On this episode of The Immigration Lawyer's Toolbox® Podcast, host John Khosravi sits down with returning guest Roman Zelichenko, J.D. to unpack what's really happening in the growing wave of immigration law firm M&A: how firms are actually valued, why some attorneys inflate their revenue numbers with filing fees, the difference between a true acquisition and a "merger" that's really more of a hire, why clean books can make or break a deal, and what private equity's track record in dentistry, HVAC, and plumbing suggests about where legal consolidation is headed. Whether you're thinking about selling, buying, merging, or just want to run your firm like it's sellable, this episode is full of practical insight on the business side of immigration law.
Timestamps: 00:00 – Opening 00:33 – Intro 04:24 – How hard is it for practitioners to value and sell their firm? 04:53 – B2B/corporate vs. B2C firms: why recurring revenue is valued higher 05:30 – The filing-fees-in-revenue trick that inflates valuations 06:36 – What sellers actually want: fair price vs. emotional attachment 07:54 – How clean (or messy) books affect due diligence 09:43 – Bookkeepers, GMI Rocket, and staying on top of your numbers 11:29 – Mergers vs. acquisitions: when a "merger" is really a hire 13:12 – Larger firm mergers and fade-out deal structures 13:52 – New fee memos, attorney burnout, and the push toward litigation 16:13 – Consolidation, specialists, and the rise of AI-native law firms 19:00 – Lessons from private equity roll-ups in dentistry, HVAC, and plumbing 20:17 – Community page & Constellation SEO/marketing sponsor break 21:20 – Back to the show: will the free market self-correct? 21:33 – Envoy Global: an example of PE-backed immigration firms done right 24:19 – Scaling without sacrificing service quality 26:15 – The M&A trend among solo and small firm owners who want out 29:01 – Creative deal structures, equity, and the "Built to Sell" mindset 33:13 – Why QuickBooks and clean numbers drive better marketing and growth decisions 36:26 – Outro
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