One of the hardest lessons for small business owners to learn is that not every client is the right client. Saying yes to the wrong people can drain your time, hurt your team, and even push away the people you most want to serve. In this episode of Small Business, Big Engine, Grant Fisher sits down with RJon Robins, Co-Founder and President of How to Manage a Small Law Firm, to talk about what it really takes to grow a business you love, one that brings in the right customers, produces real profit, and doesn’t demand every ounce of your energy.

RJon has spent more than two decades helping entrepreneurs build businesses that actually work. While his company specializes in law firms, his insights apply across every industry. As he says in this interview, “98.75% of every business is the same.” Whether you own a restaurant, run a creative studio, or manage a professional services firm, the same seven parts determine your success: marketing, sales, production, people, physical plant, financial controls, and the owner’s mindset.

In this conversation, you’ll hear RJon explain:

• Why the biggest mistake owners make is believing their business is “different”
• The seven parts of every successful business, and why ignoring just one creates problems
• How to shift from working in the business to working on it
• The difference between the Doctrine of Sacrifice and the Doctrine of Profit
• Why half the job of marketing is to repel the wrong prospects
• How to analyze your best clients to find more people like them
• The overlooked role of price elasticity in profitability
• Why raising your prices should always come with raising value
• The psychology of pricing, and why you show up better when clients pay more

Key Takeaways from This Episode

1. Your business isn’t unique. The same seven parts apply to everyone.
2. Owners work on the business, not in it. Be clear about what hat you’re wearing.
3. Profit comes from exchange. Stop glorifying sacrifice.
4. Marketing should repel as much as it attracts. Protect your time and theirs.
5. Study your best clients. Their answers will design your marketing strategy.
6. Raise prices the right way. Always add value and test elasticity.
7. Higher prices elevate performance. You show up stronger when you charge more.

About RJon Robins

RJon Robins is the Co-Founder and President of How to Manage a Small Law Firm, one of the fastest-growing companies in the legal services industry. Since 1999, he has helped thousands of entrepreneurs transform their law firms into profitable businesses. His frameworks apply far beyond the legal field, offering insights for any owner who wants to build a business that works without consuming their life.

RJon’s upcoming book, Truth Teller, will be released by Morgan James Publishing. You can learn more and pre-order at truthteller.com.

Find more at:

• HowToManage.com
• RJonRobins.com

About Small Business, Big Engine

Small Business, Big Engine is hosted by Grant Fisher, a senior product designer and founder of SingleStack. Each week Grant talks with entrepreneurs, owners, and operators across industries to uncover the systems, mindsets, and marketing strategies that fuel growth. From visibility engines to profitability levers, the show brings you candid conversations and practical takeaways to help you strengthen your business engine.