Speed Helps You Make More Money
Speed is a huge competitive advantage for you.
Most people underestimate the value of speed in relation to business strategy. People who can act and react quickly will almost always be more successful than people who vacillate and suffer over every minor detail.
There are three specific areas of law firm marketing and business strategy where speed is a tremendous competitive advantage.
Speed of Decision Making
The ability to make good decisions quickly is a hallmark of exceptional leadership. This is partially developed through experience and partially developed through the discipline and focus on the facts of each situation.
The speed at which you assess, evaluate and act upon the information available can be the difference between success and failure.
Speed of Implementation
Good ideas are valuable. Good ideas successfully implemented are exceptional. Good ideas successfully implemented quickly can disrupt entire industries.
Your ability to put good ideas into action will make or break your business.
Speed of Innovation
Your ability to come up with new/creative ideas to solve traditional problems will help you differentiate yourself from everyone else who does what you do. As you come up with these new ideas, people will imitate you. You must innovate faster than people imitate.
Similar to speed of implementation, speed of innovation can allow you to transform your entire industry.
Your focus, your obsession, on speed in these three areas will pay huge dividends. But you must build your firm with an emphasis on it. This means:
- You hire people who are comfortable thinking and acting quickly.
- You compensate people based upon the quality and speed of their actions.
- You recognize your own ability to improve your speed in each of these areas.
This is generally only a focus for people who are at the top of their game. The average business owner (and the average lawyer) does not know how to even begin to improve his speed. That’s where I can help. If you are looking to make speed a competitive advantage, you must apply to my private client experience. That one-on-one relationship directly with me can transform the way you do business and the clients you attract.
Here are three other articles you need to read to keep your edge:
Most people think about marketing as a one shot act designed to attract hundreds of clients. This only happens a small percentage of time. Most of the time you need to methodically follow-up with prospective clients repeatedly. This article (and the included audio program) gives you a step-by-step guide on how to do that.
How to Follow Up After a Networking Event
This is our new series call the Four Minute Fixation. The first installment in this series is dedicated to helping you make a connection that results in new business.
The amount of information available to a lawyer looking to grow his law firm is phenomenal. Many of the readers of this article may be wondering what to do now. The answer will vary based upon your situation. If you want to develop a well thought out, efficient approach to business development and law firm strategy, you need to apply for my private client experience. This is a one-on-one relationship directly with me and it will provide you with a huge return on your investment.
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EmailYour Dose of Continuous Improvement
As the leader of a law firm you must push your team to continuously grow and improve. You must also hold yourself accountable to this standard.
To help you grow and improve I have included links below to the five most popular articles published by Rainmaker Lawyer Consulting this past week.
Make certain you read them and, more importantly, make sure you put the guidance contained in these articles into action.
If you want your vote to be included in the tabulation for our weekly article ranking, make sure you vote on my Google Plus page: DLorenzoPlus.com
Here now are the five articles you must read from the previous week:
Five Ways to Get Clients in the Door Now
This will probably become one of the most popular articles of all time on RainmakerLawyer.com. It is literally a blueprint for getting clients into your law firm in short order. Also included is a podcast which provides you with a step-by-step guide. Listen to it over and over again.
Things You Should Not Care About
You cannot focus on everything and hope to be successful. This article is your guide to the things you need to focus on and the things you should let go.
Four Relationships that Control Your Life
This is not an article about how you should call your mother more often. It is an article about the relationships that make all the difference when it comes to leading your law firm to successful outcomes.
We’ve all seen the attorney commercials that make the lawyers look like total goofballs. As I write this a bus is passing by my office with a face of some bonehead plastered all over the side of it. Your first rule in attorney marketing should be: “Do No Harm” to your law firm or your reputation.
The Audio CD that Puts Cash in Your Pocket
A few weeks ago I began offering my readers a CD that details how successful lawyers make the transformation from lawyer to business leader. I send this CD to you at my own personal expense. I even cover the cost of shipping. If you have not claimed your copy of this CD, do it now while I still have a couple left.
Take advantage of this opportunity to focus on improving your law firm by taking advantage of the information above. This is you chance to make a difference in your life and the lives of the clients with whom you work.
What Are You Waiting For?
I used a strong headline at the top of this article for two important reasons:
1). To Get Your Attention: – just for the few minutes it takes to read this
2). Making a point: The headline represents a legitimate question you should be asking yourself (more on that in a second but first I’ve got a few really important questions…)
Isn’t it frustrating when you see a middle-of-the-road lawyer with more clients than you?
Doesn’t it kill you to hear that people who graduated from lower level law schools, with mediocre grades are now earning more money?
Have you ever wondered why second career lawyers out earn attorneys who went to the top firms right out of graduation?
I see this every day.
So-so lawyer, nowhere near as good as you, yet has lots of clients.
What is his secret?
For a while he may have been an Internet maniac, gaming search engines and collecting all the leads from the web. Google is in the process of sorting those folks out and, in a year or two, only the true experts (or the firms with big advertising budgets) will be able to show up on page one.
He may be on TV or on the radio, buying his way to credibility with people who know of no other place to find a lawyer.
And he may be one of those lawyers investing in a lawyer/client matchmaking service.
One thing is for sure, he knows how to get clients even if he doesn’t know which table to sit at in a courtroom.
Did you think going out on your own was going to be different?
Did you think you’d hang your shingle and clients would suddenly find you?
Did you think your reputation would have great clients beating a path to your door ready to pay high fees?
Sometimes the best lawyers wind up sitting in their office waiting for the phone to ring
But it doesn’t have to be that way.
The secret the mediocre lawyer with all the clients knows is that you must have a dedicated system to attract new clients. There’s a sequence of steps you must follow and a specific mindset necessary to attract clients.
But you do not want just any clients.
You want the right clients. Clients who understand the need for hiring a good lawyer. Clients who understand the value of the service you provide. Clients who can and will pay your fee without hesitation.
Wouldn’t it be great if all your clients were just like your best client?
That’s not only possible, it is reality if you know who your ideal client is, where to find him, and how to develop a message that he will respond to.
There is an Answer
During the past five years I have worked with over three hundred lawyers. The work I did with these attorneys centered on developing a system that, once implemented, would help them attract clients with greater consistency. Together these attorneys and I tested and re-tested everything. We fine-tuned our work until we had a system that could be implemented easily, in a short time and could run under the direction and guidance of office staff.
But I’m not trying to sell you on this system today.
In fact, I’m not selling you on anything except the quality of life you deserve.
That quality of life comes from attracting the right client relationships.
Now, if you want to discover the quality of life you can have as a result of creating client relationships on demand, I can provide it to you for f-r-e-e.
I paint this picture for you in an interview I did with national radio host Jackie Bales.
You can get your copy of it on a CD, by following this link: Free CD from Dave Lorenzo
I’m extending this invitation to you because you took the first step and reached out to me.
You’ve been reading my articles for a while.
You deserve a great living and a great life®.
Take the next step.
Request my free CD on this web page: Free CD from Dave Lorenzo
After you’ve listened to it, give me a call. We can talk about how you can build a law firm that delivers the lifestyle you deserve. 888.444.5150
Three Questions That Predict Your Future
Could you be more productive? Make more money? Spend more time with your family? Get more enjoyment out of your life and the practice of law?
Have you listened to the podcast I recorded about the difference between successful lawyers and unsuccessful lawyers?
Listen now on the player below:
Here are some questions you should be asking yourself:
- Am I closer to my goals today, than I was yesterday?
- What actions will I take today to move closer to achieving my goals?
- Do I have someone in my business life I can count on to push me toward the success I deserve?
If you answered “no” to just one of these three questions, you need to take a moment and think seriously about your future.
During the past five years I have worked with lawyers who have achieved levels of success that exceeded their wildest imagination. Many of them start where you are right now.
You have done fine. Better than many of your peers. But you are not satisfied.
You’d like your success to be consistent. You’re tired of peaks and valleys in your activity level, motivation and ultimately your income.
You’d like your success to continue to grow. You feel as though some days you take two steps forward and one step back. You want to take ten steps forward and never, ever go backwards again.
Some mornings you get out of bed and you know your entire day will be spent reacting to things thrust upon you. You want to be the architect of your life. You must be the catalyst for the things that happen. You know winners create activity and losers react to the activity of others.
These are all things you have known for years. Intuitively, you’ve felt them.
But you’ve never acted on these feelings.
Sure, you may have written down your goals at some point.
Yeah, you may have spent some time discussing your future with someone you trust.
Maybe you even committed to a course of action and took some steps toward it.
But your progress stalled and you got frustrated and ultimately you decided it was easier to go back to your old, reactionary activity.
Well, I’ve got great news…
There is a way for you to advance toward your goals, toward building the law firm you want, toward living the lifestyle you deserve.
Here’s how:
You simply need to focus on the three areas of your professional life that make the difference between success and failure.
These three areas are what separate winners from losers.
I’ve uncovered these three areas during my study of successful attorneys over the course of the past decade.
These three areas are:
- Confidence
- Capability
- Clarity
Successful attorneys keep their confidence level high, even during tough times.
Successful attorneys have a great deal of capability beyond the practice of law. They are also capable business owners, managers of people, and brilliant strategists.
Successful attorneys have a clear, laser-like focus on the things that are important to them and their future and they are relentless in their pursuit of those passions.
Do not worry if you are lacking in any (or all) of these areas.
The most successful attorneys were deficient in these areas at one time or another. They have acquired the skills and experience necessary to achieve the success they now enjoy.
Today I am delivering this success formula to you.
Listen to this podcast. It contains the step-by-step guide to improving your confidence, capability, and clarity.
At the end of the episode, I make a direct offer to help you achieve your goals.
Isn’t it time you took the action you have been putting off for so long?
Join me now.
One Thing Successful Lawyers Know…There Is No ONE Thing
I get lots of telephone calls from lawyers looking to pick my brain and ask me a “quick question.”
Most of the time these folks are looking for one instant solution to their problems.
The want to know the one thing that will help them.
Many of the lawyers who call even say: “What is the one thing I can do to get more clients?”
When a lawyer asks that question, I tell him to find something else to do for a living.
Sound harsh?
It is.
But folks who are looking for the ONE solution to a client attraction problem will never be successful.
You are an attorney but you are also the owner of a law firm. That’s a business.
Start acting like a business owner.
Successful business owners and successful lawyers build systems that help them attract clients and develop relationships.
Here are the five systems I help my clients build:
- An Internet-Based Client Attraction System
- A system to leverage speaking engagements to develop business
- A system to write and publish articles to initiate relationships with clients
- A follow-up system to help keep in touch with clients and referral sources
- A networking system that helps the attorney establish valuable connections
These are not the only systems they have in place within their law firms. They also have workflow systems, pricing systems, on-boarding systems and a few others.
Here’s the point:
There is no ONE thing you can do today to put your law firm on autopilot. There are several things you can work on and refine over the course of the next few years in order to become a successful business leader.
So maybe the ONE thing is to become more of a business leader and less of a desperate lawyer looking to find new clients.
Possible? Yes. Probable? That’s up to you.
Here are three more articles for you to review:
The Value of Systems in Lawyer Marketing
Here we have a step-by-step sales pitch for adding systems to your lawyer marketing plan. This is the easiest way to grow your law firm and also build a business you can sell down the road.
How Much Time Should a Lawyer Spend on Marketing?
The answer is: A lot of time. But seriously, the amount of time you spend on marketing will be proportionate to the amount of clients you receive. Invest wisely and you will be rewarded.
Marketing for Attorneys and the Magic Beans
This is a nice parable I tell to audiences when I speak to large groups. It is about an attorney who is looking for the magic beans to make his practice grow.
