Dang Good Offers

 Another day, another dollar. 



Or so the cliche goes. 

Where do these dollars come from? 

Where do they go?

Where do these days come from? 

Where do they go?

One day comes from the previous. 

And the dollars?

They show up when value is created. 

Tangible value of help and service to another human. 

The misconception with attorneys is that we're only after dollars. 

Most attorneys are after days. 

But they conflate dollars for days and so they bill by the hour. 

Attorneys that only bill by the hour fail to recognize the value rendered. 

Make offers so good that clients would feel stupid saying "no."

Or better yet: make offers so good that client know you're looking out for their best interest. 

The attorney's job should truly be to understand the client's problem, issue, pain, worry, anxiety and then offer a solution based on knowledge, experience, and expertise. Whether it takes the attorney 1 hour or 1 year is certainly of consequence, but ought not be the main consequence. 

Remember: Value increases as the dream outcome and perceived likelihood of achievement increases. 

Value also increases as the effort/sacrifice required and time delay decreases. 

Dream outcome = pain is gone.

Perceived likelihood of achievement = licensed attorney, counseled 100s of families

Effort/Sacrifice = a couple tough conversations

Time delay = 4-6 weeks (and decreasing by the day)

But now you have to  advertise that offer. 

It's not sufficient to have a great offer. You have to let them know. You have to give them the opportunity to buy. 


---> More thoughts here.








Location: Iowa Park, TX 76367, USA

Comments

Post a Comment

Popular posts from this blog

When the Ideal Becomes the Real (The Great Gatsby - F. Scott Fitzgerald)

Image
The man had it all. Yet it wasn't enough. The house, the car, the clothes, the parties, staff, status, stories, and, of course, "business gonnegtions" (p. 70). What's worse, he had the future — his future — all planned out, right across the way, almost within reach. The green light was the light at the end of his tunnel. The only thing missing? Daisy.  So Gatsby schemes and schmoozes until he can finally be reunited with her — under the appearance of fate — just like he planned. Just like he had planned everything: his business dealings, parties, everything. He made the Ideal into the Real. He forced it to happen —all  by accident.  But when the Ideal becomes the Real, it ceases to be the Ideal. And the Real is less than Ideal.  What ensured?  Reality destroyed the Ideal. Actuality shattered the Fantasy.  Who's fantasy?  Gatsby's, of course, but also Daisy's. Gatsby's fantasy was Daisy. Daisy's fantasy was money, status, entertainment, self —thin...
Read more

Flat fees and other time dilemmas

 Another week gone by.  How did that happen? Fox and the Hound tonight.  Is this really a place to reflect?  Probably not.  I picture an audience reading these words, though I know no one does. Well some people do. You know who you are.  Do you ever wish you could have a conversation with your future self?  What would he say?  How would he encourage you in this moment?  He'd say keep walking the path.  So when I read this a year from now, will I then be encouraged?  Am I encouraged now?  I've certainly learned lessons along the way.  Flat fee for example. It's easy to say flat fee for each document.  But flat fee for offers--true offers--is the best path for leverage at this time.  Nothing new coming in will be done hourly. Just get the job done, get right to the heart of the matter.  Client like it so much more. They're not worried that I'm wasting time. They know I'm getting the job done. 
Read more

Did you know goldfish can be 10lbs?

Image
 It simply depends on the size of the tank. Small tank = small goldfish  Why do I think I need to revamp SquareSpace in favor of ClickFunnels?  I'm trying to copy rather than create. I want to see that it's already been done and go from there.  I don't want to put in the hard work of creating value.  What about lead magnets?  What about value ladder?  What about them?  I'm justifying to myself that this is the most important thing.  It's a bell and whistle; shiny and new.  The sign is when I go to fiverr to hire someone else to do the thing.  To create the logo. Design the mailer.  The actual act of creating is up to you.  You can't outsource that.  You can look for inspiration and see what others have done.  But there is no golden bullet. There are a thousand silver BBs.  So the value stack is straight forward for now.  "You have estate planning concerns" They come in many different forms.  My sol...
Read more