Why Clients Ignore You
I make my living helping lawyers make a great living and live a great life ®.
I’ve worked with many lawyers and provided them with lots of advice over the years.
Before working with lawyers I worked with executives at large companies.
I provided them with advice on some of the most pressing matters facing their companies.
I take into account the facts at hand and all the variables. The client and I have discussions about the implications of their decision and we always discuss the investment (financial, emotional, physical) required and we assess the potential return on that investment.
After those discussions, I process the information through the lens of my skills, knowledge and experience and make a recommendation to the client.
That’s the reason they hire me.
I provide them with an objective point of view and deep knowledge of business strategy, marketing and leadership.
In these areas: Business Strategy, Marketing, Leadership, when presented with all the facts and an honest view of the client’s capabilities, I am seldom mistaken.
Just like the litigator who recommends his client settle cases where the odds of a favorable outcome at trial are stacked against his client, I am often presented with “choices of bad” scenarios.
In those cases I help the client improve his condition and I recommend a course of action designed to mitigate his exposure.
I have stacks of letters from respected members of the business and legal community to support my claim of significant prowess in my field.
So when I write to you each week and make recommendations on things that cost little to no money, and you fail to implement them, it frustrates me.
Here are four reasons why you may not want to do the things I recommend (and by proxy the reasons people may not want to do the things you recommend):
This is the most frustrating one for me.
Here’s an example:
I met with a guy two weeks ago who has no plan for growing his law firm. He relies on the kindness of other lawyers who refer him business. He has cobbled together a generalist law practice and he takes on whatever walks in the door. He wants more focus and he wants to command a fee premium.
When we met I explained how we would work together and what he could expect (as far as our activity). He thought my ideas were spot-on. When we discussed the fee, he said he could not afford me. (My fees are posted on the Private Client Page of my website). One new client for this attorney would pay my fee for an entire year yet he said his current cash flow would not support working with me.
Upon returning to my office I looked this gentleman up on Facebook. There was a photo of him standing next to his brand new BMW (minimum car payment $400 per month) and another photo of him holding a $3,000 racing bicycle with another man (his trainer - minimum cost for personal training - $200 per month).
My point: When people say that have no money, it means they have no money for you. This guy did not prioritize his work with me so he had “no money.”
When people say they have no money, they simply do not see the value you provide and they place other things ahead of your services.
I get this a lot.
People want to hire someone to build them a website because it is easier for them to write a check and walk away than it is to learn how to develop a business strategy and then lead the members of their team on the execution of that strategy.
That’s fine - in the short term.
In the long run, you need to build a business that is sustainable in any economic climate. Your website may work great now but if you don’t have at least nine other ways to develop client relationships, you’ll be sunk when Google makes a change.
If you cannot find the time to be a law firm leader, you should go work at a big firm.
Leadership is not about working case files and billing hours. It is about developing systems and hiring people to deliver results for clients regardless of whether or not you ever interact with them.
No systems means no business. If you have no time to implement this now, you will be in even worse shape one year, three years, five years down the road.
As you read this, I’m just a guy on your computer or smartphone who wrote this article.
You may have read some of the 800+ articles I have at RainmakerLawyer.com or you may have watched some of my 230+ videos on YouTube or you may have listened to one of the 60+ podcasts I have recorded to date. But none of those things have allowed you to trust me enough to invite me into your office or to get you to pick up the phone and call me.
My retort to this unspoken rejection is simple:
Talk to someone who has worked with me. In fact, talk to 10 or 20 people with whom I have worked.
I am a straight shooter and I sometimes make people uncomfortable but I welcome your call to a current or past client. You can find a list of them on my website or I can send you a list.
I saved this one for last. You may be one of those people who thinks there is nothing new for me to show you. I see this from time to time, particularly among internet cowboys and lawyers who advertise on TV.
You go to a seminar delivered by a current lawyer who is claiming to be a marketing expert and you get briefed monthly by a Findlaw or Lexisnexis salesperson and you think that qualifies you as a legal marketing master.
If this is you, then I really can’t help you. My kind of marketing is based upon relationships.
Television is terrific but it is only one aspect of what you should be doing. I love the internet but it is one form of media in a sea of hundreds of message delivery systems.
Your knowledge of business strategy and marketing is equal to my knowledge of the law. Even though I watch Law and Order, I can’t draw up a contract or take a deposition. Don’t think because you went to a seminar you know anything about building or running a business. What you don’t know will eventually bite you in the ass.
There are two points to my rant:
1). All of these things apply to the way your clients treat you. Sure I wrote this to motivate you to take action, but if you read through this again you’ll notice your clients have acted the same way you are acting right now.
2). You have an opportunity to make a great decision with zero risk. I introduced my “almost free” coaching program last week. You read about it but did not act.
I can accommodate two more people for this one-on-one six week program working directly with me.
Follow the link below to enroll.
I’m not sure what else I can do. This is your chance to get the new year off to a great start.
But then again maybe you’ve got enough clients and enough free time…
Vital Information for Rainmaker Lawyers
You’ve probably heard me say it dozens of times.
Lawyers walk into my office looking for the one pill they can take at bedtime so they can wake up brilliant, thin and rich in the morning.
Everybody wants fast solutions and nobody wants to do any work.
Is that you?
You can be rich, smart and skinny.
But you need to take action.
Action beyond just wishing for a magic pill.
That action starts with reading the articles below. They will provide you with the best (and most popular) information we’ve provide during the past week.
This information comes in three formats:
- Written article
Examine it. Take it all in. Then decided whether or not you want to take control of your future.
Have you taken advantage of my offer to receive a CD? The title is: “Secrets Million Dollar Lawyers Don’t Want You to Know.”
I offer this CD to you at my expense. I’m making an investment in you because I want you to take action. I want you to live the lifestyle you deserve. Heck, I even pay for the shipping.
Follow this link now to get the CD: Million Dollar Lawyer Secrets
This video highlights the three qualities all successful law firm leaders have and it provides you with the blueprint to success.
Are you up for the challenge of becoming a big-time law firm leader?
This is a podcast that does not need much build-up. This audio program is your step-by-step guide to the future of marketing and the implications it will have on your law firm. If you do anything on the internet or offline relationship development, you cannot miss this program.
This is our most popular podcast of all time. There is no production effects. It’s me having a conversation with you, preparing you for law firm leadership. Listen to it, take notes and then take action.
If you have not given this audio program a thorough review, you are missing a graduate program in leadership development for law firm owners and managing shareholders.
I developed a new one-on-one coaching program for law firm leaders that helps you implement everything we discuss in the articles, videos and podcasts above. I work with you every step of the way and you pay me the bulk of the money in 2015.
This is the best deal I have ever offered to my clients. I’m doing it because I want to help a handful of great lawyers achieve phenomenal success right from the start of the new year.
Take advantage of this opportunity. I only have a couple of spots left.
Find out more here: Almost F.r.e.e Coaching Program
These are not only the most popular articles from the prior week, they are also outstanding tools to help you make a great living and live a great life ®.
Enjoy them but more importantly, take action.
Important Information Lawyers Need
One of the most valuable assets a business leader has at his disposal is information. As the owner of a law firm, you are in one of the most competitive businesses around. This means you need accurate, timely, actionable information to help you make good decisions.
That’s why I provide you with this weekly update.
Throughout the course of your busy business schedule you may not have time to read all the important information sent to you. Here are five articles you may have missed that you should review and take action upon.
Over one thousand lawyers have already received my free cd. I’m happy to invest in you and send you a copy of this cd (and I even pay for the shipping). The cd will help you discover how you can make more money and get home, on time, for dinner every night.
Take me up on this offer. I’m willing to invest in your future. You need only invest the time invisiting this page.
Are you overwhelmed? Does it seem like there are never enough hours in the day? Would you like to change this dynamic and make time work for you? This article outlines the system I developed to prioritize your activity and make your effort more productive.
Try this system today and you’ll be amazed at how it transforms your approach to law firm management and personal productivity.
If you want to get more referrals you need only remember it’s better to give than receive. We all know people who can benefit from meeting other people we know. What’s preventing you from putting these people together? A system. Well, this video will help you make those connections as part of your daily routine.
Last week I shared my insight into the future of internet marketing with you. This has implications for all businesses but it is particularly valuable for people who spend their money on online marketing. If you are investing in search engine optimization or internet advertising, you need to listen to this audio program.
This is a tongue-in-cheek article I posted last week to demonstrate the new focus on context related search. I posted the article in all the “usual places” and I’m monitoring it’s success in the search engine rankings. Since the new approach taken by Google is going to change the way articles rank, I’m willing to bet the SEO scammers will be encouraging you to write more articles just like this one.
Is it a good idea? I doubt it but let me prove that theory.
Read the article anyway. It does highlight my awesomeness and that’s not a bad thing.
Do You Make These Mistakes?
There are five big mistakes lawyers make that cost them money, clients and sometimes even their license to practice law.
These seemingly minor issues can be devastating to your finances and your future.
How many of these do you make?
Mistake 1: Failing to Respond
How many telephone calls have you missed in the past week? How many people are waiting for you to call them back, right now?
How many emails are in your inbox that you need to respond to but have not had the chance?
Why don’t you have a system in place to handle these calls and emails?
Not returning telephone calls and email from clients is a sign of disorganization and a lack of respect for people who are paying you. At minimum, have someone schedule return calls with the client and filter your email.
Here is an article that can help you set a standard to stay on track with your client interaction:Eliminate the Fastest Way to Lose a Client.
Mistake 2: Not Paying Attention to Cash Flow
Most small law firms fail because they run out of cash. This is easy to resolve. Get paid in advance.
There is no excuse for failing to do this.
I’ve heard it all before. Your practice is no different. I work with people in every practice area who get paid in advance. You simply need the courage to set the terms of your relationship with your client.
Watch this video for some ideas: Get Paid First
Mistake 3: Outsourcing Marketing Strategy
You get a little money in your pocket and you hire a big company to manage your law firm website.
Then you engage a media company to help you record some television commercials and buy time on local TV stations.
You also have a public relations firm writing your articles and handling your social media interactions.
You’ve become so far removed from the clients you are looking to attract, you don’t even know what’s important to them. You’ve essentially outsourced your empathy. That’s a horrible strategy.
Here is a resource to use to plan your marketing strategy. Listen to this audio program (it is brief) and set the strategy yourself. It’s your future. Take control of it.
Mistake 4: Failing to Take Action on a Big Idea
Is your office the place where big ideas go to die? This is true of most attorneys. You spend so much time being a lawyer you forget about implementing the strategies that will help you attract more clients and keep business coming in the door.
If you’re like most people, you have a dozen great ideas each month that go unfulfilled. Then you look around and see your competitors implementing the very thing you were thinking about.
How many times does this need to happen before you make some changes?
Read this article and get moving. Take Action or Face Extinction
Mistake 5: Thinking like a Lawyer and Not Like a CEO
If you come to work, grind away at your client cases, and go home after eating three meals at your desk, you have a job, not a business.
It’s time for you to become CEO. Here is a program that outlines the Ten Disciplines of Law Firm Leadership. Listen to it now, elevate your law firm and watch your income grow.
These are the five areas where you need to take action and keep your law firm (and your career) on track.
If you need help, visit the web page for my private client experience. This is a one-on-one relationship directly with me. If you feel as though you need someone by your side to help you make a great living and live a great life ®, this may be a good fit for you. Apply today.
Mistakes happen but these five blunders will crush you. They are completely avoidable. Take the time to prevent them.
Do You Want a LifeGuard or a Swimming Instructor?
Clients who have worked with me for several years often have trouble adjusting to their success.
This is particularly true for my clients who own a small or solo law firm.
The typical solo attorney comes to me billing about $200,000 per year. He knows he can do more work and he knows he provides great value to his clients but he is unfamiliar with using systems and standard operating procedures - so his growth is unpredictable and haphazard.
After he and I work together for a year, and he implements at least 25% of my recommendations, client attraction and relationship development are no longer an issue. In fact, much like a Sumo wrestler at an all-you-can-eat buffet, my typical client has many options and unlimited access to the very thing he he craves.
But this is not without its own challenges.
As the lawyer signs up dozens of new clients each month, he can no longer personally handle all the work.
But he tries to.
This results in late nights in the office and missed client deadlines as well as frustration and health issues.
My client, the solo lawyer, now has a financial success that is killing him.
He didn’t go to business school. He has never been a leader of a work group. He knows how to practice law and attract clients but, because he is inundated with work, he cannot do anything effectively.
So what does he he do? He asks for help.
The request usually looks something like this:
“Can you help me recruit and hire a lawyer/paralegal/receptionist?”
“Can you take over my email marketing/blog writing/article placement?”
“Is it possible for you to move ‘on-site’ and manage the support staff?’
There are dozens of variants of this distress call. But the underlying issue is the same.
The guy is drowning and he wants a permanent lifeguard but he really needs a swimming instructor.
These lawyers are only half successful. Sure, they have money and the ability to attract clients. But they need to move from the role of day-to-day worker and into the role of Chief Executive Officer of their law firm.
At some point in your career as a law firm owner you will be forced to choose between practicing law and owning a business.
If you choose to do both, you must carefully moderate your case selection, fees and spending habits. If you fail to do this, you will suffer consequences in your health, in your personal relationships, and ultimately in your professional standing (you are asking for bar issues and malpractice exposure).
It is your choice. Become CEO or slowly watch your health, family and professional reputation errode.
The swells are growing larger and you are flailing around, dependent upon the tide and undertow.
Do you want a lifeguard or a swimming instructor?
Here is the fastest way to get the help you need right now:
I’m not sure what you are waiting for.
Visit my Private Client Experience page and select an option for taking control of your future.
You need to discover how to become CEO of your law firm and how to balance your professional practice with your personal life.
If you don’t do this now, when will you do it?
The return on investment you receive from this relationship (directly with me) is extraordinary but the intangible emotional relief you will feel, almost immediately, far exceeds anything else you will invest in.
Get involved right now: Dave Lorenzo Private Client Experience