RJon Robins

Who wouldn’t want to double the revenues of their small law firm, if they could, right!?!?

You’d be surprised.  Because I have been showing lawyers how to double the revenues of their small law firms for nearly ten years now.  And I have a really good track record of success.  But I’ve also discovered there are some common reasons lawyers give for NOT wanting to grow their law firms.

Here They Are:

“It won’t work” As in, it’s not possible to increase the revenues of a solo law firm from say three hundred thousand dollars to six hundred thousand dollars.  To this I simply point out that the facts that the experiences of hundreds of small law firms contradict this opinion.  And it’s not even that hard to do either.  Take a solo who normally bills at $200/hour and s/he’s grossing just $200,000 per year.  All you have to do is replace hourly work with value-based work and teach them how to “sell” it to the “right” kinds of clients and you can easily double revenues.

“It won’t work for me”  As in, sure that may work for everyone else but my practice is different.   I once helped a lawyer we’ll call her “Martha” who listened to a teleseminar and at the end she took the time to write a very nice email to me that boiled-down to “my practice is different”.  I don’t do this often but I decided to PROVE it to her by making her an offer she couldn’t look herself in the mirror again if she were to refuse it.  I offered to help her and let her pay me based only on results.  So I showed her how to safely reduce her solo general practice to a few key niches that she had a personal interest in, how to gradually convert those niches into value-based billing strategies, how to comfortably install some common-sense policies and improve efficiency by documenting procedures she thought couldn’t be documented because every case was different.  (Hint: 20% of every case really IS different.  80% can be documented.  By documenting the 80% you can thereby have alot more fun & make alot more money on the 20% that’s truly unique)   If you catch yourself saying “but my practice is different” I want to assure you that while some of it is, most of it is not.  The post script to that story by the way is the same as in nearly every case when you bill based on value:  I made more money!

“I can wait” As in, I’ll get around to making my practice better, next year.  Guess what?  It IS next year.  Every day you wake up and you make a decision.  It’s either a decision to make an improvement or it’s a decision to allow your practice to erode while you fall behind.  Last year I offered a program to help lawyers double their revenues.  Some lawyers waited and missed-out.  Others are now enjoying the benefits of taking action.  Like one 65 year old attorney who practices here in Florida.  She recently reported to me that in the past 6 months her revenues are up 94%, her overhead is only up 37% and she’s having more fun than ever before as an attorney.  Waiting to do anything that will help you, actually hurts you.  Like hanging off a cliff while mountain-climbing.  You don’t get any stronger while you’re just hanging around. Up or down there is no such thing as standing still because it makes you weaker and less able to take the action necessary to improve your life.  You may apply this to your law practice, your health and the relationships in your life.

“My situation isn’t so bad” Obviously, I am not qualified to comment on your specific situation.  However I will point out that generally-speaking:

•  If you aren’t moving forward you are moving backward

• The definition of insanity is doing the same thing for another year as you did last year, but expecting different results.

• If you don’t take action today, as in right now, how are you going to feel when you look back 6 months from this day and realize you’re worse-off than you were January 1, 2010?

“I don’t believe you” As in, I hear what you’re saying RJon and I’d love to believe that what you are saying you can help me to accomplish is true but I’ve been burned before so I just can’t allow myself to believe anyone ever again about anything.  This is why I offer a 100% you will be happy money back guarantee on everything I do.  To absolutely eliminate this concern so we can focus on getting results instead of wasting time looking for problems.  To the extent you can introduce this “risk reversal” technique in your own practice by the way (and you can in every practice even family law) you will make more money, have happier clients and have much less stress as an attorney.

“It costs too much” This is actually sometimes a legitimate excuse.  Except that since I happen to love doing what I do so much and since I have such a proven record of success I have a pricing strategy to fit every budget.  If you have chosen the “right” niche to practice in you should love to help your clients as much as I love helping mine.  And if you’re really helping them then there’s always a creative billing strategy that you can employ than enables you to help the “right” clients.  Of course, price objection when combined with a 100% money-back guarantee is also a red flag sometimes that you’re dealing with someone who isn’t really serious about improving their situation.  This one can be a bit tricky for the uninitiated so be careful.  More about this later.

“It’s too hard” People want magic pills.  They want wizards with magic wands.  We both know that doesn’t really exist.  By breaking down a complex process (like doubling the revenues of a small law firm) into bite-sized digestible steps we can make it easy.And part of the process is of course to install proper administrative processes & procedures so that more revenues don’t just mean more work.  But instead means more of the fun stuff for you and more automation & delegation of the stuff none of us likes to do.  Because happy lawyers make more money!

 

Ale decided she’s sleeping late today and that we’re NOT working most of next week, since we spent most of this past week with the flu. 

This is Good News for you, if you’re serious about doubling your revenues and learning how to have ALOT more FUN as the owner of a small law firm this year.

Because we still have a few more seats in our “Transform Your Law Firm; Transform Your Life” 12 month money-back-guaranteed, step-by-step PROVEN implementation program.

And because I’m going to play hookey the deadline’s being pushed back to January 8th.

But you MUST enroll by then in order to give us time to get the first set of materials delivered to you in time for the first class.

Happy New Year!

RJON

p.s. The new deadline is Friday January 8th -OR- until we fill the last few remaining seats.  So don’t miss-out!

Enroll Now:
www.HowToManageASmallLawFirm.com/enroll.html

Most lawyers’ bios suck.  Yours doesn’t have to.  Clients, prospective clients and potential referral sources don’t like lawyer bios that suck and punish lawyers whose do by either hiring someone else (and you may not even know it), or by postponing your engagement (and you may not even know it), or by coming to you in the “wrong” state of mind where price is their principal concern.  Conversely, clients prospective clients and potential referral sources reward lawyers whose bios DON’T suck with exactly the opposite treatment.  An easy way to improve your prospect:new client ratio and enjoy working with easier-to-manage and less price-sensitive clients is to begin by sharing a bio with them that DOESN’T suck.

This Video Explains In More Detail, How To Write A Lawyer Bio That DOESN’T Suck:

I do not believe in treating everyone the same way.  Nor do I believe in “separate but equal”.  In point of fact I believe in the exact opposite.  Segregation.  That’s the ticket when it comes to law practice marketing.

Not racial or religious segregation mind you.  What I’m talking about is segregation based on a client’s willingness and ability to buy premium services and support our law firm policies.  Which such policies enable us to implement our law practice management procedures.  Which such law practice management procedures of course makes for happy and profitable lawyers.

But there is this piece of politically-correct garbage being passed-around by, and encouraged by a bunch of frustrated and broke lawyers.  Their “theory” is that lawyers should treat all clients equally. 

Nonsense!  And as with most of the P.C. “theories” about law practice management that get circulated, this one doesn’t work in the real world.  In fact it collapses-in on itself upon even the most cursory examination.  But it sure does “feel good” to go around saying that you treat all clients equally doesn’t it?  Sort of gives you the warm & fuzzies right?  Well I say Bull Shit!  And here’s why. . .

Assuming you are selling money at a discount there is no legitimate reason why a prospective client should not hire you right?  What I mean by selling money at a discount by the way is that if a client comes to you with a hundred-thousand-dollar problem for example, and you offer to help them solve it for just $10,000 there is no legitimate reason why they shouldn’t jump-up and hug you. (and don’t tell me about them not having $10,000 to solve a hundred-thousand-dollar problem because we’ve already discussed dozens of creative billing strategies to deal with that issue)

So you have two clients both with a similar problem to whom you offer each a similar solution at a “discount” relative to the value of their problem. 

One who we’ll call “A” (for Asshole) demonstrates contempt for you by telling you where to put your offer to help them at a 90% discount and instead says they want to shop around on price while their house burns down.  And when Ms. A comes back she’s a royal pain in yours because she is disorganized and disrespectful to you and your staff and she disregards you policies about things like telephone appointments, the definition of an emergency, and being prepared for her appointments with you, for example.

The other who we’ll call “B” (for Best) demonstrates respect and appreciation for you and your judgment by taking action right away.   He immediately recognizes the value of your advice, counsel and services appreciates your offer of creative billing strategies that enable him to retain you and instead of wasting his time and yours shopping around he lets you get to work putting-out his fire.  Thereby making your job easier and enabling you to get him a better result and faster too.  Additionally, because he values and appreciates you he is supportive and demonstrates respect for you and your staff and even respect for your other clients too by complying with your law firm policies & law practice management procedures.

So which one “deserves” to be treated better?  The asshole who will make your life miserable and drain you of all the fun and enthusiasm you have for the practice of law.  OR the best client who will energize you by allowing you to do what it is you went to law school for in the first place which is of course to help people.  Plus your best client pays for your legal services and because he lets you help him instead of interrupting your processes you get him better results so he’s happier and more likely to refer not only more clients but more of the right kinds of clients to you.

Many lawyers have a hard time making this choice.  If you’re one of them, click HERE because there’s something else I want you to read and give serious consideration to.

If you have an easy time making this decision and you want to learn how to find more of your best clients, and implement all kinds of neat law practice management and law firm marketing policies & procedures that will enable you to get more of them and give them even better service so that you can be a happy lawyer and thereby make more money click HERE instead.