To say that we have been living through the most extraordinary of times would probably be the under-statement of the century!
Certainly, in my conversations with Wills and Probate practitioners over the last few months, it seems that many of you have been extremely busy during this period, although, at the beginning of lockdown, there may have been times when things were quiet.
In an area where traditionally many meetings with clients were held face-to-face, you’ve had to change the way you work significantly and this situation may potentially have knocked your confidence.
Combine this with the fact that wills have been devalued over the years and the level of uncertainty in the world at the current time, mean that the fees which you charge may not actually be truly representative of the value of the work that you provide.
Pricing, coupled with the focus on transparency, may have driven the price of wills down to the consumer; but it has not necessarily brought down your costs and is certainly not a reason for you to devalue your services.
Let me make one thing perfectly clear. Different businesses operate in different ways. You need to be focused on the right clientele for your business.
In summary, do not compare or compete!
So practically what can you do?
1) Focus on the value you create for your clients.
Think about the importance of what you do for your clients and what would happen if it was done incorrectly.
After all, making a will is one of the most important documents that most people will purchase in their lifetime and they do want it to be valid. You have knowledge that your clients don’t.
You are protecting a client’s loved ones both financially and emotionally by ensuring that they are financially taken care of. Surely, this is worth more than a few quid?
Clearly the quality of the work undertaken will either ensure that all is well or if not done properly could cause expensive problems and heartache further down the line.
2) Get in touch with your feelings.
While it is true that you have absolutely no control over what happens outside of you, inside, however, is a different kettle of fish.
Whatever emotions you normally feel will be heightened by all the uncertainty, so it is even more critical than ever to understand that real freedom is not life returning to ‘normal’, though that would be fantastic, it is no longer being a victim to the swirling, never-ending chatter of fear and self-criticism called “the monkey mind.”
With this in mind, you can download a complimentary 5 step process to manage your thoughts and feelings – link at the end of the article.
3) Work on your self-worth because it has a significant impact on revenue and how confident you are in your charging. But that’s not all.
When you’re not charging effectively, it also impacts on the quality of your life because you are working too hard for too little. Your stress levels are therefore high because you may be worried about whether or not you’re reaching your targets.
You may also find yourself working with the sort of clients who are very price focussed and want everything for nothing. So your physical and mental health are being negatively impacted.
Wake up to the fact that you offer a valuable service and not all clients are driven by price. You give your clients peace of mind and that is priceless.
Is that not true?
Vanessa Ugatti, author of Amazon Best Seller, True Worth, helps lawyers to take charge, get paid what they’re worth and create a healthier life-work balance.
For a complimentary copy of My 5 Step Model to Manage Your Monkey Mind https://www.thetrueworthexpert.com/my-5-step-model/