Ten ways to get more done in less time

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If you could get eight hours of work done in six hours, you would have two more hours to do billable work.

Or you could go home early.

Either way, working faster is your friend.

There are many strategies for getting things done in less time. Here are some of my favorites.

  1. Single-task. Doing one thing at a time allows you to get things done faster because you’re able to focus and work at a deeper level. You’re also not wasting time “task switching”.
  2. Time-block. Scheduling blocks of time on your calendar to work on important tasks or groups of tasks forces you to work on those tasks.
  3. Shorter deadlines. Parkinson’s Law says, “Work expands to fill the time available for its completion,” which means you can usually get things done in less time simply by allotting less time to complete them.
  4. Do your most important tasks first. Get your most important or difficult tasks done when your energy is highest. You’ll be better able to concentrate and work faster.
  5. Plan your day in advance. At the start of the day, or even better, the night before, plan your day so you know what you’re going to do and can move from task to task without having to figure out what to do next.
  6. Divide big tasks into smaller sub-tasks. You’ll procrastinate less when you “only” have to do something that takes a few minutes. You’ll also get a dopamine fix each time you complete a sub-task and check it off your list, making it more likely that you will continue working until you’re done.
  7. Eliminate bottlenecks. Examine all the steps and identify those that slow you down or send you off on tangents. Fix these by finding alternative methods or delegating those steps to others.
  8. Gamify your tasks. Promise yourself a reward for achieving important milestones–making twenty calls, working for twenty minutes, or completing 2000 words, for example.
  9. Take breaks. When you’re “on a roll” (“in a state of flow”), keep going. Lose yourself in the activity. Otherwise, to avoid mental burnout, take a five-minute break every half hour or so. Clear your mind, stretch your legs, and hydrate, before you go back at it.
  10. Done is better than perfect. Give yourself permission to do a “bad” first draft or first iteration. You will often find that its “good enough” and if it isn’t, you’ll have time to fix it. It’s easier to fix something that’s done than to do something from scratch.

Okay, one more: Dictation.

When I was practicing and had staff, I dictated and recorded my work product and had someone else type it. Today, I often use text-to-speech software to get first drafts done in a fraction of the time.

How about you? What are your favorite ways to work faster?

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Too much or not enough?

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Most lawyers present prospective clients with a single option: hire me to do “x” [or don’t].

The problem is, if they don’t want “X” or think it’s too expensive, they have nowhere to go but out the door. If you give them two or three options instead of one, you increase the odds of getting hired.

Right?

Maybe. If you’re not careful, giving them too many options, or the wrong options, can lead to the same result.

Too many options can lead to confusion and indecision. They need to think about it (but don’t). They need to discuss it with someone (who is equally indecisive).

So they do nothing. Or find a lawyer who offers something simpler.

I’m not saying you should stick with one option. Sometimes, that’s the right choice. Sometimes, it’s not.

How do you decide?

There are many factors to consider: the legal issue, deadlines, the stakes, the client’s experience, their budget, how many other attorneys they’ve talked to (or hired before), and more.

It also depends on the quality of your marketing documents and salesmanship.

Most lawyers take the “safe” route. They look at what other lawyers do and copy them. If they all offer one option, they do too.

Some lawyers look at what other lawyers are doing and do the opposite. The masses are almost always wrong, they believe, and even if they’re right, being different is the essence of differentiation.

The smartest bears in the woods admit they don’t know and try different approaches. They offer different groups of prospective clients different options or they offer all clients one option for six months and a different set of options for six months and see what works better.

They might have different packages or price points for clients with different budgets, for new clients (to get them in the door) and returning clients, and for clients in different markets. They also have something to offer to prospective clients who balk at the first option.

They track their numbers and that’s how they know.

What’s that? You want a simpler answer? “Just tell me what to do!”

I just did.

This will help 

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You will always have competition and that’s good

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Are you concerned that there too many attorneys in your market? Don’t be. As long as there is demand for the legal work you perform, it doesn’t matter how many other attorneys there are competing for it.

The reason? Clients buy you before they buy your services, and you are unique. Build relationships with prospective clients and referral sources and you will effectively have no competition.

But hold on. Having competition is good.

It’s good because the existence of competition proves the existence of demand. If the work wasn’t there, the other attorneys would find something else to do.

Having competition is also good because it forces you to find ways to differentiate yourself. When you do, marketing is easier and more effective because you are able to show your market an advantage to choosing you.

Your competitors can also provide a fertile source of ideas. Follow them on social, subscribe to their newsletters, study their ads and blog posts, and discover what they’re doing that you can do better or differently, or discover market segments they have overlooked.

Meet your competition and get to know them. Find out what they need and how you can help them. They can become a source of referrals (conflicts, clients that are too big or too small, etc.) for both of you. And, if you find yourself on the opposite sides of a case, your relationship might help you reach a better resolution.

Don’t worry about the competition. Embrace it.

How to get referrals from your competition

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Why you didn’t win $1.6 billion in the lottery

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You have a goal. You want to earn $100,000 per month. You phrase the goal in the present tense, as though it has already occurred. “I’m earning a net income of $100,000 per month from my law practice.”

You state your goal as an affirmation. You repeat it often, with feeling, and imagine yourself earning that income.

Since “your subconscious mind can’t tell the difference between what is real and what is imagined,” it will help you achieve your goal, right?

Not so fast.

It’s true that the subconscious mind can’t tell the difference between real and imagined thoughts. It is like a child; it accepts whatever it is told and acts on it, without question.

Many experiments have proven this.

In one experiment, a high school basketball team was asked to shoot free throws and their results were recorded. The team was then divided into two groups. One group practiced shooting free throws; the other group didn’t practice but spent the time imagining themselves shooting (and making) free throws.

After a few weeks, the two groups were tested again. The group that practiced improved their free throw percentages by 28%. The second group, the one that didn’t actually practice, improved their free throw percentage by 25%.

So, why can’t you achieve your earning goal by imagining it?

Because you know it’s not true.

And every time you imagine it or state it as an affirmation, you’re affirming that it isn’t true. You keep reminding your inner child that you’re not earning $100,000 per month, ensuring that you continue to not earn $100,000 per month.

When you focus on what you don’t have, you get more of “not having” it.

The answer is to imagine and affirm something that is either true or believable and consistent with achieving the goal.

Instead of affirming that you’re earning $100k per month, for example, affirm that you are “investing 15 minutes a day to learn how to get better at marketing”.

If that’s true, your subconscious mind will help you get better at marketing. Later, you can choose another affirmation that will help you take things to the next level.

On the other hand, someone just won $1.6 billion and probably didn’t believe it was possible. So what the hell do I know?

 

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Stop kidding yourself

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I can’t tell you how many attorneys, having heard something I said or wrote, tell me, “I didn’t go to law school to become a salesperson,” or “I’m not good at sales.”

No, you’re not a salesperson. But you do sell your services. And, if you have any clients and get any referrals, you’re pretty good at it.

You speak to a prospective client and convince them (or allow them to convince themselves) to hire you. You speak on stage and convince people to make an appointment. You meet with a fellow professional, show them how you can help his or her clients, and eventually, persuade them (or allow them to persuade themselves) to send you referrals.

A while back, a subscriber (thanks, Tom) sent me this quote: “Pick your butt out of your chair thinking that a forty hour week is going to do it. Yep, forty at the machine, but forty more out in the field hustling and bending elbows with prospects and satisfied customers egging them on to give you referrals.”

The author was Frank Lloyd Wright.

Architects need to sell their services and so do attorneys.

How to get your clients to send you more referrals

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Are you ready to be an overnight success?

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Ever wonder why some people seem to be an overnight success? Are they just lucky?

I think luck is a factor. Some people have it, some don’t. But more than luck, the people who quickly build a practice or business or their career do so for a very good reason.

When opportunities present themselves, they act on them.

Many people see the opportunities but do nothing. Or move too slowly and miss the boat. As Abraham Lincoln said, “Good things may come to those who wait, but only things left by those who hustle.”

If you are the overly cautious type, can you train yourself to see the opportunities around you and, more importantly, can you train yourself to hustle?

Maybe.

Here’s how I’d go about it.

Start by taking some business classes (yes, even if you don’t have business clients). Learn how to appraise a business or an apartment building. Learn how to read a balance sheet and how to buy or start a small business.

Read biographies by and about entrepreneurs and how they built their fortunes. Find ways to spend time with them. Pay attention to how they speak, how they think, and how they manage their priorities.

And then, here’s the killer strategy: Develop the habit of making decisions quickly, without having all the facts.

Start small and try lots of things. Sell something on eBay. Buy something on Craigslist. Give yourself permission to be wrong most of the time because that’s how things usually work. You might try fifty ideas and find one that works.

But one might be all you need.

Earl Nightingale said, “There comes a time in every person’s life where they are given the opportunity to earn more in the next 12 months than they have in the previous 12 years”

Make sure you’re ready for it.

How to meet business owners and professionals

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Screw motivation

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You don’t feel like calling that client, writing that article, or researching that motion.

So what?

You don’t need to “feel” like doing anything to do it. You just do it.

You do it because you have to. Because bad things will happen if you don’t. Because as Steven Pressfield writes in The War of Art, “At some point, the pain of not doing it becomes greater than the pain of doing it.”

Ah, but what about all the optional stuff? The things you need to do to accomplish your goals that don’t have immediate negative consequences if you don’t do them?

Like marketing.

You know you have to do it because if you don’t, your income will shrink or you won’t achieve the goals you (say you) want. But you still procrastinate.

The answer–the way you get things done without motivation–is to establish systems and habits that align with getting those things done.

When you schedule 15 minutes a day on your calendar for marketing (or whatever) and commit to it, you will see progress. Even if you don’t feel like making the calls or scratching out the words, you’ll do it because the alternative is to sit quietly, thinking about what you’re not doing.

(Note, if 15 minutes is still too much for you to handle, start with 5 or ten.)

Checklists can play a part in your systems. It’s easier to do something you don’t want to do when you have a pre-determined sequence in front of you that leads off with easy tasks that help you start.

Breaking up tasks into bite-sized pieces can help. Ten minutes of assembling and organizing your notes and ideas (while you’re watching the game) will make it easier to take the next step.

Ask yourself, “What could I do to help me get [whatever] done?” Would coming in an hour early twice a week help? Would hiring someone to do the most difficult or disagreeable parts help?

There are answers. You can get things done without motivation. But only if you have enough internal motivation to do it.

15 minutes a day can help you get more referrals

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The practice you want, the marketing you’ll need

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Yesterday, I saw an article with the title, “The retirement you want, the money you’ll need”. Good title. I took it and wrote the title of the post you’re reading now.

The point? You can get ideas for content and headlines just about anywhere. But only if you’re looking for them.

And by looking, I don’t mean scouring through blogs or your incoming email hunting for ideas. I mean being open to ideas finding you and being ready to write them down when they do.

I find ideas in many places. You will, too. Make sure you have an “idea” file or tag, read widely and deeply, and write down anything that strikes you, even if it seems silly or done-to-death. Develop the habit of finding and recording ideas first. Quality can come later.

Had you encountered the original title that inspired this post, you might have come up with a headline like, “The settlement you want, the lawyer you’ll need,” “The security you want, the legal protection you’ll need,” or, “The lawyer you want, the questions you’ll need to ask”.

Like these? They’re yours.

Developing the habit of collecting titles and ideas will pay many dividends. Continually fill your idea folder, regularly sift through it, and you’ll never run out of things to write about or effective headlines or titles to describe them.

I save my ideas in Evernote

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Interviews for the win

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People like to read about people. One of the simplest and most effective ways to market your practice is to interview people in your niche market.

Interview another professional. Interview a business owner or executive, a blogger or YouTuber. Interview one of your business clients. Interview anyone with an interesting story, information or advice pertinent to your niche market.

  • You’ll get content your target market wants to read (and your interviewees provide most of it)
  • You’ll get traffic to your blog, shares of your emails, social media posts or videos
  • You’ll get more subscribers and followers, prospects, and clients, and build your reputation as a leader in your market
  • You’ll have the perfect excuse to reach out to and meet influential people in your niche market
  • And you’ll get some of the people you interview asking to interview you, providing you with additional exposure

Interviews are easy. Ask 5 to ten questions, record and transcribe the interview, and turn it into a blog post or newsletter article. You can even turn an interview into a book. Here’s a book I published based on an interview of another attorney: How to Build a Successful Appellate Practice

Here’s a book I published based on an interview of me: How to Build a Successful Law Practice with Referrals

And here’s my book about how to turn interviews into books: The Easy Way to Write a Book

Interviews are easy. And pay the bills.

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A daily habit for people who think too much

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My wife and I are talking about getting a new car. We’re considering a hybrid, talking about features, costs, and gas mileage. My wife asks me a question. “I think better on paper,” I tell her, and reach for a pad and pen.

By writing things down, I see things more clearly. I can weigh the pros and cons, do the math, and figure out what I think. That’s harder to do when everything is still in my head.

Author Joan Didion said, “I write entirely to find out what I’m thinking, what I’m looking at, what I see and what it means. What I want and what I fear.”

Yeah, me too.

While back, I talked to you about “keystone habits,” positive habits that have a ripple effect on other areas of your life. Regular exercise, for example, doesn’t just improve your physical health, it can improve mental well-being, give you more self-confidence and more self-discipline to develop other positive habits.

Journaling is another keystone habit. It can help you see what you think, work through problems, explore ideas, and clarify priorities. Benjamin Franklin kept a journal. So did Mark Twain, Thomas Edison, and many other great thinkers.

Take five minutes a day and write something in a journal. It might not make you a great thinker but it can help you figure out what you think, what you’re looking at, and what it means.

Earn more, work less. Start here

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