Some of your clients are holding back on you. They know people who need your services but they don’t refer them.
Do you know why?Â
More importantly, do you know what to do about it?
Yes, asking your clients for referrals will work. But we both know you don’t want to do that. You don’t want your clients to think you “need” business, or you don’t want to be “pushy”.
Even though I can teach you ways to ask for referrals that won’t make you (or your clients) uncomfortable, you wish there was another way. Â
Fair enough.Â
I just created a video course on how to get more referrals from your clients–without asking.Â
The course is 90-minutes and (for now), it’s free. You can get it here.Â
You’ll learn a simple 3-step system that works for any practice. And you can start using it immediately.Â
Let me know what you think about the course or if you have any questions.Â
Here’s the link again.
Three simple steps to getting more referrals
I know you’re a good lawyer, I just don’t like you
Some people say you can build a successful career even if you’re not well-liked. There may be some truth to that. If people respect your abilities and track record, they may hire you (or refer clients to you), even if you’re a Grinch.Â
On the other hand, I can’t see how having your clients and professional contacts like you could ever work to your disadvantage.Â
So, likable it is.Â
Now, some people are naturally likable. They’re friendly, easy to talk to, and make people glad to be around them.
The rest of us have to work at it.Â
We may get things right often enough, but there are times when we’re tired, facing a crazy deadline, or distracted to the extreme. While we may generally be a nice person, sometimes, the mask we wear says otherwise.Â
So, in no particular order, here are 6 ways to make yourself more likable.
- Be interested. Make eye contact, pay attention (don’t take calls), listen, don’t interrupt, don’t yawn, take notes, repeat back the points you hear them make.Â
- Be interesting. Talk about books you’ve read, movies you’ve seen, stories you’ve heard, that are likely to be of interest to the person you’re with.
- Mind your manners. Say please and thank you appropriately and often. Ask them about their day. Offer them something to drink.  Don’t keep them on hold or waiting in your waiting room too long. Apologize when you blow it.
- Smile more. They’ll smile back. Make them laugh if you
can, because it’s hard to dislike someone who tickles your funny bone. - Remember names and use them. ‘Nuff said.Â
- Get more rest. So you can do all of the above.Â
Make people feel good about themselves and they’ll feel good about you.
More ways to make people like you
Frog legs for breakfast
Mark Twain said, “Eat a live frog first thing in the morning and nothing worse will happen to you the rest of the day.†Brian Tracy expanded on this idea in his popular book, “Eat That Frog! 21 Great Ways to Stop Procrastinating and Get More Done in Less Time.”
For Tracy, your “frog” isn’t necessarily the worst task of your day or something you may be avoiding. It’s the task that’s likely to have the biggest positive impact on your life.
Get that done and no matter what else you do or fail to do that day, you will have accomplished something important.Â
We’re also encouraged to do our most important task(s) early in the day because that’s when we tend to have more energy. It turns out, this may not be simply because
According to a new study, our bodies are more capable of producing the stress hormone cortisol in the early hours of the day, making us better able to handle the stress associated with difficult or important tasks.Â
Researchers acknowledge that we are all different and we should consider what works best for us, but if you don’t consider yourself a morning person, you may want to experiment with your schedule to make sure.Â
You might find that, like me, “first thing” in the morning isn’t your best and most productive time of the day, but getting your most important work done before lunch makes for a very productive day.
I use Evernote to manage my tasks
You’re a fraud (unless you’re not)
Most of what you do in your practice is routine. You’ve seen it before, done it before, and you know what to do. If you’re not sure, you know how to find out.Â
And yet, there are times when you don’t.Â
You are presented with a new (and difficult) issue. A case of first impression (and a lot at stake). A big decision and nary a clue about which way to go.Â
When this happens, you talk to someone with more experience, take a course, associate with another lawyer, hire an expert, or otherwise bridge the gap in your knowledge or experience.Â
Yes?
But what if this happens all the time? What if you continually feel like you’re in over your head or can’t handle the job?
What if you feel like an impostor?
Relax. You’re probably not.Â
Wikipedia defines impostor syndrome as a “psychological pattern in which an individual doubts their accomplishments, and has a persistent internalized fear of being exposed as a “fraud”‘.
I’m guessing that’s not you.Â
You’re not a fraud, you just need more time on the job.Â
That’s the good news.Â
The bad news is that what you’re feeling–the doubts, the questions about your choice of career, and all the rest–mean you’re not happy doing what you’re doing.Â
You need to fix that. Or find something else to do.Â
Need a plan? Here
Drivers, start your engines
I’m planning a new course. Writing notes,  clipping articles, jotting down a list of questions that need to be answered.
It looks good.
But what I’ve envisioned looks like it’s going to take months to complete and I don’t want that. I want to get this out into the world in a few weeks.Â
Over the weekend, I watched a video by a prolific course creator who explained how he produces a two-hour course in six to eight hours.Â
Yeah, that’s for me.Â
To have a shot at doing this will require me to reduce the scope of the project I had originally planned. I’m okay with that because a finished project is always better than one that never sees the light of day, and I want to get this done.Â
So, we’ll see.Â
Which leads me to today’s sermon, which shall commence with a question:
Are you spending too much time learning about marketing?
Learning, planning, practicing, are all good. But the only thing that brings home the bacon is the doing.Â
If you want to grow your practice (and your income), spend less time learning (researching, planning, thinking, etc.) and more time doing.
You don’t need to know everything. You need to move.
Even with the time lost from mistakes and detours factored in, you’ll be further along in your journey if you start the engine and step on the gas.
All the planning you need is hereÂ
Why am I not surprised?
I just saw an infographic depicting “America’s Most & Least Trusted Professions”. Lawyers ranked near the bottom, just above business executives, car salespeople, and swamp-creatures, aka, members of Congress.
I’ve noted before that lawyers are an easy target. We do everyone’s dirty work and tend to make a lot of enemies, after all. And who doesn’t like a good lawyer joke?
But that doesn’t mean we should accept the world’s collective opprobrium. Neither should we single-handedly attempt to repair the reputation of an entire profession.Â
Instead, we should take steps to differentiate ourselves. To show the world that we’re one of the good ones.Â
We can do that, we must do that, by going out of our way to foster trust in the eyes of our prospects, clients, and professional contacts.Â
This covers a lot of territory, everything from treating people better than they expect (or deserve) to be treated, to displaying the accolades and endorsements of others who vouch for us, to doing charitable work usually associated with good people, and everything in between.Â
We should, of course, also refrain from the types of practices we know client’s dislike. Failing to keep clients informed about their case and charging for every little expense and every nanosecond of time are common examples. Â
Another way to earn trust is to exceed our clients’ expectations. Giving them extra services, delivering better results, and showering them with the highest level of “customer service” not only goes a long way towards earning trust, but it can also stimulate a heap of positive word of mouth about you.Â
In our marketing, we can build trust by showing our market how we are different or better than our competition. This can be as simple as providing more information than most attorneys do, or doing so in an interesting or entertaining matter.Â
Finally, one thing we shouldn’t do is deny the fact that lawyers tend to rank low on the trust totem pole. Instead, we should acknowledge this fact and help people understand what to do about it.Â
Educate your market about the standard of care, so prospective clients will know what to expect and demand. Teach them what to do when a lawyer doesn’t deliver.
And teach them what to look for when they are looking for a lawyer in your practice area. Give them the questions to ask and the answers they should get. Â
Do this, and you will take a big step towards showing the market that you are indeed one of the good ones.
How to build trust and get more repeat business and referrals
Couldn’t have said it better myself
I read an interview with Promise Tangerman, the founder of a “boutique graphic and web design studio.” The title of the article in Forbescaught my eye: “The key to success according to this tech founder? Stick to your niche”.
I thought that if you don’t want to listen to me when I pound the table about that very subject, maybe you’ll listen to her.Â
Here’s an excerpt:
Karin Eldor (the interviewer): “Why is the concept of focusing on a niche so important to you?”Â
Tangeman: When your industry feels flooded with other people doing the exact same thing as you, you have to be different in order to stand out, and you have to stand out in order to get the sale. The number one question I get asked on a daily basis is: “How do I get more customers and clients?†That answer is simple: focus on your business and create a niche for yourself.
A niche is when you create a very specific product or service that only appeals to a small group of people. So you’ll create a more focused product, market it to fewer people, and as counterintuitive as it seems, actuallymake more money.
Eldor: Why do believe creating a niche will help you attract more customers and clients?
Tangeman: For starters, your business will be considered unique, so people will have a reason to talk about you and tell their friends about you. As well, you’ll be viewed as a specialist in the sector of your industry, and therefore you’ll be your specific customer’s first choice. And you’ll have a better, more targeted product, so people will be willing to pay a higher price for it. As a result, you’ll have a higher and faster conversion to sale, because you’ll know exactly where and how to market your product.
Change “product” to services, “customers” to “clients,” “higher prices” to “higher fees” and this could have been written for lawyers.
So, here I am, standing up and doing the Simon Cowell “slow clap”. Maybe even hitting the golden buzzer.
Discover how to choose the right niche for your practice
Procrastinate and grow rich
Procrastination has become a four-letter word, hasn’t it? Those who admonish us not to “put off ’til tomorrow what you can do today,” are are accusing us of being lazy if we’re not Johnny or Janie on the spot.
Oh, the pain.
“You cannot plow a field by turning it over in your mind,” we’re told. Victor Kiam (the electric razor king), said, “Procrastination is opportunity’s assassin.†Honest Abe reminded us that, “Things may come to those who wait, but only the things left by those who hustle.â€
So, am I committing blasphemy when I ask if procrastination is really that bad?
When I’m under the gun with a deadline (or an ultimatum), I tend to get a lot of work done in a very short period of time. That’s being productive, isn’t it?
And, counter-intuitive though it may seem, the work I do when pressed for time is often of higher quality.Â
How about you?Â
If we are built this way, does that mean that we should sometimes procrastinate on purpose?
It sounds like that’s exactly what I’m saying. Â
“If it weren’t for the last minute, nothing would get done,” said author Rita Mae Brown.
On the other hand, having more time to do research, make decisions, or edit and polish our work product are not only advisable
Let’s face it, when there’s an impending deadline, it’s easy to cut corners that shouldn’t be cut. We’ might choose the first thing we see simply because we’re running out of time.Â
And hey, have you ever paid too much for something because you didn’t allow yourself enough time to shop?
So no, procrastinating on purpose isn’t always the way to go.Â
Sometimes, we should start a project immediately. Sometimes, we should let it cool before we dive in. Sometimes, we should start part of it right away and leave other parts for later.Â
How do you know what to do?
There are no rules. No checklist. Or at least, there shouldn’t be. Let your gut tell you what’s best.
My point is, we shouldn’t be rigid in how we do everything, nor should we beat ourselves up when we break “the rules”.Â
Point of order: when you’re late to court, you might not want to tell the judge about your flexible schedule. I’m just saying.
How I stay sane in an insane world
Dwight Eisenhower said, “Never waste a minute thinking about people you don’t like.”Â
Yeah, but there are so many of them, says I. And so many ideas I don’t like, too.Â
Truth
I’ll admit, this takes practice. It’s only natural to get angry when some buffoon says something that flies in the face of logic or tradition or denigrates someone I like and trust. Unfortunately, as someone who reads the news every day, this kind of buffoonery is omnipresent.Â
What do I do? Mostly, I read or listen to people who are paid to deal with the dark side and let them summarize it for me.Â
I dive in, get the gist of the story, shake my head, and go back to whatever I was doing before. I stay aware of what’s going on in the world but I don’t allow it to consume me.Â
I spend little time on social media. I’ve blocked the blockheads and rarely comment, post, or share. Mostly, I check out what my daughter has been up to and peruse group posts on subjects I follow.Â
If there’s someone I want to talk to, I’ll email them.Â
And I keep busy, learning things I want to learn, working, reading, binge-watching Netflix, and spending time with my wife.
I also spend a lot of time thinking.Â
I think about all the good in my life and the bright future that lies ahead. I think about what I want, not what I don’t want,  where I’m going, not where I’ve been.
When a negative thought intrudes on my mind, I replace it with the positive equivalent. If that doesn’t work, I distract myself and let the negative thought drift away into oblivion.Â
And that’s how I stay sane in an increasingly insane world.Â
How to use the Internet to make your phone ring
The cure for writing constipation
Did you hear about the constipated writer who worked it out with a pencil?Â
Okay, jokes aside, if you’re having trouble starting a writing project, or finishing one, or you’re having trouble expressing your ideas clearly and cogently, if you’re in a writing funk or “blocked,” I feel you. It happens to me, too.Â
What do I do?Â
The first thing I do when I’m stuck is to put the project away and write something else. Something completely unrelated. When I come back to the project, I usually find it easy to get back on track.Â
But not always. Sometimes, I’m still stuck.Â
I might do more research. Learning something new about the subject, hearing different stories or examples, will often help me see where I need to go.Â
Another thing I’ll do is re-write my outline if I have one, or write one if I don’t. I might do a mind map, which gives me a visual look at what I have and how it fits together, and then convert it to an outline.Â
If this doesn’t work, I have another ace up my sleeve: free-writing.
I open a new page and start writing whatever comes into my head. I do this without stopping to think about what I’m saying, without going back to correct anything or add anything, I just keep pushing the pen across the page or banging the keys on the keyboard. Â
Free-writing acts like a lubricant for my mind. Getting the words flowing, no matter how vapid or unrelated to the project, helps me find my writing voice.Â
Sometimes, I’ll free-write for five minutes. Sometimes, I go for twenty minutes or more before taking a break.Â
When I’m really stuck and nothing else seems to help, I go for a walk and record myself speaking on the subject.Â
I talk to myself about the problem I’m having and reason my way through it. Or I talk to the reader I have pictured in my mind and “explain” the material to them.Â
As I dictate, I add notes to myself for ideas that occur to me that I want to explore later. I also ask myself questions I think my reader wants to know, and speculate about the possible answers.Â
Writing every day has made me a better (and faster) writer and I don’t get stuck very often. When I do, one of these techniques usually does the trick.
No pencils necessary.
Marketing is easier when you have a plan





