Morgul Marketing

    Buying divorce and custody inquiries across three jurisdictions at once

    A family law search account in this metro has an unusual problem. The clicks are expensive, and a meaningful share of them are for cases you cannot file, because the person searching lives on the other side of a jurisdictional line from where you are admitted. Radius targeting drawn around a downtown office crosses two state lines and the District boundary within a few miles. The account's real work here is not bid management. It is deciding where you can serve, buying only there, excluding everything that looks like demand but is not, and reporting on signed matters rather than on form fills.

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    Build the account around where you can file, not around where you can advertise

    Jurisdiction is the top level of the account structure, above matter type and above device.

    One campaign per jurisdiction you are actually admitted in. The District in one, suburban Maryland in another, Northern Virginia in a third if you take that work. Each gets its own budget, its own location settings and its own ad copy, because the copy has to name the court and the county to work.

    Matter type sits inside that. Divorce, custody, support, modification and protective order inquiries behave differently, arrive at different hours and are worth different amounts to the practice. Mixing them inside one ad group hides all of it.

    Resist the tidy metro-wide campaign. It looks efficient in the interface and it produces a report you cannot act on, because a cost per lead averaged across Fairfax County and Prince George's tells you nothing about either.

    The structure has a second benefit. When one jurisdiction runs hot and the other goes quiet, you can move money deliberately instead of watching an algorithm decide for you.

    Exclude the Northern Virginia clicks you cannot serve, even when they look cheap

    Location targeting in the DMV has to be drawn as a service map, not as a circle.

    A twenty mile radius from an office near Capitol Hill takes in Arlington, Alexandria, Bethesda, Silver Spring and a good part of Fairfax County. If you are admitted in the District only, most of that circle is spend you cannot convert. Draw targeting by county and by city instead, and add exclusions for the jurisdictions you do not take.

    Check the setting that governs whether you target people located in an area or people merely showing interest in it. Presence is almost always the right choice for family law. Interest targeting buys clicks from people researching from elsewhere, and in a metro with this much inbound relocation there are plenty of them.

    Commuting muddies the picture further. Someone who lives in Rockville and works two blocks from the office may search during the workday from a District location. Ad copy that names the courts you file in does more to sort that out than any targeting setting can.

    Review the geographic report monthly at city level. It is the fastest place to find money going somewhere you did not intend.

    The words worth bidding on name a matter type and a place

    Broad head terms in this category buy a lot of traffic that has no intention of hiring anyone.

    The tight core is small: matter type plus lawyer or attorney, matter type plus a county or city, and the emergency phrasings. Divorce lawyer Alexandria. Custody attorney Montgomery County. Child support modification Fairfax. Those convert because the searcher has already decided both what they need and where they are.

    Everything above that in volume is mostly research, forms and price shopping. Bidding on the single word divorce in a market this expensive is a way to fund your competitors' brand awareness.

    Build the exclusion list before you raise a bid. Free, pro bono, legal aid, forms, DIY, template, court clerk, how to file myself, salary, jobs, and the names of every self-help resource in the three jurisdictions. Add to it weekly from the search terms report for the first two months, then monthly.

    Watch for the cross-jurisdiction bleed that is specific to this market. Broad match will happily show a District campaign against searches naming a Maryland or Virginia county, and the click looks fine until intake has the caller on the phone.

    Budget by hour of day, because the Beltway decides when parents can call

    Spend that runs while the phones are unattended buys voicemail.

    Family law inquiries cluster around the edges of the working day, before the commute and after children are settled. In a metro where a fifteen mile trip inside the Beltway can take an hour, that pattern is sharper than in a compact market. Pull your own call records by hour before deciding anything; the shape differs by firm.

    Then match spend to coverage. If the office is staffed until six, spending heavily at nine at night is a decision to send new inquiries to an answering service, which is fine only if the service can screen for jurisdiction and book a consultation.

    Weekend behavior deserves a separate look. Saturday morning inquiries in this category are often the most serious ones, and they are also the ones most likely to reach nobody.

    Set daily budgets per jurisdiction campaign and check pacing weekly. A single busy Monday in one county should not consume the month's Virginia budget.

    Feed signed matters back into the account or you optimize toward form fills

    The platform will optimize toward whatever you tell it counts, so tell it the truth.

    Cost per lead is the metric that makes bad accounts look good. In family law the gap between an inquiry and a retained matter is wide, and it differs by jurisdiction because travel, filing location and fee expectations differ across the metro.

    Import the later stages. Tag each inquiry with its jurisdiction and matter type at first touch, push consultation booked, consultation attended and matter opened back into the ad platform as offline conversions from your case management system, and let bidding work from those instead.

    Report at the level you can act on: cost per consultation attended and cost per matter opened, split by jurisdiction. A campaign that looks expensive per lead in Montgomery County can be the cheapest source of retained work you have.

    Give it enough time to mean something. Weekly numbers in a category with this volume bounce for reasons that have nothing to do with the account, and reacting to that noise is the most common way firms damage a working campaign.

    Questions we get

    What should we budget to start?
    Enough to collect signal in the jurisdictions you actually serve, which usually means funding one jurisdiction properly rather than three thinly. We would rather run the District and Maryland at a level that produces readable data than spread the same money across the whole DMV and learn nothing in either.
    Should we advertise in Virginia if only one attorney is admitted there?
    Only if that attorney has capacity and intake can route to them. Otherwise you are buying inquiries the firm has to decline. A cheaper option is to keep Virginia out of the paid account and let organic content handle any inbound you can serve.
    Are the screened legal ad formats worth it here?
    Where available, they generally reach people at a high intent moment and they reward fast answering. They are verified per license, so holding admissions in more than one jurisdiction means more than one verification. Requirements change, so we confirm current terms before recommending a budget.
    Why is our cost per click so high compared to other practice areas?
    Family law is a competitive auction in most large metros and this one has a dense field of firms bidding across three jurisdictions at once. The lever that moves your economics is not the click price. It is the share of clicks you exclude before paying for them, and the share of inquiries intake converts.
    Can you promise a number of cases per month?
    No, and we will not. We can commit to the structure, the exclusion work, the reporting by jurisdiction and to showing you cost per consultation attended and cost per matter opened every month. Anyone quoting you a guaranteed case volume is guessing with your money.

    Written by KC Thompson, Morgul Marketing. Updated .

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