1 00:00:03,430 --> 00:00:06,250 Sean Aylmer: Welcome to the Fear and Greed Daily Interview. I'm Sean 2 00:00:06,250 --> 00:00:09,450 Sean Aylmer: Aylmer. We don't talk much about listed law firms on 3 00:00:09,450 --> 00:00:12,010 Sean Aylmer: Fear and Greed, but there are five law firms listed 4 00:00:12,010 --> 00:00:14,840 Sean Aylmer: on the ASX. The highest- profile of those, Slater and 5 00:00:14,840 --> 00:00:16,770 Sean Aylmer: Gordon has had a bit of a trouble run over 6 00:00:16,770 --> 00:00:19,020 Sean Aylmer: the past few years and might have scared a few 7 00:00:19,020 --> 00:00:22,010 Sean Aylmer: investors out of the sector, but there are some success 8 00:00:22,010 --> 00:00:26,270 Sean Aylmer: stories. One of those is Australian Family Lawyers or AF 9 00:00:26,329 --> 00:00:30,280 Sean Aylmer: Legal, a company that's using technology to disrupt family law. 10 00:00:30,490 --> 00:00:33,229 Sean Aylmer: Grant Dearlove is the Managing Director of AF Legal Group, 11 00:00:33,229 --> 00:00:35,510 Sean Aylmer: as well as being a lawyer himself. Grant, welcome to 12 00:00:35,740 --> 00:00:36,260 Sean Aylmer: Fear and Greed. 13 00:00:36,520 --> 00:00:38,501 Grant Dearlove: Great to be on the show, Sean. Thanks for having me. 14 00:00:38,501 --> 00:00:42,620 Sean Aylmer: So tell me about AF Legal. What's your sweet spot? Where do 15 00:00:42,620 --> 00:00:44,330 Sean Aylmer: you work? That type of thing? 16 00:00:44,740 --> 00:00:47,770 Grant Dearlove: Yeah. Well, Australian Family Lawyers listed on the Australian Stock 17 00:00:47,770 --> 00:00:51,960 Grant Dearlove: Exchange in 2019, but we really commenced as a startup 18 00:00:51,960 --> 00:00:57,030 Grant Dearlove: in 2015 out of Melbourne and effectively from the kitchen 19 00:00:57,030 --> 00:01:01,830 Grant Dearlove: table of the founder. We focused on securing and helping 20 00:01:01,830 --> 00:01:07,170 Grant Dearlove: Australians with their family law issues through digital applications. So 21 00:01:07,660 --> 00:01:11,710 Grant Dearlove: we find and educate Australians on their relationship issues and 22 00:01:11,880 --> 00:01:14,679 Grant Dearlove: they come to us for help. And through that, we created a 23 00:01:14,680 --> 00:01:18,450 Grant Dearlove: law firm around that and we've grown significantly since then 24 00:01:18,450 --> 00:01:22,289 Grant Dearlove: to be the only and largest national family law firm in 25 00:01:22,290 --> 00:01:22,770 Grant Dearlove: the country. 26 00:01:22,780 --> 00:01:26,600 Sean Aylmer: Okay. So family law, I think most of us broadly 27 00:01:26,600 --> 00:01:29,520 Sean Aylmer: understand what you're talking about. And I suppose most of us think of 28 00:01:29,520 --> 00:01:32,380 Sean Aylmer: separation and divorce when we think of family law, but what 29 00:01:32,380 --> 00:01:34,490 Sean Aylmer: does it encompass more broadly? 30 00:01:35,140 --> 00:01:37,690 Grant Dearlove: Yeah, it's a good question, Sean, because people think of 31 00:01:37,690 --> 00:01:42,120 Grant Dearlove: family law as divorce because it's the colloquial association or 32 00:01:42,120 --> 00:01:44,710 Grant Dearlove: alignment with family law, but it's much more than that. 33 00:01:44,900 --> 00:01:49,530 Grant Dearlove: Family law encompasses about 20 services. It includes things such 34 00:01:49,530 --> 00:01:55,410 Grant Dearlove: as adoption, surrogacy, it involves children in custody. There are 35 00:01:55,410 --> 00:02:00,210 Grant Dearlove: property disputes, there's commercial enterprises that are involved in assets 36 00:02:00,210 --> 00:02:04,450 Grant Dearlove: in the dissolution of relationships. It's quite extensive and including 37 00:02:04,730 --> 00:02:07,930 Grant Dearlove: the types of cases that are run through arbitrations and 38 00:02:07,930 --> 00:02:12,450 Grant Dearlove: mediations. It's quite an extensive area and it's not just 39 00:02:12,570 --> 00:02:16,070 Grant Dearlove: within Australia, Australians travel overseas. So there's a lot of 40 00:02:16,070 --> 00:02:21,940 Grant Dearlove: extraterritorial law. So it's a very comprehensive area of Australian jurisprudence. 41 00:02:22,400 --> 00:02:25,360 Sean Aylmer: Okay. Now the thing that struck me when I started looking at AF Legal 42 00:02:25,700 --> 00:02:29,800 Sean Aylmer: is that it's very heavily driven by data. For example, 43 00:02:29,800 --> 00:02:32,190 Sean Aylmer: you know that people are searching for family law advice 44 00:02:32,190 --> 00:02:35,010 Sean Aylmer: on Monday mornings after school holidays. That's right? 45 00:02:35,440 --> 00:02:39,620 Grant Dearlove: Yeah. So, as I said, we started the business with 46 00:02:39,620 --> 00:02:43,310 Grant Dearlove: a digital platform to find as many Australians as we 47 00:02:43,310 --> 00:02:47,120 Grant Dearlove: could to offer our services and help them. So the 48 00:02:47,120 --> 00:02:51,010 Grant Dearlove: digital world, as everyone will know, has its own ecosystem 49 00:02:51,080 --> 00:02:54,210 Grant Dearlove: and very few lawyers or law firms understand it, but 50 00:02:54,210 --> 00:02:57,940 Grant Dearlove: that's where we've built our business around. So we can 51 00:02:57,940 --> 00:03:02,120 Grant Dearlove: through the tactics that we run, the types of applications 52 00:03:02,120 --> 00:03:06,570 Grant Dearlove: that we use, how we apply them, follow what's happening 53 00:03:06,660 --> 00:03:10,299 Grant Dearlove: in the family law market. So that by way of illustration 54 00:03:10,770 --> 00:03:13,910 Grant Dearlove: can mean anything from watching a particular market and how 55 00:03:13,910 --> 00:03:17,250 Grant Dearlove: many people are searching online by using tag words for 56 00:03:17,330 --> 00:03:21,710 Grant Dearlove: divorce lawyers or custody matters. We can follow and watch 57 00:03:21,710 --> 00:03:26,160 Grant Dearlove: customers when they search for us and where they use 58 00:03:26,280 --> 00:03:29,340 Grant Dearlove: Google to find our offices and where they travel from, 59 00:03:29,340 --> 00:03:31,950 Grant Dearlove: so we can see where they're coming from. And importantly, 60 00:03:32,889 --> 00:03:35,860 Grant Dearlove: because of the strength of our company and the capital 61 00:03:35,860 --> 00:03:39,300 Grant Dearlove: that we raise through our listing, we've been able to invest in 62 00:03:39,300 --> 00:03:43,250 Grant Dearlove: a lot of technology around that, which includes Salesforce, which 63 00:03:43,250 --> 00:03:46,920 Grant Dearlove: is a CRM system. So we can follow the analytics 64 00:03:46,920 --> 00:03:50,640 Grant Dearlove: and demographics of the clients that retain us. And then 65 00:03:50,810 --> 00:03:54,210 Grant Dearlove: we can focus on them and we can monitor our 66 00:03:54,360 --> 00:03:57,480 Grant Dearlove: return on marketing investment and where to spend it across 67 00:03:57,480 --> 00:04:01,500 Grant Dearlove: the landscape. But we use social media platforms, we use 68 00:04:01,500 --> 00:04:07,770 Grant Dearlove: Google, we use Pay- per- click, organic optimization, content management. 69 00:04:08,160 --> 00:04:11,050 Grant Dearlove: How we structure and position ourselves in the market is 70 00:04:11,050 --> 00:04:15,020 Grant Dearlove: quite unique. And when we started from a humble beginnings, 71 00:04:15,020 --> 00:04:18,370 Grant Dearlove: it took us about 18 months to grow our practice 72 00:04:18,760 --> 00:04:22,080 Grant Dearlove: to a position that takes some family law firms 30 73 00:04:22,080 --> 00:04:23,010 Grant Dearlove: years to achieve. 74 00:04:23,300 --> 00:04:27,510 Sean Aylmer: Okay. So it's a means of bringing digital marketing skills very much to the 75 00:04:27,510 --> 00:04:32,419 Sean Aylmer: industry with people wanting lawyers. When I think of digital marketing and in 76 00:04:32,800 --> 00:04:34,990 Sean Aylmer: some of the businesses I've been involved with, have used 77 00:04:34,990 --> 00:04:37,930 Sean Aylmer: digital marketing regularly, you have to be really flexible though. 78 00:04:37,930 --> 00:04:40,260 Sean Aylmer: You have to go where the audience is in my 79 00:04:40,260 --> 00:04:42,960 Sean Aylmer: case, so where the customers are in your case. Are 80 00:04:42,960 --> 00:04:45,070 Sean Aylmer: there actually trends in family law? 81 00:04:45,440 --> 00:04:49,359 Grant Dearlove: Yeah, there certainly are trends that we see. So across the 82 00:04:49,410 --> 00:04:53,330 Grant Dearlove: year, you can see spikes at certain periods of time. 83 00:04:53,470 --> 00:04:57,339 Grant Dearlove: So certainly after Christmas, there is a spike when people 84 00:04:57,339 --> 00:05:01,320 Grant Dearlove: have decided to start the new year afresh and dissolve 85 00:05:01,320 --> 00:05:06,260 Grant Dearlove: their relationships. During COVID with the pressures of home isolation, 86 00:05:06,990 --> 00:05:10,990 Grant Dearlove: homeschooling, quite often people will make decisions then under those 87 00:05:10,990 --> 00:05:13,880 Grant Dearlove: stresses that they don't want to stay with the person they're in a 88 00:05:13,880 --> 00:05:17,089 Grant Dearlove: relationship with. So in the first stages of COVID, we 89 00:05:17,089 --> 00:05:20,810 Grant Dearlove: saw a significant spike. On days of the week, we 90 00:05:20,810 --> 00:05:23,210 Grant Dearlove: tend to see a lot of activity after the weekend. 91 00:05:23,270 --> 00:05:26,150 Grant Dearlove: And then after the hump day on Wednesday, we see 92 00:05:26,150 --> 00:05:29,300 Grant Dearlove: spikes in the inquiry that we get. And then you 93 00:05:29,300 --> 00:05:33,529 Grant Dearlove: see societal trends as well. So we're currently seeing situations 94 00:05:33,529 --> 00:05:37,099 Grant Dearlove: where married couples are deciding that they don't want to be 95 00:05:37,100 --> 00:05:40,260 Grant Dearlove: together after two years of marriage. And then there's a 96 00:05:40,260 --> 00:05:44,289 Grant Dearlove: number of other ones that are deciding that their relationships are 97 00:05:44,290 --> 00:05:47,969 Grant Dearlove: dissolved best after their kids have finished school. So you 98 00:05:47,970 --> 00:05:52,480 Grant Dearlove: see all these dynamics across Australian society, which is quite 99 00:05:52,480 --> 00:05:55,300 Grant Dearlove: interesting, but it also lends us from a business point 100 00:05:55,300 --> 00:05:57,870 Grant Dearlove: of view of how we can focus on helping those people. 101 00:05:58,490 --> 00:06:01,480 Sean Aylmer: Okay. So how do you help them? I mean, if I am in a 102 00:06:01,480 --> 00:06:06,169 Sean Aylmer: situation where I need a lawyer and it may be separation/ 103 00:06:06,570 --> 00:06:09,490 Sean Aylmer: divorce, it may be succession. It may be some commercial 104 00:06:09,490 --> 00:06:12,760 Sean Aylmer: arrangement. Is it always a face- to- face meeting? I 105 00:06:13,110 --> 00:06:15,910 Sean Aylmer: mean, you suggested earlier on, there was actually quite a 106 00:06:15,910 --> 00:06:18,210 Sean Aylmer: bit of online business that you conduct. 107 00:06:18,940 --> 00:06:21,410 Grant Dearlove: Yeah. So I think we start on the premise that 108 00:06:21,670 --> 00:06:24,640 Grant Dearlove: we try not to be transactional. So we're not out 109 00:06:24,640 --> 00:06:27,969 Grant Dearlove: there doing a hard sell, so our focus is always 110 00:06:27,970 --> 00:06:32,020 Grant Dearlove: about educating the customer. So our digital application or focus 111 00:06:32,020 --> 00:06:34,859 Grant Dearlove: is around providing education. And I think it's fair to 112 00:06:34,860 --> 00:06:37,240 Grant Dearlove: say that we arrived on the scene at a time 113 00:06:37,240 --> 00:06:42,089 Grant Dearlove: when most Australians covertly were trying to find out about 114 00:06:42,089 --> 00:06:45,779 Grant Dearlove: their relationship rights online and it's an easy, private way 115 00:06:46,080 --> 00:06:48,550 Grant Dearlove: to do it. And so when they did that, from 116 00:06:48,550 --> 00:06:52,440 Grant Dearlove: us they get an education piece, they're able to download information 117 00:06:52,500 --> 00:06:57,039 Grant Dearlove: about what their rights are through brochures, through podcasts, through 118 00:06:57,040 --> 00:07:01,119 Grant Dearlove: links. And so we're about helping the customer. And then 119 00:07:01,120 --> 00:07:06,990 Grant Dearlove: when they decide to make a decision about their dissolution or their 120 00:07:06,990 --> 00:07:11,510 Grant Dearlove: rights regarding their various circumstances, they contact us. And then 121 00:07:11,510 --> 00:07:15,180 Grant Dearlove: we have a sales process that we take them through 122 00:07:15,260 --> 00:07:19,140 Grant Dearlove: to introduce them to a lawyer, different circumstances prevail. So 123 00:07:19,140 --> 00:07:22,040 Grant Dearlove: we have a free appointment where they can get some high- 124 00:07:22,040 --> 00:07:25,930 Grant Dearlove: level information for about 15 minutes. There's a one- hour 125 00:07:26,290 --> 00:07:29,950 Grant Dearlove: paid appointment, or in some circumstances where it's fairly severe, 126 00:07:30,200 --> 00:07:33,450 Grant Dearlove: there's an immediate retainer. And within 24 hours, they're in 127 00:07:33,450 --> 00:07:36,350 Grant Dearlove: front of a lawyer, normally that used to be face- to- 128 00:07:36,350 --> 00:07:40,350 Grant Dearlove: face. But we're finding that over 70% in recent times with 129 00:07:40,350 --> 00:07:44,270 Grant Dearlove: lockdowns are doing it through Zoom and Teams. And from 130 00:07:44,270 --> 00:07:47,920 Grant Dearlove: there we start. So it's a modern way of lawyers 131 00:07:47,920 --> 00:07:51,250 Grant Dearlove: interacting with their clients, but it's equally as effective as 132 00:07:51,250 --> 00:07:54,840 Grant Dearlove: someone traveling 50 kilometers to see a lawyer for their problems. 133 00:07:54,980 --> 00:07:57,490 Sean Aylmer: Yeah, absolutely. Stay with me, Grant. We'll be back in 134 00:07:57,490 --> 00:08:05,050 Sean Aylmer: a minute. My guess this morning is Grant Dearlove, Managing 135 00:08:05,050 --> 00:08:08,950 Sean Aylmer: Director of AF Legal. So if I want to invest in 136 00:08:09,270 --> 00:08:12,810 Sean Aylmer: AF Legal, are you expensive in terms of what you 137 00:08:12,810 --> 00:08:15,590 Sean Aylmer: charge customers and clients and things like that, and your 138 00:08:15,590 --> 00:08:17,320 Sean Aylmer: revenue is what I'm interested in if I want to 139 00:08:17,320 --> 00:08:17,940 Sean Aylmer: invest in you. 140 00:08:18,320 --> 00:08:22,020 Grant Dearlove: Yeah. So we apply in terms of our fees, a 141 00:08:22,020 --> 00:08:26,340 Grant Dearlove: fairly rudimentary legal model, but because of the efficiencies that 142 00:08:26,340 --> 00:08:28,950 Grant Dearlove: we create in our back of house and through the 143 00:08:28,950 --> 00:08:33,100 Grant Dearlove: applications and the new law way that we operate, we 144 00:08:33,100 --> 00:08:37,319 Grant Dearlove: can create efficiencies and have the clients reach a conclusion 145 00:08:37,320 --> 00:08:39,900 Grant Dearlove: for their matter, a lot quicker and a lot more 146 00:08:40,080 --> 00:08:44,270 Grant Dearlove: economically. And that's really our competitive advantage. Our new law 147 00:08:44,270 --> 00:08:48,140 Grant Dearlove: model is a way of driving clients' cases to a 148 00:08:48,140 --> 00:08:51,679 Grant Dearlove: conclusion and getting them the result without the long- winded 149 00:08:52,220 --> 00:08:56,750 Grant Dearlove: traditional antiquated legal approach. And that might mean anything from simply, 150 00:08:56,750 --> 00:09:01,900 Grant Dearlove: we're paperless. So that saves money, there's no photocopying expenses, 151 00:09:01,900 --> 00:09:02,790 Grant Dearlove: we don't have photocopiers. 152 00:09:02,800 --> 00:09:02,800 Sean Aylmer: Okay. 153 00:09:02,800 --> 00:09:07,230 Grant Dearlove: So all of those things add up for a value proposition for 154 00:09:07,230 --> 00:09:10,439 Grant Dearlove: the client that is a lot more economical than the traditional models. 155 00:09:10,710 --> 00:09:13,480 Sean Aylmer: So do you think the market is going that way 156 00:09:13,480 --> 00:09:15,349 Sean Aylmer: again, as an investor? I want to know what your 157 00:09:15,350 --> 00:09:19,170 Sean Aylmer: total addressable market is. Do you think that more people 158 00:09:19,240 --> 00:09:22,740 Sean Aylmer: will use services like you guys in the future rather 159 00:09:22,740 --> 00:09:25,780 Sean Aylmer: than the traditional law firm where you drive 50 minutes 160 00:09:25,780 --> 00:09:27,570 Sean Aylmer: to get to see someone for half an hour? 161 00:09:28,059 --> 00:09:32,160 Grant Dearlove: Well, I certainly hope so, Sean, because we've demonstrated to 162 00:09:32,160 --> 00:09:36,870 Grant Dearlove: date that our growth is indicative of an appeal out 163 00:09:36,870 --> 00:09:39,929 Grant Dearlove: there in the market. So when you look at the 164 00:09:40,110 --> 00:09:43,490 Grant Dearlove: size of the family law market, most of your listeners 165 00:09:43,490 --> 00:09:48,130 Grant Dearlove: won't appreciate that Australians spend $ 1. 1 billion per annum 166 00:09:48,250 --> 00:09:53,770 Grant Dearlove: on family lawyers. And that's an interesting statistic when you 167 00:09:53,770 --> 00:09:57,839 Grant Dearlove: consider that 50% of the legal relationships in this country 168 00:09:57,840 --> 00:10:03,719 Grant Dearlove: fail. And that's marriages, de factos, and since 2017 same- 169 00:10:03,720 --> 00:10:08,080 Grant Dearlove: sex marriages. So the pool of relationships out there has 170 00:10:08,080 --> 00:10:12,780 Grant Dearlove: grown over history. It encompasses not just married couples, but 171 00:10:12,780 --> 00:10:18,710 Grant Dearlove: people in relationships. It's a $1. 1 billion market and it's 172 00:10:18,710 --> 00:10:22,050 Grant Dearlove: happening, it's omnipresent in our community. So everyone will know 173 00:10:22,050 --> 00:10:24,950 Grant Dearlove: someone that's going through a relationship issue. And with that 174 00:10:24,950 --> 00:10:28,640 Grant Dearlove: comes some legal rights and responsibilities. So it's a big 175 00:10:28,640 --> 00:10:31,520 Grant Dearlove: market and it's a big market for demand. It's a 176 00:10:31,520 --> 00:10:34,439 Grant Dearlove: question of how law firms meet that demand and what 177 00:10:34,440 --> 00:10:37,960 Grant Dearlove: they do to innovate. And through our model, reaching the 178 00:10:37,960 --> 00:10:40,730 Grant Dearlove: clients, educating them, and putting them in the hands of 179 00:10:40,730 --> 00:10:44,800 Grant Dearlove: a lawyer very quickly, our value proposition is around getting 180 00:10:44,800 --> 00:10:47,950 Grant Dearlove: the client through to a conclusion of the matter. But 181 00:10:47,950 --> 00:10:51,010 Grant Dearlove: in the same time, making sure that their, not just the 182 00:10:51,010 --> 00:10:53,710 Grant Dearlove: health of their legal position, but their health in a 183 00:10:53,770 --> 00:10:58,510 Grant Dearlove: fairly traumatic, personal circumstances are looked after. It's a holistic care 184 00:10:58,510 --> 00:11:03,120 Grant Dearlove: model. So it's a massive market. And we've demonstrated through 185 00:11:03,120 --> 00:11:07,250 Grant Dearlove: our growth that the market's responding to what we offer. 186 00:11:07,809 --> 00:11:09,490 Sean Aylmer: Are there more divorces now in the last two or three 187 00:11:09,490 --> 00:11:12,590 Sean Aylmer: years as a result of COVID, or separations, legal separations? 188 00:11:12,890 --> 00:11:16,229 Grant Dearlove: Well, that's an interesting play from an investor's point of 189 00:11:16,230 --> 00:11:19,630 Grant Dearlove: view because we're a very defensive stock and an investment 190 00:11:19,700 --> 00:11:23,160 Grant Dearlove: because the number of divorces has remained consistent for the 191 00:11:23,160 --> 00:11:27,370 Grant Dearlove: last 20 years of over 50, 000 a year. But that's against 192 00:11:27,370 --> 00:11:30,989 Grant Dearlove: the background where there's less people getting married. So the 193 00:11:31,130 --> 00:11:37,309 Grant Dearlove: rate of divorce has fallen from about 47% to 41% because divorce 194 00:11:37,679 --> 00:11:42,130 Grant Dearlove: pertains to married couples. What we don't keep statistics on 195 00:11:42,200 --> 00:11:46,150 Grant Dearlove: is de facto relationships and more and more Australians are 196 00:11:46,179 --> 00:11:50,010 Grant Dearlove: joining in de facto relationships. And after two years of 197 00:11:50,010 --> 00:11:53,110 Grant Dearlove: a relationship, the same legal rights prevail as what you 198 00:11:53,110 --> 00:11:55,429 Grant Dearlove: do as if you're married. So if you add the 199 00:11:55,429 --> 00:12:00,230 Grant Dearlove: de factos to the married couples, it does create a 200 00:12:00,290 --> 00:12:04,309 Grant Dearlove: very significant tool, but despite the marriage rate dropping, the 201 00:12:04,309 --> 00:12:07,970 Grant Dearlove: divorce rate has remained consistent. And that's probably a driver 202 00:12:07,970 --> 00:12:11,610 Grant Dearlove: of population growth. It's a very, very defensive play. 203 00:12:12,150 --> 00:12:15,059 Sean Aylmer: Yeah. Grant, you've been a lawyer, you've had a great 204 00:12:15,059 --> 00:12:17,970 Sean Aylmer: career as a solicitor and a mediator. You've certainly spoken at 205 00:12:18,030 --> 00:12:21,630 Sean Aylmer: many conferences and now you're running a business. What do 206 00:12:21,630 --> 00:12:24,969 Sean Aylmer: you prefer, practicing law or running an ASX listed company? 207 00:12:25,860 --> 00:12:28,360 Grant Dearlove: Look, I've done both. I think my days as a 208 00:12:28,360 --> 00:12:32,900 Grant Dearlove: lawyer, Sean have passed now, and my focus is on Australian 209 00:12:33,030 --> 00:12:37,240 Grant Dearlove: Family Lawyers. Running a listed law firm is very dynamic. 210 00:12:37,300 --> 00:12:40,970 Grant Dearlove: There are so many stakeholders that traditional lawyers don't get 211 00:12:40,970 --> 00:12:45,830 Grant Dearlove: to deal with, from investors to funds, to clients, to 212 00:12:45,830 --> 00:12:51,870 Grant Dearlove: staff, to suppliers, to regulators and society. So it's an 213 00:12:51,920 --> 00:12:57,830 Grant Dearlove: incredibly diverse range of stakeholders and it's pressure. It's pressure- 214 00:12:57,830 --> 00:13:02,340 Grant Dearlove: packed in the sense that we are here to perform for those 215 00:13:02,340 --> 00:13:05,010 Grant Dearlove: that support us and invest in us as well as 216 00:13:05,010 --> 00:13:08,120 Grant Dearlove: our clients. So you're serving a lot of masters, but 217 00:13:08,120 --> 00:13:10,780 Grant Dearlove: I like the pressure. I think it allows us to 218 00:13:10,780 --> 00:13:14,140 Grant Dearlove: drive a high level of performance out of the company, 219 00:13:14,530 --> 00:13:17,130 Grant Dearlove: a high level in an area of the law, which 220 00:13:17,130 --> 00:13:21,100 Grant Dearlove: has been sort of fairly antiquated and simple. And I enjoy 221 00:13:21,100 --> 00:13:23,960 Grant Dearlove: that dynamic. And I think across my career and my 222 00:13:24,300 --> 00:13:28,990 Grant Dearlove: exposures to international companies and commercial businesses has allowed me 223 00:13:28,990 --> 00:13:32,219 Grant Dearlove: to take the best parts of those experiences and apply 224 00:13:32,220 --> 00:13:35,760 Grant Dearlove: them to Australian Family Lawyers. And we've built a great 225 00:13:35,980 --> 00:13:40,809 Grant Dearlove: company. We've only got 1% of the market, the accessible 226 00:13:40,809 --> 00:13:44,340 Grant Dearlove: market for us. So there's significant opportunity for us to 227 00:13:44,340 --> 00:13:47,370 Grant Dearlove: continue to grow and serve more Australians through what we've 228 00:13:47,370 --> 00:13:49,980 Grant Dearlove: done and the uniqueness of our business model. 229 00:13:50,350 --> 00:13:51,939 Sean Aylmer: Grant, thank you for talking to Fear and Greed. 230 00:13:52,630 --> 00:13:54,240 Grant Dearlove: Pleasure, Sean. Great to be on the show. 231 00:13:54,580 --> 00:13:58,150 Sean Aylmer: That was Grant Dearlove, Managing Director of AF Legal. This is a 232 00:13:58,150 --> 00:14:00,640 Sean Aylmer: Fear and Greed Daily Interview. Join me every morning for 233 00:14:00,640 --> 00:14:02,760 Sean Aylmer: the full Fear and Greed Podcast with all the business 234 00:14:02,760 --> 00:14:05,559 Sean Aylmer: news you need to know. I'm Sean Aylmer, enjoy your day.