Are you chronically late? Here’s why and what to do about it.

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Are you chronically late? Late to court. Late for appointments. Late getting home for dinner. If you are, there’s a reason.

You’re late because you want to be.

Being late serves you in some way. You may not be consciously aware of this, but it’s there nevertheless. How do I know? Because showing up on time is completely under your control.

I’m not talking about the things that happen to everyone from time to time. A traffic accident, a judge who keeps you late, an emergency at home. Stuff happens and everyone is occasionally late. But if you are frequently late, it’s because you want to be.

You choose to be late. You can choose to be on time.

You can schedule appointments far enough apart to give you enough time to get from one to the other. You can set alarms and reminders on your devices to let you know when it’s time to leave. You can get apps that provide traffic alerts. You can ask your staff to help you get out the door.

So why don’t you? I don’t know. All I know is that you don’t have to be.

I read an article that offered several “reasons” why people are chronically late. To my eye, they aren’t reasons in the sense that you don’t have control over them, they are excuses. They are HOW you CAUSE yourself to be late.

Sleeping late is the first on the list. You sleep late because you’re not getting to bed early enough. That’s how you cause yourself to be late. The question is why. You have free will. You can decide when to turn off the lights. You don’t because sleeping late serves you in some way. Perhaps it allows you to excuse less than excellent performance at work. Perhaps being late is merely a part of the process, or a byproduct.

In Eighth grade, I had to deliver a report in front of the room. I wasn’t ready and asked the teacher if I could have another day. When I was told I could not, I told him I didn’t feel well. That was true. I felt like crap because I was going to have to deliver a report I wasn’t prepared to give.

The teacher sent me to the nurse. Called my bluff, he did. The nurse did what nurses do, she took my temperature. Surprise–I had a fever. The nurse called my mother and sent me home and I had another day to prepare my presentation.

Our minds are powerful instruments. They can make us sick when we want to be, and they can make us late when we want to be.

You don’t have to be chronically late. Just like you don’t have to smoke, overeat, or watch too much TV. You can change your habits any time you decide to change them. So the next time you’re late, don’t make excuses, and don’t feel bad about it. You’re late because you wanted to be.

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How to profit from rampant unemployment

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92,009,000 Americans aren’t working. That’s a lot of people who can’t afford to hire you.

What can you do to protect yourself? How can you profit (there, I said it) from everyone else’s misfortune?

I jotted down a few ideas. They may be obvious, but just because people know something doesn’t mean they’re doing it. And let’s face it, lawyers are very slow to change (anything), so there’s a good chance you may not be doing the obvious, or if you are, not doing it enough.

  1. You might be tempted to target lower “income” clients. Don’t do it. Do the opposite. Re-focus your efforts on higher income clients. Yes, there are fewer of them. But they can afford to hire you. What good is having millions of people who need you if they can’t hire you?
  2. Target industries and market sectors that are growing. For example, companies that sell to the Feds, and the people who work for them. And the companies that sell to these companies. And the professionals who advise these companies and the people who work for them.
  3. Consider adding or switching practice areas. I read one report that said half of the country is having trouble paying their mortgage and rent. Does this mean you should take up bankruptcy, foreclosure, unlawful detainer, and the like? It means you should take a look at them.
  4. Get set up to accept credit cards, PayPal, and other payment systems. Give clients alternative ways to pay you. (Bitcoin? Barter? Tulips? No comment.)
  5. Put more resources into marketing. I’ll bet you were expecting me to say that. But hey, with a glut of lawyers competing for fewer clients, you’ve got to step up your game. Review your website. Consider more “reaching out” methods than you usually use. Work on your interpersonal skills. Do some joint venture marketing. Learn how to sell.

I guess I could add, “considering moving”. Some parts of the country are doing much better than others. This may seem extreme, but in view of where we are today, nothing should be ruled out.

Review (or create) your marketing plan. This will help.

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Get more referrals by making it easy to give referrals

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Yes, I’m a broken record.

Every few weeks, I say something about the importance of building a list, specifically, an email list. I tell you a list allows you to stay in touch with people who aren’t ready to hire you, and with people who did. I tell you that having a list will bring more traffic to your website, more referrals, and more subscribers to your list who might hire you, send traffic to your website, or send referrals.

Did you? Did you add a form to your website that allows visitors to sign up for your list?

Yeah, that’s what I thought.

Is this thing on? You do want to get more referrals, don’t you?

Okay, let’s say someone slipped some LSD into your water bottle and you imagined you actually do have a list. You have a few hundred people on that list, a mix of former clients, current clients, professional contacts, and a random assortment of website visitors.

You hallucinate emailing something to your list. Once a week, you write something that passes for readable and send it out. Sometimes you write about the law, sometimes you write about interesting cases and clients, sometimes you write general consumer or business information. When you get back from your vacation to Italy, you write about the food. When you read a great book, you share something you got out of it.

Okay, you get the picture. A few paragraphs once a week. The only requirement is that it’s not completely boring, and hey, this is a hallucination, so it should be brilliant.

Now what?

At the end of your weekly scribbling, you ask readers to forward the email to someone who might be interested in the content or something you have offered (e.g., a seminar, free consultation, free report, etc.) Add another sentence, “If this email was forwarded to you, you can subscribe by going to. . .”.

Some of your subscribers forward the email. People you don’t know get a taste of your wisdom, and the tacit endorsement of the person who forwarded it.

Word-of-mouth, digital style.

That’s how it’s done, at least in a hallucination. Of course, this will never work in the real world. Forget I mentioned it.

Marketing online for attorneys. Go here to see how it’s really done.

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Would you advise your kid to go to law school?

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Would you advise your kid to go to law school today? I wouldn’t. Not unless they were passionate about it and could think of nothing else they wanted to do. And then I’d make sure they did it with open eyes.

You know the drill. You’ve seen the articles about the lack of jobs for newly minted lawyers, $200,000 student loans, and the huge number of lawyers afflicted with depression and substance abuse. Lawyers are leaving the profession in record numbers, either because they can’t find a job or because they hate their job.

If you’re making it as a lawyer, if you’re earning a living and not ready to slash your wrists, if you’re reasonably successful and happy, thank your lucky stars. There’s nothing better than helping people and being well paid to do it.

Isn’t that why we went to law school? To help people and make money? That’s why I went. And I’m proud to say I accomplished both of those objectives.

So why did I retire? I practiced for over twenty years, but I was still young. I could have gone for another twenty. Why didn’t I?

There were other things I wanted to do. My priorities changed. I got bored.

Yes, the profession changed, too. There were things I liked about those changes, but many more things I didn’t like. Let’s just say that for me, the thrill was gone. It was time to move on.

How about you? You may be successful and happy, but is there something else that might lead to even greater success and happiness? Perhaps something you toyed with once but rejected because you didn’t have the time, contacts, experience, capital, or nerve?

No, I’m not going to suggest you pull up stakes and start something new. Unless. . . you want to. If you want to do something else, do it. No matter what you lack in resources, no matter what the risks. Helen Keller said, “Life is either a daring adventure or it is nothing.”

If you don’t want to completely change course, look for ways to dip your toe in the water. Spend a little time each week dabbling with your secret interest. Read about it, meet some people who do it, and imagine what it would be like if you could do it all the time.

Two things might happen. One, you’ll find that you’re not as interested in the subject as you thought. It’s a passing fancy. This happened to me with real estate investing.

The other thing that might happen is that you discover something that excites you more than you ever imagined. It stirs your creative juices. It makes you feel like a kid again. It makes your heart beat faster just thinking about it.

From this, you might discover a new hobby. Something you enjoy doing on the weekends and in your spare time. It doesn’t take anything away from your law career. In fact, it might add to it. It might allow you to meet new people or develop new skills.

On other hand, you might discover a new calling and you’ll be on your way to a new career.

Has your life thus far been a daring adventure? If not, don’t wait another twenty years. Jump in. The water is warm and it’s time to play.

Marco.

Marketing your law practice just got easier. Click here.

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I don’t have enough time. (Yes, you do.)

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We all know super busy people who seem to get more done in a day than we do in a week. They don’t have any more time than we do. They simply have different beliefs about time.

Most people believe time is scarce. They believe that because time is finite, there’s never enough of it to do what we need to do. But our beliefs create our reality. If you believe you don’t have enough time, then you don’t. If you have an abundant view of time, however, if you believe there is more than enough time to take care of everything that’s important, you will always have more than enough time.

How do you change your beliefs about time?

One way is to treat it like money.

If you believe you will always have enough money, you probably will. People who are generous with their money, tend to have plenty of it. People who tithe, for example, often report that money comes to them faster than they can give it away.

If you want to change your beliefs about time, give it away. That’s one idea that caught my attention in a post about re-framing our attitude about time.

“I have enough time to be generous with it”–is a surprisingly effective antidote to the time-scarcity mindset. Simply giving your time away to others, even as little as ten minutes, creates a sense of “time affluence.”

I can hear what you’re thinking: “You can always earn more money, but you can never get back your time.”

This is true, but too literal. We’re not keeping score, here. We’re trying to change beliefs.

I think giving away time as an attitude adjustment mechanism would be very effective for lawyers who often equate time with money. (They shouldn’t, in my opinion; but they do). “What? Give away billable time? Like, for free?”

Yes, for free.

“I don’t know, that doesn’t make any sense. I’m not sure I’d be comfortable with that.”

I understand. But maybe that’s exactly why you should try it. You might be surprised to find that like money, the more you give away, the more you have.

I use Evernote to manage my tasks and projects. Click here to learn more.

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Why lawyers should make their beds every morning

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I have tremendous respect for our military. What they do to protect us in an increasingly dangerous world is awe inspiring. If you have every served, I sincerely thank you.

Military training is about a lot of things, the most important of which, I believe, is learning to be a leader. Leadership starts with self-discipline, courage, commitment, and honor. It is nurtured by compassion, good habits, and a hell of a lot of hard work.

You can’t lead others, however, until you learn how to lead yourself. That’s the lesson I got from the commencement address delivered by former Navy SEAL, Admiral William H. McRaven, to the UT Austin class of 2014. It was brilliant. I hope those who had the honor of hearing this 20 minute talk got as much out of it as I did.

I was directed to this page after reading elsewhere one of Admiral McRaven’s lessons about the importance of making your bed every morning:

If you make your bed every morning you will have accomplished the first task of the day. It will give you a small sense of pride and it will encourage you to do another task and another and another.

By the end of the day, that one task completed will have turned into many tasks completed. Making your bed will also reinforce the fact that little things in life matter.

If you can’t do the little things right, you will never do the big things right.

And, if by chance you have a miserable day, you will come home to a bed that is made—that you made—and a made bed gives you encouragement that tomorrow will be better.

Navy SEALS candidates are challenged to do things few people will ever be asked to do. Their physical training is astonishingly rigorous. But their training does far more than mold their bodies and prepare them for service, it molds their minds and their character and prepares them for life.

Broadly defined, leadership means showing people a better future and then helping them get there. As lawyers, we need to remember that we are more than warriors or scribes, we are leaders. Our clients and our community depend on us to guide them to a better future.

We don’t need military training to learn how to lead, but the military has no doubt turned out more leaders than any other institution. Listening to Admiral McRaven’s stories about some of the lessons he learned in basic SEAL training and his advice to the class of 2014 show us why.

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Scrivener, oh how I love thee

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I’m just putting the finishing touches on a new book. I wouldn’t be able to say that had it not been for Scrivener, a writing app that has changed my entire work flow. If it hadn’t been for Scrivener, I’m sure I would still be struggling to cobble together hundreds of pages I’ve written into something anyone would want to read.

Scrivener’s genius is that it allows you to break up your writing into shorter parts (chapters, scenes, snippets), and then arrange and re-arrange those parts to your heart’s content. Compare this to MS Word where you either have to open multiple documents or have one very long document. Cumbersome, at best.

Scrivener provides a huge number of features for outlining, writing, organizing, editing, and outputting your work. You can outline with note cards on a cork board, and re-arrange the cards to suit. You can use a traditional outline if you prefer. You can organize your work in folders and text documents, add labels and meta data, and link notes and research materials (text, pdfs, web pages), internally (i.e., within the project) or externally (i.e., on the web, on your hard drive, etc.)

When you’re done, you can export the finished product (”compile” in Scrivener parlance) to just about any format—pdf, .doc(x), .rtf, .epub, .mobi, and more).

Scrivener isn’t only for books. In fact, I’m writing this post in Scrivener, using Full Screen Mode that allows for distraction free writing—just me and a blank piece of digital paper.

I bought Scrivener more than two years ago. The first time I opened it, I was overwhelmed. There is so much to see, and so many ways to use it, and I told myself I didn’t have time to learn everything. At the time, I didn’t realize I didn’t need to learn everything to start using it. For two years, it sat on my hard drive, unused. I opened it a couple of times, and updated it when prompted, but nothing more.

Last fall, I decided to give it another try, and I’m glad I did. Today, I’m fully on board with Scrivener as my primary writing tool.

You can use Scrivener for any kind of writing. Books, articles, papers, reports, or blog posts. You can write legal documents in it, (but you’ll need to expert them to a word processor for formatting).

The bottom line is that Scrivener allows you to write more, write faster, and write better. I know, that’s a big claim, but I’ve found this to be true. I encourage you to give it a try and see for yourself.

Download Scrivener for a thirty-day free trial. Note, this is thirty days of use, not thirty calendar days, so there’s plenty of time to give it a whirl.

The Windows and Mac versions are marginally different. The Windows version, which has just been updated, lags behind the Mac version, but I have not found it to be lacking. By the end of this year, the company says they hope to achieve feature parity between the two versions. They also hope to release an iOS version.

Once you have download the program and opened a new project, you will be prompted to go through the tutorial and read the detailed user guide. I found these to be only somewhat helpful for a first time user. Instead, I would recommend watching some of the youtube videos provided by the company and by users.

I also suggest that you dive in and use the program. Write something, import something, and play around with it. Take the thing for a test drive. I learned how to use Scrivener by using it, and it was a lot easier than I imagined.

True, I’m still learning. I use only a fraction of the features that are available. But I haven’t needed more.

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Grow your law practice by training your creative muscles

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If you’re like me, you don’t finish every project you start. Not even close.

On your hard drive or in a box in your closet lie countless half-written articles, outlines for seminars that have never seen the light of day, and volumes of clippings related to things you thought you might do someday.

It’s okay. You don’t have to do everything you think of, or finish everything you start.

At some point, though, you have to finish something. Not just because it might be useful to you in your work or another aspect of your life, but because finishing things is the cutting edge of growth.

I know you finish things every day. You settle cases, you draft documents, you produce. But most of what you do in your work is routine and unlikely to lead to anything more than incremental growth.

If we want to take a quantum gigantic leap in our personal and professional life, we need to do things we’ve never done before. We need to create.

Creating strengthens your creative muscles. The more you do, the more you will be able to do. In time, you’ll be able to take on bigger projects, the kind that can create fortunes.

You will also train your subconscious mind to find new ideas to tackle. The more you say “yes” to the ideas your mind serves up, the more ideas it will bring you.

Eventually, you will have an abundance of big ideas, and the capacity to bring them to life.

Go through your electronic notes and physical repositories and find something you can finish. Start with something small, something you can finish today. Then, do something bigger.

It doesn’t matter if what you create is any good, or even whether you use it. What’s important is that you get in the habit of taking on new creative tasks and finishing them.

If you want to grow your law practice, start by growing yourself.

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20 hours a week marketing your law practice?

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Email provider Constant Contact conducted a survey of 1,300 small business owners. They found that, “A small business owner — along with another employee — will spend an average of 20 hours per week on marketing.”

Does this sound like a lot?

The business owners weren’t selected at random. They were part of the company’s “Small Biz Council,” which suggests they weren’t your average small business because (a) they use email marketing, and (b) they are part of a “Small Biz Council”.

Before you read further, how would you answer this question? How many hours per week do you spend marketing your law practice?

Your answer will depend on how you define marketing.

If you believe that “marketing is everything we do to get and keep good clients,” as I do, you will realize that marketing is deeply baked into our daily activities. It’s not something we put on our calendars and “do” once a week, we do it all day long.

Take client relations, for example. If you spend ten hours a week speaking with, or writing to clients, all of the little things you say and do (and avoid saying and doing) count as marketing. How you greet them–your smile, your handshake, offering them something to drink, cleaning up your desk before escorting them into your private office–it all counts.

Now how about the time you spend writing blog posts, articles, and newsletters, and time spent speaking and networking (including on social media)? You can also count the time you spend reading things you can use in your writing or in conversation with clients and prospects and referral sources.

You’re reading this post right now, either in your email or on my blog.  In my book, time spent learning about marketing counts as marketing.

Are you adding this up?

Don’t forget the time you spend communicating with staff or outside vendors about your website, advertising, PR, or content creation.

Are you on any committees? Do you do any charitable work? The time you spend at meetings or playing in charity golf tournaments is at least partially marketing related since you are building relationships with people who can send you business or otherwise further your career.

So, you spend a lot more time on marketing than you thought. Now that you are aware of this, you can consciously improve your marketing.

The next time you meet with a client, think about how you can improve their experience. What else can you do or say? What can you give them?

Look at everything you do throughout your day and think about how you can do it better, faster, or more effectively. Because marketing is everything we do to get and keep good clients.

Want to get better at marketing your law practice? Here’s what you need.

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How well do you know your clients and prospects?

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Peter Drucker said, “The aim of marketing is to make selling superfluous. The aim of marketing is to know and understand the customer so well that the product or service fits him and sells itself.”

In other words, when there is a close match between what you offer and what your client wants and needs, you don’t need to persuade him to hire you, you need do little more than show up.

Do you know what your clients want? Do you know what keeps them up at night? Do you know what other options they have considered?

Do you know where they live and how much they earn? Do you know what they do for work and what they do on weekends?

You may not know these things if you are like most lawyers who define their target market merely in terms of legal problems. That is, anyone who has a certain legal issue is a potential client. That may be true in a literal sense, but if you stop there, you’ll never achieve the kind of synchronicity that draws clients to you and makes them immediately see you as the best solution.

You need to define your target market in terms of your ideal client. Who is an almost perfect match for you? You need to know your clients and prospects so you can focus your marketing efforts on attracting them.

If I tell you I know lots of clients I can refer to you but I need you to tell me what you are looking for, what would you say? When you can answer this question with specificity, marketing gets a lot easier.

I’ll be able to quickly identify clients who would be a good match for you and I will be able to tell them why they should contact you.

When your ideal client reads something on your website, they will know that they don’t need to look elsewhere, they’ve found the right lawyer.

When you are networking or on social media and someone asks you what you do, you’ll be able to tell them not only what you do but for whom you do it, making it more likely that they will self-identify.

Many lawyers are hesitant to define their ideal client, or publicize it, because they are afraid they won’t attract clients who don’t fit the profile. “If I say my ideal client is in the insurance industry, I won’t attract clients in the transportation field,” they say.

Yes, and that’s the point.

You don’t want to get the scraps in a variety of markets, you want the lion’s share in one market.

Big fish, small(er) pond?

Choose a target market. Define your ideal client. Get to know everything you can about them. And then offer them exactly what you know they want.

When you do, you won’t have to explain why anyone should choose you instead of any other lawyer. Everyone will know.

For help in defining your target market(s) and ideal client, get this.

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