It's been a whirlwind week already, and it's only Wednesday!
I was blessed with the opportunity to present at Wedding Wire World 2015, Wedding Wire's annual national conference. Held at the Gaylord National Harbor in DC, it was 2 days of networking, amazing presentations, and fantastic resources. The Wedding Wire staff were FANTASTIC To work with, and the venue was simply gorgeous. I was lucky enough to stay overnight at the Gaylord, and I can tell you that it's the closest thing to a cruise ship on dry land! Between the glass-encased atrium, the top-of-the-line service, and fantastic food, I will definitely be back.
I was asked to present on "The Legalities of Small Business." I shoved as much substantive content as I could into a 30-minute timeslot (while disclaiming that this was NOT LEGAL ADVICE, as any good attorney would....) and was delighted by the packed house!
The sheer number of wedding professionals crowded into my seminar made me think very hard about the state of the legal community. Many of these professionals had been in business for multiple years, but had not been to see an attorney. The two main concerns? 1) The pricetag, and 2) the feelings of misunderstanding, judgement, and sheer discomfort they felt while meeting with attorneys.
What does this say about our profession? First, it is that we are pricing ourselves out of valuable business. These small business owners NEED help, but simply cannot afford it. They are terrified of huge legal bills, the ever present "billable hour," and feeling out of control in their spending. One of the ways I deal with this is by providing "flat fee" service to some small business clients. I can only take several "all inclusive" flat fee clients at a time to ensure quality of my work, but the general idea is that I act as in-house counsel to small businesses that don't need a 24/7 in house attorney. Depending on a variety of factors, I come up with a monthly fee and a minimum time period for engagement, which can be extended month-to-month. They can call me, email me, ask questions, have me review documents, etc., except I 1) don't do litigation for them, 2) don't do real estate transactions, and 3) don't do patent work. This arrangement has been attractive to many of my clients. It's been extremely helpful for me in establishing my practice, because I get to work with the types of clients I seek without pricing them out of legal assistance.
The second reservation I picked up on-- feeling judged and misunderstood-- is even more important, but an even simpler fix for we as attorneys. If we are to survive, we must adapt to the times, and the legal profession is notoriously slow at adapting. We need to move out from behind our huge mahogany desks and into the social media sphere. We need to learn to relate to the struggles of our clients, and work as partners rather than as "COUNSELORS AT LAW." Does this mean we need to drop formalities and wear jeans to work every day? Absolutely not. Maintaining a professional relationship is key. However, remember your small business clients are smart and capable, and treat every industry as important. Don't talk down to your clients simply because they are young. You work for THEM, remember? It's time we started lawyering like business owners.
One of the presentations at Wedding Wire World was given by Monte Durham, a cast member on
TLC's "Say Yes to the Dress." I'll admit I totally fan-girled over him. However, all bias aside, he gave presentation that applies not only to the wedding industry, but to all businessmen and women. He stressed the importance of doing little things to make your client feel valued and special. Note their favorite color, and give them their documents in colored folders. Remember their birthday and email them on it. Do they mention their love of travel? Put out photos of your own wonderlust out on your desk. CONNECT WITH THEM!
Connecting with clients is the way I've built my practice with no loans in 7 months. By making those small adjustments that show them I actually care about their business, their "legal health," and their anxieties, I've developed relationships that result in return business and referrals. Am I perfect at this yet? Absolutely not. I am still poor, still struggle to pay bills some weeks, and sometimes still let self doubt creep into my mind . However, I can say 110% that I LOVE the clients I get to work with, I love the time I spend with them, and I am truly happy with my work. How many attorneys get to do that?
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| Action shot courtesy of @WeddingWireEdu |
I was asked to present on "The Legalities of Small Business." I shoved as much substantive content as I could into a 30-minute timeslot (while disclaiming that this was NOT LEGAL ADVICE, as any good attorney would....) and was delighted by the packed house!
 |
| PACKED house! |
What does this say about our profession? First, it is that we are pricing ourselves out of valuable business. These small business owners NEED help, but simply cannot afford it. They are terrified of huge legal bills, the ever present "billable hour," and feeling out of control in their spending. One of the ways I deal with this is by providing "flat fee" service to some small business clients. I can only take several "all inclusive" flat fee clients at a time to ensure quality of my work, but the general idea is that I act as in-house counsel to small businesses that don't need a 24/7 in house attorney. Depending on a variety of factors, I come up with a monthly fee and a minimum time period for engagement, which can be extended month-to-month. They can call me, email me, ask questions, have me review documents, etc., except I 1) don't do litigation for them, 2) don't do real estate transactions, and 3) don't do patent work. This arrangement has been attractive to many of my clients. It's been extremely helpful for me in establishing my practice, because I get to work with the types of clients I seek without pricing them out of legal assistance.
The second reservation I picked up on-- feeling judged and misunderstood-- is even more important, but an even simpler fix for we as attorneys. If we are to survive, we must adapt to the times, and the legal profession is notoriously slow at adapting. We need to move out from behind our huge mahogany desks and into the social media sphere. We need to learn to relate to the struggles of our clients, and work as partners rather than as "COUNSELORS AT LAW." Does this mean we need to drop formalities and wear jeans to work every day? Absolutely not. Maintaining a professional relationship is key. However, remember your small business clients are smart and capable, and treat every industry as important. Don't talk down to your clients simply because they are young. You work for THEM, remember? It's time we started lawyering like business owners.
 |
| I met him and word-vomited, "I'm a lawyer, and this is the best day of my life!" Oy. |
TLC's "Say Yes to the Dress." I'll admit I totally fan-girled over him. However, all bias aside, he gave presentation that applies not only to the wedding industry, but to all businessmen and women. He stressed the importance of doing little things to make your client feel valued and special. Note their favorite color, and give them their documents in colored folders. Remember their birthday and email them on it. Do they mention their love of travel? Put out photos of your own wonderlust out on your desk. CONNECT WITH THEM!
Connecting with clients is the way I've built my practice with no loans in 7 months. By making those small adjustments that show them I actually care about their business, their "legal health," and their anxieties, I've developed relationships that result in return business and referrals. Am I perfect at this yet? Absolutely not. I am still poor, still struggle to pay bills some weeks, and sometimes still let self doubt creep into my mind . However, I can say 110% that I LOVE the clients I get to work with, I love the time I spend with them, and I am truly happy with my work. How many attorneys get to do that?
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So proud of you! :)
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