Which of these three types of clients do you want more of?
Which do you want less of?
Most lawyers don’t think about this much, probably because they don’t feel it’s within their power to attract better clients.
But you can attract them, if you understand the process.
We can talk about the process later, for now let’s make sure we recognize the 3client types.
The categories are: poor, mediocre, great.
Let’s go in reverse order in terms of desirability.
And see if you recognize where the various clients you’ve served over the years fit in terms of these categories.
1. Poor Clients
These are clients you have to take on because of various factors, such as…
- You’re desperate to cover overhead & pay the bills
- You’re just starting a new practice and you can’t be picky
- You have no idea how marketing works and you assume that you have to take whatever walks in the door.
Because you feel like you have to take on these clients…
You aren’t picky about what their personality is like.
If they’re ungrateful, presumptuous, wildly unreasonable, and unrealistic…
Well, you just put up with it because…you know, looming bills and overhead.
Maybe you’ve never even handled the kind of legal problem they have.
You’ll have to figure it out—even if it takes extra time (precious time!).
Many of these people complain about their bills, and they’re late making payments.
Sometimes they just don’t pay. And that’s agonizing beyond words.
But you suck it up because…you know, you have to pay the bills.
If you ever get a complaint filed against you with the legal ethics police, it’ll be from this kind of client.
You know this, right?
2. Mediocre Clients
These are clients you feel like you should take on because:
- They were referred by someone you feel obligated to (family, friend etc.)
- They seem nice and you like them
- Their problem is one you’ve worked on before although not a lot
These are the kind of clients that most lawyers aspire to get.
Mostly because they think this is the best kind of client they are able attract.
These clients are okay, so maybe you are satisfied having them as your “ideal clients.”
They don’t give you too much trouble (for the most part).
They pay their bills on time (for the most part).
But let’s be real, about the downsides too.
They aren’t super-enthusiastic about working with you.
They don’t follow your advice all the time.
And when things blow up, they don’t see the connection between them not following your advice and the ensuing onslaught of problems that result from their refusal to do what you recommended.
You might tend to think of these kinds of clients as “acceptable,” but they’re not.
Or at least you shouldn’t see them as acceptable.
These are mediocre clients.
And you should aspire to attract better ones…
So that you’ll feel totally confident turning these mediocre clients away.
You need to refer mediocre clients to lawyers who are desperate for anything that walks in their door.
You want to start attracting clients that fill you with positive energy. Namely…
3. Great Clients
These are the kind of people that you enjoy just being around because they’re pleasant and appreciate your good advice and your hard work.
These are people that you’re so compatible with that you wind up being close friends.
These people absolutely love you and everything you stand for.
They will enthusiastically refer their good friends and close family members to you (and those folks will love you too!).
These clients happily pay your fees—quickly, and without any complaint.
And when you raise your rates they don’t say peep because they know you’re worth it.
These people ABSOLUTELY LOVE YOU!
Think about it!
Have you ever had a client like this?
If not, would you like to?
Or if you have, would you like to have more?
Well, like I said there is a strategic process you can use to get more of these great clients.
It’s a proven process. As in “it works for everyone, all the time, in any kind of practice.”
Is it easy to implement?
No, it’s not. Obviously, right?
Because if it were easy then everyone would be doing it. But as you know, very few lawyers are doing it.
I figured out how to do it by accident. Well, at least the first part I figured out by accident.
Then I had to go on a major research binge to put all the pieces together. Once I did that..
I was amazed.
I was even more amazed when I started showing other lawyers how to do it, and they got the same results.
I shouldn’t have been so amazed. The process is pretty much scientifically-grounded.
But, it’s not easy to implement because…
Well let’s not get into all the complexity and other stuff right now.
Suffice it to say, the process works, and if you’re not one of those “get-rich-quick” types then I can explain it to you.
How? Well, scroll down and see which option makes the most sense to you.
You’ll find some free resources, and if you want to learn faster then check out my courses and online programs.
The Bottom Line…
Too many solo and small firm lawyers are overworked, underpaid, and under appreciated. So I help them create practices that are easier to manage, more profitable, and much more fulfilling.
So if you’re ready…
Here are 5 ways I can help you improve your practice.
- Join my free private Facebook Group, We have 570+ like-minded lawyers who share some great practice management strategies. And who offer sincerely helpful encouragement.
- Get my Ultimate Lawyers’ Technology Toolkit (a free 10-page compendium of the best tools for streamlining your practice)
- Listen to my LawFirm Autopilot podcast, an ongoing audio course in how to make your practice more profitable and easier to manage. The latest episode is about the Keys to Outsourcing.
- Sign up for one of my online programs, designed for solo & small firm attorneys who want to learn how to work less, earn more, and spend more time relaxing away from the office
- Paperless Lawyering: learn to shed paper and gain efficiency and freedom
- LawFirm Autopilot: the strategic blueprint to build a thriving practice
- LawFirm Co-Pilot: ongoing guidance from Ernie & other trustworthy consultants
- Starting a New Law Firm: Get must have checklists and a proven execution plan (plus personalized help)
- Law Firm Website Critiques: learn how to make your website stand out, and attract more business.
- Not sure which option is right for you? Book a call and let’s talk specifics about improving your practice. The call is free, by the way, because I love talking to solo and small firm lawyers like you.
Why join the C0-Pilot program?
Lawyers in my Co-Pilot membership program get personal guidance from me to help them stay on track as they grow their practices, which is something that they greatly appreciate. You wouldn’t know that obviously, because you don’t know me very well yet.
The better you get to know me, the more you’ll realize how much I believe in you (because I know you’re probably a lot like this lawyer).
Specifically, I believe you’re capable of achieving more and achieving it sooner than you probably think.
The key to this is focusing on the right things in your practice (i.e. the 20% that gives you 80% of the big results you’re looking for).
When you join the Co-Pilot program I’ll show you the simplest, most effective things you can do to create your ideal practice.
To learn more about the program and/or sign up, click here.
If you want to book a free 30-minute call to talk about your specific goals and how I believe I can help click here.