The average lawyer admittedly is a poor business man, because of his neglect to study the ordinary methods of business.
When he takes your case he often proceeds to handle many details you know nothing about which takes up his time and often much skill on his part. All these steps, as a matter of fact, should be known to you so that you may give him credit for his time and energy he has put in on your behalf. His failure to call such matter to your attention means if he charges you for the time he actually spent you think you have been overcharged and he loses you as a client. For example, after the lawyer appears for you a motion is made by the lawyer on the other side; this means he must appear at least once before the court and argue the matter which might take one-half to a whole day. Then a demurrer is filed which will take as much more time, and finally the case is set down for trial. As a rule you will see him only a few times before the trial and naturally think that he has put in but little work.
The lawyer I have in mind handled his work on a business basis. As soon as a case was placed in his hands he would immediately inform his client of every step, and the nature of it, taken in the case. If a motion was filed, he immediately on receipt of it dictated a letter to his client telling him of the motion and the nature of it. When he attended court to have the motion set down he informed his client of it. When the court heard the motion he wrote his client when it would come up and that it was not necessary for him to be present. If he was successful he immediately informed his client of that. In this way he kept his clients constantly informed of every detail. His stenographer was busy and he could charge a much larger fee for his service and his client felt everything possible had been done for his case. In the event that it was necessary to show the court the amount of service rendered by him, he could produce the correspondence which showed the amount of work and the time expended by him.
Ninety per cent of the lawyers could double their incomes by giving attention to the details of their business as herein suggested.
PLAN No. 370. WASHINGTON MAN GOES THROUGH EASTERN UNIVERSITY
He knew he must have the same opportunity to make good as other men and he also knew if he was to be a lawyer he must study law. He worked for one year but did not obtain one cent for his labor and during the summer of that year he decided to enter an eastern university. He felt somehow that he must go, and he decided that, money or no money, he would. For $15 he had a tailor friend of his fix up two old suits and a light top-coat of his brother’s, and with these clothes which would last him for a year he felt that he had accomplished something. A friend of his who was going to enter the university at that time wanted him to go also and offered to lend him $100. He had $70 saved, so he accepted his friend’s offer and made the attempt.
After arriving at the university, with entrance fee and books paid for, he had very little money but by doing some extra work he managed to get through the first year.
But how about the second year—what could he do now? Another friend pointed out how the summer before he had sold a book and had cleared about $300 in this way. There was hope, for if his friend could do it, why couldn’t he? His friend borrowed $25 and divided with him, and down into the country, armed with a prospectus they started in. That summer he cleared more than $400. He went to the World’s Fair, and found himself back in his class at college financed for another year. After that he had no worry about defraying expenses at the University. If he was short about Christmas vacation time he went out and made a vigorous sales campaign and came back with the money.
This man was nothing out of the ordinary; as a matter of fact he was only a medium salesman, but he must have his education and he did not hesitate to sacrifice a little of his energy.
Any man who thinks he can and will back up this desire by real work can do as well, if not better.