Seth Godin is a stupidhead


Okay, not really. He’s actually quite brilliant, as his best-selling books and large blog following attest. And I agree with him most of the time. But about a week ago, he said:

The easiest customers to get are almost never the best ones.

If you’re considering word of mouth, stability and lifetime value, it’s almost always true that the easier it is to get someone’s attention, the less it’s worth.

Let’s think about this, shall we. . .


  • Make you sell them on why they need legal services and why they should hire you instead of any other attorney
  • Shop around, interview you, take forever to decide
  • Are skeptical and question everything; trust is paper thin
  • Bargain over fees (and question your bills)


  • Are ready to sign up, pay your retainer, and follow your advice

I’ll take the easy clients, thank you.

Easy to get clients usually come through referrals. They trust the party who refers them, who trusts you and can attest to your trustworthiness and value. Easy to get clients might also be frequent readers of your blog or newsletter. They may have heard you speak or met you through networking. They might be friends or followers on social media.

Easy to get clients are easy to get because they know, like, and trust you. When they need (and want) your services, they’re pretty much ready to go.

It’s true that hard to get clients can turn out to be some of your most loyal clients and ardent fans. They have examined you with a fine tooth comb and found you worthy. Having passed inspection, you get their business and their referrals. But this doesn’t necessarily make them better clients or worth more to you than their easy going counterparts.

And then there are those who are neither hard to get nor easy to get. They are the folks who saw your ad or found you through search. They require a bit more effort before they will hire you but that hardly makes them “hard to get” or less valuable as clients.

I think Seth may be referring to those big clients who have lots of firms competing for their business. These clients know they are valuable and take advantage of that. They demand, and get, the lowest fees and the most concessions. They cut into your margins and make you miserable trying to keep them happy.

You can have them. I’ll take the easy clients, thank you.


Why you might be procrastinating (and how to stop it)


cure for procrastinationWhen I was a kid in school, I usually waited until the last minute to write papers or study for exams. Actually, there were times when I took the exam without studying at all.

In college, I went through entire courses without reading the text books. I went to the first couple of classes and showed up for the final.

There were times when I paid dearly for these habits. Usually, I did just fine.

Years later, I figured out why I procrastinated. By waiting to the last minute to study or start a paper, I had the perfect excuse in case I didn’t do well.

“Yeah, I got a B, but hey, I didn’t really study.”

Stupid? Yep. But that was my way of coping with being a perfectionist. I couldn’t accept the possibility of getting less than a top grade so I gave myself an excuse in case I didn’t.

As I began my professional life, I hate to admit that I still had the tendency to procrastinate. But while I could get away with this in school, I quickly realized that as an attorney, it was unacceptable to deliver anything less than my best.

Losing cases was difficult for me. I often took it harder than my clients. I never did get used to it. How did I learn to cope with less than perfect results? By not focusing on the results at all, but instead, focusing on the process.

We can’t control the verdict. There are too many factors outside of our control. We can’t promise results. All we can do is put our best efforts into our work.

If you focus on the outcomes in life, you will ride an emotional roller coaster. If you focus on doing your job and giving it your best, you are successful no matter what the outcome.

I am successful today because instead of focusing on perfect results, I focus on making progress. Because I do that consistently, I have a lot of successful outcomes. When my results are less than optimum, I accept it because I wasn’t focused on the outcome, I was focused on my work.

If you are a perfectionist (or otherwise emotionally attached to outcomes), change your focus to the work in front of you. Get busy with “the next step” and do your best. When you’ve done that, focus on the step after that.

And when you’re done with a project, don’t dwell on the results, get started on the first step in the next project.