I want your case

Share

According to HR professionals, few job applicants say the one thing they should say in an interview to give themselves the edge as a candidate for the job.

They don’t say, “I want this job.”

Employers want to know you want what they have to offer. They want to know that you’re excited about working at the company and eager to get started.

Why should they hire you if you’re not?

Anyway, I was thinking about how lawyers are in the same position with prospective clients. Clients want to know that we want them as a client.

Does that mean we should tell them we want their case or that we want to be their lawyer?

No. We shouldn’t say that. But we should tell them this nevertheless.

Through our body language, the questions we ask and the comments we make, we should let them know that we are enthusiastic about working with them or that we understand their pain and want to help them alleviate it.

We need to tell prospective clients that we are not only ready, willing, and able to help them, we want to.

Yes you can get more referrals

Share

Using your calendar as a todo list

Share

Yesterday, I talked about the difference between legal work, which tends to get done because of deadlines, promises to clients, employees putting the work in front of you, etc., and discretionary work, which is basically everything else.

Marketing, management, CLE (when there is no looming deadline), and a host of other valuable tasks often get delayed or ignored because we run out of day.

I suggested setting a goal to do one discretionary task each day. That’s something everyone can do and it helps you develop the habit of doing more than what’s on your desktop or calendar.

Attorney GF wrote, “Or, you could put them ON the calendar and treat them as non-discretionary. . . Use the calendar as a to-do list.”

My thoughts:

According to David Allen, the calendar should be used only for appointments, meetings, and tasks that have a specific due date. Using it for other tasks can lead to clutter and confusion.

For one thing, how do you know how much time and energy you will have three weeks from today? You don’t, so when the date arrives and you have other priorities or you don’t feel like doing the scheduled tasks, you push those tasks to future dates. When those dates arrive and you again aren’t ready to do them, you push them further still. Before you know it, tasks start piling up, like a chain reaction car accident on a foggy highway.

I know. I’ve tried to make this work. It does not lead to a “mind like water”.

On the other hand, I have been successful using the calendar to create “time blocks” for doing related tasks.

You schedule an hour every morning for email, for example. You block out 30 minutes twice a week for writing. Or you block out 15 minutes each workday for marketing-related activities.

It works and I think David Allen would approve.

One thing I do that he might not approve of is using my calendar as a tickler system. When I have tasks I want to review or do on a future date, I add them to my calendar as “all day” appointments.

Is this different? Maybe not, but it feels different because these are reminders, not appointments or commitments. That, plus I don’t have many of them so I don’t fall behind. If I had more of them, I’d set up a separate calendar exclusively for tickler items.

This is in addition to my other task and project lists.

When I started practicing, I kept a paper diary for tickler items or “come ups” as we then called them. These reminded me to do things and to make sure I regularly reviewed every file to make sure they didn’t fall through the cracks.

I kept a calendar for appointments, court dates, and due dates, and another calendar (diary) for statues of limitations. Do they still make that big red diary?

I kept discretionary tasks on paper notes or I wrote them on the blotter on my desk. But there were so few of them, unlike my work today, that I rarely had to schedule anything.

I kinda miss those days.

Share

Getting things done when you don’t have to do them

Share

I’ve talked about this recently. You’ve got your day planned out. Appointments, documents to prepare and review, people to call, emails to send. You don’t have to think about what to do–it’s on your desktop, on your calendar, or in your email.

Most of it gets done because you have to do them. There are deadlines, due dates, and penalties for not doing so. You have people reminding you to do them and causing problems if you don’t.

Actually, it’s a pretty good system.

But what about discretionary tasks.? Things you should do or want to do that aren’t on your calendar or sitting neatly on your desk waiting for you. Things nobody will remind you to do it or ask you why you haven’t done them.

Many of these tasks are important. They will help you achieve your goals. But they reside on a long list. Overwhelmingly long. Which is why most of these tasks aren’t getting done.

The day ends, you’re tired, and you think, “I’ll start tomorrow.” But tomorrow the story is pretty much the same.

So, here’s what I suggest. Every day, choose one task on your “discretionary” list and do it before the day ends.

Just one.

It can be small. One phone call, jotting down a few notes for a writing project, reading an article. It doesn’t matter. Get it done, cross it off your list.

One discretionary task a day and you’re done.

By setting your goal low, almost ridiculously so, you will get that task done. Every day, you’ll make progress on something important.

And you’ll feel good about that. You’ll have a little dopamine party in your head and go home with a healthy high.

Who knows, you might wind up getting addicted to that feeling and do a second task.

How to get referrals from other professionals

Share

Weekly review ‘trigger list’

Share

During your weekly review, you follow a checklist of tasks, things like:

– process/empty inboxes
– review/update calendar
– check off/remove done items
– process tasks
– follow-up on ‘waiting’ tasks
– review project list
– review someday/maybe
– review goals
– and so on.

These are specific actions you do to review the previous week and plan for the following one.

After you’ve worked your way through your checklist, you might want to also review another list, a ‘trigger list’ of keywords that can jog your memory about things you might need to do that aren’t on any of your lists.

You could have a trigger list for work, with trigger words like these:

– projects started, not completed
– projects that need to be started
– clients to call/email
– former clients to email
– referral sources to contact
– research-legal
– research-management issues
– employees (by name)
– CLE
– thank-you notes
– bank/financial
– articles/blog posts
– etc.

A personal trigger list might include items such as:

– vacation
– hobbies
– birthdays
– graduations/weddings
– birthdays/anniversaries
– gifts to buy
– restaurants to check out
– amazon purchases/shopping cart
– car maintenance
– study/homework
– etc.

A quick perusal of your trigger lists might stimulate you to recall overlooked tasks to add to your inbox.

Merlin Mann posted a comprehensive trigger list some time ago. It might help you create yours.

Where do you store your checklists? Evernote is a good choice

Share

Shutting down checklist

Share

While back I told you about my morning checklist. Things I do to organize and begin my day. I’m putting together an evening checklist, things to do to wrap up the day.

An end-of-day checklist should cover three areas:

  1. Wrap up the day (e.g., clean out inboxes, update status on projects, re-schedule/prioritize unfinished tasks)
  2. Review the day (e.g. note what I got done and what I didn’t finish, review what went well and what could be improved)
  3. Plan for tomorrow (e.g., identify @today tasks/MIT’s for tomorrow, review calendar/schedule to see what’s planned, find notes for tomorrow’s tasks/meetings, etc.)

I’ll probably wind up putting some of this on the morning checklist. It’s all a work-in-progress, isn’t it?

Let me know what you do in the am or pm. How do you start your day? What do you do at days end?

Share

Start with no

Share

Whenever you consider taking on a new project your default decision should always be “no”. You have enough on your plate. You need to focus on the things you’ve already decided are a priority in your life. Anything that would distract you from those priorities should be turned down.

You might change your mind tomorrow or even later today. A no can become a yes but the project has to earn it.

You have to see the value of diverting resources to take on something new. What will it cost? What will you have to give up or delay? Why should you do this instead of what you had already planned to do next?

Okay, you get it. You probably already do this to some extent. But do you also do it when someone else asks you for something?

When someone asks for a favor, your time, a donation, or anything else, your default answer should also be no, although you might not want to say that out loud.

Their request might be easy to fulfill. You may want to do it. Still, pause for a moment and consider what you’ve been asked and give yourself the option to turn it down.

Don’t be a Scrooge. But do reflect on what you might have to give up or delay if you say yes.

It’s about putting yourself first. Valuing your time and resources and not giving them away willy-nilly. Protect your time, protect your health, protect your fortune.

If you don’t take care of yourself, eventually you won’t be able to help others. And the more you take care of yourself, the more you will be able to help others.

Take care of your clients and they’ll send you referrals

Share

Training yourself to think outside the box

Share

We all live in a box. The box is our comfort zone. It includes the things we do and only the things we do. The things we don’t do are all outside the box.

You can be successful inside your box but your success will be limited. You will only be able to go so far. If you want to go farther, get bigger, and achieve at a higher level, you have to step outside of your box.

You start by thinking outside of it.

Everything starts with a thought. An idea. And you can train yourself to have more ideas by asking yourself questions.

For example, “What if I did X?” or “What if I stopped doing Y?” “How could I do ABC better? Faster? More often?” “What would I have to do to get [whatever]?”

Of course, most of your ideas won’t pan out. Many will be absurd. But if one in 100 ideas causes you to try something different, or think about something in a different way, it might open a gateway to a brighter, richer future.

I’d argue that the crazier the questions you ask, the more likely those questions will lead to something. Or cause you to think something that leads to something.

Oh, you want examples? Okay, a few:

“If I could replace all my clients with new ones, what would they be like?”

“If I had a million-dollar advertising budget, how would I allocate it?”

“What’s one thing I could do that could triple my referrals?”

“How could I cut my workday to five hours and simultaneously increase my income?”

“What are ten ways to get one new client each month?”

“What would I have to do to implement a ‘client of the month’ program?”

“What (else) could I send or give new clients to get them interested in X?”

“What would happen if I quit Facebook?”

One for the road: “How much additional increase could I earn if I spend five minutes each week asking myself outside-the-box type questions?”

Want more clients? Read this and do everything in it

Share

Talent is overrated

Share

Sia is one of my favorite singers and songwriters. She is amazingly talented. I’ve heard that she will often write a song in a matter of minutes. Not just any song, a chart-topping song, for her or for one of many A-list performers.

Talent on loan from God.

So yeah, the chick is good. How can anyone, songwriter or performer, hope to compete with her?

In my opinion, they can’t. She’s too good.

They have to do what lawyers have to do when they are surrounded by bigger firms and more talented lawyers.

Jim Rohn had the answer. He said, “You make up in effort what you lack in skill.”

Outwork them.

There’s something else you can do. You can work smarter. Do things others can’t or won’t do.

Target niche markets and dominate them. Associate with smart people or people with great connections. Use leverage to get more done with less effort. Find the next big thing, get in early, and ride the wave.

Work hard or work smart. Because you can’t compete with talent on loan from God.

The plan

Share

A simple way to cut your marketing costs

Share

When you’ve heard advertising spots on the radio or TV and even online, you’ve probably noticed that after a new ad has run for awhile, you start hearing a shorter version of it. The original spot may have been 30 seconds or one minute; the shorter version might be ten seconds.

The shorter version has the same message and offer but leaves out a lot of details. Advertisers will often run the long version for several weeks, followed by the shorter version for a period of time. They might then run the long version again, or run a mix of short and long ads.

Obviously, advertisers do this to save money. But aren’t the shorter ads less effective?

To some extent, yes. People who haven’t heard the longer version won’t hear all the details and thus won’t be persuaded to take the next step. But regular viewers/listeners have heard the longer version, and for them, the shorter version serves as a reminder to do what they “almost” did when they heard the original ads.

The shorter ads also prompt listeners to pay attention to the longer ads the next time they run.

If you don’t advertise (and never plan to), note that this concept can be applied to other kinds of marketing.

All marketing comes at a cost: money, time, or both. If you create content, for example, you either take some of your time to do that or you pay others to do it for you. Creating (or ordering) a mix of long and short content can reduce your costs without a commensurate reduction in effectiveness.

If you invest a total of four hours a month at networking events or engaging on social media, you might be able to get the same results (or close to them) by cutting out an hour or two.

Instead of writing 750 words once a week for your newsletter, you might get just as much engagement and results by writing 750 words (or 500 words) once a month, and 250 words the rest of the time.

This idea can be applied to direct mail (e.g., letters vs. postcards), printing brochures (e.g., full color vs. two-color or black and white), and any other marketing where your target market will hear from you more than once. Take the savings and spend it, or re-invest it in more ads, content, and so on.

Need more traffic? Subscribers? New clients? This will help

Share

Turning off your issue-spotting machine

Share

One reason many people say they don’t like lawyers is that we appear to be negative people. We’re the ones who tell everyone why things won’t work.

Hey, we’re just doing our job.

Lawyers are said to be bad in business because we’re risk-adverse. We see what can go wrong and we don’t like to take chances. We stay safe but we also miss a lot of opportunities.

How many of us fail to realize our potential?

Robert Schuller asked, “What would you attempt to do if you knew you could not fail?” It’s one of my favorite questions.

Turn off your issue-spotting machine temporarily and think about this for a few minutes. If failure was impossible, what would you be, do, or have?

Think about what you want and how you feel about it. How bad do you want it?

If it’s something that makes your heart sing, don’t give up on it just because the evidence against you seems overwhelming.

Dr. Robert Anthony said, “Forget about all the reasons why something may not work. You only need to find one good reason why it will.”

Client referrals made simple

Share