Episode Overview

Podcast: Personal Injury Mastermind
Host: Chris Dreyer (Rankings.io)
Guest: Devin Janosov
Episode: 370 – "90% Referrals: Be the Lawyer Other Lawyers Call"
Date: December 4, 2025

In this episode, Chris Dreyer sits down with Devin Janosov, a Connecticut-based attorney renowned for taking on complex, high-risk personal injury and municipal liability cases that most other firms reject. With over 90% of his cases coming from referrals, especially from other lawyers, Devin reveals how he carved a niche as the "lawyer other lawyers call"—addressing unique legal challenges, the intricacies of municipal claims, and the systems supporting his referral-driven practice. The conversation explores tangible intake and litigation tactics, the importance of reputation, and the distinctly human side of client relationships.

Key Discussion Points & Insights

1. Owning a Niche in Complex, "Unwinnable" Cases

[00:25 - 03:02]

• Devin specializes in the cases most attorneys avoid: messy facts, harsh laws, premises liability, municipal negligence, catastrophic injuries.
• He often gets referrals for cases seen as too difficult or likely to lose.
• Quote:

  "A lot of defense attorneys don't think a plaintiff's lawyer is going to actually try a case... There's not a lot of lawyers who will actually go and try the case no holds barred."
  — Devin Janosov [01:09]

• Memorable Case Example:
  A 22-year-old woman, after a night of socializing, fell from a roof when a bollard disconnected—she survived with catastrophic injuries. The case appeared unwinnable due to issues like drinking and violating building rules, but Devin’s relentless preparation and negotiation yielded a strong result.

  "Most of the lawyers I talked to didn't think it was going to be a recoverable case. But we got a good recovery for [her]."
  — Devin Janosov [02:54]

2. Tackling the Toughest Municipal Liability Cases

[03:32 - 05:56]

• Devin candidly discusses losing the Sandy Hook shooting civil case due to municipal immunity but highlights his dedication even in the face of immense legal obstacles.
• Quote:

  "Municipal liability is something we do a lot of, because that's an area where a lot of lawyers don't feel comfortable... They obviously have qualified immunity. Getting through that is very difficult."
  — Devin Janosov [03:54]

• Classic Referral Case:
  An eighth grader was killed by a city DPW truck. Original referring attorney undervalued the case, but Devin's firm secured a seven-figure result after leveraging municipal hiring policies and meticulous notice requirements.
• Practical tip:

  "There's a notice requirement. You have like 30 days to get them on notice... The notice letter is actually an element that you have to prove at trial... A lot of lawyers don't know that."
  — Devin Janosov [05:05]

3. Referral Engine + Digital Marketing

[05:56 - 07:21]

• 90% of Devin’s cases are referrals, primarily from attorneys but also from clients.
• Reputation is everything—good work brings back both clients (even in criminal and injury law) and professional referrals.
• Quote:

  "We try to do the best job we can for our clients. And a lot of our business is just repeat customers. I always say to people, you know, I hope you never have to call me... Because if you're calling me, you're definitely not having a good day."
  — Devin Janosov [06:13]

• Staying personally connected with clients, judges, and opposing counsel is key.
• Digital marketing "helps immensely," but building a personal, respected brand matters most:

  "Staying in to with your clients... the number one way to get grieved is to not call your clients back and not be in touch with your clients. That is absolutely true."
  — Devin Janosov [06:51]

4. The Intake Process for Complex Cases

[07:21 - 09:14]

• Devin’s intake process is multi-layered due to the nuance required in evaluating complex cases:
  • Initial screening by an experienced paralegal/office manager.
  • Partner review for insurance coverage and basics.
  • Final review by Devin for litigation potential.
• Quote:

  "Sometimes a lawyer who's referring the case in will look at it and say, well, we can make up liability because the damages are so good and no, you can't make up liability."
  — Devin Janosov [08:30]

• Focus isn’t just on damages; liability must be solidly established.
• The firm has learned not every case is trial-worthy, and risk management is vital.

  "Most trials, juries are very unpredictable, and it's better to manage risk."
  — Devin Janosov [09:14]

5. Maximizing Case Value in Litigation & Trial

[09:24 - 11:00]

• Devin emphasizes the importance of:
  • Comprehensive discovery and case development.
  • Running focus groups with other lawyers and laypeople to spot blind spots and test arguments.
  • Avoiding "tunnel vision" by relying on feedback, not just your gut.
• Quote:

  "It's not difficult to get so up to your head in the facts of the case that you don't see, you know, your own blind spots, and the defense is always looking for your blind spots."
  — Devin Janosov [09:52]

• Candid about trial unpredictability and the need for constant reevaluation of witness strategy and evidence.

6. Firm Philosophy & Growth

[11:37 - 12:02]

• Devin prefers to maintain a small, agile team of three partners and select staff.
• Past efforts to grow by hiring more attorneys created issues and diluted their unique strengths.
• Quote:

  "As long as we can keep going, I'll be completely content to just keep doing what I'm doing and, you know, just keep growing the firm, keep getting bigger cases, keep getting results."
  — Devin Janosov [11:55]

Notable Quotes & Timestamps

• "A lot of defense attorneys don't think a plaintiff's lawyer is going to actually try a case... There's not a lot of lawyers who will actually go and try the case no holds barred."
  — Devin Janosov [01:09]

• "There's a notice requirement. You have like 30 days to get them on notice... A lot of lawyers don't know that."
  — Devin Janosov [05:05]

• "I always say to people, you know, I hope you never have to call me... Because if you're calling me, you're definitely not having a good day."
  — Devin Janosov [06:13]

• "Sometimes a lawyer who's referring the case in will look at it and say, well, we can make up liability because the damages are so good and no, you can't make up liability."
  — Devin Janosov [08:30]

• "It's not difficult to get so up to your head in the facts of the case that you don't see, you know, your own blind spots, and the defense is always looking for your blind spots."
  — Devin Janosov [09:52]

Important Timestamps

• [01:09] — Devin details why his firm gets hard-to-win cases and shares the “rooftop fall” example.
• [03:32] — Discussion of the Sandy Hook litigation and nuances of municipal liability.
• [05:05] — Crucial details on notice requirements for suing municipalities.
• [06:13] — Philosophy behind client relationships and the overlap of criminal and injury law clients.
• [08:30] — Common intake mistakes and the importance of a layered review process.
• [09:52] — The value of focus groups and remaining objective in litigation.
• [11:55] — Devin’s philosophy on firm growth and staying true to what works.

Episode Takeaways

• Specialize ruthlessly—being the rare firm willing to fight "lost cause" cases builds reputation and a powerful referral pipeline.
• Know the law in detail—obscure procedural knowledge (like municipal notice letters) can be the difference between winning and losing.
• Intake matters—evaluate both damages and liability critically; don't let strong emotions or referral pressure cloud decisions.
• Client relationships outlast cases—good communication and human connection ensure repeat business and positive word-of-mouth.
• Smaller can be stronger—quality and focus can outweigh the urge to scale rapidly.

For attorneys, the message is clear: If you want to receive more referrals—and be “the lawyer other lawyers call”—sharpen your skills, embrace the toughest cases, build a process-driven practice, and invest deeply in reputation with both clients and peers.