“The purpose of a sales conversation, the purpose of this process to help the person think through the situation is to discover it together. Is to be a guide for them on their journey of discovery. The advantage that you have, of course, is that this isn't your first rodeo.”

Welcome inside the vault. This is a collection of previously unreleased lessons from eight-figure entrepreneurial mastermind RJon Robins. And in case you didn't see the warning label, this content can be explicit and is for serious entrepreneurs only.

In this lesson from 2013, RJon guides How To MANAGE a Small Law Firm members to understand how subconscious factors, both theirs and the client's, affect sales conversations. He reveals the psychological forces behind client objections and shows why responses like 'too expensive,' or 'I don't have the money,' or 'I need to sleep on it' are rarely about you or your services. Instead they reflect on the client's subconscious resistance to change, even positive change. 

Key Takeaways:

1. How early childhood experiences shape a client's decision making

2. Why the subconscious mind resists unfamiliar situations

3. The difference between responding emotionally and responding effectively

4. Understanding the reasons behind sales objections

5. Why ego-free sales conversations are more effective

This episode provides law firm owners with psychological insights for more effective and ethical sales conversations. 

Let's go to the vault!

———-
Turn the lessons in this episode into an actionable growth plan for your business with the FREE 5-Week Business Plan Bootcamp. https://htm.live/bootcamp

“The value of your legal services has nothing to do with you. It has everything to do with the other person.”

Welcome inside the vault. This is a collection of previously unreleased lessons from eight-figure entrepreneurial mastermind RJon Robins. And in case you didn't see the warning label, this content can be explicit and is for serious entrepreneurs only.

In this classic lesson from the 2011 archives, RJon reveals why most lawyers completely misunderstand how to price their services. He shows how to shift focus from your perceived value to what truly matters, the client's specific situation and the impact your solution will have on their life. 

RJon demonstrates how to assess value from the client's perspective across three critical dimensions:

• Time
• Money
• Reputation

 This episode provides law firm owners with a transformative framework for pricing  services that reflects their true value to clients. 

Let's go to the vault!

———-
Turn the lessons in this episode into an actionable growth plan for your business with the FREE 5-Week Business Plan Bootcamp. https://htm.live/bootcamp

“The need to be special is so powerful that it actually prevents lots and lots of lawyers from trying… If you don't try, you can't fail. And if you don't fail, then you can preserve the feelings that you are somehow better than your circumstances.”

Welcome inside the vault. This is a collection of previously unreleased lessons from eight-figure entrepreneurial mastermind RJon Robins. And in case you didn't see the warning label, this content can be explicit and is for serious entrepreneurs only.

In this lesson from deep within the archives, RJon identifies the emotional barriers that prevent effective sales conversations. He reveals how “the need to be special” and “the need to be right” sabotage sales calls. Most importantly, he offers a transformative perspective of seeing yourself as a “professional problem solver” rather than a “mere lawyer”. This is a mindset shift that makes sales both more ethical and more profitable. 

Key Takeaways:

1. Why sales resistance is emotional, not physical

2. How the “need to be special” prevents sales success

3. Why comparing yourself to others blocks your progress

4. The destructive impact of “needing to be right”

5. Practical ways to respond rather than react during rejection

This episode provides law firm owners with profound insights to transform their approach to sales conversations. 

Let's go to the vault!

———-
Turn the lessons in this episode into an actionable growth plan for your business with the FREE 5-Week Business Plan Bootcamp. https://htm.live/bootcamp

“Sales is the most important part of your business. It's more important than your financial controls because without sales, there's no finances to control. It's more important than your policies and procedures because without sales, there's no need for policies and procedures because there's no work to do.”

Welcome inside the vault. This is a collection of previously unreleased lessons from eight-figure entrepreneurial mastermind RJon Robins. And in case you didn't see the warning label, this content can be explicit and is for serious entrepreneurs only.

In this lesson from the July 2018 Live Quarterly Meeting, RJon reveals the foundational role of sales competency and confidence in law firm growth. When law firm owners improve their sales skills and mindset (even marginally), they can dramatically improve their firm's trajectory. RJon demonstrates how converting just two additional prospects per month creates capital that can be systematically reinvested to build a thriving practice.

Key Takeaways:

1. Why improving sales skills is more effective than seeking more leads

2. The dangers of making assumptions about client motivations

3. The financial impact of small improvements in conversion

4. Strategic and systematic reinvestment of increased revenue for growth

This episode provides law firm owners with both the technical skills and mindset framework needed to transform their sales conversations. 

Let's go to the vault!

———-
Turn the lessons in this episode into an actionable growth plan for your business with the FREE 5-Week Business Plan Bootcamp. https://htm.live/bootcamp

“The value of your services has got nothing to do with where you went to law school. It's got nothing to do with how hard you work. It's got nothing to do with how much you care. The value of your services has to do with how the client values their future.”

Welcome inside the vault. This is a collection of previously unreleased lessons from eight-figure entrepreneurial mastermind RJon Robins. And in case you didn't see the warning label, this content can be explicit and is for serious entrepreneurs only.

In this lesson from July 2018, RJon speaks with law firm owners about the essential elements of value driven sales conversations. First he sets the foundation of where the sales ecosystem belongs within How To MANAGE a Small Law Firm's 7 Main Parts of Every Successful Law Firm. Then he demonstrates how to uncover a client's true motivations by repeatedly asking simple, yet powerful, questions. Finally, he reveals how the value of your services is not determined by your credentials, but by how much your clients value the change they want to see in their own lives. 

Key Takeaways:

1. Understanding sales within the broader law firm ecosystem

2. The structure of value-driven sales conversations

3. How to uncover what clients truly value

4. The importance of asking “why” multiple times

5. The relationship between client self-valuation and service value

This episode provides law firm owners with a framework for conducting powerful conversations that reveal the true value of your services to clients.

Let's go to the vault!

———-
Turn the lessons in this episode into an actionable growth plan for your business with the FREE 5-Week Business Plan Bootcamp. https://htm.live/bootcamp

“Do not confuse the media for the strategy. How is TikTok any different from a newspaper…a billboard… everything that everyone was doing a hundred years ago? It's just a new way of doing the same thing.”

Welcome inside the vault. This is a collection of previously unreleased lessons from eight-figure entrepreneurial mastermind RJon Robins. And in case you didn't see the warning label, this content can be explicit and is for serious entrepreneurs only.

In this lesson, RJon addresses real marketing questions from How To MANAGE a Small Law Firm members. Through detailed Q&A, he helps law firm owners evaluate vendor performance, determine what makes a qualified lead, and understand why the fundamentals of marketing remain constant even as technology changes. 

Key Takeaways:

1. How to evaluate marketing vendor effectiveness

2. Measuring meaningful marketing metrics

3. Understanding the practical difference between what makes a lead qualified or unqualified

This episode provides law firm owners with practical answers to their marketing implementation questions. To learn more, check out the Automatic Marketing Machine book.

Let's go to the vault!

———-
Turn the lessons in this episode into an actionable growth plan for your business with the FREE 5-Week Business Plan Bootcamp. https://htm.live/bootcamp