Will Dukes with SalesPartners observes that law schools teach attorneys how to help clients solve legal problems but not how to get the clients in the first place.  Will’s seen attorneys become insanely frustrated as the PERFECT clients for whom you would be the PERFECT attorney for, just walk out of their office because they were just looking for free legal advice.  Why isn’t it enough to be a great lawyer?

Will points out that less than 5% of independent attorneys have grown to and beyond 7-figure firms.  They understand what most attorneys don't, which is that clients don’t pick the “best” attorneys. They pick the attorneys that are best for them.  You need to go from “an attorney” to their advocate. All the rational explanations around your track record, skill, and expertise still matter. They’re just secondary.  Will provides 3 key steps any attorney needs to take to stop feeling like you’re constantly “auditioning,” and start closing more of the kinds of cases you want to be working on.

Show highlights

01:04   Why great attorneys struggle to get great clients.

02:02   It’s not enough to be a great attorney.

02:33   Clients don’t pick the best attorney, they pick the attorney that best understands them.

03:45   Three action steps to stop auditioning and start closing.

07:30   Learn about Will.  Email Will at willd@spfla.com or reach out to him on LinkedIn to continue the conversation. 

Connect with Jay

Email Jay at jay.kingley@referabilitymaven.com

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