Convincing Clients You’re Worth the Cost.

If a client can’t or won’t pay your retainer, they are not worth a discount, Janice Brown tells the ABA Journal’s Stephanie Francis Ward in this episode of Asked and Answered. But there are ways to explain your true value to a potential client who balks at the cost.

Brown, who is the founding partner of the litigation firm Brown Law Group, advises confidence when speaking with a potential client and gives listeners tips drawn from her own experience explaining legal fees and retainers.

One tip is to have examples ready for how much attorneys usually charge for similar work, so you can immediately provide context if a potential client responds that your retainer is expensive when you say the amount. Brown also advises having a list of colleagues to refer them to if they can’t afford your fees, so they still see you as a person to go to for answers.This podcast was brought to you by our advertiser, LawPay. “Did you know that attorneys who accept online payments get paid 39 percent faster on average than those using traditional payment methods? With LawPay, the only payment solution offered through the ABA Advantage program, you can accept client payments online, via email, or in person—no equipment needed. Visit to sign up and get your first three months free. Trust the #1 payment solution for the legal industry—LawPay.”

Download this podcast

In This Podcast: