I have these conversations with lawyers where numbers slip out of their mouths.

Insofar as I can tell, the numbers don’t have any basis in rational thought.

But lawyers adopt these numbers like they matter.

It’s odd, because the numbers are similar regardless of where the lawyers practice: big city or small town, they tell me the same numbers.

Abracadabra, Alakazam?

The numbers are about monthly revenues and referral source meetings.

Lots of lawyers tell me that $10,000 per month in revenues is a good number. They act like I should be happy with that number.

I’m not.

Then they tell me their number of referral source calls per week. That magic number is 1 or 2.

Happy?

Nope, I’m not happy with 1 or 2. Not happy at all.

These numbers make zero sense to me, but I’ve heard them repeated often enough that I know they make sense to lots of folks.

What Are My Magic Numbers?

My numbers are different.

My magic number for revenues is $25,000. I think family law is a hobby (don’t bother emailing me: I’ve already heard it, and I know I hurt your feelings, sorry) until you hit that number on a monthly basis. After all, at $250 per hour, that’s only 100 hours a month. That’s when I think you’re starting to look like a business.

How do you get there?

Well, it’s not with 1 or 2 referral source calls a week. That’s for sure.

You get there with 8 referral source meetings per week. That probably involves 10 calls each week or 2 per day.

Let’s stop here to have the obligatory “How can I do 8 meetings if I’m billing 100 hours a month” conversation. Seriously? 100 hours is 5 hours a day (assuming you work 46 weeks a year). I know, I know: “But how do I do that when I have to go to the bank and to the office supply store since I don’t have support staff?” Here’s how: buy a stamp and mail your deposit and order your office supplies over the Internet. That’s how.

Calculating My Number Isn’t Hocus Pocus

My magic numbers are 8 and $25,000.

That’s what it takes if you’re going to get serious about winning this game.

Sure, sure, there are a million ways to skin a cat (whatever that means), and there lots of different goals you might be seeking.

However, I am sticking to my guns: do 8, and you’re on your way to $25,000.

The lawyers talking to me about 1 or 2 are doing $10,000. If you’re happy with that, then stick with your approach. If you’re not, then wrap your brain around my numbers.

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Numbers matter. Get the right numbers in your head.

Who are you taking to lunch today? You’ve got to eat anyway, right? Maybe you can swing by the bank on the way back to the office.