May I Speak to You?
Thanksgiving is only a week away so today I want to thank you for reading the information I’ve been sending you.
As a way of demonstrating my gratitude, I’m going to do something I’ve never done before.
As you probably know, I spend a good deal of time giving talks to audiences of lawyers all over the United States.
Typically, the organizer of the event pays me to speak and pays my travel expenses.
During the first half of 2014, I’m offering you the opportunity to invite me to speak to your group of lawyers without investing a dime.
You read that correctly.
I will conduct an education session for your group of lawyers, bar association or large law firm, at no expense to you.
I am partnering with a sponsor who will cover my fee, my travel and all the materials included with my education session.
You simply need to get the lawyers in the room and turn the lights on.
This is going to be a full-blown education session. There will be no fluff. Everyone who attends will be working during our time together.
But the attendees will not be required to pay me anything.
I have six openings for these talks.
And they must take place between January 2, 2014 and July 31, 2014.
If you have a group of lawyers (bar association, convention or large law firm) and you are interested in booking me for this unique opportunity, call me right now. 888.444.5150
This message is going out to 100,000 plus lawyers so you need to act now.
Call 888.444.5150 and you and I will set an appointment to discuss this opportunity.
If you’d like some idea as to the curriculum, you can listen to the two podcasts below.
The Ten Disciplines of Law Firm Leadership
Click here to download: The Ten Disciplines of Law Firm Leadership
How to Get Clients as a Lawyer
Click here to download: How to Get Clients as a Lawyer
Remember, this is limited to six dates during the first half of 2014.
Call today. 888.444.5150
Five Steps That Improve Your Quality of Life
This past week I was in three different law offices. Each of them run by a successful lawyer who is making more money than he/she ever thought possible.
Want to know the reason I was there?
I was invited in to each of these firms because the owners were living chaotic lives, disconnected from their families, and putting a strain on their health.
They had the “make a great living” part of my mission down, but they were failing to “live a great life.”
Whenever I see this problem I know it is more difficult to address than a lack of new clients.
You see, if a lawyer has a client attraction problem, he will be motivated to take action. Hunger has a way of focusing your attention.
But the successful lawyer who is running to court in five different jurisdictions each week and doing client intake and negotiating deals and attending networking events and writing articles and working up cases is actually afraid to make any changes.
Because this formula has helped him become successful.
So he thinks.
That depends upon your definition of success.
If you make more money than you ever imagined possible yet spend the first 15 years of your child’s life missing out on every event and celebration and then die of a massive heart attack at your desk, were you successful?
Yeah. I know.
You don’t miss ALL the events. Just a few here and there.
And you are never going to have a heart attack. You just have a slight blood pressure issue and some mild aches and pains to go along with your nightly routine of an Ambien and a glass of Johnnie Walker.
But you’re successful.
Let’s say at some point, you wanted to make a couple of changes and you invited me in to visit with you. Here are five things I’d recommend:
Identify Your Strengths
Most law firm leaders don’t know what they do exceptionally well and what they struggle to complete adequately. They plug away at things for so long that they believe they can do everything.
In reality, each of us is wired with a predisposition toward certain activities. Some of us are great public speakers. Others are fantastic with numbers or computers. Still others know how to focus like a laser beam on the details of a project. The list goes on…
Identifying your areas of strength will help set the stage for the formation of a “plan of attack” for your leadership in your law firm.
I will sit down with you and do a thorough analysis of your strengths.
We next discuss three specific goals.
- Your exit strategy
- Your three year milestone
- You daily outcome
This is a different type of goal setting. By figuring out what the end will look like, we have a complete picture. (If you are an executive in a big firm, we figure out what your legacy will be.)
The end goal can change over the years. Life has a funny way of dropping things in our lap that can alter our plan. Nevertheless we always have a horizon we are racing toward.
The three year milestone is a set of outcomes you will have achieved that will help you identify whether or not you are on course.
Your daily outcome is the one thing you need to do today to help you get closer to your goals. It can be as simple an activity as making a telephone call.
Linking daily activity to long term goals is essential to success.
List and Assign All the Activities in Your Law Firm
This may take a week or so. But everything from calendaring new matters to preparing marketing material to working up cases must be listed.
Once this list is done, it’s your job to assign each task to a person in your firm.
You should only work on things in your area of strength.
For example: if you are bad with numbers but great at writing, hire a bookkeeper and focus on marketing.
Hold Everyone in Your Firm Accountable for Outcomes
At least once each week you should have a 10 minute meeting with each of the members of your team. Discuss what they will accomplish in the next five days and what they have accomplished in the last five days. Coach, counsel, and reward them them as needed. This includes reviewing your own productivity.
Compensate People Generously with Time and Money Based Upon Outcomes
Your compensation plan should be based upon achieving outcomes. When people do well, reward them. My experience has shown that providing people with days off can be as effective (in some cases more effective) than paying them extra money. A healthy mix of both is usually the recipe for long term success.
Ultimately, this five step leadership process will help you improve your quality of life. If you hire the right people and implement the plan as outlined above, you need to only be involved in the areas where you excel. That means you enjoy your day-to-day work and your people enjoy what they do.
If your systems are in place and your outcomes are clearly defined, the firm will be able to operate without your direct involvement for significant periods of time.
Even if you want to work more hours because you enjoy what you do, you will cut down on the stress you feel because your systems will prevent every little thing from becoming a crisis.
Give this some thought and, if you’d like to invite me in to help you with this type of initiative, we can have this up and running in less than 90 days. Simply give me a call to schedule it: 888.444.5150
Last week I shared some information with you in each of these areas. I know how busy you are and I know how hard you work so I figured I’d take a minute and provide you with a summary of the five most impactful articles I shared last week.
These are the articles you voted most important (via social media):
This is a video guide to making a new friend.
In business our “friends” help us by referring business to us.
If you’ve ever felt awkward when meeting someone new, this video will help you break the ice.
Want more detail on getting people to like you do business with you? This article can help. In this article, I write out, in detail, the things you can do to build a relationship with a new prospective client or referral source. Follow the guidelines as I’ve laid them out and you will be well on your way to sourcing your next big client.
Too many professionals, especially lawyers, don’t know what to do once they have attracted a great client. This audio program will help you deepen your relationship with your clients and maximize the lifetime value they can deliver to you.
The two most important qualities any attorney can possess are empathy and understanding. When you meet someone new, if you immediately launch into a lengthy diatribe about your background and experience, you immediately lose the trust of that person.
This short article is a quick reminder of why people like you.
Did you get my free CD? I’ve offered it to you several times. Make sure you get a copy. We only have a couple left. Click this link: Million Dollar Lawyer Secrets and I’ll send you one. It only takes a couple of days and I even cover the shipping.
Go through these articles and pick and choose the things you want to implement. Remember the ideas are great but they are nothing without your action.
How To Start a Relationship
I like long walks on the beach and romantic dinners.
Want to get married?
That is the WRONG way to start a relationship.
Yet most business people try to start a relationship in exactly that way.
They walk up to you, introduce themselves, and ask you to do business with them.
Lawyers are even worse.
They walk up to you. Try to make small talk. And then twitch uncontrollably because they are not allowed to ask for business but that’s what their instinct tells them they should do.
It would be funny if it didn’t happen so often.
Here is the right way to start a relationship:
First: Identify the Right Person
This sounds basic but most people miss this key point. You should decide who you want to meet based upon what you can do for them.
Wow. Think about that for a moment.
It’s called having an external orientation.
If you can help someone (or better yet put money in his pocket) he will be receptive to your message.
Second: Get Introduced
These days, between social media and email, there are a number of ways to identify people with whom you share a connection.
Walking up to a stranger is difficult because 1). The person doesn’t know you 2). The Person doesn’t like you and 3). The person doesn’t trust you.
If you are introduced, you bypass those three hurdles.
This happens because you immediately benefit from the likability and trust your target has invested in the person who is introducing you.
Third: Establish Rapport
Talk about things you have in common with your new friend. Community activities, family activities, sports teams and events in the news are all great topics many of us have in common. You can spend a few minutes doing research in advance and pick a couple of topics or you can let this happen naturally.
Fourth: Introduce Your Opportunity to Help
Now you are ready to become fast friends. Find a person to whom you can introduce your new friend. Ask about this potential introduction in advance (just in case your new friend has an issue with this opportunity).
Make a time certain commitment to make this introduction.
Finally: Follow-Up with the Introduction
Make the introduction between the two parties. This will help you cement your relationship with your new friend. If you really want to establish yourself as a “go-to” person, introduce your new friend to a few people before you ask him for a favor.
This may seem like a great deal of work. In fact, you may not want to go through all of this work just to develop a new relationship.
But that thinking is what is holding you back right now.
My clients have used this exact strategy to meet heads of Fortune 500 companies, public officials, and famous book authors.
Stop thinking about why this won’t work and follow these simple steps.
Your law firm and your bank account will reap the rewards.
It’s Time to Eat Your Vegetables
It’s so hard to get people to do anything.
Get your kids to clean their room.
Ask your spouse to take your pet to the vet.
Make your dad take the car to the shop for an oil change.
Some things are just burned into our behavior and hardwired into our brains. Generating movement in areas beaten into us, is incredibly difficult.
Resistance is the standard.
But each week I keep trying.
The week that past, I worked hard to get you to eat your vegetables. I want you to do something that will be good for you.
See if you can figure it out from the narrative I have crafted with these articles below.
My offer for a powerful CD that will help you build your law firm around your lifestyle. Even if you are in a big law firm, this CD will help you discover how you can make a great living and live a great life ®. Visit this page today to get your copy: Million Dollar Lawyer Secrets. I cover all of the costs, including shipping. I am making this investment in you because I want you to make an investment in your future.
I’m not calling anyone names in this article. DUNCE is an acronym designed to help you understand the elements of great legal marketing. You many not realize it, but all powerful legal marketing plans have these five components.
Listen to this audio program today and take action.
Talk is cheap.
Actions speak louder than words.
These expressions have been around for as long as anyone can remember. They become commonplace because they are true.
People judge you based upon the expectation you set and the action you take. This week I drive this point home in this article.
Sometimes, action is the only thing that separates winners from losers.
If you were wondering how you can change the nasty habit of complacency you’ve gotten into, this video is for you.
There was a brand slogan not long ago that advised you to “just do it.”
Here’s how that happens in real life.
This is your last opportunity to get involved in this program in 2013. If you want to work exclusively with me in a one-on-one setting to get ready to make 2014 the best year you’ve ever had, click the link above.
In this six week exclusive relationship I will personally walk you through the 10 disciplines of law firm leadership.
This will be such a competitive advantage for you that you don’t have to pay the bulk of the fee if you are not thrilled.
See for yourself: Law Firm Leadership Action
If you do nothing else today related to your business strategy, read one of these articles.
Four Minute Fixation 9: How to Take Fast Action
In case you have not heard me say it enough, action is the key to success in any business.
When you combine action with speed you have the making of a serious competitive advantage.
Each week in our video series I highlight a specific area of focus for you.
My hope is: You take action for just four minutes each day during the next seven days on this one thing.
This week, we focus on fast action.
Here is the video that highlights how I take action quickly:
Please take four minutes during the course of the next week and take fast action on something each day. Even if you focus on something small the momentum you create will help you move your law firm toward your goals.
Here’s some fast action you can take that will make you more money. Read the five most important articles from the past week:
This is the totally free CD I offered you several times before. I’m not sure why you haven’t taken me up on my offer.
But this may be your last opportunity to do so.
Act now. I even cover the cost of the shipping.
This is the eighth installment of our Four Minute Fixation Series.
This series offers you information you can implement in just four minutes each day in order to have a dramatic impact of your law firm and your life.
In this video we tackled the question: “How frequently should I communicate with my clients?’
This video is required viewing for anyone who wants to improve their level of influence with clients, employees or members of the community.
Are you baffled when clients ignore your valuable advice?
Honestly, it drives me nuts too.
You spend your lifetime acquiring wisdom through experience and hard knocks and you want to save your clients the pain of doing the same.
Yet they do not respond.
Read my rant/guidance on how you can remedy this situation.
This is an audio program that even surprised me.
Can you believe it is possible to develop and implement a legal marketing system for under $400 per month?
I didn’t believe it either.
I reviewed all the elements of my internet marketing system and it turns out, that’s the cost if you do the heavy lifting yourself.
If that’s not appealing, don’t worry.
We provide you with all the vendor information you need to get this system going without lifting a finger (if that’s your preference).
This is a great program designed to help lawyers build a law firm the way a CEO builds a business.
In this audio program and written article we cover the 10 disciplines of law firm leadership.
You really need to download this program and implement the guidance included today.
Enjoy each of these golden nuggets but more importantly, take action on at least one thing this week.