David M. Ward – Page 50

Trust me, I’m not a doctor

February 27, 2023 by David M. Ward

I don’t know about you but in the last few years, I’ve lost what little remaining trust I had in the medical community.

I now “DON’T trust AND verify”.

Which is problematic for me given this statement I recently found online:

“Medicine works best when the patient has complete confidence in his doctor’s skills. Doubts about the doctor delay recovery.”

I don’t know if this is based on research but it makes sense. If you believe you’ll recover (with a doctor’s advice and treatment), it seems you’ll be more likely to do so.

When I read this statement, I wondered if the same can be said about attorneys. If a client doesn’t trust their attorney, are they less likely to have a successful outcome?

And I thought the answer to that question would have to be “no”. Because what someone thinks about their attorney doesn’t affect the job that attorney does for them.

But it does.

If the client doesn’t trust their attorney, they might hold back important details, and exaggerate others. The attorney’s perception of the case clearly depends on what the client tells them, at least initially, and if the client isn’t forthcoming, the case can suffer.

While an experienced attorney can usually figure out what they need to know, having a client who holds back certainly makes things more difficult.

In addition, clients who don’t trust their attorney are more likely to question the attorney’s fees or handling of the case, which isn’t good for anyone.

On the other hand, clients who trust the attorney are more likely to hire the attorney in the first place, and bring them repeat businss and more referrals.

Bottom line, you want your clients to have faith in you and it’s up to you to make that happen.

Filed Under: Client relations

I’m working

February 24, 2023 by David M. Ward

One of the nice things about being a writer, or an attorney who does a lot of writing, is being able to indulge our other interests.

When we watch videos about something that interests us, for no other reason than because we enjoy it, we not only give our brains and bodies a brief respite from our busy schedules, we learn things we can use in our writing.

Examples, stories, new ideas or new ways of looking at old ideas help us illustrate our points and make our articles and posts more interesting.

They can also stimulate us to be more creative and productive. Seeing how others do presentations, structure their articles, or make their points can give us new ways of doing what we do.

Reading books about history can make us better leaders and problem solvers. Reading about entrepreneurship can help us get better at building our practice or business. Reading mysteries or doing crossword puzzles can make us better problem solvers and keep our brains from getting rusty.

Read widely. Every day, even if just for ten minutes. Take notes, even if it’s just a quote or one sentence about what you read.

Follow your curiosity. Go for walks and think about whatever is on your mind.

And don’t feel guilty about taking time to do this.

What you read can teach you, inspire you, and help you become better at what you do.

You may not be able to bill for the time you spend doing something other than your core work, but you’re still getting paid.

Filed Under: success, Writing

Start with what, not how

February 23, 2023 by David M. Ward

I’m guilty of this myself. Trying to figure out how to do something or improve something when that’s the wrong question to start with.

The right question is, “What do I want?“

Because when you know what you want (to be, do, or have), you can almost always figure out how.

Asking “how“ before you know “what“, often leads to wasting time on less important projects or goals.

Finding solutions without a problem.

Example? You’re trying to figure out how to set up a new website. All your energy is dedicated to looking for ways to do that, or finding people who can do it for you.

If you had first asked, “What do I want?” you might have realized that you want more opt-ins to your email list, and while a new and improved website might help, there are other things you can do to get what you want that don’t require a new website.

“What” is more important than “how”.

If you’re not sure of what you want, or even if you are, a good follow-up question to ask yourself is “why?” Why do I want that? Why is it important to me?

The answer to that question will confirm that what you said you want is indeed important and valuable to you, (or it isn’t), and provide you with the motivation to move forward.

Why do you want more opt-ins? Because this is a simple way to get what I want: more clients from the visitors to my website.

First, figure out WHAT you want (and why). Then, figure out HOW to get it.

Email marketing for attorneys

Filed Under: Email, Law office management, Marketing Plan, Online Marketing, Productivity

Tending to your digital garden

February 22, 2023 by David M. Ward

What would you do if you opened your task app and found it empty? No tasks, no projects, no ideas—nothing. (And you don’t have a backup.)

Would you panic? Not be able to do any work. Or would you see it as an opportunity to make a new and better list?

That’s what I would do.

In fact, periodically, that’s exactly what I do. I put all my tasks and projects out of sight and build a new list from scratch. The new list is, of course, much shorter than the original. Which is the point. The new list contains the most important things I know I have to do. No fluff, no busy work.

Just the essentials.

Once I’ve created the new list from memory, I go through the old lists and add a few things to the new list I’d forgotten. But only a few. The point of this exercise is to get rid of the clutter so I can focus (and do) the most important tasks and work on the most valuable projects.

My re-constituted list is a joy to look at and work through. Because it isn’t a never-ending mass of “too many,” it’s a lean sprinkling of “just right”.

I do something similar with my notes. I have too many to do this much housecleaning, but I regularly archive old notes, eliminate duplicates, and organize notes that relate to current, upcoming, or ongoing projects.

And I suggest you do the same.

The best time to do this is when you start using a new app. It feels good to populate your shiny new app with the things that are most important to you.

If you’re not not changing apps, or you’re not sure about doing this, start with your someday/maybe list. You know, that dumping ground of ideas you told yourself you want to get to one day. Be ruthless, here. Cut out most of them. (If it’s something you really want to do someday, it will find its way back onto your list).

When you reduce the digital clutter in your life, it helps you identify your priorities and focus on them. You do your most important work, your day is likely shorter and less stressful, and you have peace of mind knowing you’re on top of your work.

You’re doing what’s important, not just staying busy.

Filed Under: Productivity

The power of clarity

February 21, 2023 by David M. Ward

We all know the value of focusing as a mechanism for creating successful outcomes in our life. The more we concentrate our time and resources on something, the more likely we are to be successful at it.

In law school, we focused on learning the law. When we started practicing, we focused on bringing in clients, doing the work, and running the business side of things.

What we focus on grows. Which is why it is important to choose what we want to focus on instead of aimlessly doing whatever might be in front of us.

The first step is knowing what you want.

When you know you want something, you activate your Reticular Activating System (RAS), the part of your brain that helps you notice things that are important to you and filter out things that aren’t.

When we lived in caves, what was important to us was finding food and staying safe from enemies. Our RAS helped us stay alert about the strangers we encountered and notice the berries that were safe to eat.

Today, if you’re interested in buying a red car, you suddenly notice red cars everywhere. And tend not to notice ones that are green or blue.

If you want to build your practice, your RAS will help you notice things that will help you do that. Articles, people, ideas, and opportunities you might not have noticed before are seemingly everywhere.

How can you use this to your advantage? By getting clear on what you want. Decide what’s important to you—your goals, your purpose, your values—and let your RAS go to work.

When it does, pay attention. The things it helps you notice are consistent with what you said you wanted.

Filed Under: success

The simplest way to get more (of anything)

February 20, 2023 by David M. Ward

You want new clients. Repeat business. Referrals.

You want more people making an appointment, booking you as the speaker at their event, posting a review, signing up for your list, or liking and sharing your post.

Bottom line, you want more people to do something.

The simplest way to accomplish that? Ask them again.

Because they forget. Or aren’t yet convinced. Or need to give themselves permission to spend the money.

If you don’t ask again, if your messages (email, calls, conversations) are “one and done“ you are missing out on as much as 50% of the sales or “yesses” to whatever it is you’re asking.

Maybe more.

I know you know this makes sense. I also know you might not want to do it, or do it as much as you could, because (a) you don’t want to appear needy or greedy, or, (b) annoy anyone.

But think about this:

If you have something valuable to offer, something people need and want and will benefit greatly from getting, you need to do everything you can to help them get it.

If you don’t, how will you feel if something happens to them that might have been prevented or mitigated if you had followed up?

This doesn’t mean you should pound on people to sign-up. Just remind them, respectfully, but repeatedly, and keep doing that until they get it.

And guess what? They want you to do this.

They want you to tell them again. Remind them of the benefits and/or what they’ll lose if they don’t take action.

They appreciate being reminded of an approaching deadline. They appreciate that you respect them enough to stick with them while they figure out how and when they can sign up.

Sometimes, they need to hear from you again before they’re convinced of the seriousness or urgency of your request or offer.

Assume they didn’t get your previous message or got busy with other things. Assume they need to hear more reasons, more examples, or what more people say about your services.

Because they do. If they didn’t, they (might have) signed up the first time they heard from you.

Follow-up is essential to building your practice. And you need to do it.

The only thing you have to figure out is how often.

But you don’t have to figure that out in advance. All you need to do is figure out the next follow-up, and put that on your calendar.

The easiest way to follow-up is with email

Filed Under: Communication, Increase your income, Marketing legal services

Simply the best

February 17, 2023 by David M. Ward

You are the best in your field. The most talented, the most successful, the most dedicated to your clients.

That’s why your clients hire you; that’s why prospective clients should do the same.

Unfortunately, you can’t go around saying you’re the best. Even if it’s true.

You want others to say this about you. Which is why you should do everything you can to obtain testimonials, positive reviews, and praiseworthy survey responses from your clients, and endorsements from prominent people (especially other lawyers).

It’s also why you should get yourself invited to be interviewed by centers of influence in your niche and be seen in their company.

If you say you’re the best, people will doubt you. Maybe laugh at you. If your clients and others say you’re the best, it must be true.

Not only does third party praise help you bring in more business, these kinds of comments give your clients a warm and fuzzy feeling knowing that they made a wise decision to hire you.

It also means you’ll attract higher-paying clients and a lot more referrals, because you’re not just competent, you’re the best.

Don’t be shy about asking your clients for reviews and testimonials. If they’re happy campers, they should be happy to provide them. But you have to ask because they may not know how important this is to you.

And, while you’re collecting these, you can create the same effect by liberally adding client success stories to your articles, posts, presentations, and other content. That’s where you describe a client’s case or situation before they came to you and how you rescued them and made everything better.

Set up a file to collect emails and quotes from people who say something nice about you. Thank them, tell them how much it means to you, and ask, “May I quote you?”

Happy clients are the foundation of a successful practice

Filed Under: Client loyalty, Client relations, Law office management, Marketing legal services, Referrals

Maybe you need some new friends

February 16, 2023 by David M. Ward

Jim Rohn said, “If you wish to be successful, study success.” A good place to start is by studying successful lawyers.

Some lawyers are great marketers. Some are great at managing their practice. Some have other skills that have helped them build a happy personal life.

You would do well to identify, learn from, and emulate the ones who know what they’re doing, as long as what they are doing is consistent with how you work and what you want to build.

It might be someone you know. Spend more time with your successful lawyer contacts. Ask them what they’re doing, find out the systems and methods they use, ask them to recommend vendors and resources, and follow in their mighty footsteps.

It might be someone you would like to know. Ask your contacts if they know them and ask them to introduce you. Or just pick up the phone and introduce yourself. Tell them you liked their article, ask a question, or congratulate them on their recent victory.

Sometimes, you can learn from someone without ever speaking to them.

Study their articles, their website, their advertising, their webinars, and anything else you can find about them. Discovering their secrets might be as simple as reading their book, watching their videos, or subscribing to their newsletter.

And there are other ways you can benefit from networking with successful lawyers.

You can learn about their practice areas and markets. Find out who’s who and what’s what.

You can promote each other’s content, events, and practice.

You can become workout partners, holding each other accountable to doing what you said you intended to do.

Or you can help each other with learning how to use an app, sharing templates or forms, or providing feedback about your new project.

At the very least, other lawyers can inspire you and show you what’s possible. Having a successful lawyer to model gives you a track to run on.

What if you’re not sure you have something to offer in return?

But you do.

You can promote their practice, without asking anything in return. Send them referrals if you can, write about them on your blog, interview them for your channel.

You’ll get their attention. And earn some of their time. And take the first step towards a mutually rewarding professional relationship.

And maybe a new friend.

How to get referrals from other lawyers

Filed Under: Referrals, Relationship marketing

I was a dumb kid

February 15, 2023 by David M. Ward

I’ve told you that when I was a kid, I hated pizza. But I had never eaten any. There was just something about it I was sure I wouldn’t like.

Yeah, dumb.

You know what happened. You know my parents told me to “try one bite” and if I didn’t like it, I didn’t have to eat any more.

Of course I loved it.

On the other hand, my grandfather told me that beets were good for me and I would like them. Nope.

So, parents and grandparents aren’t right about everything. But they’re right about one thing. You won’t know until you try it.

We know this is true as adults. Or do we?

More than a few attorneys tell me they don’t like (take your pick of marketing activities). So they don’t do it. Even though they never tried it.

More often, they have tried it. They just didn’t try it enough. Or learn how to do it properly. So they don’t do it again.

I’ve done this. I’m sure you have, too. We think we know better. We’re stubborn. And we tell ourselves that something isn’t for us.

My message to you, and to myself, is to not only try things that might be good for us, but to give them a fair try.

One time might not be enough to determine that networking isn’t your thing. Maybe it was the wrong organization for you, or you met the wrong people. Try again.

Advertising? Yes, you might lose money and decide it’s not for you. But you could also learn from your first experience, improve, and go on to earn a fortune.

One time being interviewed on a podcast or giving a talk (and messing up) doesn’t mean it will always be that way.

Giving things a fair a fair try also means being willing to learn more. You might try something you read about in a book, for example, and get poor results. But you might read another book that gives you another way and that might be just what you needed.

You wouldn’t know that if you didn’t read that other book.

But what if you give something a fair try and hate it? What then?

Don’t do it. Don’t continue doing things you hate, even if they work. Delegate them or outsource them, or do something else that works that you enjoy.

I tried beets and hated them, even if they were good for me.

Pizza was an entirely different story.

Filed Under: Personal development

It just takes one

February 14, 2023 by David M. Ward

Public speaking at industry events and conferences has long been an effective way for lawyers to build their authority and reputation.

But there are some challenges.

You can’t just waltz in and expect to be selected to speak. You have to build your authority and reputation outside of those events before you are recognized and invited (or accepted) to speak.
Being a good lawyer doesn’t mean you’re a good speaker.
You can build your reputation and authority, and an email list, through less demanding forms of content creation. Articles, a blog, a newsletter, interviews, podcasts, and the like, provide much greater exposure and many more leads. And your content will live online forever, continuing to do so.

On the other hand, speaking at a convention or industry event offers a big benefit. It allows you to put on your bio that you spoke at said event.

They invited you to speak, so you must be good at your job.

So, do it once or twice. Get yourself invited to a panel discussion or to the center stage. You’ll forever be able to say that you did this, as I shamelessly do when I mention speaking at an ABA convention.

But there is one additional benefit for speaking at these events. You get to meet influential people, which can lead to referrals, introductions, and other marketing and business opportunities.

And this should be your primary goal when you attend any event, even if you’re not one of the speakers.

It just takes one. Because if they are the right one, it can lead to massive growth in your practice and career.

How to take a quantum leap in your practice

Filed Under: Content creation, Image, Increase your income, Networking, Public Speaking