Miami criminal defense attorney Brian Tannebaum recently wrote a post on his blog entitled, “Do People Who Aren’t Hungry Go to Restaurants?” In his post he states that clients are often shopping for the cheapest lawyer, and recently, people have been contacting him and telling him that they aren’t even sure if they want to hire an attorney (even though of course by the time that they contact him, they almost always need a criminal defense attorney).
In the estate planning field, the code word that I often hear is “simple.” Potential clients will call and before giving me any information, tell me that they just want a “simple” will and how much will a “simple” will cost them? When someone on the phone says that they are looking for estate planning and want something “simple” they almost always mean “cheap.” They’ll call around asking multiple attorneys how much each charges for a simple will, and then without asking whether or not that attorney focuses their practice on wills, trusts, and estates, or is someone who does wills, criminal law, personal injury, and a smattering of other areas, will then go with whoever gave them the lowest price on the phone.
Unfortunately, too many attorneys are more than happy, or at least willing to play that game.
First of all, I’m not Walmart.
I’m not interested in offering the absolute lowest price to the highest volume of clients, because it will not allow me to give each client the attention that they need. That’s not to say that I overcharge because I don’t, but like any professional I charge a fair price for my services.
But more importantly, I don’t sell wills. I sell advice. My job isn’t to have the client tell me that they need a simple will and then provide it to them. That’s what Legal Zoom does with their fill in the blank forms. If the client knew what they needed, they wouldn’t have to hire me. I see it like going to the doctor with a searing stomach ache, and telling the doctor “I only want you to give me an antacid. Do not check me for appendicitis.”
My job is to examine each and every client’s circumstances, including family, children, assets, age, health, citizenship, employment, etc. and after an examination of a multitude of variables, including intangible impressions that I get from a face to face meeting with the client, only then do I advise them what I think they need, and if they decide to follow my advice, begin drafting the documents.
So when someone calls me on the phone and the first thing they ask me is, “How much do you charge for a simple will?” I know that there is a 99% chance that they won’t end up hiring me, which is fine. I much prefer the clients who call me and the first thing they say is, “I am interested in doing what I can to protect and provide for my family. How can you help me?”