“I’ve told my staff to stop scheduling consults because we’re so busy.”

That’s what a lawyer said to me, expecting me to be excited for him.

Of course, I smiled and acted impressed.

All the while, I was thinking, “Why aren’t you raising your prices?”

If you’re booked solid, then it’s time to increase your fee, whether that means increasing your fixed fee, your hourly rate, or your retainer.

You don’t want to be 100 percent booked unless you’re doing it while maxed out on price.

Sure, we’re professionals, but we’re also running a business. Either increase your capacity or increase your price. Don’t turn business away.