Archives for February 2017

Is too much positive thinking bad for you?

February 28, 2017 by David M. Ward

The Law of Attraction posits that “like attracts like” and that we attract what we think about. Think about the outcomes you desire, they say, because that’s what you will attract or create.

Research confirms that our subconscious mind does in fact cause us to act in a way that is consistent with our thoughts, whether those thoughts are about what we observe (our current reality) or what we imagine (our desired outcome).

But some psychologists warn that too much positive thinking can make you complacent. According to one researcher, â€œPositive thinking fools our minds into perceiving that weâ€™ve already attained our goal, slackening our readiness to pursue it.â€

Is that true? If we imagine things the way we want them to be are we are less likely to take action towards their achievement?

I’m going to go with “no”.

I know that when I think about what I want, I feel good. Research confirms that positive thinking can relax you and lower your blood pressure and that’s a good thing.

I also know that I’m not a fool. I know the difference between imagining a positive outcome and believing that it has already been achieved, even if my subconscious mind does not. Thinking about what I want makes me more likely to take action, not less, and to do so with clarity, deliberation, and positive expectation.

As I imagine things the way I want them to be, I spend more time thinking about them. I’m more likely to notice things around me that I can use to pursue my objective. My positive thoughts invoke my instincts which lead me to make better decisions and take the right actions.

I also know that when I think about what I don’t want, whether that’s based on my observation of “what is” or my imagining what might happen, all I want to do is change the subject. If a thought feels bad, why continue to think it?

If your current reality is negative, don’t dwell on it. Staring at the problem is unlikely you to lead you to the solution.

But don’t ignore a negative reality. Peak at it, because knowing what you don’t want can help you to know what you do want.

Once you know what you want, think about it a lot, imagine it in all its glory, enjoy the feeling, and then do what your inner self guides you to do.

That’s what I do. How about you?

I built my practice with referrals. You can, too

Filed Under: Personal development Tagged With: law of attraction, positive thinking

What are you afraid of?

February 27, 2017 by David M. Ward

In a recent post, Seth Godin wrote about why we tend to do what’s urgent instead of what’s important:

The reason we go for urgent is that it makes us feel competent. We’re good at it. We didn’t used to be, but we are now.

Important, on the other hand, is fraught with fear, with uncertainty and with the risk of failure.

He’s right, of course. We spend our time putting our fires, running errands, and dealing with deadlines, all necessary but not at the expense of our most cherished plans and projects.

We’ve gotten good at dealing with urgent matters. It’s how we live most of our days. And because we’re good at it, or used to it, we seem to go out of our way to find them, even going so far as to create them by conveniently forgetting somethingÂ or waiting until the last minute to start.

Because we fear doing what’s important (and failing at it), we make sure we don’t have enough time to do them.Â Our dreams are thus banished to the land of “one day”. Years later, we realize that we’ve run out of time.

Instead of hiding from our fears, however, we should embrace them. They’re telling usÂ what’s important. We need to heed their message. We need to do the very things we fear.

Mark Twain said, “Do the thing you fear most and the death of fear is certain.” He might have added that it is also howÂ we give birth to our biggest dreams.

Get more clients and increase your income by following this formula

Filed Under: Personal development Tagged With: do what you fear, urgent vs. important

Everyone you know can give you referrals

February 24, 2017 by David M. Ward

Many lawyers don’t realize that everyone they know can give them referrals. Even if their client or contact doesn’t know anyone who needs the lawyer’s services, they know people who know people who do.

Your client or personal friend has an accountant or insurance agent who can send you referrals. Or they know someone who knows a business owner who knowsÂ an accountant or insurance agent.

It’s the old “six degrees of separation” idea.

One of the smartest things you can do with the people you know is to find out who they know. You can then ask for an introduction or permission to use their name when you contact them yourself.

Start with your client intake forms. Add language prompting new clients to identify their insurance broker, accountant, and financial planner (or whatever is appropriate for your practice).

When you speak with a client or business contact, ask them if they know any (real estate brokers, restaurant owners, physicians, other attorneys, or whatever). Explain that you get a lot of business by networking with other professionals and you’re always looking to meet new people.

Contact the people they identify and introduce yourself. Tell them that you have a mutual client or friend. Ask them to tell you about their business or practice and tell them briefly about yours. Stay in touch with your new contacts. Some of them will send you referrals.

This is one of the easiest ways to expand your referral network and you don’t even have to leave the office.

Everyone you know knows people who can send you referrals or introduce you to people who can. Get in the habit of asking everyone, “Who do you know?” and watch your practice grow.

Learn what to say and what to send your new contactsÂ hereÂ and here

Filed Under: Referrals

A simple way to get rid of clutter

February 23, 2017 by David M. Ward

I know someone who’s computer desktop perpetually looks like it was the site of a bombing run. Every inch is covered with shortcuts, downloads, documents, and set-up files. She has multiple copies of jpegs and pdfs, because she wasn’t sure if the original downloaded properly, or she couldn’t find it.

I don’t know about you but I couldn’t function that way.Â I’m not a clean freak. I just find it easier to get things done when my work space is reasonably uncluttered and organized.

And yet there are times when my desktop gets messy. When that happens, the first thing I do is gather up everything and put it in a new folder.

Out of sight, out of mind.

The next step is to clean out the folder and put things where they belong. I might do this right away but I usually do it later, when I have some downtime.

Doing it this way allows me to quickly get back to work. When I’m ready to tackle the folder, I’m able to take my time and make better decisions about what to keep and where to put it.

Okay, maybe I do have some issues.

Anyway, if you find clutter distracting or it impairs your productivity, you might give this method a try.

You can do the same thing in the physical world.Â When you have too much clutter on your desk–papers, files, books–put everything into one or two piles and when you’re ready, chop those files down to size.

If you have a messy closet, put everything into boxes as the first step. Later, go through the boxes deliberately, putting away the things you know you need and getting rid of everything else.

You can do the same thing on your smartphone. If you have too many apps, put them all into digital folders or push them to another screen. Or delete everything. Only put back (or re-download) the apps you know you will use.

De-clutter first. Organize second.

I keep my digital world organized with Evernote

Filed Under: Productivity Tagged With: get rid of clutter

How to overcome procrastination and train your brain to resist distractions

February 22, 2017 by David M. Ward

I was watching a video about how to overcome procrastination. The presenter talked about the Pomodoro technique which I sometimes use to help me focus, particularly on tasks I’m avoiding.

Basically, you set a timer for 25 minutes (or whatever you choose) and work until the timer goes off. You then take a break for five minutes and go at it again. If you’re still not done after three or four sessions, you take a longer break and then get back to work.

The idea is to get ourselves to focus with the promise that we only have to do it for a short period of time. It gets you started, which is the hardest and most important part of getting anything done.

Anyway, if you ever find yourself procrastinating on certain tasks, get yourself a Pomodoro app or use your kitchen timer and give it a whirl.

But here’s the thing.

Even though you have promised yourself to keep working until the timer sounds, if you’re like most people, you will be tempted to stray. You’ll feel the urge to check your email or take a peak at social media. Or you’ll realize you need another cup of coffee. Or the phone will ring and you’ll feel compelled to at least see who is calling.

You know you must resist these urges but sometimes they get the better of you.

The video presented a simple technique forÂ conquering these urges and resisting distractions. Have a sheet of paper handy, or open a text file, and whenever you feel tempted by the urge to do something else, write it down.

Writing it down allows you to acknowledge the urge and postpone it until your next break. It helps to dissipate the urge and release its hold over you.

It also allows you to identify things that typically distract you. You can then take steps to eliminate them before they can distract you by doing things like turning off your phone or closing browser tabs that don’t relate to your work.

Write down (and postpone) your urges and you will become their master instead of their servant.

Filed Under: Productivity Tagged With: dealing with distractions, overcoming procrastination, Pomodoro technique

A simple way to dramatically improve your next presentation

February 21, 2017 by David M. Ward

In any presentation, you want to engage your audience. You want them to think about and remember your words and feel an emotional connection to your message.

What’s the best way to accomplish this?

Carmine Gallo studied 500 of the most popular TED Talks and found a pattern:

65 percent personal stories
25 percent facts and figures
10 percent information to back up the speaker’s credibility on the subject

In short, the key factor for better presentations is something I’ve been telling you since day one: stories.

But note that Gallo said “personal” stories, meaning stories that involve the speaker. Since you want your audience to know what you do and how you help people, when you tellÂ stories in your presentations, articles, blog posts, or anything else, look for ways toÂ include yourself in those stories.

Here’s a template for a client story you might use that shows you doing what you do:

A client had a problem and came to you. Opposing forces (other parties, the law, factual issues, etc.) worsened the problem and/or made it more difficult to resolve. You worked hard, overcame difficulties, and solved the problem.

As you tell the story, turn up the heat by describing the client’s pain–how the problem affected them emotionally, financially, or physically–and the relief they felt when you eventually solved the problem.

If possible, also describe how you felt. Show your empathy for the client’s situation. Mention how you struggled with some aspect of the case before you conquered it.

Yes, this type of story is easier to tell when you’re dealing with litigation but with a little effort, you can also tell an effective story about a simple transactional matter.

If a client wanted you to review the lease for their new business, for example, you can talk about the problems they might have encountered if they hadn’t had you review the lease, and the excitement they felt about their new business, which you helped them start.

Make sure your presentations include stories. Because facts tell but stories sell.

Need more referrals? ThisÂ will help

Filed Under: Marketing legal services, Presentations

The best law firm marketing list money can buy

February 20, 2017 by David M. Ward

Have you ever rented a mailing list?

If you handle estate planning, for example, you can rent a list of AARP members in your area and mail a letter inviting them to your seminar, offering them your ebook on estate planning essentials, or simply offering your services.

If you handle small business matters, you could rent lists of subscribers to publications that cater to start-ups or inventors or small business management issues.

You can rent lists based on public records, buyers of certain products or services, members of designated organizations, or people who have asked for information about just about any subject under the sun.

There are email lists available, too.

Ask Uncle Google or Aunt Bing to show you what’s available for “mailing lists” or “mailing list brokers” and see for yourself.

Not all lists are created equal, of course. Some are great and will produce many clients for you. Some won’t produce any. But you can test any list by mailing (or emailing) to a small portion of the list to find out. If you get a good return, you can roll out to the rest of the list. If you don’t, you can try something else.

Of course, the best lists are the ones you create yourself. They are usually much more responsive and profitable than any list you rent.

Here’s why.

Everyone on that list knows who you are and what you do. They came to your site and asked you to send them information. That means they’re either interested in hiring a lawyer who does what you do, right now, or they’re interested in the subject of your information and might hire you at some point down the line.

Some of the people on your list are ready to make an appointment. Others have questions and want to talk to you on the phone. Some aren’t ready to do anything but will be in six months. Some may never hire you but will send you referrals.

The people on your list can also help you build your list even bigger. They will share your website content, for example, with their social media friends and followers or their customers or clients.

Your list could bring you several new clients each month. Or more. All you have to do is send them the information they asked for and stay in touch with them.

Now, if a list like this were available from a list broker, how much would it be worth to you?

A pretty penny, me thinks.

If you think so, too, start building your list.Â You can use ads or social media, blogging or SEO, speaking, writing, networking, and many other methods of driving traffic to your law firm site or a separate one-page site specifically for that purpose. Visitors fill out a form, providing their email address, and you send them the information.

You can learn how to do that here and here

Filed Under: List building, Marketing legal services

Inspiration is its own reward

February 17, 2017 by David M. Ward

I’m a “how to” kinda guy. When I read a book or article, watch a video or listen to a training, I’m looking for information I can use to improve my business or personal life.

I want to know what to do and how to do it. The steps, the tips, the details. I take notes and file them (in Evernote) for future reference.

I’m not overly demanding. Even one good takeaway will satisfy me and justify the time spent. But when I’m done, if I haven’t taken any notes, I’m usually disappointed.

But not always.

Last night I listened to an interview with someone who wrote and published 15 books in the last few years, despite the fact that English is not his native language and he is anything but fluent.

In fact, his wife repeatedly tried to steer him away from writing, ostensibly trying to spare him from humiliation, even going so far as to tell him that he was a terrible writer.

He persisted because he was unhappy with his tech job and had always dreamed of being a writer. He was interviewed because his books have been favorably reviewed and sell well, allowing him to turn the page on one chapter in his life and start a new one.

He credits a good editor, and a steady diet of personal development books, which helped him to improve his self-image and develop the confidence to keep going.

When the interview was done, I realized that I hadn’t taken a single note. No tips, no how to’s to file away.

But I didn’t feel cheated. His story put a smile on my face. It was a reminder that we can overcome our limitations and achieve our dreams.

His story was the takeaway.

In our quest to improve our knowledge and skills, we shouldn’t be so quick to dismiss pure inspiration. A story that makes you feel good or that reminds you that the struggle is difficult but worth it provides its own value.

And that’s something we can all put in our notes.

I use Evernote for everything

Filed Under: Inspiration, Personal development

If you aren’t better, be different

February 16, 2017 by David M. Ward

I often talk about the value of showing prospective clients how you are “better or different” than other lawyers who do what you do. In The Attorney Marketing Formula, I show you how to do that, and how to construct your “Unique Selling Proposition” (U.S.P.)

Writer James Clear did a post recently with another take on this subject. He calls it, “Layering Your Skills,” and quotes Scott Adams, creator of Dilbert, for explaining how someone who isn’t markedly better than their competition can stand out by being different:

â€œEveryone has at least a few areas in which they could be in the top 25% with some effort. In my case, I can draw better than most people, but Iâ€™m hardly an artist. And Iâ€™m not any funnier than the average standup comedian who never makes it big, but Iâ€™m funnier than most people. The magic is that few people can draw well and write jokes. Itâ€™s the combination of the two that makes what I do so rare. And when you add in my business background, suddenly I had a topic that few cartoonists could hope to understand without living it.â€

As you consider your strengths, don’t ignore those that aren’t obviously relevant to the practice of law. Include your undergraduate fields of study, businesses and industries you’ve worked in, sports you play or avidly follow, your hobbies and other outside interests. They can also help you stand out, especially in many niche markets.

I’m not the best chess player in the world but I am better than most people. Even if I wasn’t, if I was practicing today I could use my knowledge of the game to relate to and attract other chess players. I could appeal to tournament directors, coaches, and vendors. I could attract the attention of bloggers, editors, and meeting planners who cater to those markets.

I could become one of the best-known lawyers in the chess world, without being the best chess player or the best lawyer.

What are you good at and how could you combine that skill with other skills to show the world how you are different?

Show the world how you are better or different

Filed Under: Marketing legal services Tagged With: better or different

Focus and grow rich

February 15, 2017 by David M. Ward

If you can remember getting interest on your savings account (if you can remember savings accounts), you recall that compound interest, as opposed to simple interest, allowed you to earn a bigger return because you earned interest on the interest.

Compounding gave you more bang for your savings buck.

The same principle applies to investments you make in your marketing.

One reason I preach the value of targeting niche markets is that by targeting small(er) niche markets, instead of “all” markets or “no” markets, your money, time, and energy compounds.

You get bigger results with less effort.

Instead of getting one new client when you deliver a presentation, for example, you might get five new clients because the people in that niche not only see your presentation, they also see your ads or read your articles or hear your name mentioned by one or more colleagues or friends.

Each instance of “you” in a niche market has a greater impact.

If you want to get more bang for your marketing buck, concentrate your efforts and dollars in smaller markets, especially where people know each other and word of mouth is strong.

In addition, group your “shots” by publishing more articles or running more ads in one or two publications (in the same week or month) instead of multiple publications. Publish a weekly or daily newsletter instead of a monthly newsletter.

You can expand your reach later, after you have saturated and dominated one publication (ads, articles), one organization (speaking, networking), or one niche market.

Most lawyers use a shotgun approach to marketing. Their message is weaker because they try to appeal to everyone. Their message is diluted, if not drowned out, by a sea of messages from other lawyers. They waste time and money and make a smaller impact by spreading their time and money too thin.

If you want to get more results (clients, referrals, traffic, subscribers, publicity, etc.), focus your message, your time, and your dollars in smaller markets, and let the magic of compounding go to work for you.

How to choose the right niche markets for your practice: click here

Filed Under: Marketing legal services Tagged With: focus, Niche marketing