MYTH #2: “You’re not accounting for marketing/admin time.”

Jan Marie

25d • General discussion

This was said to a nurse who shared she billed $12,000 on a case…

Someone jumped in to break down her hourly rate and essentially say:

👉 “There’s no way you’re making that… because you didn’t factor in marketing and admin time.”

Sounds smart.

Sounds logical.

But it’s actually based on a misunderstanding of how this business works.

Yes - every business has overhead, marketing, admin. Follow-up.

That part is true.

But here’s what’s missing from that argument 👇

This assumes you stay stuck in a volume-based, always-marketing model forever.

You don’t. Not when you provide great work product.

This is not a business where you:

• Cold message forever

• Chase new leads every week

• Constantly hunt for work

That’s the startup phase.

Not the business.

Because once attorneys:

✔ Trust your work

✔ Use you once

✔ See the value

Everything changes.

They come back.

They refer you.

They keep your name in rotation.

And now?

You’re not spending hours trying to find work.

The work starts finding you.

This is what people miss when they try to “do the math.”

They’re calculating your income based on a permanent beginner stage.

And that’s not reality.

This is relationship-based work.

Not endless cold outreach.

So when someone says:

“You’re not accounting for marketing time…”

What they’re really doing is applying a short-term lens to a long-term business model.

The goal isn’t to market forever.

The goal is to:

→ Do great work→ Build trust→ Stay top of mind

And then…

You get the call, you keep the attorney, and you keep getting paid.

Not all businesses are built on constant hustle.

The smart ones?

Are built on value… and relationships.

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