“Your price is too high” doesn’t mean your price is too high. It means your value is too low.

When people complain about price, they really mean they aren’t getting fair value in exchange for what you’re charging.

In family law cases, value is in the eye of the beholder. You’ll find happy clients getting a divorce at prices that vary dramatically. Some clients pay very little and are pleased. Some pay much more and are very happy.

There isn’t an objective measure of value in family law.

Literally, the same document has a dramatically different price depending on who drafted it. The same mediation session taking the same quantity of time has a very different price depending on which lawyer the client hired.

This service of ours is intangible, and therefore it is very difficult to value with certainty.

Why is it that one of your initial consults balks at paying you $6,000 but gladly pays it to the lawyer down the block? What’s the difference?

The difference is the client’s perception of value.

Value is tough to explain. It’s tough to define in our arena. It’s controlled by subjective client perceptions. It’s affected by your presentation of yourself, your explanation of your service, your staff’s attitude and appearance, your office, your neighborhood, your website, and a host of other factors.

If you’re hearing that your price is too high, you need to start digging around and figure out why your value seems too low.