No dessert until you finish your veggies

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The law was simple. If I wanted ice cream, my parents made me finish my peas and carrots. So I held my nose and ate my peas and carrots. 

You too?

Rewards worked when we were kids, and they work today. When you have something unpleasant or difficult to do, promising yourself a pleasurable reward for doing the task might be all you need to motivate yourself to get it done. 

Finish that research you’ve been putting off and you get to watch YouTube shorts for 20 minutes. 

It works, but if you do it too much, rewarding yourself for doing something productive can actually be counterproductive. 

The reason? The pleasure you get from the pleasurable activity (the reward), is caused by a spike in dopamine, but after that spike, your dopamine dips below normal levels, which can make you feel unmotivated to do the next difficult task. 

The higher the dopamine spike, i.e., the more pleasure you get from the reward, the more time it will take to come back to a normal level. You either have to wait for that to happen or give yourself an even bigger reward (more dopamine) to motivate yourself to do it.

 In addition, using rewards to motivate yourself can condition your brain to do difficult tasks to get the reward instead of the inherent benefit of doing the task itself. 

No veggies, no ice cream.

Does this mean you shouldn’t reward yourself for doing difficult or unpleasant things? No. Go ahead and give yourself a reward if you want to. Just don’t take the reward immediately. 

Put a little distance between the productive act and the reward, to give your brain time to associate the successful completion of that task with the inherent benefits of doing it, instead of associating it solely with the reward.

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Some people don’t do a weekly review

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I read an article by a guy who has eliminated weekly reviews from his workflow. He says they never worked for him:

  1. It took too much of his time and mental bandwidth to do them,
  2. It was tedious in the extreme and he had to force himself to do it, and
  3. It’s more productive to be “executing” than reviewing,

Wouldn’t it be great if you didn’t have that weekly chore (and could still get your work done)? 

But how? How do you ensure you’re keeping the right balls in the air and doing everything you need to do? 

One way he does that is to review everything that needs reviewing at the time he captures it. A few seconds while it’s fresh in his mind. 

Basically, that means looking at it and thinking about it long enough to decide if (and where) to file it or tag it to work on in the ordinary course of his work.

I guess you could describe this as a 30-second review, done one small item at a time. 

Anyway, by doing it immediately instead of saving everything to process later, he spares himself from looking at everything once a week at a time when he may have forgotten why he captured it. 

Do it (review it) immediately and be done with it. 

This means he no longer has to go back through the previous week’s tasks, notes, and documents, and recall what they are and recall what he thought about each one some days ago. Sorta a “touch once” rule.

But, if the item or task requires more than a few seconds to think about, fix or work on, he schedules time to do that. Time to “do” it, not review it (because he’s already done that). 

What do you think? 

What I think is that as tempting as it would be to eliminate the weekly review, I’m not sure I’m ready to do that. As I wrote recently, I can do a brief weekly review in 15 or 20 minutes and I find this is time well spent.

What I will do as a result of hearing this idea, however, is to be more mindful of the notes and tasks that go into my Inbox at the time I collect them. That means deciding what I think and intend to do with it, and making a few notes about that, at the time I capture it instead of deferring this until the end of the week. 

Processing things on the spot that way might let me get my weekly review down to 5 or 10 minutes. 

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You’re not going to want to do this (but you should)

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Have you ever stopped to think about how much more you could accomplish if you just had the time? The projects you could finish (or start and then finish), the skills you could learn or improve? 

You want to take a course, learn a new language, build a second brain, or finish that book that’s gathering dust on your hard drive. You want to learn how to get more referrals, better clients, more leads, more subscribers, or more people registering for your seminars. You want to expand into a new practice area or open another office. 

But you’re busy with work and don’t have the time. 

That’s the problem. The solution is to do it anyway. Take some of the time (you don’t have), and dedicate it to doing things that allow you to “level up” your practice and, eventually, allow you to buy back that time. 

It’s an investment in your future. 

Specifically, block out one hour on your calendar every weekday. Call it your “power hour”. Or your financial freedom hour. Or don’t call it anything, just do it. 

I know, it’s too much time. You’re not sure how you’ll use it. You think I’m crazy for even suggesting this nonsense.

Block out the time even if you don’t know if you should or how you’ll use it. You will use it. And be glad you did.

You’ve heard me talk about calendaring 15 minutes a day for marketing. 15 minutes is a great place to start and create a daily habit, but imagine what you could accomplish if you used an entire hour for marketing. 

It’s your power hour. Use all or part of it for marketing if you want to. I did that when I was struggling in my early days and it changed my life.

If you’re still having trouble wrapping your head around using that much time for non-billable work, start with 30 minutes. Use your lunch hour. Or do this early morning before you start your regular day. 

But do it. Because it can change your life. 

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3 things you need for success in private practice

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What does it take to make it? A lot of things can help. Cash, for one. Because if you can put it to work wisely, you can get things off to a good start or more easily move to the next level. But cash isn’t one of the 3 things you need. 

How about mental toughness? Also good. But also not essential. Even for litigators. 

Knowing a lot of influential people? Excellent. But not on the list of must-haves.  

Charm? Good looks? Being smarter than the average bear? 

No. 

So, what then? What are the 3 things you need for success? 

At the top of the list, far above the other two, is desire. You’ve got to want it. So let’s call it, “burning desire”. 

But not necessarily the desire to be a successful lawyer. The desire to be, do, or have something that being a successful lawyer makes possible.

Something that’s important enough to you to get you out of bed in the morning and do things you might not feel like doing. 

For some, that might mean being able to move their family to a safer neighborhood or helping their older parents (finally) retire. For others, it might mean helping to save humanity. 

Something you are passionate about. Something you might be brought to tears when you think about not getting it. 

That kind of desire. Not ego-driven desire. 

Desire is at the top of the list because that’s what will see you through the tough times, disappointment, and sacrifice that often go hand-in-hand with building a successful practice. Desire is the key to everything else.

What’s number 2? Willingness to learn. But not just legal knowledge or your core legal skills. 

There’s a lot to learn about marketing, hiring and keeping good people, budgeting, productive work habits, and all the paperwork. 

Most of all, there’s a lot to learn about yourself. Your personal and interpersonal skills. Because success means becoming the kind of person who is successful. 

As Jim Rohn put it, you need to work on yourself more than your business. 

Which leads to number 3. Willingness to do the work

You may have the desire and be willing to learn, but if you’re not willing to show up every day and do the work, and keep doing it, you’re not going to get to the promised land. 

I’m not saying you have to continually burn the midnight oil, never take breaks, or do things you hate doing. You needn’t work till you drop. You can (and should) look for shortcuts, and create systems and habits that make things easier and better.

You can have a life while you’re building your business. 

You can also go quickly or slowly and take the path that’s right for you. But you have to do the work and that means you have to keep moving.

Because there’s a lot to learn and even more to do. 

The Quantum Leap Marketing System (if you’re ready)

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It’s all advertising and it’s never free

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You may not be able to advertise your legal services, or you may not want to, but news flash—you do it every day. 

Everything you do to get and keep good clients is advertising because you’re getting your name and message out into the world with the goal of attracting new clients. 

Every blog post or article you write, every presentation you deliver, every person you meet at a networking event—it’s all advertising. Even doing a good job of client relations is advertising because your aim is to get your clients to return to you, introduce you to their friends and business contacts, and say nice things about you on social media. 

It’s advertising and you pay with your money or your time.

Yes, we typically put paid ads in a different category from the rest of our marketing, and maybe we should, but it doesn’t change the fact that. . .

It’s all advertising, and it’s never free. 

Organic social media takes time. Yours or someone who works for you. Writing a newsletter for your clients, having coffee with a colleague, serving on a corporate board, playing golf with a leader in your market—advertising one and all. 

If you want to do paid advertising—display, billboard, paid search, direct mail, etc. (and you are allowed to)–I say do it. Do it with dignity, but get your message in front of more people who need your services.

Because you need clients and clients need you. 

The fact is, you can scale paid advertising much easier than anything you do with your time. So if you want to do paid advertising but still hesitate, consider another option. 

Instead of advertising your services or your firm, advertise your book, report, podcast, seminar, or channel.

The result is the same. Traffic, leads, more new clients. You just take an extra step to get there. 

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Soft call-to-action 

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When you tell your readers, audience, subscribers, or website visitors to do something you want them to do, e.g., Call to schedule an appointment, you’re using a call-to-action. And you should because the more you tell people what to do, the more likely it is that they’ll do it. 

Clearly, not everyone is ready to do what you ask when you ask it, which is why you should ask again. Put calls-to-action in most or all of your marketing communications. Remind them (often) to call, sign-up, or download something. And tell them why—the benefits they get or the problems this can help them solve. 

When (if) they’re ready, they will respond. Your job is to stay in touch with them and continually make the case for taking action by repeating your call-to-action, providing additional arguments and examples, reminding them about the benefits, and otherwise “selling” them on doing what you ask.  

Telling them to call for an appointment is a ‘hard’ call to action. If they call, there is an expectation that this will lead to them signing up for something and paying something, and this may not be easy for them because it requires a commitment they might not be willing (yet) to make.

Which is why you should also use the ‘soft call-to-action’. Asking (telling) them to do something that doesn’t require a big commitment. Something relatively easy for them to do:

  • Like, share, comment
  • Download this report
  • Fill out our survey
  • Hit reply and ask your question
  • Sign up for our free seminar
  • Watch this video, listen to this podcast, read this article
  • And others. 

Why use these? First, because they help you build a list, which gives you permission to follow-up and send additional information. 

And second, because the more often you ask them to do something, and they do it, the more likely it is that they will do something else you ask.  

Get a visitor to your website to give you their email address and download your report today. Tomorrow, it will be easier to get them to sign up for your seminar or listen to your replay. Eventually, it will be easier to get them to schedule that appointment. 

What’s interesting is that even if they don’t do the things you ask, the more you ask, the more they become conditioned to hearing you ask and the less resistant they become to (eventually) doing something you ask. 

The lesson? Ask visitors and readers and prospects to do things and never stop asking. 

Each time they hear you ask, they take a step closer to becoming your next client.

Marketing legal services is easier when you know The Formula

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A new (but old) productivity system

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The debate rages on. What is the best productivity system, set up, and workflow? What’s the best way to organize your tasks, plan your projects, or structure your week?

And what’s the best app for putting it all together?

If you’re like me, you’ve tried a lot of systems (and apps), and continue to do so because you might find something you like better, or something you can adapt to your current setup. 

It’s also fun to hear what others do. This morning, I read a discussion about this very subject. 

One guy said he has a friend who has used GTD for the last twenty years and he asked him a question about his setup. The friend told him he no longer uses GTD, or any system at all. He writes what he needs to do for the day on a slip of paper. 

That’s his system. 

No lists, contexts, priorities, or tags. And no apps. Just a simple list. 

Shocking, I know, but also refreshing. If you have a piece of paper and a pen, you don’t need anything else. 

Make a list. Do the things on the list. Make a new list the following day. 

You spend no time organizing and reorganizing or manicuring your lists.     

 It reminds of me of the way we used to do things. Before PCs and smart phones. We had a paper calendar and a legal pad, and that was all we needed.  

I wrote my list for the day on my calendar where I could see it alongside appointments and things I wanted to remember. The only prioritizing we did was to put things in the order we needed or wanted to do them. If something was really important or urgent, we’d circle or underline it or write a star next to it. 

And the next day, we’d make a new list. 

Long-term planning? That went on the legal pad, or in a file folder. Long-term dates? Those were put in a big (red) book. 

And it worked. 

And there’s something appealing about this system today. Clean and simple.

No, I’m not going to make this old system my new system. It’s a bit too simple for me now, especially since I know what else is available. And because I like my devices and apps.

But the next time I spend too much time tinkering with my system, and not enough time doing the work, I’m going to remember the way we used to do it, grab some paper and a pen and make a list.  

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Warren Buffet doesn’t make lists

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I like big lists and I cannot lie. I use them every day for everything. Bullet points give me order. Checkboxes give me peace. Lists save me time, keep me from forgetting things, and help me to be more productive. 

Can you relate? 

The other day, I was surprised to hear that Warren Buffet doesn’t make lists. I heard it from the man himself in a video. He says he doesn’t need lists because he knows what he needs to do and wants to do, and that’s what he does. 

And he has so much money, he can do whatever he damn pleases. Okay, I made that part up, but c’mon, we know that’s true. 

What about a calendar? That’s a list. You need to know about upcoming meetings and conference calls and appointments. Does he have someone who keeps that list for him?

What about the agenda when he delivers his annual report to shareholders? That’s a list, isn’t it? Does he read from a printed statement? That’s a list in narrative form, yes?

Anyway, this isn’t about the nitty gritty about what he does and doesn’t do. It’s about me romanticizing the idea of being so comfortable about your situation that you don’t need to make lists to keep you on track. 

I thought about what that would be like and wonder of wonders, I realized that I could actually make that sorta work.

I know the projects I want to work on today and this week. And I will work on them. Without needing to check my list. I know because they are important to me. 

I also know my daily and weekly routine tasks. Without a list and reminders, I might overlook some of them, but I’d get the most important ones done. 

I also know what I want to do after I finish my current projects and wrap up the week. How do I know? My subconscious mind reminds me. It knows what I need to do. And want to do. If it’s important, I won’t forget it. If I forget it, it wasn’t important. 

Maybe Mr. B. is onto something. 

Hold on. David Allen tells us to write down everything, to get it out of our heads and free up cognitive space for creating new ideas and working on them. 

Who’s right? The GTD guy or the weirdo who eats McDonalds every day? 

Tell you what, until I can hang with Mr. B., I’m sticking with Mr. A. 

Because I like big lists and I cannot lie. 

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Revenue generating activity

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Business advisors of all stripes talk about the primacy of revenue generating activity for sustaining and growing a business. They tell you to should spend most of your time doing this because it is the only thing that brings in income.

“Everything else is an expense.”

Literally, that’s true. If you spend most of your time and resources on creating value for your clients, your business will be profitable and grow.

So, how do we define revenue generating activities? 

For lawyers in private practice, anything you do that allows you to bill a client clearly qualifies. Admin tasks might be necessary for managing the people and processes for creating and collecting that revenue, but don’t qualify as revenue generating by themselves.

Okay, so you want to spend most of your time doing billable work. But how much?

If you spend 80% of your time doing billable work, is that enough? Is spending 20% of your gross income (and time) on admin too much? 

Ultimately, this is the debate we have with ourselves, our partners and advisors.

But it doesn’t only come down to doing the work vs. the cost of getting it done. There are other activities that come into play.

Continuing education, personal development, and business development, for example. 

These aren’t revenue generating in the classical sense, but they can create significant revenue, arguably with significantly less effort than it takes to do the billable work. 

It’s true. 

When you improve your marketing skills, you can get more leads and prospective clients, attract bigger cases and better clients, expand into additional markets, and increase profits by being able to hire more help and/or open more offices.  

When you improve your personal skills, e.g., sales, networking, speaking, writing, productivity, etc., you can attract even more prospects and close a higher percentage of them, get more repeat business, streamline your workflows, and build deeper relationships with other professionals who can lead you to additional opportunities to develop your practice and career. 

And when you improve your core legal skills and knowledge, you can increase your value to your clients, allowing you to bill higher rates. 

Revenue generating activities, to be sure.

I can’t tell you how much time to spend on these activities, only that if you want to grow, you should consider spending more. 

When you’re ready to take a quantum leap in your practice, here’s what to do

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My simplified weekly review checklist

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Do you ever find yourself avoiding your weekly review because it takes too long? You’re busy, tired, or have too many other things to finish? 

Me too. 

Which is why I keep a simplified weekly review list to use when I’m pressed for time or otherwise not up to doing a full review.  

I quickly review 4 things: 

  1. Calendar
  2. Email
  3. Projects and Tasks
  4. Notes

Here’s what I look at: 

  1. Calendar:
    • Review upcoming week to 10 days (appointments, events, scheduled tasks) and note anything I need to re-schedule or prepare. 
  2. Email:
    • Respond to short, important messages; flag longer messages and actionable items, or add them to my task app
    • Add reference material, content ideas, to my notes app
    • Delete (almost) everything else
  3. Projects and Tasks:
    • Review current/most important projects (not all projects)
    • Make sure each project has Next Action(s) and add these to my task app. 
    • Review upcoming tasks: Delete? Defer? Delegate? Change priority? Add additional tasks?
  4. Notes
    • Improve title, clarify key points
    • Add tags and/or links
    • Add links to relevant notes to upcoming tasks
    • File or re-file (in Area of Focus, Project, or Resources)

I give myself 15 minutes and that’s often enough to keep things organized. If I run out of time, I’ll postpone reviewing my notes so I can focus on action items.

How about you? 

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