Sep 2, 2026 · 11 min · 9 segments
Every client who walks into your office arrives with roughly the same five questions, and you have answered every one of them hundreds of times, which is exactly why it has never occurred to you that…
Nathan GillisHost
this could be the single most useful directly useful episode that i've done to date um and it all came from what i really start with when i'm onboarding firms particularly law firms i'll ask a question and they're not expecting the question they expect me when we sit down and they're like what what can i write about what are your marketing goals? This is the sort of stuff they expect to hear from me.
But instead, I ask them, what do your clients ask you? And the answer's really quick.
They've been feeling the question for years, and the list is pretty much just sitting right there, top of mind.
Takes them 90 seconds, and when they finish, it's almost always a selection of, or a variation of these five things.
You know, far cleverer than simply answering questions that people are already asking.
Let me earn your time by going properly into why, because the reasoning matters more than a trick.
this could be the single most useful directly useful episode that i've done to date um and it all came from what i really start with when i'm onboarding firms particularly law firms i'll ask a question and they're not expecting the question they expect me when we sit down and they're like what what can i write about what are your marketing goals? This is the sort of stuff they expect to hear from me.
But instead, I ask them, what do your clients ask you? And the answer's really quick.
They've been feeling the question for years, and the list is pretty much just sitting right there, top of mind.
Takes them 90 seconds, and when they finish, it's almost always a selection of, or a variation of these five things.
You know, far cleverer than simply answering questions that people are already asking.
Let me earn your time by going properly into why, because the reasoning matters more than a trick.
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