• Quote:

  "Instead of saying, okay, I'm going to spend $50,000 and hope I get leads... there's case acquisition. There are some really good marketers and that's all they do." — Gregg Goldfarb [02:34]

• Risks & Downsides:
  The mass tort marketing space is rife with fraud and cherry-picking. Gregg notes horror stories: from “watered-down” cases to law firms backing out after accepting referral criteria, leaving him holding the bag.

• Quote:

  "So, you know, you have to be very careful. Worst case scenarios, pretty much on the opposite ends of the spectrum. The great case that just doesn't go." — Gregg Goldfarb [08:16]

3. Navigating Mass Tort Case Selection & Diversification

• Long Haul & Cash Flow:
  Gregg underscores that mass torts can take years, with cash flow delayed by settlements, appeals, and bankruptcies. To stay solvent and maximize potential upside, diversification across both case types and law firm partners is crucial.

• Science and Trends:
  Gregg highlights the advantage of getting in early on emerging torts when acquisition is less expensive, as well as the security of picking established mass torts that have survived motions and are approaching real trials.

• Example: PFAS water contamination litigation is poised for major verdicts—smart marketers flagged “now is the time to buy,” echoing Gregg’s strategy to blend early and mature case investments.

• Quote:

  "I want to have cases that are new because those are going to be cheaper to get. And then I want to get the ones that are advanced, that have gotten pass the motion for summary judgment... there's cases that are set for trial." — Gregg Goldfarb [10:17]

4. Choosing the Right Referral Partners

• Big Firms vs. Boutiques:
  Early on, Gregg sent work to the heaviest hitters (e.g., at Mass Torts Made Perfect), but found working with boutique partners who value smaller case volumes and personal relationships more rewarding.
• Importance of Trust:
  Reliability is a concern; some firms are unresponsive to clients post-referral, risking bar violations and client relations.
• Quote:

  "There's nobody that's been perfect as far as me. I, you know, like, I'll have some of the clients call me up, hey, I want an update. And then...two weeks later, the client calls me back. I never heard from anybody." — Gregg Goldfarb [17:18]

5. Operational Structure of the Ultra-Lean Mass Tort Firm

• Outsourcing Is Everything:
  Intake, call handling, accounting, even IT—Gregg outsources whenever possible. His team is virtual, nimble, and built for rapid pivots as litigation opportunities shift. He refers to himself as the “original triple G.”
• Level of Automation:
  Gregg has leveraged call centers and vendors specifically trained for legal intake, recognizing that prompt response is critical for converting leads.
• Quote:

  "Nowadays, you know, you cannot afford to do that. So what I've done over the last five to ten years is I basically outsource everything, including my work." — Gregg Goldfarb [19:41]

6. Keys to Succeeding With a Lean Tort Practice (The “80/20”)

• Knowledge and Adaptability:
  Law school doesn’t teach the business or practical aspects. Lawyers need a roadmap, openness to discomfort, and the ability to pivot outside their comfort zone as PI landscapes change.
• Value of Legal Conferences:
  Gregg recommends conferences like Mass Torts Made Perfect to learn from peers and meet vendors—an essential way to avoid stagnation and keep overhead in check through relationship-building rather than payroll expansion.
• Quote:

  "I love the mass torts made perfect conference...you can do what I'm doing, which is just, you know, all right, I don't want a big overhead anymore. I would rather, if I'm going to spend money, I'd rather do it on getting cases." — Gregg Goldfarb [22:28]

7. Podcasting & Intellectual Curiosity as a Marketing Channel

• Origin of ‘Cut to the Chase’ Podcast:
  Gregg started his own show to satisfy intellectual curiosity, inviting not just legal experts, but scientists and advocates to explain complex current events to him—and by extension, the audience. This approach has helped to grow his professional network and indirectly benefited his practice.
• Authentic Learning:

  "I would say that I've been always intellectually curious and I read a lot and I love science...So in a weird kind of way, I started my podcast to help me take all this, you know, complicated information I was reading and bring people on that were the experts and have them basically explain it to me." — Gregg Goldfarb [24:22]

8. Advice for Lawyers Considering a Similar Path

• Have a Roadmap & Stay Flexible:
  The “old construct” of cradle-to-grave case handling is fading. To survive, lawyers (especially those dissatisfied or stagnant) need to embrace change and develop multi-disciplinary strategies.
• Outsource Overhead, Invest in Cases, Build Strategic Relationships.

Notable Quotes & Memorable Moments

• On Overhead:

  “If I’m going to spend money, I’d rather do it on getting cases than paying my 25 employees to sit around doing whatever it is that they’re doing.”
  — Gregg Goldfarb [22:36]

• On Mass Torts and Technology:

  “You can have companies answering your phone...You could have a call center that is specifically trained just to handle intake for lawyer cases.”
  — Gregg Goldfarb [19:02]

• On Why Stay Ahead of the Curve:

  “I try to stay ahead of the game and see where the future is going...Whatever the hot new trophy was, was what I was chasing.”
  — Gregg Goldfarb [01:33 & 10:04]

• On Conference Value:

  “You can sit there for four days and talk to every type of marketer, any vendor, caseware, software, intake centers, and you can do what I’m doing, which is just…all right, I don’t want a big overhead anymore.”
  — Gregg Goldfarb [22:28]

Timestamps for Key Segments

• [00:38] Gregg on full commitment to outsourcing and his lean practice model
• [02:34] Marketing evolution—away from expensive ads to targeted case acquisition
• [05:31] The dark side of the mass tort lead ecosystem (fraud, poor returns, abandoned clients)
• [10:04] Staying early and diversified with mass tort case selection
• [16:39] Selecting the right co-counsel and the pros/cons of big vs. boutique partnerships
• [19:02] Modern intake and service structure: everything can be outsourced
• [21:21] “80/20” rule for success: knowledge, adaptability, and keeping overhead low
• [24:22] Gregg’s podcast "Cut to the Chase"—intellectual curiosity as practice development

Where to Connect with Gregg Goldfarb

• Website: gregggoldfarb.com

  “I’m the original triple G.” — Gregg Goldfarb [26:41]

Episode Takeaways

• You don’t need massive in-house resources to grow in mass torts; outsource strategically and focus spend on case acquisition.
• Diversify your caseload and partners to insulate against litigation delays and failed campaigns.
• Leverage conferences, networking, and specialized vendors for business intelligence and opportunity discovery.
• Bring authentic curiosity to your market—try podcasting to both learn and connect.

This episode is essential listening for any PI firm ready to challenge the giants using a nimble, smart, and modern approach.