Angelique Thomas is the founder of Vellum Law, a boutique firm focused on real estate transactions. She works with clients on leasing, acquisitions, financing and closings. We talked about building a focused practice, developing relationships in South Florida and making decisions about growth.
Link to What led you to create Vellum Law, and what did you want the firm to do differently? What led you to create Vellum Law, and what did you want the firm to do differently?
I wanted to build a firm where real estate is the entire focus. These transactions involve significant money, tight timelines and a lot of people whose interests have to come together. Clients need counsel who understands the documents, but also understands what they are trying to accomplish.
Vellum gives me the opportunity to shape the way we work from the beginning. That includes being responsive, identifying issues early and giving clients clear advice they can use to make decisions. I wanted those things to be consistent across every matter, whether we’re handling a lease, an acquisition or a financing.
Link to What did your experience building a practice teach you before you launched Vellum? What did your experience building a practice teach you before you launched Vellum?
It taught me that doing excellent legal work is only one part of running a firm. You also have to decide whom you want to serve, how you’ll communicate with clients and what kind of experience people will have when they work with you.
I’ve become much more deliberate about those decisions. A practice grows through the work you take on and the relationships you maintain. Over time, those choices establish what people know you for and when they think to call you.
Link to Who are the clients you most enjoy working with, and what do they need from a real estate lawyer when a transaction is moving quickly? Who are the clients you most enjoy working with, and what do they need from a real estate lawyer when a transaction is moving quickly?
I enjoy working with people who are actively making things happen in real estate: developers, investors, lenders, landlords, tenants and the in-house teams managing transactions. They know the business opportunity and need a lawyer who can help them understand the legal and practical consequences of the decisions in front of them.
When a deal is moving quickly, it helps to know which issues need immediate attention and which can be resolved as the transaction progresses. Clients need an honest assessment, timely communication and documents that reflect the deal they believe they are making. A lawyer can protect a client’s interests while still helping everyone get the work done.
Link to You’ve talked about rebuilding your network after returning to Florida. What helped you turn introductions into lasting relationships and referrals? You’ve talked about rebuilding your network after returning to Florida. What helped you turn introductions into lasting relationships and referrals?
I had to be intentional about getting to know people again. Meeting someone once is a start, but the relationship develops through the conversations that follow. I spent time learning about people’s businesses, the clients they serve and the kinds of opportunities or problems they encounter.
That made it easier to stay in touch in a meaningful way. Sometimes I could make an introduction, share something relevant or help someone think through a real estate issue. Referrals grew out of people knowing what I do and trusting how I work. That trust takes time, and I continue to invest in it.
Link to What has been the hardest part of building the firm that people on the outside might not see? What has been the hardest part of building the firm that people on the outside might not see?
There are a lot of decisions behind the scenes. You’re doing client work while also thinking about systems, staffing, business development and what the firm needs next. Some decisions affect only one matter. Others shape how the firm will operate for years.
I’ve had to make room for that longer view even when the day is full. It helps to be clear about the kind of practice I’m building, because that gives me a way to evaluate opportunities and make choices that I can stand behind.
Link to As Vellum grows, how are you deciding what work to take on and what aspects of the client experience you want to protect? As Vellum grows, how are you deciding what work to take on and what aspects of the client experience you want to protect?
Our focus on real estate helps with those decisions. I want us to take on matters where our experience is useful and where we can give the work the attention it requires. Growth is exciting, but clients still need to know who is handling their transaction, what issues have come up and what happens next.
As the team grows, I want to preserve that level of care. It takes good people and clear ways of working together. I want the firm to have the capacity to handle more sophisticated work while keeping the communication and judgment that clients came to us for in the first place.
Link to What has building this practice changed about the way you define success? What are you working toward next? What has building this practice changed about the way you define success? What are you working toward next?
A closed transaction is satisfying, especially when the path to closing was complicated. But I also pay attention to what happens afterward. When a client comes back with the next deal or introduces us to someone they trust, that tells me we did more than complete an assignment.
I’m focused on building a firm that clients and referral partners can rely on as their needs grow. That means continuing to develop the team, strengthening our relationships and doing work that earns the next call.
Connect with Angelique on LinkedIn and learn more about Vellum Law.