Want to Wake Up Tomorrow Smart, Rich and Thin?

• Author: David V. Lorenzo
• Pages: 82-83

§41. Client Attraction Secrets for Lawyers

82

§41.

WANT TO WAK E UP TOMORROW SMA RT, RI CH

AND THIN?

Most people want to go to sleep tonight and wake up in the morning smart, rich and thin. They

want the formula for the magic potion they can drink that will make this happen.

Lawyers are no different.

Many lawyers will hire Social Media Gurus, Search Engine Optimization Experts or a Public

Relations Flack and expect to have thousands of clients lining up outside their office door by the end

of the week.

It doesn’t work that way.

You can’t just plunk down a couple of bucks for the “all the clients you can stand” option at

the local buffet.

Sorry.

No matter what anyone says, there is no way to make this happen overnight.

But there is a way to build a client base and establish a reputation as a good lawyer in the

process.

Here is the three step formula:

Step One: Do excellent work. Yeah. It’s true. You have to represent your clients well. You

have to get the best result possible for them. You have to do everything legally, morally and ethi-

cally possible to help them. There is no avoiding this. You must be a good lawyer.

Step Two: Embrace business ownership. As a lawyer you have a responsibility to your

client (see step one). As a business owner you have an additional responsibility to yourself: To

make money. These two things are not mutually exclusive. You can be professional, charge fair

fees and run a profitable business. If you cannot come to grips with this concept, go to work for

a big law firm.

Step Three: Set up systems that allow you to be the CEO of your law firm. You will

severely limit your income if you spend 100% of your time practicing law. You love the law. I

know. You went to school to practice law. I know. You only feel validated when you are doing the

work required to resolve an issue for a client. I know.