Marco Brown’s Post

Dear Law Student, Sometimes, you really don't want a potential client to hire your firm. You simply don't want the person you're meeting with to hire you. How do you make that happen without telling her, "Look, I think you're going to be a terrible client and I don't want to work with you," and subsequently receiving a 1-star Google review? There are various ways, but my favorite is this: I simply do the opposite of what makes people hire me. Selling and closing potential clients is a behavioral and logical process. It involves creating trust, using lots of eye contact, conveying confidence, overcoming objections, asking for payment, etc. When I don't want someone to hire me, I do the opposite of all those things: I break eye contact often. I hedge a lot in my speech. I say "um" and "well" frequently. I slouch my shoulders. I don't give her a clear roadmap for her case. I don't ask for payment. I tell her that she might think about meeting with lots of attorneys to be sure. I find some excuse to refund her consultation fee. I'm subtle about what I'm doing, but the potential client picks up on the vibe. Other lawyers will decline representation very differently than I do. Some are much more direct. That works for them. This works well for me. Find your style and have a plan, otherwise you're going to get stuck in some really uncomfortable situations with potential clients.

Your clients won’t hire you because they are stressed. Stop adding to that stress with your sales pitch. When you use fear and urgency to try to get a client to hire you, their stress goes up. Higher stress makes EVERY decision harder to make, even one that will benefit them long-term. If you want your clients to choose to hire you, lowering their stress will make that decision easier. Don’t lie to them about potential consequences. - They’ve likely already researched them. Instead, use the reassurance that you have helped many people like them before, with great outcomes, and you will do the same hard work for them, and be with them every step of the way for guidance. When you can say that with conviction, confidence, and honesty, it will go a long way toward helping your clients decide to hire you. *** For tips on how to run a successful law firm that you and your clients love, subscribe to my weekly newsletter "The Business of Criminal Law". Click on "Visit my website" at the top of my post 👆🏼 ***

The law firms in our community have experienced: $3.2M average revenue growth 2-10X increase in average case value How did they do it? They got out of the details. What are these details? 👉 Answering emails 👉 Case management 👉 Client Intake 👉 Posting to social media 👉 Changing the filters in the coffee machine… Get where I'm heading with this? You are not just a lawyer. You are a BUSINESS OWNER. To effectively work ON your business, you must step OUT of the daily grind. Achieve this by hiring exceptional talent to handle the day-to-day tasks required to run a law firm. As the firm owner, this allows you to concentrate on the significant decisions that propel your firm forward. Let go and hire. Explore more success stories from our community here: https://bit.ly/42kbUtr

Every attorney wants to deliver A+ work. But A+ work will: Take time. Cost money. Require patience. Need multiple revisions. And maybe, under the circumstances, this isn’t commercially reasonable. Because deals have to close. Rather than focus on A+ work, focus on understanding the client’s need. That driver dictates whether the incremental benefit in work product is justifiable. B+ quality can work. And in certain situations, be the better option. #generalcounsel #ceo #attorney

Everything works on the principle of law of averages - You meet 10 ppl, one of them becomes your friend - You meet 10 girls, one of them becomes your gf/wife - You apply to 10 companies, you get a job with 1 of them - You work for 10 companies, you like one of them & work long term - You meet 10 prospects, one of them becomes your customer - You try 10 businesses, one of them becomes successful so if something is not working for you just increase the number :)

The law firms in our community have experienced: $3.2M average revenue growth AND a 2-10X increase in average case value. How did they do it? They got out of the details: 👉 Answering emails 👉 Case management 👉 Client Intake 👉 Posting to social media 👉 Changing the filters in the coffee machine… Get where we're heading with this? You are not just a lawyer. You are a BUSINESS OWNER. To effectively work ON your business, you must step OUT of the daily grind. Achieve this by hiring exceptional talent to handle the day-to-day tasks required to run a law firm. This allows you, as the firm owner, to concentrate on the significant decisions that propel your firm forward. Let go and hire. Explore more success stories from our community here: https://crisp.co/results/

💡 Chris Guymon's success relies not on complex strategies but on consistent application of fundamental principles over time. By providing fast, top-quality, and affordable solutions, clients are more likely to hire you, thus making it easier to earn a profit. As Chris streamlined his work and focused on efficiency, like avoiding certain tasks, he managed to reduce the workload. Such approach allows you to spend less time on each case while still earning more than the average attorney. It comes down to delivering better and quicker results to clients at a lower cost, ultimately leading to higher profits. And Chris's example proves that in the legal field, there are opportunities to earn more by addressing client needs creatively and efficiently, without the need for complex strategies. LN: #GrowLawFirm #BusinessRules #InnovativeMarketing #BrandVisibility #BusinessPractice #MarketingTips

Dear Attorney, Imagine the scene: You're at the end of a consultation with a potential client. You give your pitch and state your price. PC says something like: "I had another attorney tell me they could do it for half that price." Confronted with a statement like this, most attorneys give up, feel indignant, and wish the PC good luck with the other half-price attorney. Mistake. Big mistake. PC is making a buying statement. It's an invitation. She wants to pay you. But first, she wants you to fight for yourself and demonstrate your value. Totally valid since she'll be putting her life and $ into your hands. How can you handle this situation? Here's one idea: You: "If the money were the same, who would you rather hire, me or X?" PC: "You." You: "Great, what are the reasons why you would rather work with me?" PC answers, and you keep asking "Why else?" until PC exhausts all the reasons why you're better. You: "Okay, how do you want to pay?" PC: "I just said the other attorney will do it for cheaper." You: "Yes, you did. And I'm more expensive because of [You recite the person's list they just gave you about why you're better]. That's why you'll pay more." PC pays.

Planning for a Promising 2024? It Pays to be Prudent about Potential Profitability Pilferers... 🅿 No succession plan for partners or clients 🅿 No integration of recruiting, interviewing, hiring, or onboarding 🅿 Rates that are too low 🅿 Attorneys that are not meeting billing expectations 🅿 Attorneys that don't turn their time in on time 🅿 No plan to improve retention of younger #lawyers 🅿 No plan for lateral recruiting 🅿 No strategy for or investment in #professionaldevelopment for lawyers #lawfirms #law #strategicplanning

Why do legal professionals use me to help them move firms? There are a myriad of reasons why people decide to move firms, in my experience these are the reasons I hear most often - 😍 Limited personal development opportunities 😍 Excessive workload/expectations 😍 Below market rate salary Whatever your reasons are for looking to move, let's arrange a call to see how I can help you. DM me 🤩