From Free to Paid: Transforming Consultations into Value
On this episode of Great Practice, Great Life, Steve Riley sits down with Calgary family law attorney Lonny Balbi to explore how he shifted his consultations from free to paid, and why that change became a game-changer for his practice.
Lonny’s innovative Balbi Marital Assessment package breaks away from the traditional free consultation model. Instead of giving away time, he designed a structured, paid service that delivers real value to clients and positions his firm as a leader in a crowded market. The result? Clients feel cared for, lawyers reclaim their worth, and the process sets the tone for long-term relationships.
Moving from free to paid wasn’t just about billing; it was about mindset. Lonny and Steve unpack how value-based billing transforms the lawyer-client relationship. By prioritizing transparency and focusing on impact over time, attorneys can build stronger connections, reduce stress, and elevate client satisfaction.
This episode also goes into the practical side of packaging services. From creating clear client expectations to handling emotional family law cases, Lonny shares how structured offerings can guide clients through their hardest moments. He explains how AI and innovation support lawyers in delivering personalized services without losing the human touch that matters most.
Lonny’s journey proves that rethinking consultations is more than a financial decision, it’s a leadership decision. By shifting to this method, lawyers not only strengthen their firms but also create practices that serve both their clients and themselves better.
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Inside This Episode
- Lonny Balbi’s innovative approach to legal consultations with the Balbi Marital Assessment package
- Transition from traditional free consultations to a structured, paid service model
- Value-based billing over hourly billing to enhance client satisfaction
- Strategies for client selection and engagement using a structured matrix
- Importance of personalized, packaged services in family law to improve client experiences
- Overcoming resistance to adopting new billing models and legal processes
- Enhancing legal practice through client-centered services and clear value propositions
