More and more clients believe legal services in general, and estate planning services in particular, are just commodities. They’re being told that it doesn’t matter where they get their bundle of paper. That whether the documents are from the Smith Firm or the Jones Firm or LegalZoom, the outcome will be the same. And you really can’t blame them. They have no way of judging who’s good and who’s not so good any more than you or I can judge whether our heart surgeon is any better than his … [Read more...] about What’s Your Process?
Estate Planning Systems
Attorneys often tell me about how great their employees are and how long they’ve been with their firm. In my experience, this can be both good news and bad news. The Good News It’s always good to have excellent employees. They do good work, they’re a pleasure to be around, and they tend to increase your bottom line. It’s every boss’s dream, and every boss wishes for an office full of excellent employees. The Bad News But here’s the problem with excellent employees: if you’re dependent on a … [Read more...] about Why Excellent Employees Can Be Your Weak Spot
A funny thing happens when you really start marketing your law firm. Suddenly, there are a lot more people coming in for initial consultations, and they don’t automatically hire you. They’re sizing you up and interviewing you. Two Ears, One Mouth It’s at this point that we as estate planning attorneys might want to heed the words of Greek philosopher Epictetus, who said, “We have two ears and one mouth so that we can listen twice as much as we speak.” Perhaps more than other people, lawyers … [Read more...] about The Secret to Turning a Prospect into a Client