Let’s talk Revenue Goals for Your Estate Planning Practice. Most estate planning attorneys set revenue goals. Far fewer know how to reach them.
And it’s no wonder, goals alone don’t build a thriving practice. Without a clear roadmap, many attorneys find themselves stuck in reactive mode, juggling client work, marketing, and management with no idea if they’re actually on track to hit their targets.
That’s why we created the Estate Planning Practice Revenue Calculator at Lawyers With Purpose (LWP), a powerful, practical tool that helps attorneys reverse-engineer their revenue goals and align their daily efforts to meet them. In this guide, we’ll walk you through how it works, what to prepare, and how attorneys like you are using it to stop guessing and start growing.
We’ll also share insights from Amanda Bossow, LWP Director of Practice Management, who’s helped dozens of firms shift from survival mode to scalable success using this tool.
Revenue Goals for Your Estate Planning Practice: Why Revenue Goals Alone Aren’t Enough
Let’s be real: “I want to earn $500,000 this year” sounds great… but it doesn’t mean much on its own.
The real questions are:
- How many clients do you need to serve to get there?
- Do you have the capacity to serve them?
- What should your team be doing weekly to stay on track?
- How much time do you actually have for marketing and business development?
Without clear answers, revenue goals stay in dreamland. They don’t drive decisions. They don’t help you prioritize. They don’t tell you what to do today.
Amanda Bossow puts it this way:
“Most attorneys set goals based on what they want to earn but have no true understanding of the time and operational structure required to reach it. They underestimate how much time client work consumes and overestimate how much time they have left for marketing, management, or scaling.”
That’s where the Estate Planning Practice Revenue Calculator steps in.
Meet the LWP Revenue Calculator: Clarity Over Guesswork
The LWP Revenue Calculator is actually two integrated tools: the Revenue Focuser and the KPI Focuser.
Together, they help you:
- Clarify your financial targets
- Translate those goals into client work and time
- Identify marketing and hiring needs to keep the pipeline full
- Track the right metrics to course-correct every single week
Let’s break it down.
Revenue Focuser – Reverse-Engineer Your Revenue
Here’s what it does:
- Lists your services and average fees
- Tracks how many attorney/team hours go into each service
- Calculates how many of each service you need to sell to reach your revenue goal
- Shows your total time capacity—and whether your team structure supports the goal
- Identifies your “efficiency factor”: how much time is being spent in the business versus on the business
KPI Focuser – Predictable Growth Starts Here
Once your revenue goal is mapped out, the KPI Focuser helps you track:
- How many consultations (Vision Meetings) you need based on your close rate
- How many marketing contacts it takes to get those meetings
- How many team members or hires are needed to support the workload
- Weekly, monthly, and quarterly KPIs across marketing, sales, and fulfillment
The result? A plan that’s not based on hope, but on math.
“It connects the work being done to the revenue being earned, then measures how efficiently the firm operates,” Amanda explains. “Then the KPI Focuser adds the missing piece: how to keep the pipeline full.”
What You Need Before You Start: Revenue Goals for Your Estate Planning Practice
To use the calculator, you’ll need some basic numbers. Don’t worry if they’re not perfect—the point is to start with estimates and refine over time.
Here’s what to gather:
- Your monthly revenue goal (including salary, expenses, and desired profit)
- Average fees for each service you offer
- Time estimates for how long each service takes (for both you and your team)
- Close rate for consultations (Vision Meetings)
- Marketing conversion rates (e.g., workshop attendees to consultations)
- Weekly work hours available for both attorney and team members
What Attorneys Learn When They Use It
Attorneys using the Revenue Calculator often have “aha” moments that shift their entire mindset. Here are some of the most common:
1. You’re Doing Too Much
Many attorneys realize they’re spending 90% of their time on client work, leaving little room for growth activities like marketing, training, or leadership. That’s a recipe for burnout, not scalability.
2. Your Team Is Underutilized
By delegating more to team members (especially non-revenue generating tasks), you unlock time for Vision Meetings and marketing—the key activities that grow your firm.
3. Your Pricing Needs a Reality Check
Some attorneys discover they’re undercharging for services that require too much time, or pricing inconsistently across their offerings.
4. Your Close Rate Isn’t What You Thought
It’s common for attorneys to overestimate their close rate, meaning they assume fewer leads are needed than reality demands.
“These tools don’t judge you,” Amanda says. “They simply show where small tweaks can create massive results.”
Amanda’s Real-Life Example: From $120K to $170K/Month
One firm using the calculator realized they needed $150,000/month in revenue to hit their targets. After mapping their services, pricing, and time capacity, they uncovered two critical gaps:
- The attorney was spending 90% of their time in fulfillment
- They had no structured time for marketing or consultations
By restructuring their team responsibilities and freeing up 30% of the attorney’s time, they were able to:
✅ Add workshops
✅ Run more Vision Meetings
✅ Qualify prospects more efficiently
Within 8 months, the firm grew from $120,000 to $170,000/month, without adding more chaos.
“The attorney started acting like the CEO of the firm, not just the technician,” Amanda shares.
Turning Insight Into Action: Your Weekly Growth Plan
Once you’ve completed the calculator, it’s time to operationalize it. Here’s how to take your insights and apply them:
1. Protect Time for Revenue Activities
Block your calendar for:
- Vision Meetings (based on how many are needed monthly)
- Signing meetings
- Marketing activities
2. Set KPIs and Review Them Weekly
Establish clear weekly KPIs for:
- Leads generated
- Consultations held
- Services sold
- Efficiency percentages
Track them weekly—not just monthly—so you can adjust before things go off track.
3. Assign Ownership
Don’t try to do it all yourself. Assign a team member to track KPIs, manage the calendar, and keep you accountable.
“Focus on trends, not perfection,” Amanda advises. “Progress over time matters more than short-term misses.”
It’s Not Just a Tool: It’s a Mindset Shift
Using the LWP Revenue Calculator isn’t just about numbers—it’s about stepping into your role as the business owner, not just the lawyer.
You’ll stop chasing revenue and start designing it. You’ll make strategic decisions with clarity. You’ll finally be in control of your firm’s growth.
“It reframes the role of the attorney from ‘doer of all things’ to ‘strategist of firm growth,’” Amanda says. “You start managing like a CEO.”
You Don’t Have to Do It Alone
At LWP, we don’t just hand you the calculator and wish you luck. We offer:
- Coaching programs to help you interpret and apply your numbers
- Implementation calls to troubleshoot bottlenecks
- Operational training so your entire team is aligned
Our community of attorneys and expert coaches will support you as you use data to build a sustainable, profitable, and fulfilling practice.
Ready to Build Revenue In Your Estate Planning Practice You Can Count On?
The Estate Planning Practice Revenue Calculator is your starting point.
- Get clear on your revenue goals
- Understand the real workload behind them
- Identify the KPIs that matter
- Align your time, team, and tactics with precision
Don’t keep guessing. Start growing. Reach out if you would like to have a member of our team run through the revenue focuser for your practice with you, and show you what is achievable.
