As an estate planning national practice development expert, I’m frequently asked “How much should I spend on marketing?” It’s a …
Estate Planning Attorneys Commonly Give Away Value for Free And expect to get paid handsomely for what clients don’t value! I …
What is it that They Value?
Several years ago I almost quit the practice of law. I was earning what I then considered great money, but I also worked 65+ hour weeks. My wife and three young daughters often got a grumpy husband/father when he came home from work.
Sometimes I missed soccer games and dance recitals.
On the advice of a colleague, I joined a coaching program. It wasn’t just for attorneys – as I wanted a broader view than that.
At my first meeting, introducing me to the group, the coach asked me, “Craig, what brings you here?”
“If my clients would only leave me alone,” I complained, “I’d be able to get the drafts of their documents done. I work late into the night, yet they’re never satisfied.”
Coach nodded his head, and then asked a probing question. “Why do you spend so much of your time on the commodity of your practice? ”
I was shocked. “The commodity?” I asked. “You mean the documents?”