What’s your shtick?

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I just downloaded an app that provides a collection of “sleep sounds,” that is, recordings you can listen to when you want to rest or fall asleep. There are many of these types of apps available. I’ve tried more than a few.

But this one is different.

It’s the only app I know of that doesn’t come with all of the audios in the initial download. You choose the ones you want and download them separately. Any sound you don’t like can easily be deleted.

I like this because it means I don’t have to fill up my phone with gigabytes of sounds I’ll probably never use. I can choose a few I like and forget the rest.

Most of the app’s reviewers agree. Choice is good. Smaller downloads are good.

But some disagree. They hate having to download each audio one at a time. “It takes too long!” they moan.

So yeah, you can’t please everyone. And you know what? You shouldn’t try.

Suppose the app developer listened to the cries of the customers who don’t like the “choose your own” feature? They would wind up with an app like all the others that use an “all or nothing” approach. They would find it difficult to stand out from their competition. And the would alienate those of us who like being able to choose.

“Choose the ones you want” is this companies shtick. Their thing. Their Unique Selling Proposition. And it works. They knowingly give up trying to please the “I want it all” crowd and from a marketing perspective, this is the right thing to do.

And guess what? Lawyers should do the same thing.

Stop trying to please everyone. Stop offering “all things to all people”. Be different. Carve out a niche. Choose a segment of the market and show the folks why you’re their guy or gal. Promote your differences to prospective clients who like those differences. And let go of everyone else.

Need help choosing your shtick? Here it is

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I wanted to change the world

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You can’t look at the world today without wondering, “How did things get this bad”. Everywhere you turn you see evil and hatred, bad people and bad ideas. You want things to change. You want the world to change. What can you do?

When we are young and foolish, we think we can change the world. We soon learn that the world is big and we have very little power to change it. Eventually, we give up and get on with our lives, hoping someone else will lead the charge.

This isn’t a new phenomenon. Wanting to change the world has been around for a very long time. In 1100 A.D., an unknown monk penned this poem:

I Wanted To Change The World

When I was a young man, I wanted to change the world.

I found it was difficult to change the world, so I tried to change my nation.

When I found I couldn’t change the nation, I began to focus on my town. I couldn’t change the town and as an older man, I tried to change my family.

Now, as an old man, I realize the only thing I can change is myself, and suddenly I realize that if long ago I had changed myself, I could have made an impact on my family. My family and I could have made an impact on our town. Their impact could have changed the nation and I could indeed have changed the world.

Change yourself and you can change the world.

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Most new things don’t work and that’s good

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You tried something new but it didn’t work. You wasted time and wasted money. You’re disappointed. Embarrassed. Hesitant to try the next idea that comes along. You’d rather go back to doing what you know works instead of taking chances on something that might not.

Can we talk?

Most new ideas don’t work the first time you try them. Many things never work. That’s  good because if most things you tried worked right out of the box, it would mean you’re playing it safe, doing what’s easy and familiar and not taking enough risks.

No risks, no growth. No pain, no gain.

That doesn’t mean you should be reckless or jump into things with doing your homework. It means trying lots of new things and not worrying about the results. It means hoping for the best but expecting the worst and when the worst happens, learning from it and trying again or moving on to the next idea.

Think about it. What was the last new thing you tried that didn’t work? Maybe you sent an email to your clients, hoping to get some repeat business or referrals, but nothing happened.

Why? Figure it out. Review the email and see what you might have missed. Show it to someone who knows marketing. Ask a few clients for feedback.

Then, try a different approach. A different subject line. A different offer. You might find the right combination and open a treasure chest of new business.

If the email had worked the first time, you might have continued to use it “as is” and never found something that worked much better.

Try lots of new things and keep track of what works and what doesn’t. If most new things fail or get poor results, smile. You’re on the right track.

Marketing is easier when you know the formula

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Your two most valuable employees

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I’ve mentioned before that the most valuable person in a law office is the person who answers the phone. They project that oh-so-important first impression of you and your office. They make people feel welcome and valued and glad they dialed your number instead of someone else’s.

When the phones are busy, they deftly handle the rush, putting callers on hold without making them feel abandoned and coming back to them with a sincere “Thanks for holding, how may I direct your call?”

They are professional but friendly. Helpful but not servile. Efficient but not mechanical. They are even-tempered, never letting anyone upset them or bully them.

They protect you and enforce your rules. When you don’t want to talk to someone, they cover for you, and callers never know.

The person who answers the phone is your most valuable employee. Make sure you find the right person for the job and pay them well.

And make sure that person isn’t you.

Don’t answer the phone in your office. It’s bad posture. It says, “I’m not busy enough (successful enough) to have someone answer the phone for me.

If you’re working late or in the office on the weekend, okay. You can explain. Otherwise, hire someone or hire a service to handle the phones for you.

There’s another important job that you shouldn’t do. You shouldn’t be the one who asks for money or calls clients when they’re overdue. Let your administrator, bookkeeper, or accountant do that. Let them be the bad guy.

Stress-free billing and collection for lawyers: Get the Check

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A to-do list by any other name

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The other day I watched a video that promised to show me why I should ditch my to-do list. The presenter said that to-do lists don’t work. Hmm. He said that instead of preparing a to-do list, I should prepare an “outcome” list, a list of things I want to accomplish.

Okay, I’ll bite.

He said that once you know the outcome, you should decide the things you need to do to achieve that outcome–and write those down.

Does something smell funny here?

Half the comments were along the lines of,”Awesome,” “I’m going to do this immediately!” and “Brilliant”. The other half said what I was thinking, “WTF, it’s still a to-do list”.

Click bait aside, what is this guy thinking?

I agree that you should create a to-do list based on your desired outcomes. That’s better than just randomly writing down whatever comes to mind. As Stephen Covey said, “Start with the end in mind”.

But wherever you start, it’s still a to-do list.

This morning, I was sent an article along the same lines. The title said something like, “Forget to-do lists, do THIS instead”. The author had interviewed wealthy and successful people who reportedly said they stay productive by time-blocking everything, that is, putting everything on their calendar in 15-minute increments.

“If it’s not on my calendar,” one said, “it doesn’t get done”.

I’m all for setting aside blocks of time dedicated to specific projects or groups of tasks but the idea of blocking out your entire day sounds like hell to me.

And, at the risk of stating the obvious (again), it’s still a to-do list. You’re simply deciding in advance when you will do it and writing that down.

(Hold on. . .)

Okay, I’m back. I only allocated 15 minutes for this post and the time ran out. I had to re-arrange my schedule so I could finish.

Here’s the thing. I don’t see how you can block out your entire day or week with that degree of granularity. Other than appointments, or a list of regular tasks that have be done each week, there are too many variables.

Things come up and need to be handled. Priorities change. Your energy level changes. You have to wait on other people.

You have to be flexible. Well, at least I do. I need my space, Jerry.

But hey, if it works for them, my hat’s off to them. (Hold on. I’m back. I had to look at my schedule to see when I’ll have time to go buy a new hat. . .looks like three weeks from never. . .)

Anyway, the fact is that while not everyone admits it, everyone makes to-do lists. Some write them on paper, some put them on their calendar or in an app, and some keep them in their head. But whatever they call it and wherever they keep it, it’s still a to-do list.

So I’m going to do what works for me and I suggest you do the same.

Okay, I’m off to work on a writing project. Or maybe I’ll work on something else. Hmm, I could get a sandwich first. I don’t know, I’ll see how I feel and then I’ll decide. Because that’s how I roll.

Need more clients? Here you go

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Running out of things to do

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What if you woke up one day, looked at your to-do list and there was nothing on it. No tasks, no projects, nothing to do or update or learn–nothing. Bupkis. A blank slate.

Relax, it’s never going to happen. But imagine for a moment that it did.

It would be weird, wouldn’t it? Since pre-school, we’ve always had things to do. Now, nothing? It would be frightening. And exciting. You can do whatever you want.

If you had to fill your list from scratch, what would you put on it? Tasks and projects, big and small, now or next–what would you put on your list?

When I began my recent “Kanban” task management experiment, that’s what I asked myself. I emptied my head and wrote down everything I could think of. Then I went through my lists in Evernote and added more items.

Well guess what? Between my “deferred” and “backlog” and “ready” lists, I have a grand total of 59 tasks and projects. Comparing this to the many hundreds in Evernote, it’s shocking.

When I look at my new list, I get a little nervous, thinking I must be forgetting things. But I also feel good. Like I’m starting a new adventure.

Starting over is liberating. It gives you a fresh perspective on your priorities. And, like cleaning out closets and paring down to the essentials, it makes room for new and better.

Of course, I’m not done. I haven’t gone through everything. Not even close. My Someday/Maybe list alone has hundreds of additional ideas.

But I’ve got to say, so far, my little experiment is a huge success. I look forward to looking at my options. I enjoy choosing–and doing–the things on my list. And, I’m getting a lot done.

Come on in. The waters fine.

Now, I’m not suggesting you jettison whatever it is you use to collect and manage your tasks and projects unless you want to. I suggest you experiment, like I am, and start some new lists.

If you use a new app or system, do like I did and start adding the most obvious or pressing matters. If you use the same app, move everything to a single (temporary) folder or file and start adding things back.

If your lists have grown too big and unwieldy, if you find yourself ignoring many entries (like the hundreds of Someday/Maybe items in my system), if you find yourself slacking off from a weekly review, this might be just the thing to jump-start the new, better organized and much more relaxed you.

Give it a try and let me know what you think.

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What’s in your “done” column?

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You plan your day before it begins. During the day, you “do”. At the end of the day, before planning tomorrow, you review what you did today to see what you did well and how you can improve.

A good way to examine your day is to review the things in your “done” column or list. As you do, ask yourself these four questions (and write down the answers):

  1. What did I do well today?You want to focus on the positive. Train yourself to focus on your strengths and your progress. Reinforce this by giving yourself credit for a job well done.
  2. What can I do better?Be honest with yourself. What would do differently? What would you avoid doing? What could you improve?
  3. What problems did I encounter?Identify stumbling blocks, distractions, or barriers that slowed you down or threw you off track. Note when they occurred and how you can prepare for the next time.
  4. What did I learn?What did you discover about yourself or about your work? Did you get any ideas for future projects or for improving your current systems? Did you find a new method or tool?

Asking and answering these four questions about your day, and periodically reviewing your notes, will help you continually achieve better outcomes. Over time, the effect will compound.

Schedule time each day to plan, do, and review.

Schedule time to get more referrals

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Why use one list when you can use eight?

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I’ve been reading about Kanban boards and experimenting with how I manage my tasks and projects. Kanban boards, whether physical (e.g., a whiteboard or sticky notes) or digital, usually begin with three lists (or columns): To do, Doing, and Done. You can add to these basic lists depending on your workflow.

Right now, I’m using eight lists:

  1. Ready
  2. Today
  3. In progress
  4. Done
  5. Backlog
  6. Deferred
  7. Someday/maybe
  8. Waiting

Here’s what goes on these lists and how I use them:

1. Ready (aka “To do” or “Next” or “Options”)

This is a list of things that I plan to do as soon as I finish what I’m currently working on. It’s a list of options to choose from, depending on how much time I have and my current context and priorities. I limit this list to 20 items and check it daily. As I do the things on this list, I go to my “Backlog” list (below) and add items to the Ready list.

2. Today

First thing in the morning, or the night before, I go to my “Ready” list and choose 3 tasks for the day. When I get these done, I can add more tasks from the Ready list or call it a day.

3. In progress (aka, “Doing”)

When I begin a task, I move it to the “Work in Progress” or “Doing” list. I also limit this list to just 3 tasks (at a time). This list keeps me focused; I work on what I planned to work on and do my best to finish it before moving on to other things.

4. Done

As soon as I complete a task, I move it to this list. I used to delete done tasks; now I collect and review them, at least temporarily, as a way to see my progress and learn when and how I work best. This can also show me when I’m working too much on one project or type of task and not enough on others.

5. Backlog

These are tasks and projects I plan to do but I’m not ready to start and probably won’t be for a week or two. When I am ready, I’ll move tasks from this list to the Ready list. I check this list weekly.

6. Deferred

These are tasks I will probably do but not anytime soon. I check this monthly. When I’m ready, I’ll move these to Backlog or Ready. Otherwise, I may delete them or move them to Someday/Maybe.

7. Someday/maybe

I don’t know if I will do these or not. They are more ideas than anything I’m committed to doing.

8. Waiting

Tasks or projects where I’m waiting on someone to do something or for something to happen before I can start or continue.

These lists give me enough to do at any one time but not more than I can handle, which is key. By limiting my “work in progress,” I can focus on finishing what I’ve started rather than starting something new.

I also use gtd tags such as, “Area of Focus,” “Context,” etc., which allow me to filter the lists, group tasks (e.g., all calls, errands, etc.) or find more tasks to add to my Backlog or Ready lists.

It’s early yet, but I’m liking this. I get my work done and don’t feel overwhelmed.

What do you think? Do you use Kanban or work with multiple lists? Do you limit your work in progress so you can focus on getting things done?

Here’s how I use Evernote to get organized and get things done

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Is this a new definition of success?

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How do you define success? Here’s the definition I’ve used for a long time: being able to do what you want, when you want, with whom you want.

Under this definition, success means having the freedom to choose how you want to live your life. You can use your time and your money as you see fit. You can be altruistic, self-indulgent, or anything in between.

Bottom line, you can spend your days on earth doing what you love all day, every day.

Sounds like a dream, doesn’t it?

How do you get there? Well, this morning I read a somewhat different definition of success that may give us a clue.

YouTuber Casey Neistat said, “What’s the ultimate quantification of success? For me, it’s not how much time you spend doing what you love. It’s how little time you spend doing what you hate.”

I like the sound of that. How about you?

If you hate traffic, changing your work situation to eliminate your daily commute would clearly be a measure of success. If you’re like me and you’ve had your fill of work travel, not having to do it anymore would also have to go in the success column.

Hmm, I think we have a plan.

Instead of looking for ways to get more of what we want and thus adding more work to our already busy schedules, we should first get rid of the things we don’t want. The things that make us uncomfortable, waste our time, distract us, enervate us.

Each time you do this, you score a double victory. You get rid of something that sucks the life out of you and simultaneously free up time and energy to do the things you love.

Don’t put more on your plate. Clear your plate to make room for more.

Yes, there will always be things you can’t eliminate. But maybe you can find ways to do them quicker or less often. Or make them less unpleasant.

So, yes, we have a plan. Make a “don’t do” list and start checking off the boxes.

What will you eliminate first?

Does your website regularly bring you new business? Here’s how to make it so

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The simplest way to build self-confidence

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Ever see those folks who, no matter where they are in life, are brimming with self-confidence?

They may be lacking in fundamental skills or knowledge. They may have a spotty record of achievement. They may not be charming or good looking or have a pleasant personality. And yet, somehow, they always have a “can do” attitude about life and it serves them well.

What’s their secret? How did they develop this self-confidence? More importantly, how can we?

The answer is simple. Do hard things.

Getting up early to plan your day is hard. Exercising is hard. Opening your own practice is hard. Giving up time with your family so you can network is hard.

Doing hard things leads to confidence.

Confidence means knowing that you can rely on yourself. That you’re good enough, strong enough, worthy enough to do the job and get what you want.

One of the reasons we go to school is to develop self-confidence. We learn that if we can do math and chemistry and learn a foreign language, if we can try out and make the team, if we can ask someone out on a date, if we can do these things we can do anything.

Are you more confident about your work today than when you first started practicing? You got there through hard work, overcoming challenges, and learning from your mistakes.

Doing hard things provides a reservoir of experiences to draw on, reminding you that no matter how difficult the task, you can do it.

If you want to be more confident, go do hard things. Lots of them. The harder the better. Do something you’ve never done before or do something you’ve tried and given up. Do something hard and prove to yourself that you can do anything.

One thing that’s not hard: getting referrals

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