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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Just google it?

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When you’re fresh out of ideas for blog posts, newsletter articles, or other content, you can always head over to your favorite search engine, put in some keywords related to your field, and see what people, a.k.a. prospective clients, are searching for. 

Not only will you get ideas for your next blog post or article, you can use the same search terms they use, or a variation thereof, in your title or subject.

The subjects they search for, the questions they ask, can not only provide you with subjects to write about, but search traffic to your blog or article.

You can wing it and see what comes up, or use a more methodical method:  

Type a keyword in the search field, press the spacebar, type the letter “a”, and you’ll get 10 search results (on Google) in the drop-down menu. Copy these and search again using the same keyword and the letter “b”. 

You can go through the entire alphabet and get more results. You can then type in keyword phrases instead of single words and go through the process again. 

And then, if you want even more results, choose a different keyword (or phrase) and search again. 

30 minutes of searching and you’ll have more topics than you can shake a stick at. 

But there’s more. . . 

On the Google search results page, look for the “People Also Ask” section. You’ll see questions related to your search term. Grab some of those questions and answer them in your next post. 

Then, scroll down to the bottom of the search results page and look for the “Related Searches” section. Yep, even more ideas.  

You can also use the “Google Trends” tool to find more current or newsworthy (trending) ideas.

But you’re not limited to using dusty old search engines to find ideas. Now you can use one of the many AI tools that are popping up everywhere.  

This morning, I asked one of those AI Chabots, “What are some ways to get ideas for blog posts other than using google?” It gave me several suggestions: 

  • Look at your competitor’s blogs, “to see what topics they are covering. this can give you ideas for new topics, or inspire you to approach a topic from a different angle.”
  • Ask your readers what they would like to see or see more of. Use a poll, email, social media, “or by simply asking for feedback in a blog post”. 
  • Peruse social media popular posts or hashtags to see what people are asking or talking about.
  • Attend industry events (to learn the latest trends and news in your niche and write about those subjects).
  • Use tools like BuzzSumo, Feedly, or Pocket to see what’s being covered. 

And that was just a few results from asking a very general question. 

You can ask these bots much more specific questions that elicit more detailed responses related to your field and your target market.

Ask it what estate planning subjects are popular with people in your area who now work from home. Ask it to tell you the questions burn victims typically ask when they’re looking for an attorney who specializes in this field. Ask it to tell you which market sectors are more likely to buy or sell commercial real estate in the next few years.

And if it doesn’t give you enough information, or specific enough information, ask follow-up questions until it does.

My favorite part: unlike simple search engines, these bots remember what you previously asked, and the answers it provided, which means you can carry on a conversation with it and get better results.

Don’t rely completely on anything it tells you, of course. Use the results you get as a starting point—ideas to research and write about.

More ideas than you could ever use.

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Get more referrals by doing something referable

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Referrals aren’t limited to someone (a client, colleague, friend) telling someone else about you and encouraging them to call you about their situation or question. Referrals also occur when someone tells someone about something you did or said.

Something interesting, noteworthy, or helpful. 

Because when people share that, it is a referral by another name. 

When a client tells a friend about the case you are handling for them, about your upcoming event, or even about a humorous situation you told them about, it might prompt the people they tell to realize they need to talk to you about a legal situation. 

That’s a referral. 

When people hear your story, example, how-to, or interesting nugget of information, they often pass it along to others. 

And while this can and does happen organically, you can make it more likely to be passed along by putting your story or nugget in writing and sending it to your clients and contacts.

Some lawyers call this a newsletter. But it can also be delivered via a blog, a handout or mailer, or in a presentation. 

Start by collecting things you do throughout the day, or things you hear or read that might have some interest to or benefit for your clients and contacts or the people they know. Be especially alert for things that are remarkable, timely, humorous, or contrary to conventional wisdom. 

Anything surprising is a good bet.

Make it easy for them to share by summarizing it in sound bites or bullet points. Tell them what it means and who might want to see or hear it. Give them lists, flyers, or reprints, and make sure everything includes your website and contact information.

You don’t have to do anything more than share your story or nugget. If it’s interesting enough, the people you share it with will do the rest. 

How to get more referrals from your clients

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How to build a law practice without social media

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Extremely successful, perpetually cranky copywriter Ben Settle, who I have followed for a long time, famously built his list, top-shelf newsletter and businesses without social media. 

He was recently asked how he does it. 

By doing things people did to build their lists before social media.
It’s okay to use it, if you want to.
But only amateurs buy into “needing” social media for list-building.“

Ah, a man after my own heart. 

What did people do before social media? About what you think:   

Advertising, networking, public speaking, interviews, joint ventures, seminars, sponsorships, writing articles/books. . . and mentioning their offer (website, newsletter, services, etc.) to people connected with their target market. 

Things that work just as well today, and arguably better. For building a business, a newsletter, or a law practice.

There’s also SEO and publicity and direct mail and handouts. Some work better than others. Some require money but very little time. And some are incredibly labor intensive and not a lot of fun. But work.

What you should do depends on your field, your niche, what you offer, your budget (and tolerance for risk) and what you like and are good at. 

I know, too many choices. Pick something that’s not social media and run with it. 

On the other hand, if you’re okay with social media but find it challenging to find time to do it, your best bet might be advertising on social media.

Could be the best of both worlds.

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How to start a presentation

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How do you start your presentations? Most people start by welcoming the audience and giving them a glimpse of what they are about to learn or hear. 

The problem with this is that the audience often tunes out before you get to the meat and potatoes—the benefits they showed up to hear.

You’ve got 7 seconds to get the attention of your audience. Don’t squander that time by clearing your throat.  

What should you do instead? Start “in the middle”. 

Open your presentation by hitting the audience over the head with a rhetorical two-by-four. To wake them up and get them to listen.

There are many ways to “start in the middle”. You can lead with the “bad news,” the crisis, the problem, or the pain. You can open with the moment just before the outcome or in the middle of it. You can start with a surprising statistic, a shocking statement, a bold promise, or an embarrassing confession.

Or you can lead with an emotional story, especially about a subject your audience will relate to.Something they have experienced or something they fear.

In fiction, they say start in the middle of the action. In law, we call it “in medias res.” Both describe the importance of disrupting the thoughts in the mind of your listener and bringing them into your world. 

One good way to do that is to lead with a question. 

If you start by asking what they think about a problem that concerns them, for example, they’ll immediately think about that problem and are thus immediately engaged in what you say.

Keeping them engaged is easier when you start out that way, and an engaged audience is an audience who will listen when you ask them to do something. Which is how your presentation should end. 

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It’s not supposed to be easy

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Practicing law. Marketing. Building your career. None of it is supposed to be easy.

Sometimes it is easy. But not always. Don’t expect it to be.

If it was always easy, if everyone you talk to wants to sign up, if everything you write goes viral, if everything you sell is purchased and clients keep coming back for more, you’re playing it too safe and limiting your growth.

Don’t do that.

Don’t make it your top priority to please everyone or avoid offending anyone. Don’t avoid all risks or wait until you’re 100% sure before you begin.

Don’t sell cheap. Don’t give it all away.

Be nice, but don’t be a pushover.

When you lose, accept the loss and keep going. Loss, rejection, struggle, pain—are part of the process. And you should welcome this because the more you lose, the more opportunities there are to learn and grow and do bigger things.

On the other hand, it’s not supposed to be unbearably hard. Don’t believe it, or accept it.

There is always light at the end of the tunnel. Success is truly just around the corner. Things do get better.

Assume that everything is always working out for you. Because it is.

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Tell me about your law practice

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When someone asks you to tell them about your work—what you do, the problems you solve, how someone can tell when they need your help—the words come easily to you. When they have questions, you have answers. 

We’re talking about interviews. A simple and effective way to market your services.

Someone with an audience invites you to talk about your work, you get to tell their audience all about what you do, give out your website and other ways people can learn more, and how to get in touch with you.  

Blogs, magazines, newsletters, podcasts, and other publishers and contact marketers are not only are willing to interview you, they need you, because their audience needs you. 

These publishers know you are an expert and can cogently apeak about subjects about which their audience is interested. They know you will provide valuable information, which is why lawyers are in high demand for interviews. 

Many interviewers welcome you to provide them with your introduction and with questions they can ask you. It makes their job easier and makes for a better interview.

Once you do a few interviews (and add them to your bio), getting additional interviews becomes even easier. 

If the interviews (or transcripts) are published online, they can be a continuing source of traffic and leads leads for you. 

How do you get interviews? You can start with a simple letter of introduction you send to publishers and podcasters. Look for those who do interviews about legal and related topics. Tell them about your experience as an attorney, about other interviews and presentations you’ve done, and a roundup of the types of subjects you can speak about. Invite them to contact you if they are interested in exploring further.

Yeah, as simple as that. 

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