Podcast Summary: Personal Injury Mastermind w/ Chris Dreyer

Episode 392: Best PIMoments Replay – Mass Torts Without the Overhead w/ Gregg Goldfarb
Release Date: February 9, 2026
Guest: Greg Goldfarb, veteran mass tort attorney
Host: Chris Dreyer, Rankings.io

Episode Overview

This episode examines how small and mid-sized personal injury firms can effectively compete in mass torts—often dominated by giant firms—by adopting a lean, highly-leveraged business model. Veteran attorney Greg Goldfarb describes his journey from building large traditional teams to outsourcing almost every function in his firm. He reveals practical strategies for client acquisition, firm structure, mass tort project selection, and partnership dynamics, offering a flexible playbook for PI firms looking to scale without overwhelming overhead.

Key Discussion Points & Insights

1. Evolution to a Lean, Outsourced Firm

• Greg describes his transition from a large-firm operator to running a mostly one-man shop, outsourcing “everything, including my work.”
• He underscores the strategic value and personal preference behind running a “very lean, skeletal type of structure.”
  • Quote: “What I've done over the last five to ten years is I basically outsource everything, including my work.” (00:00 – Greg Goldfarb)

2. Modern Case Acquisition: Certainty Over Gamble

• Greg prefers buying specific cases from marketers rather than spending huge amounts on broad, risky ad campaigns.
  • “Instead of saying, okay, I'm going to spend $50,000 and hope I get leads...what I've learned is that there's case acquisition, there are some really good marketers, and that's all they do.” (01:55 – Greg Goldfarb)
• He sets strict criteria for which types of injuries and cases he'll purchase, favoring certainty and focus.
• Practices both organic networking (events, fundraisers) and targeted acquisition through national case generation companies—highlighting social media as a new force in the space.
• New and emerging mass torts (“video game addiction”, “ultra processed foods”) are cheaper and often undervalued at the outset.

3. Managing Long-Tail, Complex Mass Torts

• Chris and Greg discuss slow timelines in torts—cases can last five years or more due to corporate defense tactics like bankruptcy filings and appeal delays.
• Diversification is key:
  • “I wanted to diversify the types of cases [and] law firms I was going to work with...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...” (04:21, 05:12 – Greg Goldfarb)
• Greg balances “new trophies” with late-stage, lower-risk torts already past major litigation hurdles.

4. Partnerships & Case Referral Best Practices

• Early in his career, Greg prioritized relationships with big-name firms and those in leadership positions at conferences (e.g., Mass Torts Made Perfect).
• Over time, he found more value in building relationships with smaller, accessible firms where he could have direct communication.
  • “Then I started to kind of like, wow, they're [the big firms] too big...So then I started to go with smaller operations, who I was getting to know at these conferences and having longer conversations, who I felt like I got their cell phone number.” (07:45 – Greg Goldfarb)
• No partner is perfect; responsiveness can vary but close relationships improve oversight and client communication.

5. Building a Highly-Leveraged, Modern PI Practice

• Greg recommends outsourcing non-core functions:
  • Call answering services, specialized legal intake centers, accounting, and IT.
  • “You have to know, like you said, the world today is completely different. You can have companies answering your phone...you cannot afford [a slow response].” (09:06 – Greg Goldfarb)
• The key role of speed in client intake—potential clients expect a call back within minutes, not hours or days.
• Greg delegated his bread-and-butter work and even employees, focusing only on strategy and referrals.

6. Advice for Lawyers Considering the Lean Approach

• Knowledge and openness to new models are crucial.
• Many lawyers get “brain funk,” believing they can only practice in their original area—mass torts require stepping outside comfort zones.
  • “A lot of lawyers are just kind of in this brain funk where they're like, I can only do family law. That's all I know how to do. I don't want to take a chance. And, you know, the downside to going outside of your comfort zone is sleepless nights.” (11:18 – Greg Goldfarb)
• Being comfortable with discomfort is part of the model's success.

Notable Quotes & Memorable Moments

• Greg Goldfarb on Lean Operations:
  • “What I've done over the last five to ten years is I basically outsource everything, including my work.” (00:00)
• On Picking Case Partners:
  • “Let me try them too. But...there's nobody that's been perfect as far as me and my, you know...like, I'll have some clients call me up, hey, I want an update. And then I'm like, okay...and then it's like two weeks later, the client calls me back. I never heard from anybody.” (08:08)
• Advice to Young Lawyers:
  • “You go to law school, they don't even show you how to be a lawyer. Then you come out...now I'm not happy with what I'm doing...a lot of lawyers are just kind of in this brain funk where they're like, I can only do family law...I don't want to take a chance. And...the downside to going outside of your comfort zone is sleepless nights.” (11:18)
• Contact Info:
  • “My website is the best place. Greggolfarb.com. G R E G G G O L D F A R B.com. I'm the original triple G.” (12:11)

Timestamps for Key Segments

• 00:00 – Greg describes outsourcing everything, even his own work
• 01:18 – Marketing challenges in the current PI landscape—giant firms, digital transformation
• 01:55 – Shift to buying specific cases/strict intake criteria
• 03:27 – Pros/cons of case marketers in mass torts
• 04:07 – The timeline/cash flow issues in mass torts
• 05:12 – Greg’s strategy: catching new waves, balancing new/advanced cases
• 07:45 – Building partnerships, moving from big names to personal connections
• 09:06 – How Greg structures a lean team and outsources everything
• 10:48 – Chris recaps Greg’s highly-leveraged model
• 11:18 – Greg’s advice to lawyers: importance of knowledge and risk-taking
• 12:11 – Where to contact Greg

Takeaways for PI Lawyers

• Embrace the benefits of lean, outsourced operations to manage risk, reduce overhead, and scale flexibly.
• Use specialized case acquisition strategies—be selective, market smartly, and avoid wasteful generic campaigns.
• Diversify your mass tort portfolio across emerging and late-stage litigations.
• Prioritize relationship-building with referral partners—size isn’t everything; communication is key.
• Stay open to new practice models and be willing to get uncomfortable as the legal landscape evolves.

For more insights or to connect with Greg Goldfarb, visit greggoldfarb.com.