Why every attorney should write a book
You may recall our recent discussion about the evils of giving away free advice to potential clients. It ruins your positioning and kills the sale. And you may also recall how we discussed giving away free …
Potentials willing and able to pay you what you’re worth
You know, one of the most common things I hear from attorneys is: “Nobody has money. They all want payment plans. Or they will try to low ball you. So how can I get enough …Read More 
If you’re not sending these, you’re leaving cash on the table
I’m hesitant to hit the send button on this email, because even I’ll admit, this is going to sound like hype. But, in my experience, it’s 100% true: There’s someth...
How to stop potentials comparing you with other attorneys
As you know, one of the most important issues affecting the legal profession right now – perhaps the most important – is commoditization. BusinessDictionary.com defines “commoditiza...
How to stand out like a 2-carat diamond in a stink-pile
Ah, Avvo.com “Legal. Easier.” Great slogan, yes. However, what many attorneys don’t realize is that Avvo (and their slogan) actually trains potential clients to view attorneys as a dispos...
How can I afford to market my practice?
How can I afford to market my practice? I’ll sometimes hear this from an attorney who’s thinking about working with us, but has reservations about paying $2,000 – $5,000 for marketi...
Holiday party networking – worth it?
This time of year a lot of readers ask me: “What are your thoughts on Holiday party networking? Is it still a good way to drum up business? I see a lot of junior attorneys …
Do you have “white coat syndrome”?
It goes like this: An Average Joe realizes he needs a top-notch attorney. So he searches Google, finds your website, and punches your number into their phone. Or, at least they would̷...
Are attorneys on the brink of extinction?
You know, it seems like every year there’s a new wave of threats to attorney livelihoods. In 2016 and 2017, the biggest threat was the glut of junior attorneys flooding the market. In ord...
7 ways to build a “moat” around your practice
As you know, the kings of old built moats around their castles to protect their assets from the battering rams of invading princes. It was necessary protection against the weasels who wer...