What happens when a probate litigator stops chasing every matter and starts designing a firm that can grow without them? In this episode, you’ll hear how Shawn Kerendian scaled a niche trust and estate litigation practice by saying no to the wrong work, obsessing over infrastructure, and using EOS, OKRs, and tech to build a truly scalable law firm.In this episode, Steve Fretzin and Shawn Kerendian discuss:Choosing a narrow niche in trust and estate litigationProtecting capacity to pursue business development and opportunitiesScaling from 20 to 40+ people and rebuilding firm infrastructureImplementing EOS, OKRs, and KPIs as a single operating systemTech stack, AI experimentation, and branding for talent and referralsKey Takeaways:Protecting time and capacity—rather than maximizing short-term billables—creates room to pursue the opportunities that actually grow a firm.Committing to a narrow niche makes it easier to become the go‑to expert, generate referrals, and collaborate with other specialists.Rapid headcount growth without parallel investment in management, systems, and infrastructure eventually exposes serious strain on both clients and employees.Running on a single operating system with clear objectives, key results, and KPIs turns firm management from reactive chaos into a predictable rhythm.The biggest hiring risk isn’t moving too slowly—it’s bringing in the wrong people, which can damage culture, client service, and the morale of everyone who stays."The biggest mistake was chasing growth without worrying about the right people or the right fit." — Shawn KerendianCheck out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.Join the Be That Lawyer Community and connect with ambitious lawyers who are serious about growing their book of business, strengthening their brand, and becoming confident, consistent rainmakers.Ready to go from good to GOAT in your legal marketing game? Don’t miss PIMCON—where the brightest minds in professional services gather to share what really works. Lock in your spot now: https://www.pimcon.org/Thank you to our Sponsor!LEX Reception: https://www.lexreception.com/partners/bethatlawyerRankings.io: https://rankings.io/Lawyer.com: https://www.lawyer.com/Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/About Shawn Kerendian: Shawn Kerendian is a probate litigator and the founder and Managing Partner of Keystone Law Group, P.C. He specializes in trust, estate, and conservatorship litigation, representing trustees, beneficiaries, and heirs in complex probate disputes. By narrowing his firm's focus exclusively to probate litigation, Kerendian scaled Keystone Law Group into a premier niche practice while implementing modern business frameworks—such as EOS (Entrepreneurial Operating System), OKRs, and business intelligence tech—to streamline operations, law firm management, and sustainable team growth.Connect with Shawn Kerendian:Website: https://keystone-law.com/firm/attorneys/shawn-s-kerendianLinkedIn: https://www.linkedin.com/in/shawn-kerendian-0b88ab16/Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]Book: Legal Business Development Isn't Rocket Science and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.