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HOW TO FIND POTENTIALS WHO ARE WILLING AND ABLE TO PAY YOU WHAT YOU’RE WORTH 3 KILLER TEAM-BUILDING ACTIVITIES THE ART OF SAYING NO SHOULD ATTORNEYS CHASE POTENTIALS? DO YOU HAVE WHITE COAT SYNDROME?
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DO YOU HAVE WHITE COAT SYNDROME?
It goes like this: An average Joe realizes they need a top-notch attorney, so, they search Google, find your website, and punch your number into their phone. Or, at least they would, but they hesitate and do something else.
It used to be that a simple Yellow Pages ad was all you needed to let potential clients know you exist, and then they would come to you.
However, as I’m sure you’ve noticed, the good old days of a simple phone book ad went the way of the dodo. And clients sure don’t beat a path to your door anymore. Nowadays, attorneys must compete for clients. Why is that?
Why? What stops them from calling you?
Law schools. They are churning out a glut of newly minted juniors who are so desperate for experience they’ll chase potentials just to work for free.
They’re afraid. They’re literally afraid of hitting the dial button and talking to you. And the reason might be surprising. It’s your authority. People find it intimidating. In the medical profession, they call this “white coat syndrome.”
What’s more, thanks to Google, every firm within an hour’s driving distance is now your competitor because they’re also chasing your clients.
Times have changed, and the legal profession is more fiercely competitive than ever in history. And there’s nothing you or I can do about it.
So, what’s an honest attorney to do?
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