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How Successful Attorneys Choose Their Clients

Posted by Dave Lorenzo

How do you choose your clients?

Finding clients is not difficult.  Once you know where to look, finding clients is easy.  The challenge comes in finding clients who are the perfect fit for you.
 
Let’s face it, you wouldn’t go to a store and buy a pair of pants unless you were certain they fit.  You wouldn’t buy a car unless you test drove it and made sure it was safe.  You wouldn’t buy a house unless you inspected it.

Yet most attorneys have little or no standards to apply when accepting a new client.

If you have ever had a bad experience with a client or if you have ever agreed to reduce (or waive) your fee just to make a client go away, you need to give some thought to this idea.
 
You get to choose who you work with.

Everyone should have their own specific criteria for selecting clients.  Here are some universally applicable standards to consider each time someone new asks for representation:

Will this client and this situation afford you the opportunity to do your best work? Your clients should benefit from your talent, skills, knowledge and experience.  You should learn and grow through the application of the same.  If this client doesn’t allow you to do your best, you are doing a disservice to both parties.

Can you legally, morally and ethically work with this client without reservation? This is between you and the person you see when you look in the mirror.  If you can’t stand your client, he shouldn’t be your client.

Can this client afford a lawyer of your caliber?  You are not a charity.  Your law firm is a business.  Don’t negotiate fees.  Give 100% effort and provide your client with 100% of your talent, skills, knowledge and experience.  They should pay 100% of your fee.  If your client can’t afford it, they should not be your client.

Can this client adequately help you do your job? All too often clients want you to just make the problem go away.  Unfortunately they don’t want to (or are incapable of) participating in their own matter.  (Note:  If they are incapacitated that’s different than if they are stubborn).  You must decide at the outset of your relationship whether or not your client can help you get the best possible result.  If they can’t, you should let them go somewhere else.

Is there opportunity for work beyond the initial engagement with this client?  Does the person in front of you have other matters he could refer to your firm?  Is he influential within the community and can he send other people to you?  Each client offers two possibilities within this area:  They can send you business that they personally control or they can influence others to work with you when the need arises.  At some point during your intake process, you should probe about the prospective client’s ability to do one or the other.
 
Your time is incredibly valuable.  You cannot waste it on people who are not your ideal client. These are the main criteria my clients use when they interview potential clients for their law practice.  Add your own criteria to the list.
 
Of course, implied in this entire lesson is the idea that you get to choose your clients.  If you don’t have that luxury, you have a marketing issue and you definitely need to call me.  888.692.5531

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Ethical Legal Marketing

Judson Cohen

“I thought I knew all about running my practice and generating work but, I have to admit, I learned a bunch from Dave Lorenzo.

I’ll admit it, I made the same mistake most attorneys make about new business. I assumed doing a great job for my existing clients was enough to guarantee new business.

Yes, you have to do a great job for your clients. However, that does not guarantee new business. Dave helped me put in place simple and effective tools to reach out to new clients and maintain a healthy relationship with past clients.

Dave Lorenzo continues to help me find sustainable, ethical ways to consistently attract new business.“

Judson Cohen
Cohen Law Offices
Personal Injury and Civil Litigation
Miami, FL

 

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Kleiner & Cazeau
Aventura, FL

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Evan Richards

I’ve used Dave Lorenzo’s law firm marketing information and advice to grow my practice and the results have been great.

Thanks to Dave’s guidance, my firm, my employees and I were recruited and offered an opportunity to join a prestigious firm here in Australia. 

Everyone is wondering how a young guy like me managed to build my practice from the ground up within a year.  Dave and Rainmaker Lawyer Consulting have helped give me an edge.

Evan Richards
St, Adelaide SA, Australia

 

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Gerry Oginski

“There are only a handful of legal marketing experts that I think are truly superb at what they do. One of them is Dave Lorenzo, the author of the Rainmaker blog. I’m proud to say that I receive all of Dave’s e-mails discussing tips and advice that lawyers should be doing on a regular basis. He gives real-life practice advice that lawyers can implement immediately in their practice. I only wish I had learned about him years ago when I went out on my own.

I am a New York medical malpractice and personal injury trial lawyer for over 21 years and Dave clearly “gets it” and understands legal marketing. I am also the Founder of the Lawyers Video Studio and a avid student of lawyer marketing. Dave’s marketing tips are right on target.

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Gerry Oginski, Esq.
The Law Office Of Gerald Oginski, LLC
Great Neck, NY

Essential For My Legal Marketing and My Law Firm

Loren Donald Pearson

“Since I began working with Dave I no longer spend sleepless night worrying where my next client will come from. 

Dave has helped me set up a number of legal marketing systems to help my practice grow.  He is a trusted advisor essential to my law firm.

I share information with him that goes beyond legal marketing and he offers honest, objective feedback based upon his years of experience working with other attorneys. 

I strongly recommend Dave Lorenzo and Rainmaker Lawyer Legal Marketing.  Hire him today!”


Loren D. Pearson, Esq.
Assouline & Berlow P.A.
Miami Beach, FL  

Your Law Firm Marketing Strategy Has Transformed My Practice

Mark Fried

“Thank you for your contribution not only to my firm but to the legal community. The strategies you have made available to me have transformed my practice and my life.

The guidance you have given me has allowed my paralegal and me to provide better service to my clients. This is extremely positive and has increased the referrals from my clients to me.

You are truly the best at enabling me to ‘make more rain’ with your law firm marketing strategy”.

Mark Fried, Esq.
Mark E. Fried P.A.
Miami, FL

Dave Helps You Achieve Your Attorney Marketing Goals

Leslie Zigel

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Leslie José Zigel, Esq.
Ziglaw
Miami, FL

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Scott Wagner

Dear Dave,

Rarely do I take the time to write a recommendation or testimonial.

But it is tough not to return the love when someone does the following:

You’ve refueled my fire to practice law.

You’ve made me earn more money.

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Read it again because it is the truth.  It’s also what we all want out of life.  Your lawyer marketing process provides those keys to success and for that I thank you.”

Scott A. Wagner, Esq.
Moore & Company, P.A.
Coral Gables, FL

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Brett Panter, Esq.
Sr. Partner
Panter Panter & Sampedro. P.A.
Miami, FL

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Robert Rogers

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Robert Rogers, Esq.

Robert Rogers Law Firm, PA
Coral Gables, FL

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Alicia Santana Torres, Esq.
Santana Torres Law Offices, P.L.
Coral Gables FL

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Barry Stein

Dear David:

As you already knew, and as I learned, what separates you from any other such service is the time you spend to learn and understand the attorney’s practice you are working with AND to explore the goals and objectives of the attorneys involved. This two prong approach allows for you to develop a unique plan for lawyers marketing their services.

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Barry A. Stein, Esq.

De Cardenas, Freixas, Stein &  Zachary, P.A.
Miami, FL

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Steven Klitzner, Esq.
Miami, FL

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David Edelstein

“As a criminal defense attorney, I am used to fighting against overwhelming odds.  It’s a tough job.  I face difficult challenges on a daily basis.  But the truth is, none of those challenges are as tough as starting a law firm and finding clients.  Law school prepares you for many things but marketing certainly isn’t one of them.

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David Edelstein, Esq.
Law Offices of David M. Edelstein, P.A.
Miami, FL

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Rich Gee
Stamford, CT

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Brad Gross

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Working with Dave is a great experience.  He is an expert at marketing for law firms and I highly recommend him to other attorneys.”

Brad Gross, Esq.
Ft. Lauderdale, FL

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Barry Conchie
Washington, D.C.

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