I’ve said it here before: 20 referral sources can easily generate $500,000 in revenue. In my opinion, that’s sufficient to sustain a very pleasant lifestyle practicing family law.

To maintain those 20 referral sources, you’ll need to have coffee, lunch, dinner, or some other contact with each of those referral sources four times per year to keep the referrals flowing. That number will go down over time.

Do the math—that’s 80 meetings a year. Figure each meeting takes two hours between calling, driving, and meeting. You’re in for 160 hours per year.

Each of those hours is worth $3,125, according to the calculator here on my MacBook Air (which, by the way, I love).

You can’t find time for lunch or coffee?

You aren’t comfortable?

You aren’t feeling good about meeting new people?

You have a pressing matter?

You need time alone during lunch?

The excuse department is CLOSED.

You want to practice family law. You’ve called me to ask how to grow your practice. You’d be thrilled with $500,000 in revenue.

Yet you give me these excuses.

I repeat: The Excuse Department Is Closed.

See you at lunch.