Overnight success usually doesn’t happen overnight

September 3, 2026 by
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It’s exciting. You start practicing, open an office, get a few clients, and then you get a few more. 

Some clients pay you well. Some have good cases. Some days are good. Some, not-so-much.

Your first year or two, it’s hit or miss and you wonder why you thought going out on your own was a good idea. But you hang in there (because you have no choice) and eventually, you gain some momentum and start making a living. 

In a few more years, you might take inventory and realize you’re on your way to being one of those rich lawyers people talk about. They think you were an overnight success, but you know it’s not true.

Unless it was, in which case kudos to you and/or your rich daddy who set you up. 

Most lawyers have to “put in their dues” before they make it. Five years of hard work, my law school torts professor told us it would take, but it will be worth it. 

It was for him. He earned enough in his practice to retire and teach law school for “fun”. 

Whatever your end game is, if you haven’t reached the level you want, if it’s been a lot longer than five years and you’re still not even close to your goal, there could be a lot of reasons but it might simply be this: there is no formula and everyone’s journey is different. 

So maybe you just need more time.

For most of us, it takes time to learn the business and get good enough to do the job clients demand and deserve. Even more, it takes time to figure out how to bring enough (good) business and income to cover expenses and begin to chew down some the debt taken on to get through school and open that office. 

So, don’t beat yourself up. Maybe you’re not failing, maybe you’re just expecting success too soon. 

Give it time.

It will happen when it happens. 

As a successful friend of mine puts it, “Stick and stay and you’ll get your pay”. He isn’t a lawyer but he is far more successful than most of the lawyers I know. 

My friend didn’t expect overnight success. In fact, I’m pretty sure he didn’t expect to be successful at all. He got his ego out of the way and went to work. 

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Filed Under: Marketing Plan, success

Go your own way

September 1, 2026 by
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Why do clients hire you? I don’t mean your services and the outcomes you deliver. Other lawyers in your field do what you do. Why do your clients hire you instead of them? 

There are three possible reasons. 

The first reason a client hires you instead of another attorney is that they know, like, and trust you. They hired you once, you delivered, treated them well, and they believe you will do it again. 

That’s how lawyers build a clientele. Repeat business is the not-so-secret sauce.

The second reason a client chooses you is that they know, like, and trust the person who referred or recommended you. They might not know you, but they know, like, and trust someone who knows, likes, and trusts you, and that’s usually good enough for them.

Repeat business and referrals. Got it. 

There’s a third reason you get chosen. No, it’s not because you have the lowest fees. You didn’t just say that, did you? Actually, having the lowest fees is often the reasons clients don’t choose you.

No, the third reason you were chosen is that you said something in your marketing message, content, or conversation that caught the client’s attention and showed them you are different.

You’re not like all the other lawyers they see or hear.

Most lawyers look and sound the same and, let’s face it, are the same. A small minority are different and that difference is enough to attract more clients than other attorneys who are essentially chosen at random.

That difference also allows an attorney to charge higher fees than they ordinarily might charge, more than other attorneys in their market charge, and clients happily pay it, simply because the attorney isn’t like other attorneys.

Now, here’s the thing. The differences that make you stand out don’t have to be huge. You don’t have to have billions of dollars in settlements, sit on prestigous boards, or be regularly talked about in the right circles. 

You also don’t have to “do” more than what other lawyers do for their clients. Sure, do that if you can. It’s better. But it’s not required.

So, what makes you different? You.

It is your personality, your style, your brand that makes you stand out. The things you talk about, the things that are important to you, who you are as an individual.

Do “you”. Go your own way. People will notice, remember, and choose you. They’ll also tell others about you.

Because there is a benefit attached to that difference and clients are attracted to that benefit.

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Filed Under: Marketing legal services

Everything is going to be okay

August 27, 2026 by
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You owe your clients a duty to give them your honest assessment about their case or situation. If it’s bad, don’t sugarcoat it, you need to tell what they’re up against. 

Don’t lie to your clients. 

On the other hand, when you have your own problem or unfulfilled desire, that’s exactly what you should do.

Lie to yourself. Tell yourself everything is going to be okay. Because that’s the mindset you need to prompt your brain to find a solution. 

When I have a problem, I remind myself that things usually work out for me. And they do. 

I find a solution. Problems go away. Things get better. Assuming the best outcome (see The Law of Assumption) makes it more likely that things will indeed be okay. 

You’re not sure about that? Okay, what’s the alternative? Expecting the worst? Worrying? Feeling bad for yourself? 

Logic tells you to hope for the best but prepare for the worst. That’s probably good legal advice but personally, I’d rather do what I usually do, I’d rather assume the best. 

Hoping for the best means you don’t believe it is the most likely outcome. Assuming the best means you do and this makes it more likely.

But what if bad things are happening, or are about to? Shouldn’t you be honest about it, and get to work? You can’t ignore reality and assume all your problems will go away by themself. 

Maybe you can. Maybe focusing on the bad makes things more likely to get worse.

Actually, there is scientific (and spiritual) evidence that supports this idea. Which is why so many philosophers and scholars talk about the value of staying positive. 

Don’t hope for the best, they tell you, assume it. It’s easier to find a solution when you assume there is one (and that you will find it).

Anyway, that’s what I do and if you don’t usually assume that things will work out for you, I suggest you give it a try. 

Consider the subject of marketing and building your practice. If things aren’t great right now, if you want more clients or better clients but can’t seem to get them, do yourself a favor and assume that you will. 

Probably a lot easier than you think.

You are one meeting away from signing up a big case or client. Your next coffee or conversation with a colleague can lead to a steady stream of referrals and introductions. The next article or blog post you write could get you invited to speak at the top event in your target market. 

One conversation, one business idea, one project–the success you want is that close. 

Know that. Believe it. Assume it will happen. And it will. 

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Filed Under: Personal development, success

Superman didn’t go to law school

August 25, 2026 by
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Superman had his Kryptonite, but otherwise, he could do almost anything.

But he didn’t know everything.

And yet our clients think we do know everything. Or think we should.

Which is why some lawyers avoid telling their clients they don’t know the answer to their question, or how to do something that needs to be done.

They don’t want to appear weak or inexperienced. They want clients to think they can do anything.

But that can be a mistake.

Clients know you don’t know everything. They know you are human. And they appreciate it when you don’t pretend to be something you’re not.

When you tell them you don’t know something, but also tell them you’ll find out, e.g., do some research or give it some thought, they respect your honesty and transparency. That builds trust and loyalty, which is always a good thing.

But there are limits.

Clients expect you to know certain things because you went to law school or have been practicing for a long time. You’re a lawyer, for darn sake, so you should know!

If you say, “I don’t know,” they might get scared or confused, right? So, what should do? Where do you you draw the line? How much should you “admit” you don’t know or can’t do?

Should you fake it? Give a partial answer and resort to the usual “it depends”? Tell them you’ll get started and get back to them?

The answer is, I don’t know. Because I don’t.

This is something you have to figure out and every situation and client and query is different.

If you don’t know the answer, if you need to do some research, think about it, or ask a colleague, tell them why.

Explain the issues, options, or complications. Explain why there is no simple answer, which is why you don’t have the answer on the tip of your tongue.

It’s okay to tell your client you don’t know, but make sure you explain why you don’t know.

And then, tell them you’ll find out.

Because it all comes down to showing clients you respect them enough to tell them the truth, as difficult as that might be sometimes, but you’ll do everything you can to protect them, advise them, and help them.

In the end, that truly is your super power.

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Filed Under: Career satisfaction, Client loyalty, Client relations

Creative marketing for attorneys

August 20, 2026 by
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My father was an attorney and before he went into private practice, he worked in-house for a mid-sized company. Every summer, the company sponsored a picnic for employees and their families, customers, and business contacts. They grilled hamburgers and hot dogs, put out big piles of chips, soda, apple and cherry pie, ice cream, and more. 

They had games and contests and drawings with cool prizes. It was a day filled with fellowship and fun.

I know, I was there. 

Everyone looked forward to the picnic each year and told friends about it. It was a way to promote culture in the company, and an effective form of marketing. 

Marketing? You bet your sweet bippy. (Bonus points if you know where that (fun) phrase comes from). 

The point is, marketing doesn’t have to be dull. It can be fun. And when it’s fun, people look forward to it and talk about it and feel a part of something bigger (and better) than what everyone else is doing. 

Which is why I encourage you to put some fun into your marketing. 

It doesn’t have to be a picnic. Challenge another firm to a baseball game, do a movie night or bowling night, or do a “bring your pet to work” day. 

Something different, something that puts a smile on people’s faces, even if they just hear about it but don’t participate. 

If you’re too small to sponsor a picnic, or not inclined to do that on your own, you can pair up with another law firm or an accountant or broker or advisor. 

They need to have fun, too. 

The point is, most people think of attorneys as boring, and let’s be honest, we are (and that’s okay), but we don’t live in pin stripes and enjoy having fun, and so do our clients and the people they can refer.

You can have fun online, too. Probably not as much fun as a picnic or baseball game, but conducting a drawing or contest, posting a quote of the week or photos of your team wearing silly costumes for Halloween are easy to put together. 

And fun. 

Most lawyer marketing isn’t creative. It isn’t fun. Boring and professional (safe) might be de riguer for us, but there’s nothing wrong with breaking the mold, at least occasionally, and showing people the lighter side of our very serious image. 

Want to know know something else that’s fun? Sharing some of our creativity with our clients and contacts, letting them share it with their clients and contacts, and thus do some of our marketing for us.

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Filed Under: Marketing legal services Tagged With:

I wish I had done this sooner

August 18, 2026 by
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If you’re like me, and you are, more than once in your life you’ve said to yourself, “I wish I had started this sooner.”

It might have been a diet, a productivity method, a new habit or approach, or anything else you hadn’t done before, have started recently and regret not starting sooner.

Because it’s providing you with some amazing benefits. And you’re excited.

Maybe you didn’t know about it before. Maybe you’d heard about it but stubbornly refused to try it. Or maybe you started and stopped and now wish you had continued.

Don’t beat yourself up. You’re doing it now, it’s working, and you can continue.

Yay you.

One thing I wish I had started sooner is doing more self-improvement activities. As one blogger put it, “Regularly look for opportunities to do something your future-self will thank you for.”

What might that be for you?

In the context of building your law practice, what could you do this year or this month that you might be glad you did next year or next month?

Hire someone new? Start a new practice area? Finally, use ai?

How about marketing?

Some lawyers do little (or no) marketing. Or do things that aren’t working, are too expensive, or take too much time.

Or force themselves to do things they hate doing and wish there was another way?

Ring any bells?

You might already have a few ideas in your planner or on a “Someday/Maybe” list. Maybe it’s time to look at them again and choose one.

If it doesn’t work, or you hate it, no worries. Try something else.

On the other hand, you might not have any ideas. You’ve been busy working or putting out fires.

You’re willing to try something, but you need ideas.

In which case, I suggest you make “ideation” a regular part of your workflow.

Schedule a recurring task on your calendar or in your task app, even just ten minutes per week, to brainstorm, search, read or watch videos. Let yourself discover, or rediscover, options for bringing in new clients, increasing your income, decreasing expenses, or finding more satisfaction in your work.

Take notes. Write down questions. Talk to someone who might be able to help.

At the very least, plant the idea in your brain; let it create more ideas for you, and remind you to look at them.

And then try one of those ideas.

Who knows, it might be the one thing you wish you had started sooner.

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Filed Under: Law office management, Marketing Plan, Personal development, success

Legal fees: Are you being paid what you’re worth?

August 13, 2026 by
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When it comes to setting your fees, you have three options. The first option is to charge fees based on what you want to be paid, which may or may not be the amount you are worth. 

When you do that, many clients think you charge “too much” or you charge more than they can comfortably pay and don’t hire you or, if they do, don’t return. 

Obviously, charging more than clients think you’re worth isn’t the best way to build a successful practice. 

The second option is to adopt a fee schedule that most attorneys and clients would say is fair and reasonable. You ask for fees consistent with the benefits you promise and deliver, consistent with your level of experience, your reputation, and other factors commonly associated with being a “good” lawyer.

You’re paid what you’re worth. This is what most attorneys do and, over time, it is usually sufficient to provide a good income. 

But not always. 

You still have competition, maybe a lot of it, and still need to work hard to differentiate yourself, generate leads, cover your overhead, and bring in enough business to provide you with the income and lifestyle you desire.

There is a third option and it’s the one I recommend.

Instead of charging what other lawyers charge, or charging less than you deserve to remain competitive, set your fees higher than most of your competition and… give clients more value than they pay for.

Charge more but give more. 

When you do that, good things happen. You get hired instead of your “ordinary” competition. You attract better clients, get more repeat business and referrals, and earn more than other attorneys in your field.

Clients will choose you instead of your competition. They’ll pay you more, respect you more, appreciate you more. 

They know you charge more than other lawyers but believe you’re worth it. Because you are.

You’re free to do your best work, don’t feel rushed, never feel the need to justify your fees, and consistently attract all the business your can handle. 

Give clients more than they expect and pay for. That’s how you build a successful practice and the lifestyle that goes with it. 

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Filed Under: Attorneys fees, Career satisfaction

The danger of being too good at your job

August 11, 2026 by
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The client tells you about their problem, you ask a few questions and immediately know the solution. You have the knowledge, experience, and skills needed to do the job.

You’ve seen their issue many times before, handled this type of case more times than you can count, and want the client to know you know what you’re doing and can help them. 

You should tell them, right? Put their minds at ease and tell them what you can do.

Yes, but maybe not too quickly.

If you move too quickly, you might scare them. Make them think you missed something or are telling them what you think they want to hear. 

Slow your roll. Ask more questions, explain the options, the risks and deadlines. Talk about possible secondary issues; explain how long it might take. 

And reflect back to them what they’ve told you and what you think about that.

Because more than anything, the client wants to know you heard and understood them, and see them as individuals, not just another piece of business.

If you’re too quick to diagnose problems and present solutions, or you rush through the appointment, it can hurt trust. It can make it look like you didn’t listen, don’t care, or you offer one-size-fits-all services. 

Or rushing them to sign up because you need the work.

Yeah, don’t rush. Don’t push. Give them a day or two to think about it. Let them get back to you. 

You’re good at your job and know you can help them. Give them the time they need to come to that same conclusion. 

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Filed Under: Client relations, Closing the sale

Networking for lawyers who hate networking 

August 6, 2026 by
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I’m not a networker. Not naturally, anyway. And yet my practice and businesses grew significantly as a result of meeting new people.

Traditionally, networking meant going to meetings, shaking a lot of hands, making small talk and getting to know a lot of people, hoping someone might be interested in what you do.

It’s all about building a bigger list of contacts. And hoping you get lucky.

The good news is there is another option. You don’t need to go to a lot of meetings and shake a lot of hands. You don’t need a big network to be successful. You only need to connect with a few people.

If they’re the right people.

Call it Networking 2.0. Or, networking for people who hate networking.

What do I mean by “the right people”? I mean people who are influential in your niche or target market. They know a lot of people who might need your services, or can refer them.

The know a lot of the people you want to know and those people trust them.

Even one or two of the right people could help your practice blow up.

Okay, what do you do?

The first step is to identify them by “category”.

Ask yourself, “What kinds of people are already trusted by a large number of my ideal clients or prospects?”

You’ll probably come up with a list of professionals and business owners or executives, financial advisors, consultants, and others who regularly work with, advise, or sell to the people in your target market.

You might go through your client list and ask yourself who provided you with your last three referrals or introductions. What is their background, specialty, niche, or area of expertise?

Don’t limit yourself to professionals and business people, however. Some of your “regular” clients or contacts might be influential in your target market.

After you’ve identified some categories, the next step is to identify some “candidates”.

The first way to do that is to talk to your existing contacts and find out who they know. people who know you and your work. Tell them you want to expand your network and ask who they know who might be a good contact for you.

And then, ask if they will introduce you.

Yes, it can be that simple.

If they aren’t comfortable introducing you, or you’re not comfortable asking them to do it, tell them you’ll look up their contact info and ask if it’s okay for you to mention that you have a mutual connection.

How could they say no?

You can also find candidates yourself. Probably on social media. Yes, that’s harder to do because the “right people” don’t know you and are undoubtedly approached by an endless number of people who want to get to know them (and gain access to their network), so they’re skeptical and unlikely to help you anytime soon.

It will take some time and effort on your part. Even if you are introduced to them.

Okay, after you’ve identified some candidates, follow them, learn more about what they do and what they want, and when the time is right (don’t rush it), approach them.

Comment on one of their posts or on someone else’s post they replied to, mentioned, or shared.

Get on their radar and then provide value.

Value means helping them with ideas, information, introductions, endorsements, referrals, ratings and reviews, and your opinion on things that appear to be important to them.

Value means promoting their event, sharing their content, telling them about resources you’ve discovered that could benefit them or their clients, and possibly offering assistance with something they might need or want.

Again, don’t rush. Don’t do it immediately after you follow them. First, show them you appreciate what they do, and that you are a serious professional worth knowing.

And give it time.

Don’t expect overnight success. Even if someone they know and trust introduces or recommends you, or you’re able to help them with something important.

it’s going to take time for them to trust you enough to help you.

It will be worth it. Remember, you chose them because they’re one of the right people (for you). And remember, you don’t have to go to endless meetings.

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Filed Under: Marketing legal services, Networking, Social media marketing

If Rod Serling narrated your marketing story

August 4, 2026 by
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A picture of two attorneys. The first attorney works hard at marketing. They talk to a lot of people, share good content on a blog or in a newsletter or on social media, advertise or network to meet more people in their niche or market, and continually build their list of prospective clients, subscribers, and business contacts. 

Prospective clients call, follow their posts, read their articles, opt-in, respond to their ads, make appointments, and the attorney gets new clients. 

Unfortunately, those prospective clients don’t always hire them, or don’t have a lot of work for them, or can’t pay for the work they need done. 

The first attorney makes a living but, sometimes, only just. 

The second attorney also talks to a lot of people, shares content, builds their list, gets calls and regularly speaks with prospective clients, but unlike the first attorney, a high percentage of those prospective clients are glad they found them and glad to hire them. They have lots of work for the attorney, liberally provide referrals and introductions, and willingly pays the higher fees the attorney deserves. 

The first attorney gets clients from their marketing. The second attorney gets more clients from the same effort and they are usually “better” clients. 

What’s the difference? Why does one attorney get better results from their marketing? 

One reason? The first attorney “chases” clients and the second attorney “attracts” them. 

If you want to get better clients and better results with your marketing, never chase clients. Make them come to you.

How do you do that? 

Mostly, by believing you can. You’re very good at what you do, one of the best, and you can get most or all of your business from clients who seek you out and ask you to represent them. 

That belief gives you the posture you need to attract those clients. 

Marketing isn’t just about what you do, but how you do it. How you do it comes from belief in yourself. Even if you aren’t the best, you conduct yourself like you are.

In your content marketing, you provide helpful information and (gently, not urgently) invite them to get more. You give them examples of the kinds of work you do and problems you solve, show them (not tell them) you’re good at your job,  and tell them what to do to get that additional information or take the next step. 

Clients are more likely to believe in you when they see that you believe in yourself. You are confident. Calm, cool, collected. The successful professional in demand by others.

That means you don’t “warn” them or use emotional appeals or “fear of loss” more than is appropriate. You don’t push them. You give them the facts, show them what you have done for others, and let them decide to move forward or not. 

You attract clients by inviting them to look at information, ask questions, and raise their hand if they want to take the next step. You follow-up regularly, with additional information and new success stories. You stay in touch with clients and prospects and professional contacts, even though you’re busy (and want them to know that). You are successful, in demand, and don’t need more clients, but for the right one, you’ll consider it.

That’s posture.

In a nutshell, clients want to hire the attorney who can help them but might not be available. 

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Filed Under: Marketing legal services Tagged With:
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