Whether you’re a new entrepreneur on the brink of launching a business or scaling beyond seven ... [+]
When it comes to building a successful business, it can be tempting to focus on profit over people. But when you work in an industry like immigration law, it’s important to remember that you’re dealing with people’s lives.
This is where Rosanna Berardi, founder and managing partner of Berardi Immigration Law, decided to do something completely different. Instead of following an outdated business model that leaves clients last on the list of importance, she wanted to build a business centered around relationships—and it worked.
You don’t have to be the smartest or most talented person in the room to be successful, and Berardi is proof that hard work and passion pays off. After saying goodbye to a lucrative corporate gig—and a promising career as an immigration lawyer for the U.S. government—she built a successful, multi-million dollar corporate immigration law firm on her own terms while helping transform people’s lives as they pursue their version of the American Dream.
Whether you’re a new entrepreneur on the brink of launching a business or scaling beyond seven figures, building a successful business starts with one thing: people.
Celinne Da Costa: Tell us about your background.
Rosanna Berardi: I grew up in Buffalo, New York as a first-generation Italian immigrant. My father was an orphan who immigrated from Italy to Canada in 1954, and at 14-years-old, he was completely alone. He didn’t have parents, he didn’t know the language, but he knew he wanted to have a better life. After marrying my mom, who was a US citizen, they moved to Buffalo, had two kids, and started pursuing the American Dream.
As a kid, I remember my dad working really hard. He was self-employed, invested in real estate, and managed the apartments himself. I thought that’s what every person did. My father grinded it out for 40+ years to make a better life for his children, so why wouldn’t I do the same?
So I did. I worked two jobs during both high school and college, and my junior year I saw a job posting for the Customs and Border Protection. Growing up in a border town on the U.S.-Canadian border, I thought it would be cool to try it out, and in 1993—even though it definitely wasn’t your typical summer job for a college English major—it gave me insight into a world I didn’t even know existed and shaped my entire life.
Working for the government propelled me toward law school. By the time I graduated, I already had five years of government experience under my belt—launching me into a rock-solid career in New York City working as an immigration lawyer for the federal government—until I did the unthinkable and left.
My mom had some serious health issues, and I wanted to be with my family. I started working as an immigration lawyer for the University of Buffalo, but within a year a big firm came calling—offered to double my salary—and I took it. I was young, early in my career, unmarried, and didn’t have any kids. I decided to chase the money, and I switched into private practice in a corporate setting.
As my company began to grow, I needed more people to support me, so I hired in a very unconventional ... [+]
Da Costa: It sounds like you were living the American Dream. What was the turning point that led you to start your own business?
Berardi: At some point, I started questioning whether working at this massive law firm was the right place for me.
After six years at this amazing place that seemed to have everything—an impressive building, the stellar reputation, a fantastic salary—I felt empty and lost.
I remember standing in the elevator with a female partner who, at the time, was basically the image of my future career. I asked her, “Are you ready for the holidays?” And she looked at me and said, “I don’t have time for that. I’ll celebrate the holidays when I retire.”
I stood there thinking, “Oh my gosh, this is not what I want to do with my life. I don’t want to be a robot that only cares about money and hours and not have time for celebrating the holidays or spending time with my family.”I couldn’t get out of there fast enough.
Da Costa: What were some of the challenges you had to overcome when you exchanged corporate life for entrepreneurship?
Berardi: While it was a difficult jump to leave that kind of stability, especially since I’d hit the holy grail of a law career, it was my dad’s example of running his own business that gave me confidence. I realized, “He made it work. Why can’t I do the same thing?”
In hindsight, it probably wasn’t the best timing. A lot of things happened over the next year—a new husband, a new baby, a new house, a new business—and it felt like I was literally starting my whole life over again.
It was incredibly hard. I didn’t have an assistant or paralegal, and I had a baby who barely slept. But I knew I was doing things on my terms, and that was the important part. I could work from home, put in odd hours while taking care of a baby, and do things differently—even though a lawyer working from home definitely wasn’t the norm at the time.
We are fully engaged and truly care about what’s happening to our clients because, in reality, we ... [+]
Da Costa: How were you able to scale your business to seven figures?
Berardi: As my company began to grow, I needed more people to support me, so I hired in a very unconventional way. I focused on soft skills and personality over specific achievements or accolades from a specific law school, and I surrounded myself with people who had the same focus on relationships.
Most lawyers hate their jobs—it’s stressful, the business model is out-dated, and people are overworked and miserable—so I decided to create something different where my employees and clients are happy. It sounds really cheesy, but it’s what we live and breathe every single day.
First, we ditched the concept of billable hours. We introduced a flat-fee pricing model that means we get paid—and our clients receive the support they deserve—whether we work ten minutes or ten hours. Then, we emphasized building relationships over hourly quotas. This created an environment that encourages our employees to focus on doing the work well, which benefits both their happiness and our clients’.
We aren’t people passing time. We aren’t ticking boxes to get a paycheck or a promotion or make partner. At big firms, the work isn’t personal—it’s transactional—and we reversed that. We are fully engaged and truly care about what’s happening to our clients because, in reality, we have to be. Immigration law means you’re talking about someone’s life.
That’s why I do what I do, and that’s why we’ve been successful. Within five years, I blew my local competition out of the water by simply plugging into people at a really deep level. It’s soul-fulfilling, and that kind of purpose changes everything.
Listen to your inner voice, and find that motivation that pushes you forward even when you’re afraid ... [+]
Da Costa: What can business leaders learn about growing a purpose-driven business like yours?
Berardi: Listen to your inner voice, and find that motivation that pushes you forward even when you’re afraid or doubt yourself. When I started my firm, I didn’t know what I was doing, but I knew I wanted to do it, so I figured it out. Was it difficult and painful? Yes, but it’s also been the best thing I’ve ever done—despite the insecurity and doubt I had to push through. So many people get boxed in by the fear, but you have to learn to ignore it and listen to the voice saying, “Do it.”
And if you don’t know how to connect to that inner voice? Write down your goals. Make a list of what you want to accomplish. It doesn’t need to be sophisticated—you just need to find something that propels you to take action.
From there, find amazing role models. Look for people who are doing what you want to do, and pay attention. It’s not about doing what they do, it’s about learning how they do it and drawing inspiration. Follow people on social media, read blogs, and listen to podcasts. Immerse yourself into the community of entrepreneurship, and you’ll find it easier to keep going.
Finally, carve out time to make your dream a reality. We have the tendency to look for “big steps” that will push us forward, but in reality, some of the best things we can do are small, incremental changes. Follow people who inspire you. Create a plan. Build in accountability. Don’t let your grand ideas sit around at the idea stage, identify concrete ways to take action. Otherwise, you’re going to sit around and dream your life away. Eventually you have to decide, “Okay, I can do that,” and simply move forward.
