They aren’t the kids anymore. They’re running businesses, departments of large corporations, households, and they don’t think as their parents do.
In fact, if everyone is doing something based on how it’s always been done, they’re wondering why someone hasn’t found a better way. For lawyers, we cling to how that’s always been done. Now I’m not advocating you throw out the actual legal work you do – but in the delivery, it’s time to start rethinking. How can we deliver the work in better ways than our predecessors did for their parents?
They’re frugal. Their money is going toward savings, retirement, and student loans. They won’t part with their money without questioning it. And being completely comfortable with technology, if there’s a cheaper way to do something, they’ll find it. But, as any time on Etsy or Instagram with show you, they will pay for a quality product if it’s bringing them value.
Bring more to the table than what a google search can do. Be as transparent as you can when it comes to cost and never feel too good to explain how you charge and what they’re getting for it.
Show your value and you’ll never get an argument on why your services are money well spent.
Jennifer Gumbel is an estate planning and probate lawyer in Austin, Minnesota. She takes her morbid nerd-dom to another level by talking about how to organize your after life, with the website An Organized (after)Life and the podcast, An Organized (after)Life, which you can find on the website, Spreaker and ITunes. You can also find her on Instagram with pics on death organizing and small town Minnesota life at the handle @jengumbel.