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But what if my rates exceed their ability to pay?


This week’s question from my portal “The Neagle Code: Directions for Life” comes from Eric Johnson. You can find him on the web at http://www.divorceutah.com/


Hi David,
Assuming it is wrong to charge a man dying of thirst $100 for a glass of water and wrong to deny a starving man food, particularly if I have more than enough, how do I justify selling a service that people of all income levels need, but which most people truly cannot afford at the rates I charge because the rates clearly exceed the average person’s ability to pay? I am a divorce attorney.


Hi Eric!

I know a lot of coaches and business consultants that struggle with this same concept.

First of all, I don’t quite think your comparison makes a whole lot of sense. Charging a dying man $100.00 for a glass of water doesn’t really compare with charging attorney’s fees.

Here’s the deal…it’s not your responsibility to save the world. If it were, you’d be the only divorce attorney in the world.

The truth is that you’re looking at this all wrong.

The LAW states that if someone has a strong enough desire for something, the money MUST be there. What you’re talking about is no different.

And your responsibility is to yourself only (and any dependent children of course).

Here’s how I suggest you look at your fees.

Your fees MUST be set on your personal financial goals AND the value of the service that you offer. The value of what you offer must exceed the fees that you’re charging.

The people who have the ability or willingness to pay you, WILL. And those that do not will find someone else to help them.

It’s a win-win situation. You get to work with the people who you really enjoy working with, and people who aren’t willing to pay your fees will pay someone else to work with them.

More life to all.

“Just Believe”,®

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