Don’t stop to pick up pennies or you’ll miss out on the dollars

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At one point in my legal career, another lawyer and I were flipping real estate. The market was hotter than Hades and we were making a boatload of money.

I thought, “Why not get a broker’s license and get a piece of the commissions, too?”

Bad idea.

Many brokers didn’t want to work with me. Others were willing to do so but brought their best deals to other investors first.

If you compete with people who bring you deals, you get fewer deals.

I got rid of my broker’s license.

I also realized that if I wanted brokers to bring me the best deals, I had to make it clear that I would never try to cut their commissions, as many investors do. But I took it a step further. I told them that if I made money on the deal, I would cut them in on the profit. In addition, when it came time to put the property back on the market, I assured them that they would get the listing.

Guess who they brought their deals to?

If you want insurance agents and financial advisers to send you referrals, get rid of your insurance and securities licenses. If you handle divorces and you want referrals from business lawyers, think twice before you include business law on your list of practice areas. If you have bar licenses in other jurisdictions where you don’t actively practice, consider retiring those licenses.

When you compete with people who send you referrals, you get fewer referrals.

Think about where you earn most of your money, or want to, and focus on that. Don’t stop to pick up pennies or you might miss out on the dollars.

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Marvel’s new superhero is an attorney

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Breaking news: Marvel’s new superhero is an attorney.

Well, it should be. After all, attorneys do for their clients the same things Thor does for Asgardians, and we only think we’re gods.

Clients want their attorneys to keep them safe, vanquish the bad guys, and give them peace of mind. They want their attorneys to have amazing strength and skills and always know what to do. And that is the image we must continually portray.

But clients also want to connect with their attorneys on a human level. They want to know that we can relate to their problems and understand how they feel. They want to know that we are invulnerable on the outside, but on the inside, in many ways we’re just like them.

Show your clients that you are vulnerable on the inside and you will endear them to you. Share some of your failures and shortcomings and how you overcame them. Let them know about some of your faults and fears.

In speaking with clients, in your writing and public speaking, in interviews, let people see that there is a real person inside the superhero costume. Give them a glimpse of your personal life. Tell them what you do on weekends, talk about your kids, your vacations, and your outside interests.

Let them know that while you slay dragons during the day, at night you’re a mom or dad, a husband or wife, and a member of your community. Just like them.

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Getting addicted to getting things done

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I’m about to finish a book project and it feels good. Not just because I will have another tool I can use in my business, not just because it represents another source of passive income, but because it really does feel good to get things done.

You know this is true. When you wrap up a case or finish something you’re working on, you have a pleasurable sense of satisfaction. Finishing feels good.

It turns out that there is physiological explanation for this feeling. When we finish a task, our brains release Serotonin, the so-called pleasure drug. This motivates us to take on more tasks, and bigger tasks.

We can use this to condition ourselves to be more productive.

“What we want to do if we want to set ourselves up for increasing productivity is put minor or smaller challenges in front of us so we build up that ‘done’ moment,” psychologist Leslie Sherlin says.

One way to do this is to break down your tasks into smaller chunks. Instead of writing an entire 90-minute closing argument, for example, write just the outline. It feels good to finish this and you are motivated to take the next step.

You can also break up your work into smaller increments of time. Instead of planning to work two hours on something (and trying to find the time to do that), do it for ten minutes. (Consider the Pomodo Technique where you use a timer to work 25 minutes, followed by a five minute break.)

Smaller tasks and shorter time intervals gives you more opportunities to “finish”. The more you do, the more you want to do more. You are literally addicted to getting things done, and that’s probably a good thing.

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Too much of a good thing is AWESOME!

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Indulge yourself. Throw caution to the wind. Eat the whole thing. Buy the one you want.

You’ve earned it. You can afford it. You want to do it, so do it.

Go on a bender once in a while. Spend more than you think you should. Pig out, goof off, go blow off some steam.

You won’t die from eating too much today. Neither will you go broke from a one-time purchase. It’s what you spend or eat or do EVERY day that counts.

So after you have a crazy day or a crazy moment, get back to work. Don’t make binging a habit, unless you’re binging on good books. Even then, you have work to do and too much of a good thing could be too much.

You’ll have another binge day at some point. You might even plan it. And look forward to it. Of course it’s more fun when it’s spontaneous, as in, “Screw it, I’m not going to work today, I’m going shopping!”

Mini-splurges are also fun. Go to a nice restaurant this weekend instead of the usual place. Leave work early one day a week. Stay in bed an extra hour on Sunday.

If you’re like me, knowing that you could indulge yourself feels good, even if you don’t do it.

I’m not going to buy the laptop I really want (but don’t need), but it feels great knowing that I could.

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What will you do next?

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I’m working on a project. I still have a fair amount left to do but I already know what I’m going to do next. In fact, I’m already working on it.

I’m collecting research, making notes, and creating an outline. When I finish project A, I’ll be ready to move immediately into project B.

It’s exciting to know I have a pipeline of things to do. It inspires me to finish my current project, and allows me to start the next project with some momentum. It’s even better because my next project is somewhat related to the current one.

I don’t know what I’m going to do after I finish project B, but I have lots of ideas and I will choose one long before I finish project B. Of course, while I’m working on that one, I’ll choose the next project.

How about you? What are you working on now? What will you do next?

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How to earn more by working less

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No doubt you’ve heard of Parkinson’s Law, which says that, “Work expands so as to fill the time available for its completion”.

Translation: most people waste time.

You can get more done in less time by allocating less time to tasks and projects. That means allocating one hour for a task instead of two hours. Or assigning a due date in 48 hours instead of a week.

Having less time available gives you greater focus. You make quicker decisions. You let go of perfectionism. And you work faster.

You get more done in less time because of Horstman’s Corollary to Parkinson’s Law: “Work contracts to fit in the time we give it.”

Translation: you waste less time.

The problem is, when you’re in charge, you can do what you want to. If you want to extend a self-imposed deadline, you do it. Hey, nobody will know.

One solution, which I have talked about before, is to make sure that somebody does know. Make yourself accountable to your clients, your spouse, your employer, your staff, or your Maker. Tell people what you’re doing and when you’ll finish. Make it a promise or guarantee. And ask them to hold you accountable.

You can also train yourself to set and keep shorter deadlines by continually reminding yourself of the benefits for doing so.

Every day, spend a minute or two cogitating about the benefits of getting more done in less time. Think about how much more you earn by completing projects in less time. Think about how much extra time you have for other paying work. Think about how much extra time you have with your family or for doing other things you enjoy.

At the start of your day, look at your task list and calendar and make a conscious effort to shorten due dates and assign less time to tasks. At the end of the day, record how much time you saved on each task. At the end of the week, add up the amount of time you put into your “bank”.

What about work that is billed by the hour? If you can draft a document in one hour instead of two, you must do so. Raise your hourly rates accordingly because apparently, you are worth more than you thought.

Or, as I have repeatedly suggested, move away from hourly billing to flat fee or project based billing, which is ultimately better for you and for the client.

Don’t sell your time. It’s limited. Sell your advice, value, or work product, and earn more by working less.

More on how to earn more and work less: The Formula

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I’d love to interview you

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You get an email from an admirer. Someone who reads your blog, gets your newsletter, or sees your social media posts. Or someone who heard you speak and thought you were the bees knees.

They have their own blog or newsletter, and they want to interview you and share your wisdom with hundreds (or thousands) of readers who happen to be in your target market. The interview will be 20-30 minutes over the phone, or they can send you five or ten questions you can answer via email.

Sounds good, doesn’t it? Some great exposure for you. Could bring in a lot of new clients. The answer is “yes”.

Of course it is. And that’s exactly what the person you ask to interview for your blog or newsletter will say when you reach out to them.

That’s right, while you’re waiting for someone to ask you for an interview, you find people with a following in your target market and interview them.

You’ll get interesting content for your blog or website or newsletter. Your readers will like it, and like you for sharing it, and you don’t have to do any writing.

You’ll get traffic to your site, via search engines and social sharing. More prospective clients, more subscribers for your list.

You’ll get traffic and subscribers from the friends and followers of your interview subject who will undoubtedly promote the interview to his lists.

And you’ll get a new contact who appreciates the opportunity to be interviewed and who will at some point realize that they should interview you.

So, what are you waiting for? Go interview someone.

Marketing online for attorneys: Click here

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Are you picking up what I’m laying down?

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What do you do when a client doesn’t follow your advice?

I was discussing this with a subscriber-friend via email recently. He said: “You fire them. . . I can get clients who make me happy. If a client makes me unhappy for an hour, I can’t get that hour of my life back.”

Yes, but, if the check clears, I’m happy. If I can say, “See, I told you not to do that. Maybe you’ll listen to me next time,” I’m happy. If I can charge them even more to fix the problem they created by not following my advice, I’m happy.

Okay, it’s not that clear cut.

Clients can make us unhappy in so many ways. And they do blame us when things go bad, even when it’s not our fault and we have the CYA letter to prove it. And clients do make us want to tear our hair out when they post nasty-grams about us on social media.

So yeah, we should be prepared to fire difficult clients, and replace them with clients that make us happy.

Fortunately, most of our clients are decent and follow our advice most of the time.

But it wouldn’t hurt to spend a little more time explaining the reasoning behind our advice, making sure the client understands that reasoning, and agrees to do what we recommend.

And maybe we should be a little more tolerant when they don’t.

As long as the check clears.

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Another technique for improving your writing you won’t want to do

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Yesterday, I told you about a technique for improving your writing. I told you that I dramatically improved my writing by hand copying other people’s writing that I admired and wanted to emulate. Today, I want to share something else I did that elevated my writing to an even higher level.

Behold:

Every morning without fail, I rolled out of bed, grabbed a spiral notebook and pen, and wrote for twenty minutes.

Some would call this journaling, but that implies that I had something to say that I wanted to capture on paper. Instead, what I did was “free write”.

There are two rules to free writing.

First rule: write whatever comes into your mind, no matter how silly or meaningless. Write gibberish if that’s what comes. Write, “I don’t know what to write,” if you don’t know what to write. Write a list of words that have no connection to each other, or write the same word over and over, until your mind coughs up something else.

Which leads to the second rule: don’t stop. Keep your hand moving for twenty minutes and don’t stop for any reason.

So, what happens when you do this? At first, not much. You write a lot of useless junk and your hand gets really tired. Eventually, however, two things happen.

One thing that happens is that you start writing cogent thoughts about important things. Your writing taps into your subconscious mind and reveals your deepest beliefs and feelings, long forgotten memories, and amazingly valuable ideas you can use in your business and personal life.

Free writing becomes a kind of self-examination. It is cathartic and therapeutic. You write your way through problems and find solutions. At times, it is frightening, but ultimately, it is liberating. At first, your writing might reveal feelings of inadequacy, guilt, or pain. After a few weeks or a few months, you start feeling better about yourself and get really clear about your future.

Fun times.

The second thing that happens with free writing (when you do it long enough) is that you become a better writer. Your practice of writing daily (and freely) eventually clears away the warts and blemishes that disguise your writing and protect you from revealing your true self.

You start writing plainly and clearly. Your writing has energy and emotion. Writing is fun, and faster, because you are primarily talking on paper.

If you do this, do it first thing in the morning, before coffee, before you are fully awake. Your adult brain will be tired and put up less resistance, allowing your inner child’s brain to be heard.

Don’t show your writing to anyone. It’s just for you, at least for now. But don’t read what you write, at least for several months. Reading your insane scribbles might frighten and inhibit you.

How long should you do this? As long as it takes. Three months, six months, a year, a lifetime. You don’t have to figure that out right now. Just start, have fun with it, and trust that when you come out on the other side, you will be a better writer. Because you will.

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A simple way to improve your writing you probably won’t do

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Do you want to improve your writing? Of course you do. Well, there’s a simple way to do that but I’m afraid you won’t do it.

Yes, it’s simple. Easy, even. But it takes a fair amount of time. Most people aren’t willing to put in that time.

But it’s worth it. I promise. When I did it, it changed the wiring in my brain and I became a much better writer.

I used to write like a lawyer–stilted, passive, thorough to a fault, and boring. Everything changed when I started using the method I’m about to share with you.

In a nutshell, this method involves finding writing exemplars you would like to emulate and copying them. I did this with sales letters and newsletters that tickled my fancy, but it will work for any kind of writing.

The idea is that the inputting of words into our brains processes those words differently than when we output them. When you studied for the bar exam, for example, you re-read your notes and outlines and all but memorized the information. But it wasn’t until you did practice tests and outputted that information that you truly internalized and could best use that information.

Something like that.

Anyway, find good writing samples and copy them. Re-type the entire piece. Then, do it again. Keep doing it until you know what the next sentence will say before you read it.

This process allows your mind to slow down enough to see things you ordinarily ignore. You’ll ask yourself why the writer chose one word instead of another, you’ll see how they started and ended sentences and paragraphs, and you’ll notice patterns in the way they staged the information.

You’ll also see how how the writer gets your attention and makes the piece easier to read with headlines, sub-heads, and bullet points.

Now, if you’re really committed, you’ll do what many professional copywriters did when they were learning their craft. You’ll copy the entire piece by hand.

Writing by hand invokes a more direct connection to the brain. You may have read articles recently about studies showing that taking notes by hand improves recall of the information. Copying someone else’s writing works the same way.

Whichever method you use, keep at it. Do it several times a week. Give it three or four months. Maybe more. Eventually, you’ll notice that your writing has started to change. It’s clearer, more concise, and more persuasive.

I can’t swear to it, but I’m pretty sure that when I stopped writing like a lawyer and started writing to communicate, I started settling cases faster and for more money.

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