No. 4

Letters from Nermin

1. Ask Nermin

Questions from the No. 22 Community (my lifetime advice community for lawyers)

Question: I've had a few clients recently get upset about the number of hours I billed. Should I reduce them? Reduce the invoice?

Nermin's Answer: Let's say you go to the dentist and your invoice reads: Periodic oral evaluation (established patient), Prophylaxis, Bitewings—four radiographic images. All of that happened, you were in the dentist's chair when it happened. But you don't know what the items on the invoice actually mean. You're not a dentist, you shouldn't know what "prophylaxis" means.

Now, put yourself in your clients shoes. They hire you to help with something that is really difficult, a divorce, a scary immigration problem, a possible criminal case, and you send an invoice for $5,000. But they're not really sure what was done, it just says "Email on X date, Answer to Petition."

Your client probably doesn't have a problem with paying you. It's that they don't actually understand what you did. Before you reduce an invoice by $500 or more, why don't you call your client for 10 minutes and calmly explain to them what the items on your invoice mean...explain what you actually did. Share your screen, scroll through the Petition you drafted, then show the documents your team had to review before the Petition could be drafted, etc. If you don't have the courage to do a live zoom, then record a Loom and send the video to your client. The ROI on the time you spend is there; reduce the invoice over and over again, or spend 5 minutes helping your client understand what you actually did.

Going forward, actually make it a habit of not sending confusing invoices. That will save your practice tons of money. And it helps you avoid those dreaded 1 Star Google reviews.

Decision: Don’t reduce the invoice right away — call the client first.

Why:

• Most clients aren’t mad about the bill — they’re confused about what they paid for.
• A clear explanation can rebuild trust faster (and more profitably) than a discount ever will.

Do next:

• Schedule a 10-minute call with the client or record a Loom.
• Walk them through the invoice: translate the “Email on 4/12” into what that really means — “drafted response to opposing counsel, reviewed discovery packet, sent follow-up.”
• After the call, update your billing template to include short, plain-English descriptions.
• Make it a rule: no confusing invoices go out again.

Deadline: Do this within 48 hours of any billing complaint.

Proof: Email me back when it's done.

2. The Playbook

Strategy bits + easy action

This hot sauce is $15. It's also the best hot sauce I've ever had, I use it every day, and I can say it makes my life at least 5% better (and 100% more savory). Shout out to Cloud23 for making this.
​

Some people will look at the price of this bottle, the accompanying size (it's not tub sized and can't feed a family of 10 like items at Costco), and probably think "everything is so expensive now," and grab Texas Pete or another hot sauce that is of a lesser price.
​
Some will price shop, and look at other hot sauces with similar features (ounces, organic or not, etc), and decide not to buy this hot sauce because there's another one that's kinda similar that's $5 less.
​
Some will immediately buy it because it's the most expensive hot sauce on the shelf and will equate quality to the price (if it's this expensive it MUST be good).
​
Some will recognize it from various influencers talking about this hot sauce on social channels and will buy it because of that reason alone. (To be honest, that's why I bought it).
​
​My point is, buyers are willing to buy at multiple price points - the cheapest, in the middle, and the highest.​
​
If you are a lawyer struggling to charge more, or any business owner trying to justify your price, your fee, your rate, let this $15 hot sauce remind you: people are willing to pay, don't be "scared" to charge more.

I believe that you can be the $15 hot sauce next to the $3 hot sauces. To be honest, I usually work with the hot sauces that want to charge $15.

3. In the Margins

Unfiltered thoughts — the kind that spark better ideas.

Hey, this is the first version of my new newsletter. I wanted to make the newsletter more intentional again, like something that deserves your time. I want this newsletter to be meaty, with tons of advice that is easy to take action on.

The truth is, I love writing, and I've missed it. With AI infiltrating everyone's newsletter, LinkedIn posts, and actual emails, this felt like a necessary refresh/reset/rebrand for me. I've been working on this new template since August and finally decided to hit send. If you like it, please let me know. If you don't, well, I still want to know, but maybe be a little nice with your criticism. It's not final, and I'll probably still keep playing with it until it feels *just right*.

4. Penny for your Thoughts

Your turn — weigh in and see how other lawyers think, too.

​

Thanks for letting me help you build something better. Now go make it real.

Nermin

How we can work together:

No. 22 - A lifetime of advice from me. Email me: nermin@wearews.com because we're on a wait list. Price is $7,500 if you join in October, then $8,500 in November, and $9,500 in December.

Hire a Marketing Strategist - https://calendly.com/nerminjasani/law-firm-growth-marketing. Starts at $5k a month - 2 marketing specialists, 1 manager, 1 CMO + 3 automated systems/funnels to follow up with leads/PNC's. If you get 2 lost leads to hire you, that's 2 new clients. It pays for itself in the first month.

1:1 Consulting - https://calendly.com/nerminjasani/strategic-law-firm-growth-consultation​

Nermin | Wildly Successful by choice, not chance Nermin@wearews.com