{"id":61160,"date":"2026-01-15T20:01:26","date_gmt":"2026-01-16T01:01:26","guid":{"rendered":"https:\/\/jgmleonard.com\/lawyer\/?p=61160"},"modified":"2026-01-21T19:07:26","modified_gmt":"2026-01-22T00:07:26","slug":"chapter-04","status":"publish","type":"page","link":"https:\/\/jgmleonard.com\/lawyer\/how-to-build-a-profitable-legal-practice\/chapter-04\/","title":{"rendered":"Chapter 04"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"61160\" class=\"elementor elementor-61160\">\n\t\t\t\t<div class=\"elementor-element elementor-element-5c893800 e-flex e-con-boxed e-con e-parent\" data-id=\"5c893800\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-78aa3677 elementor-widget elementor-widget-heading\" data-id=\"78aa3677\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Chapter 4<br>Defining Your Ideal Legal Client<\/h2>\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-4513f255 e-flex e-con-boxed e-con e-parent\" data-id=\"4513f255\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-49da0f3d elementor-widget elementor-widget-text-editor\" data-id=\"49da0f3d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<h2>\u00a0The Most Expensive Mistake Lawyers Make<\/h2><p>Many lawyers believe they should serve \u201canyone who needs legal help.\u201d<\/p><p>This mindset feels responsible, even noble\u2014but it is one of the fastest ways to build an unprofitable, exhausting practice.<\/p><p>Profitability does not come from serving more clients.<\/p><p>It comes from serving the right clients.<\/p><p>Every successful legal practice\u2014whether solo or multi-partner\u2014has clarity on two things:<\/p><ol><li>Who they serve<\/li><li>Why clients choose them<\/li><\/ol><p>Without this clarity, marketing becomes random, pricing becomes defensive, and client relationships become draining.<\/p><h2>\u00a0What Is an \u201cIdeal Legal Client\u201d?<\/h2><p>Your ideal legal client is not simply someone who can afford your services. It is a client who:<\/p><p>\u00a0Has a recurring or high-value legal problem<\/p><p>\u00a0Understands the value of legal expertise<\/p><p>\u00a0Respects your time and advice<\/p><p>\u00a0Fits your preferred working style<\/p><p>\u00a0Is aligned with your pricing model<\/p><p>\u00a0Refers others like themselves<\/p><p>Serving ideal clients reduces stress, increases profitability, and improves work quality.<\/p><h2>\u00a0Why \u201cBad\u201d Clients Destroy Profit<\/h2><p>Difficult or misaligned clients cost more than they pay.<\/p><p>They:<\/p><ul><li>\u00a0Demand excessive communication<\/li><li>Resist fees<\/li><li>Ignore advice<\/li><li>Create disputes over billing<\/li><li>Increase malpractice risk<\/li><\/ul><p>Even if they pay their invoices, they consume disproportionate emotional and operational resources.<\/p><p>A profitable practice is built as much on who you say no to as on who you say yes to.<\/p><p>\u00a0Step One: Identify Your Most Profitable Past Clients<\/p><p>The easiest way to define your ideal client is to look backward.<\/p><p>Ask:<\/p><ul><li>\u00a0Which clients paid promptly and without dispute?<\/li><li>Which matters were efficient and predictable?<\/li><li>Which clients trusted your judgment?<\/li><li>Which engagements led to referrals?<\/li><li>Which clients would you gladly work with again?<\/li><\/ul><p>Patterns will emerge\u2014industry, personality type, problem type, or sophistication level.<\/p><p>Your ideal client already exists. You are simply choosing to serve more of them.<\/p><p>\u00a0Step Two: Define the Client Profile (Beyond Demographics)<\/p><p>Many lawyers stop at surface-level descriptions:<\/p><ul><li>\u00a0\u201cSmall business owners\u201d<\/li><li>\u201cHigh-net-worth individuals\u201d<\/li><li>\u201cStartups\u201d<\/li><\/ul><p>These are not client profiles. They are categories.<\/p><p>A true ideal client profile includes:<\/p><h2>Legal Problem<\/h2><p>\u00a0Ongoing vs one-time<\/p><p>\u00a0Complex vs standardized<\/p><p>\u00a0Urgent vs strategic<\/p><ol start=\"2\"><li>Decision-Making Style<\/li><\/ol><p>\u00a0Risk-averse or risk-tolerant<\/p><p>\u00a0Fast or deliberative<\/p><p>\u00a0Emotion-driven or logic-driven<\/p><h2>Financial Behavior<\/h2><p>\u00a0Budget-focused or value-focused<\/p><p>\u00a0Comfortable with retainers<\/p><p>\u00a0Open to alternative fee arrangements<\/p><h2>Relationship Expectations<\/h2><p>\u00a0Advisor vs service provider<\/p><p>\u00a0Hands-on vs hands-off<\/p><p>\u00a0Collaborative vs directive<\/p><p>Profitability improves when expectations align on both sides.<\/p><h2>\u00a0Choose a Clear Market Position<\/h2><p>Market position answers one simple question:<\/p><p>\u201cWhy should this client hire you instead of another competent lawyer?\u201d<\/p><p>Positioning is not about being \u201cbetter.\u201d<\/p><p>It is about being distinct.<\/p><p>Examples:<\/p><p>\u00a0\u201cThe go-to counsel for healthcare startups navigating regulation\u201d<\/p><p>\u00a0\u201cA family law practice focused on high-conflict custody cases\u201d<\/p><p>\u00a0\u201cA commercial litigator for mid-market manufacturers\u201d<\/p><p>Vague positioning (\u201cfull-service law firm\u201d) attracts price shoppers.<\/p><p>Specific positioning attracts decision-makers.<\/p><p>\u00a0Specialization Increases Trust and Fees<\/p><p>Generalists compete on availability and price.<\/p><p>Specialists compete on insight and confidence.<\/p><p>Specialization allows you to:<\/p><p>\u00a0Work faster due to experience<\/p><p>\u00a0Predict outcomes more accurately<\/p><p>\u00a0Create standardized processes<\/p><p>\u00a0Command premium fees<\/p><p>\u00a0Become referable<\/p><p>You do not need to narrow your expertise to one issue\u2014but you must narrow your message.<\/p><p>\u00a0Positioning Without Limiting Growth<\/p><p>Many lawyers fear specialization will shrink their opportunities.<\/p><p>In reality:<\/p><p>\u00a0Clear positioning attracts more qualified clients<\/p><p>\u00a0Referrals increase because people know when to send clients<\/p><p>\u00a0Expansion becomes easier once authority is established<\/p><p>A focused market position is a growth strategy, not a constraint.<\/p><h2>\u00a0Align Your Pricing With Your Position<\/h2><p>Your ideal client and market position dictate pricing.<\/p><p>Premium positioning cannot survive bargain pricing.<\/p><p>High-volume positioning cannot survive bespoke billing.<\/p><p>Ask:<\/p><p>\u00a0Does my pricing reinforce my position?<\/p><p>\u00a0Do my fees signal confidence or insecurity?<\/p><p>\u00a0Are my best clients comfortable with my pricing structure?<\/p><p>Misaligned pricing repels ideal clients and attracts problematic ones.<\/p><h2>\u00a0Filter Clients Intentionally<\/h2><p>Profitable practices use filters, not hope.<\/p><p>Filters include:<\/p><p>\u00a0Clear website messaging<\/p><p>\u00a0Structured intake forms<\/p><p>\u00a0Paid consultations<\/p><p>\u00a0Minimum fee thresholds<\/p><p>\u00a0Defined engagement criteria<\/p><p>Filtering is not exclusion\u2014it is professional clarity.<\/p><p>The goal is not to eliminate clients.<\/p><p>The goal is to attract the right ones before the first conversation.<\/p><p>\u00a0Case Example: From Overworked to Profitable<\/p><p>A solo commercial lawyer handled \u201canything business-related.\u201d<\/p><p>Revenue was inconsistent, hours were long, and stress was constant.<\/p><p>By narrowing focus to contract disputes for professional services firms, the lawyer:<\/p><p>\u00a0Reduced client volume<\/p><p>\u00a0Increased average fees<\/p><p>\u00a0Shortened case timelines<\/p><p>\u00a0Became referral-driven within 12 months<\/p><p>Profit increased not by working more\u2014but by choosing better.<\/p><h2>\u00a0Key Takeaways<\/h2><p>\u00a0Ideal clients increase profit and reduce stress<\/p><p>\u00a0Not all revenue is good revenue<\/p><p>\u00a0Positioning must be clear and specific<\/p><p>\u00a0Specialization strengthens pricing power<\/p><p>\u00a0Filtering clients is a business discipline<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-30e945ac e-flex e-con-boxed e-con e-parent\" data-id=\"30e945ac\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-5badcff6 elementor-widget elementor-widget-button\" data-id=\"5badcff6\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t\t\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"https:\/\/jgmleonard.com\/lawyer\/uild-a-profitable-legal-practice\/chapter-03\/\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t\t\t\t<span 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class=\"elementor-element elementor-element-5293e0c2 elementor-widget elementor-widget-shortcode\" data-id=\"5293e0c2\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"shortcode.default\">\n\t\t\t\t\t\t\t<div class=\"elementor-shortcode\">\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"61187\" class=\"elementor elementor-61187\">\n\t\t\t\t<div class=\"elementor-element elementor-element-8d248c4 e-flex e-con-boxed e-con e-parent\" data-id=\"8d248c4\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-034effe elementor-widget elementor-widget-heading\" data-id=\"034effe\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Table of Contents<\/h2>\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-6650f2b e-flex e-con-boxed e-con e-parent\" data-id=\"6650f2b\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t<div class=\"elementor-element elementor-element-915a497 e-con-full e-flex e-con e-child\" data-id=\"915a497\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-aff3764 hfe-nav-menu__align-left hfe-submenu-icon-arrow hfe-link-redirect-child hfe-nav-menu__breakpoint-tablet elementor-widget elementor-widget-navigation-menu\" data-id=\"aff3764\" data-element_type=\"widget\" data-e-type=\"widget\" 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id=\"menu-item-61376\" class=\"menu-item menu-item-type-post_type menu-item-object-page parent hfe-creative-menu\"><a href=\"https:\/\/jgmleonard.com\/lawyer\/how-to-build-a-profitable-legal-practice\/chapter-02\/\" class = \"hfe-menu-item\">Chapter 02<\/a><\/li>\n<li id=\"menu-item-61377\" class=\"menu-item menu-item-type-post_type menu-item-object-page parent hfe-creative-menu\"><a href=\"https:\/\/jgmleonard.com\/lawyer\/how-to-build-a-profitable-legal-practice\/chapter-03\/\" class = \"hfe-menu-item\">Chapter 03<\/a><\/li>\n<li id=\"menu-item-61427\" class=\"menu-item menu-item-type-post_type menu-item-object-page parent hfe-creative-menu\"><a href=\"https:\/\/jgmleonard.com\/lawyer\/how-to-build-a-profitable-legal-practice\/chapter-04\/\" class = \"hfe-menu-item\">Chapter 04<\/a><\/li>\n<\/ul> \n\t\t\t\t<\/nav>\n\t\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-fd75aed e-con-full e-flex e-con e-child\" data-id=\"fd75aed\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-2642184 hfe-nav-menu__align-left hfe-submenu-icon-arrow hfe-link-redirect-child hfe-nav-menu__breakpoint-tablet elementor-widget elementor-widget-navigation-menu\" data-id=\"2642184\" data-element_type=\"widget\" data-e-type=\"widget\" data-settings=\"{&quot;padding_horizontal_menu_item&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:15,&quot;sizes&quot;:[]},&quot;padding_horizontal_menu_item_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;padding_horizontal_menu_item_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;padding_vertical_menu_item&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:15,&quot;sizes&quot;:[]},&quot;padding_vertical_menu_item_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;padding_vertical_menu_item_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;menu_space_between&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;menu_space_between_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;menu_space_between_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;dropdown_border_radius&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;top&quot;:&quot;&quot;,&quot;right&quot;:&quot;&quot;,&quot;bottom&quot;:&quot;&quot;,&quot;left&quot;:&quot;&quot;,&quot;isLinked&quot;:true},&quot;dropdown_border_radius_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;top&quot;:&quot;&quot;,&quot;right&quot;:&quot;&quot;,&quot;bottom&quot;:&quot;&quot;,&quot;left&quot;:&quot;&quot;,&quot;isLinked&quot;:true},&quot;dropdown_border_radius_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;top&quot;:&quot;&quot;,&quot;right&quot;:&quot;&quot;,&quot;bottom&quot;:&quot;&quot;,&quot;left&quot;:&quot;&quot;,&quot;isLinked&quot;:true},&quot;padding_horizontal_dropdown_item&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;padding_horizontal_dropdown_item_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;padding_horizontal_dropdown_item_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;padding_vertical_dropdown_item&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:15,&quot;sizes&quot;:[]},&quot;padding_vertical_dropdown_item_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;padding_vertical_dropdown_item_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;distance_from_menu&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;distance_from_menu_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;distance_from_menu_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;toggle_size&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;toggle_size_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;toggle_size_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;toggle_border_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;toggle_border_width_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;toggle_border_width_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;toggle_border_radius&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;toggle_border_radius_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;toggle_border_radius_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]}}\" data-widget_type=\"navigation-menu.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t<div class=\"hfe-nav-menu hfe-layout-vertical hfe-nav-menu-layout vertical\" data-layout=\"vertical\">\n\t\t\t\t<div role=\"button\" class=\"hfe-nav-menu__toggle elementor-clickable\" tabindex=\"0\" aria-label=\"Menu Toggle\">\n\t\t\t\t\t<span class=\"screen-reader-text\">Menu<\/span>\n\t\t\t\t\t<div class=\"hfe-nav-menu-icon\">\n\t\t\t\t\t\t<svg aria-hidden=\"true\"  class=\"e-font-icon-svg e-fas-align-justify\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M432 416H16a16 16 0 0 0-16 16v32a16 16 0 0 0 16 16h416a16 16 0 0 0 16-16v-32a16 16 0 0 0-16-16zm0-128H16a16 16 0 0 0-16 16v32a16 16 0 0 0 16 16h416a16 16 0 0 0 16-16v-32a16 16 0 0 0-16-16zm0-128H16a16 16 0 0 0-16 16v32a16 16 0 0 0 16 16h416a16 16 0 0 0 16-16v-32a16 16 0 0 0-16-16zm0-128H16A16 16 0 0 0 0 48v32a16 16 0 0 0 16 16h416a16 16 0 0 0 16-16V48a16 16 0 0 0-16-16z\"><\/path><\/svg>\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<nav class=\"hfe-nav-menu__layout-vertical hfe-nav-menu__submenu-arrow\" data-toggle-icon=\"&lt;svg aria-hidden=&quot;true&quot; tabindex=&quot;0&quot; class=&quot;e-font-icon-svg e-fas-align-justify&quot; viewBox=&quot;0 0 448 512&quot; xmlns=&quot;http:\/\/www.w3.org\/2000\/svg&quot;&gt;&lt;path d=&quot;M432 416H16a16 16 0 0 0-16 16v32a16 16 0 0 0 16 16h416a16 16 0 0 0 16-16v-32a16 16 0 0 0-16-16zm0-128H16a16 16 0 0 0-16 16v32a16 16 0 0 0 16 16h416a16 16 0 0 0 16-16v-32a16 16 0 0 0-16-16zm0-128H16a16 16 0 0 0-16 16v32a16 16 0 0 0 16 16h416a16 16 0 0 0 16-16v-32a16 16 0 0 0-16-16zm0-128H16A16 16 0 0 0 0 48v32a16 16 0 0 0 16 16h416a16 16 0 0 0 16-16V48a16 16 0 0 0-16-16z&quot;&gt;&lt;\/path&gt;&lt;\/svg&gt;\" data-close-icon=\"&lt;svg aria-hidden=&quot;true&quot; tabindex=&quot;0&quot; class=&quot;e-font-icon-svg e-far-window-close&quot; viewBox=&quot;0 0 512 512&quot; xmlns=&quot;http:\/\/www.w3.org\/2000\/svg&quot;&gt;&lt;path d=&quot;M464 32H48C21.5 32 0 53.5 0 80v352c0 26.5 21.5 48 48 48h416c26.5 0 48-21.5 48-48V80c0-26.5-21.5-48-48-48zm0 394c0 3.3-2.7 6-6 6H54c-3.3 0-6-2.7-6-6V86c0-3.3 2.7-6 6-6h404c3.3 0 6 2.7 6 6v340zM356.5 194.6L295.1 256l61.4 61.4c4.6 4.6 4.6 12.1 0 16.8l-22.3 22.3c-4.6 4.6-12.1 4.6-16.8 0L256 295.1l-61.4 61.4c-4.6 4.6-12.1 4.6-16.8 0l-22.3-22.3c-4.6-4.6-4.6-12.1 0-16.8l61.4-61.4-61.4-61.4c-4.6-4.6-4.6-12.1 0-16.8l22.3-22.3c4.6-4.6 12.1-4.6 16.8 0l61.4 61.4 61.4-61.4c4.6-4.6 12.1-4.6 16.8 0l22.3 22.3c4.7 4.6 4.7 12.1 0 16.8z&quot;&gt;&lt;\/path&gt;&lt;\/svg&gt;\" data-full-width=\"yes\">\n\t\t\t\t\t<ul id=\"menu-1-2642184\" class=\"hfe-nav-menu\"><li id=\"menu-item-61392\" class=\"menu-item menu-item-type-post_type menu-item-object-page parent hfe-creative-menu\"><a href=\"https:\/\/jgmleonard.com\/lawyer\/how-to-build-a-profitable-legal-practice\/chapter-05\/\" class = \"hfe-menu-item\">Chapter 05<\/a><\/li>\n<li id=\"menu-item-61393\" class=\"menu-item menu-item-type-post_type menu-item-object-page parent hfe-creative-menu\"><a href=\"https:\/\/jgmleonard.com\/lawyer\/how-to-build-a-profitable-legal-practice\/chapter-06\/\" class = \"hfe-menu-item\">Chapter 06<\/a><\/li>\n<li id=\"menu-item-61394\" class=\"menu-item menu-item-type-post_type menu-item-object-page parent hfe-creative-menu\"><a href=\"https:\/\/jgmleonard.com\/lawyer\/how-to-build-a-profitable-legal-practice\/chapter-07\/\" class = \"hfe-menu-item\">Chapter 07<\/a><\/li>\n<li id=\"menu-item-61395\" class=\"menu-item menu-item-type-post_type menu-item-object-page parent hfe-creative-menu\"><a href=\"https:\/\/jgmleonard.com\/lawyer\/how-to-build-a-profitable-legal-practice\/chapter-08\/\" class = \"hfe-menu-item\">Chapter 08<\/a><\/li>\n<\/ul> \n\t\t\t\t<\/nav>\n\t\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-1ef604e e-con-full e-flex e-con e-child\" data-id=\"1ef604e\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t<div class=\"elementor-element elementor-element-55f4258 hfe-nav-menu__align-left hfe-submenu-icon-arrow hfe-link-redirect-child hfe-nav-menu__breakpoint-tablet elementor-widget elementor-widget-navigation-menu\" data-id=\"55f4258\" data-element_type=\"widget\" data-e-type=\"widget\" data-settings=\"{&quot;padding_horizontal_menu_item&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:15,&quot;sizes&quot;:[]},&quot;padding_horizontal_menu_item_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;padding_horizontal_menu_item_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;padding_vertical_menu_item&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:15,&quot;sizes&quot;:[]},&quot;padding_vertical_menu_item_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;padding_vertical_menu_item_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;menu_space_between&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;menu_space_between_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;menu_space_between_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;dropdown_border_radius&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;top&quot;:&quot;&quot;,&quot;right&quot;:&quot;&quot;,&quot;bottom&quot;:&quot;&quot;,&quot;left&quot;:&quot;&quot;,&quot;isLinked&quot;:true},&quot;dropdown_border_radius_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;top&quot;:&quot;&quot;,&quot;right&quot;:&quot;&quot;,&quot;bottom&quot;:&quot;&quot;,&quot;left&quot;:&quot;&quot;,&quot;isLinked&quot;:true},&quot;dropdown_border_radius_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;top&quot;:&quot;&quot;,&quot;right&quot;:&quot;&quot;,&quot;bottom&quot;:&quot;&quot;,&quot;left&quot;:&quot;&quot;,&quot;isLinked&quot;:true},&quot;padding_horizontal_dropdown_item&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;padding_horizontal_dropdown_item_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;padding_horizontal_dropdown_item_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;padding_vertical_dropdown_item&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:15,&quot;sizes&quot;:[]},&quot;padding_vertical_dropdown_item_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;padding_vertical_dropdown_item_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;distance_from_menu&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;distance_from_menu_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;distance_from_menu_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;toggle_size&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;toggle_size_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;toggle_size_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;toggle_border_width&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;toggle_border_width_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;toggle_border_width_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;toggle_border_radius&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;toggle_border_radius_tablet&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;toggle_border_radius_mobile&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]}}\" data-widget_type=\"navigation-menu.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t<div class=\"hfe-nav-menu hfe-layout-vertical hfe-nav-menu-layout vertical\" data-layout=\"vertical\">\n\t\t\t\t<div role=\"button\" class=\"hfe-nav-menu__toggle elementor-clickable\" tabindex=\"0\" aria-label=\"Menu Toggle\">\n\t\t\t\t\t<span class=\"screen-reader-text\">Menu<\/span>\n\t\t\t\t\t<div class=\"hfe-nav-menu-icon\">\n\t\t\t\t\t\t<svg aria-hidden=\"true\"  class=\"e-font-icon-svg e-fas-align-justify\" viewBox=\"0 0 448 512\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><path d=\"M432 416H16a16 16 0 0 0-16 16v32a16 16 0 0 0 16 16h416a16 16 0 0 0 16-16v-32a16 16 0 0 0-16-16zm0-128H16a16 16 0 0 0-16 16v32a16 16 0 0 0 16 16h416a16 16 0 0 0 16-16v-32a16 16 0 0 0-16-16zm0-128H16a16 16 0 0 0-16 16v32a16 16 0 0 0 16 16h416a16 16 0 0 0 16-16v-32a16 16 0 0 0-16-16zm0-128H16A16 16 0 0 0 0 48v32a16 16 0 0 0 16 16h416a16 16 0 0 0 16-16V48a16 16 0 0 0-16-16z\"><\/path><\/svg>\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<nav class=\"hfe-nav-menu__layout-vertical hfe-nav-menu__submenu-arrow\" data-toggle-icon=\"&lt;svg aria-hidden=&quot;true&quot; tabindex=&quot;0&quot; class=&quot;e-font-icon-svg e-fas-align-justify&quot; viewBox=&quot;0 0 448 512&quot; xmlns=&quot;http:\/\/www.w3.org\/2000\/svg&quot;&gt;&lt;path d=&quot;M432 416H16a16 16 0 0 0-16 16v32a16 16 0 0 0 16 16h416a16 16 0 0 0 16-16v-32a16 16 0 0 0-16-16zm0-128H16a16 16 0 0 0-16 16v32a16 16 0 0 0 16 16h416a16 16 0 0 0 16-16v-32a16 16 0 0 0-16-16zm0-128H16a16 16 0 0 0-16 16v32a16 16 0 0 0 16 16h416a16 16 0 0 0 16-16v-32a16 16 0 0 0-16-16zm0-128H16A16 16 0 0 0 0 48v32a16 16 0 0 0 16 16h416a16 16 0 0 0 16-16V48a16 16 0 0 0-16-16z&quot;&gt;&lt;\/path&gt;&lt;\/svg&gt;\" data-close-icon=\"&lt;svg aria-hidden=&quot;true&quot; tabindex=&quot;0&quot; class=&quot;e-font-icon-svg e-far-window-close&quot; viewBox=&quot;0 0 512 512&quot; xmlns=&quot;http:\/\/www.w3.org\/2000\/svg&quot;&gt;&lt;path d=&quot;M464 32H48C21.5 32 0 53.5 0 80v352c0 26.5 21.5 48 48 48h416c26.5 0 48-21.5 48-48V80c0-26.5-21.5-48-48-48zm0 394c0 3.3-2.7 6-6 6H54c-3.3 0-6-2.7-6-6V86c0-3.3 2.7-6 6-6h404c3.3 0 6 2.7 6 6v340zM356.5 194.6L295.1 256l61.4 61.4c4.6 4.6 4.6 12.1 0 16.8l-22.3 22.3c-4.6 4.6-12.1 4.6-16.8 0L256 295.1l-61.4 61.4c-4.6 4.6-12.1 4.6-16.8 0l-22.3-22.3c-4.6-4.6-4.6-12.1 0-16.8l61.4-61.4-61.4-61.4c-4.6-4.6-4.6-12.1 0-16.8l22.3-22.3c4.6-4.6 12.1-4.6 16.8 0l61.4 61.4 61.4-61.4c4.6-4.6 12.1-4.6 16.8 0l22.3 22.3c4.7 4.6 4.7 12.1 0 16.8z&quot;&gt;&lt;\/path&gt;&lt;\/svg&gt;\" data-full-width=\"yes\">\n\t\t\t\t\t<ul id=\"menu-1-55f4258\" class=\"hfe-nav-menu\"><li id=\"menu-item-61409\" class=\"menu-item menu-item-type-post_type menu-item-object-page parent hfe-creative-menu\"><a href=\"https:\/\/jgmleonard.com\/lawyer\/how-to-build-a-profitable-legal-practice\/chapter-09\/\" class = \"hfe-menu-item\">Chapter 09<\/a><\/li>\n<li id=\"menu-item-61410\" class=\"menu-item menu-item-type-post_type menu-item-object-page parent hfe-creative-menu\"><a href=\"https:\/\/jgmleonard.com\/lawyer\/how-to-build-a-profitable-legal-practice\/chapter-10\/\" class = \"hfe-menu-item\">Chapter 10<\/a><\/li>\n<li id=\"menu-item-61411\" class=\"menu-item menu-item-type-post_type menu-item-object-page parent hfe-creative-menu\"><a href=\"https:\/\/jgmleonard.com\/lawyer\/how-to-build-a-profitable-legal-practice\/chapter-11\/\" class = \"hfe-menu-item\">Chapter 11<\/a><\/li>\n<li id=\"menu-item-61412\" class=\"menu-item menu-item-type-post_type menu-item-object-page parent hfe-creative-menu\"><a href=\"https:\/\/jgmleonard.com\/lawyer\/how-to-build-a-profitable-legal-practice\/chapter-12\/\" class = \"hfe-menu-item\">Chapter 12<\/a><\/li>\n<\/ul> \n\t\t\t\t<\/nav>\n\t\t\t<\/div>\n\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-439fe9e e-flex e-con-boxed e-con e-parent\" data-id=\"439fe9e\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t<div class=\"elementor-element elementor-element-3f2e4fa1 elementor-widget elementor-widget-text-editor\" data-id=\"3f2e4fa1\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<h2>\u00a0<\/h2>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-5d8370bb e-flex e-con-boxed e-con e-parent\" data-id=\"5d8370bb\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t<div class=\"elementor-element elementor-element-e6bb67b e-flex e-con-boxed e-con e-parent\" data-id=\"e6bb67b\" data-element_type=\"container\" data-e-type=\"container\">\n\t\t\t\t\t<div class=\"e-con-inner\">\n\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Chapter 4Defining Your Ideal Legal Client \u00a0The Most Expensive Mistake Lawyers Make Many lawyers believe they should serve \u201canyone who needs legal help.\u201d This mindset feels responsible, even noble\u2014but it is one of the fastest ways to build an unprofitable, exhausting practice. Profitability does not come from serving more clients. 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