Q: Should I Bill for Initial Consultations?

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A: The New Law Business Model way of doing things is to guide you to shift from giving away free initial consultations to an altogether new way of handling your first meeting with a client.

The free initial consultation is often not valued or taken seriously by your prospects. They see it as you trying to sell them something and them shopping around for the best deal.

When your first meeting is framed that way, you will end up with a whole lot of canceled appointments and people walking out without saying yes to your services. And a whole lot of your time wasted.

Instead, we recommend you give your initial meeting a name, a purpose and a value. For example, our Personal Family Lawyer member lawyers call their meetings “Family Wealth Planning Session” and are for the purpose of identifying what would happen to your kids, your money and everything else you care about if anything happens to you so things can go the way you would want. The value is $750.

Our Creative Business Lawyer member lawyers call their initial meetings LIFT Start Up Sessions to identify how best to set up the legal, insurance, financial or tax parts of your business or LIFT Business Audits to identify the holes in the legal, insurance, financial and tax foundation of your business. The value is $1,250.

There may still be plenty of ways for prospects to attend one of these meetings for free, but they are not free initial consultants. As a result, our lawyers engage nearly every prospect that they meet with, have very few cancellations and have happier clients all around.

To learn more about the Client Engagement System, attend this training.

With Love & Success,

A

About the Contributor
Alexis Neely is a Law Business Mentor and creator of the New Law Business Model. She built her law practice from scratch into a million dollar a year generating business in just three years with the new law business model her family and her clients loved.

Topics:  Billing, Business Development, Consultation, Marketing

Published In: Firm Marketing Updates, Professional Practice Updates

DISCLAIMER: Because of the generality of this update, the information provided herein may not be applicable in all situations and should not be acted upon without specific legal advice based on particular situations.

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