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Message: Hi, I thought you might be interested in this article I found. Law Firm Marketing is Your First Step Toward Freedom Sometimes success can be overwhelming. Many of the lawyers who implement my recommendations find themselves inundated with new clients inside of a year. This success leads to additional recommendations that are much harder to follow. Meaning: I instruct busy attorneys to hire associates to take care of most of their clients (do the legal work) and simultaneously to increase the fees they charge clients who work directly with them. The associates should bill at a lower rate than the partner - who presumably has significantly greater experience, skills, knowledge and some kind of unique ability. A good portion of my clients resist acting on this advice. This resistance stems from two specific fears: 1). Attorneys fear they will lose the clients they currently have and 2). They fear appearing different when compared to everyone else who does what they do. Both of these fears inhibit the growth of the law firm. Both are as deadly as a bullet fired from a gun. Here’s why: Raising fees for new clients may result in a decrease in volume. The clients who choose not to pay your fee do not appreciate the value of working with you. They do not want the guidance and support of a true expert. Rest assured new and better clients will fill the vacuum created by the absence of these shortsighted individuals. Appearing different is what marketing is all about. Your difference is a competitive advantage. Most attorneys are sheep marching silently and compliantly into the slaughterhouse of the fee-cutting-client. If you provide more value, and you present that value in a unique way, you stand out from the flock. Not only do you avoid slaughter, but you establish ownership of your own flock. And if you are smart, you harvest wool from your sheep multiple times instead of slaughtering them once. But this is old news. You have heard this from me before.