Ask the Mentors
You’ve got questions, we’ve got answers. About the business of the practice of law. The guidance you need to have the practice you want.
From as early as I can remember, I’ve had an “Upper Limit Problem.” That’s what many entrepreneurial coaches, business planners, and spiritual teachers describe as an internal reluctance to accept a life more abundant and successful than what we can currently tolerate. Notice I wrote “tolerate” not “imagine.” That’s because the Upper Limit Problem really has little to do with our ability to imagine ourselves as successful. It has to do with how we react when we start to experience what we’ve already imagined—the early stages of success, wealth, expansion, and recognition. Many of us feel a deep discomfort in … Continue reading
Early this year, Law Business Mentor, Martha Hartney, wrote a fabulous article about what to do when asked the question, “How Much Do You Charge for a Will?”. In the article, Martha gives you conceptual guidance about how to handle this question. Many of you have since asked for specific details, scripting, and actual words to use when a prospect calls, focusing on merely the price of your services. Normally, we reserve such scripting for members of our Personal Family Lawyer® & Family Business Lawyer™ programs, but today I’m going to share this useful information with you here, because it’s … Continue reading
A: The New Law Business Model way of doing things is to guide you to shift from giving away free initial consultations to an altogether new way of handling your first meeting with a client. The free initial consultation is often not valued or taken seriously by your prospects. They see it as you trying to sell them something and them shopping around for the best deal. When your first meeting is framed that way, you will end up with a whole lot of canceled appointments and people walking out without saying yes to your services. And a whole lot … Continue reading
There is no substitute for experience. Even if you feel absolutely unqualified to draft a plan, there is no other way but to struggle through it. In the Estate Planning Bootcamp, we help you map out a plan to do just that. One of the biggest hurdles in jumping into the estate planning arena is the sheer volume of documents you have to learn to create for your potential clients. We’d like to suggest that, really, this is more of a mental hurdle than an actual barrier to entry. The bigger task, and one you must begin to master early … Continue reading
Ah, a very common challenge for new attorneys just starting out these days. The first thing you want to do is choose a practice area you are going to focus on and a specific client market you are going to focus your energy on. I mentioned focus twice in the last sentence because when you are starting your law practice with very little money, focus is your best resource. Far too many lawyers open their doors and think they’ll succeed by taking any prospect who walks in the door, happily. It’s counter-intuitive, but that will actually impede your progress. You … Continue reading
Most lawyers will need two or three mentors – mentors who can help you with ethical issues, mentors who can help you learn to market, mentors who can help you systematize and build a business, mentors who can teach you the technical/legal intricacies of your chosen practice area. Finding the right mentors for yourself is step one in building a fulfilling law practice. You simply can’t do it alone, not without a lot of pain and suffering. So don’t do it! Seek out the people who have done what you are doing, and done it well. They’ve made the mistakes … Continue reading