In this episode, host Greg McCollum takes a closer look at an often overlooked topic: how and when to get paid on a criminal defense case. If you’ve been seeking answers on setting fees, collecting payment, or managing the urgency and stress around cash flow in your criminal defense practice, you’re in the right place.
Greg explains how he shifted from relying on the outdated advice to “get your money up front” to learning the true sales cycle in criminal defense and the critical importance of having a fee schedule with a streamlined payment process on his journey from solo practice to building a seven-figure firm. He recounts how a fly created $10,000 worth of false urgency before a key client meeting in his early career, and offers practical insights into building systems that reduce stress and create consistent revenue.
Whether you’re learning the ropes or looking to refine your process, this episode delivers proven strategies for charging and collecting fees successfully in a criminal defense practice to prosper at law.
Show Highlights:
- Addressing the gaps in charging or collecting fees in criminal law. [00:36]
- Unique challenges and opportunities with tourist clients. [03:22]
- Misconceptions about intake meetings and payment urgency. [06:17]
- Tips on follow-up and remarketing to clients with drip campaigns. [08:14]
- The importance of not displaying fee desperation to clients. [10:39]
- How set fee schedules cut ad hoc errors and decision fatigue. [16:26]
- Assign non-lawyer staff to handle payment logistics and quoting. [17:03]
- The power of a calm, process-driven approach to payment windows. [21:50]
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