<p>You have to convince real, live people that they should spend hundreds of dollars an hour on your time, as opposed to trying to wing it themselves, get in-house counsel to handle it, give it to a lower-priced firm or one that is run by the client’s sister’s college roommate, or using something like Legal Zoom. </p>
<p>You need to meet an awful lot of people in order to do that, and spend an awful lot of time showing them that they want to take their business to you.</p>