California's SB 37: A New $100,000 Risk for Legal Lead Generators
California has once again raised the stakes for legal lead generation. A new law, SB 37, was recently signed and is set to take effect in January 2026. While it amends existing advertising rules, the real story for any lead generator in the legal vertical isn't just the new marketing restrictions—it's the severe new enforcement model that accompanies them. The new bill adds another level of diligence for lawyers looking to buy leads.
From a business perspective, this law creates two new fronts of risk: what you can say in your ads and who can sue you for it.
The New Rules on Marketing and Identification
First, the law tightens the rules around marketing claims, specifically targeting misleading or atypical results. SB 37 explicitly prohibits any "guarantee, warranty, or prediction of success regarding the outcome of the legal matter". Furthermore, it bans all "misleading, deceptive, or false statements, words, or phrases regarding a lawyer’s or law firm’s skills, experiences, or record". This puts the burden of proof for any performance claim squarely on the advertiser. This adds another level of diligence for lawyers looking to buy leads.
Additionally, the law mandates that advertisements name at least one lawyer, firm, or "certified lawyer referral service" responsible for the ad. This reference to referral services is a critical strategic flag.
The "Lawyer Referral Service" Trap
California law requires entities advertising on behalf of lawyers to be certified by the State Bar, and SB 37 is specifically designed to target uncertified services that operate in a gray area. Based on the statutory language and guidance from the State Bar, many lead generators will likely fall under this definition and must now seriously investigate whether they need to register with the state.
The Real Threat: A New Enforcement Model with Massive Penalties
While the new ad rules are significant, the real threat to your business is the new enforcement mechanism. SB 37 creates an "enhanced remedy procedure" for consumers. Here is the new process:
A consumer files a complaint directly with the State Bar and serves it on the advertiser.
The State Bar then has 21 days to determine if there is "substantial evidence of a violation."
If the State Bar finds evidence and the advertiser does not withdraw the ad, then the consumer is empowered to bring a civil action to seek heightened remedies.
This isn't a direct-to-court lawsuit, but it is a consumer-initiated process that unlocks catastrophic financial penalties. However, this process is limited to attorneys, certified referral services, and entities in joint advertising arrangements with attorneys. Other advertisers may be subject to direct civil liability.
The $100,000 Penalty (and Why It's Tied to Your Net Worth)
This new civil action exposes violators to statutory damages of $5,000 to $100,000 per violation.
The statute provides a massive gap for a reason. It instructs courts to assess the amount based on factors that should concern any company: the nature and seriousness of the conduct, the number of violations, the persistence of the misconduct, the willfulness of the defendant, and most alarmingly, the "defendant's assets, liabilities, and net worth."
This is a clear signal that the law is designed to inflict maximum financial pain on larger, more successful operations.
Key Strategic Takeaways for Lead Generators
For any business operating in the California legal vertical, here is your high-level blueprint for addressing this new risk:
1. The New Enforcement Model is a Game-Changer: While not a direct-to-court lawsuit, this new "private right of action" empowers consumers to initiate a State Bar complaint that unlocks massive financial penalties.
2. Audit All Marketing Claims for Verifiability: You must review every ad, landing page, and script now. Any claim about "past results" must be 100% "objectively verifiable." All "guarantees" or predictions of success must be eliminated.
3. Immediately Investigate Registration: The law is squarely aimed at uncertified lawyer referral services. If your business model even remotely resembles one, you must engage legal counsel immediately to determine if you need to register with the California state bar.
