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Have you ever noticed that the toughest-looking guys at the gym rarely (if ever) get into fights? It would seem that the more skilled the fighter, the less likely they will need to throw punches.

But this paradox doesn’t only happen with streetfighters and martial arts aficionados... It happens to anyone who finds themselves preparing for a tough situation.

You can likely conjure up some examples from your own life. The more you prepare for a tough conversation, the easiest the conversation becomes. The more you prepare to handle objections, the fewer objections come your way. When someone has the necessary skills to accomplish something, they seldom find themselves in a situation where they need to use said skills.

So why does this happen? And what does it teach us about the importance of preparation? 

In today’s episode, Jan Roos makes the case that the less you prepare, the more you’ll be tested when the time comes. 

After listening to this episode, you may think twice about winging it.

There’s much more to learn in this episode about scaling your firm, so tune in now!

About Our Host:

Jan Roos is the CEO of CaseFuel agency, which helps law firms generate revenue through pay-per-click advertising. He is a legal marketing expert and is the author of the bestselling book, Legal Marketing Fastlane. It talks about PPC lead generation, a technique used to generate client leads for big and small practices.

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