Blog – Page 255

What are you afraid of?

December 2, 2014 by David M. Ward

What are you afraid of? What do you know you should be doing but don’t because of fear?

Not because you don’t know how. Not because you don’t have the time or other resources. Simply because it scares the crap out of you.

It might the act of doing it. Public speaking may terrify you.

It might be possible outcomes. You’re afraid that if you start a blog, nobody will come.

It might be fear of failure or fear of success. Fear of rejection or fear of being ridiculed. Fear of losing your investment, or fear of being different.

We all have issues. The question is, what can we do about them?

We can make a decision. No, you can’t choose to not feel the fear. It’s there. Acknowledge it. Don’t fight it or try to reason with it. Let it go. It is what it is.

You can’t choose to not have the fear, but you can choose what you do about it.

You can allow your fears to stop you or you can choose to do the thing despite the fear.

Sometimes the best way to do that is in small increments. Baby steps. You may not be ready to do the keynote address at your bar meeting but perhaps you can introduce the speaker. If that’s too much, maybe you can introduce the guy who introduces the speaker.

Sometimes the best way to handle fear is to close your eyes and jump in.

A client owes you money. You have to call them to see if they’ve mailed the check they’ve promised. You don’t want to do it. It’s unpleasant. It makes you nervous. Stop thinking about it, grab the phone and start punching in numbers.

Some things may always scare us. Things that never get any easier. We feel the fear and do them because they must be done.

Other times, perhaps most of the time, we beat the fear. Things that once scared the juice out of us are no longer an issue. We did it, and it wasn’t as bad as we thought. Or we did over and over again and eventually got used to it. The thing we used to avoid doing is now a part of our repertoire.

Mark Twain said, “Do the thing you fear most and the death of fear is certain.” So what are you afraid of? And what are you going to do about it?

Clients owe you money? I can help you Get the Check.

Filed Under: Personal development, Public Speaking Tagged With: overcoming fear

I’m dying and so are you

December 1, 2014 by David M. Ward

In a galaxy far, far away (in the 1970’s) I attended my first real estate investing seminar. I was young and ambitious and had no money, but I had spunk. Mr. Grant may have hated spunk, but it was going to make me rich.

Yes, I was scared. I’m sure most of the people in the room were, too. The trainer knew this, of course and spent time encouraging us. He suggested we adopt the “I.G.D.S.” philosophy. That stands for, “I’m gonna die someday” and is meant to suggest that we get on with life because it will one day be over.

What are you waiting for? This is your life, not a dress rehearsal. Do or not do, there is no try. (Okay Star Wars wasn’t out yet. I got a little ahead of myself.)

Years later, Steve Jobs echoed this sentiment when he said,

Remembering that I’ll be dead soon is the most important tool I’ve ever encountered to help me make the big choices in life. Because almost everything–all external expectations, all pride, all fear of embarrassment or failure–these things just fall away in the face of death, leaving only what is truly important.

Over the years, I’ve reminded myself that I’m gonna die someday and I had better get on with things. Sometimes, this helped me do just that. I overcame inertia, stopped researching and planning, and got things done. Some big things, too.

As I have aged and thought more about my mortality, I realize that the clock is still ticking and there are many things I still want to do. I.G.D.S. and I had better get on it.

I also know there isn’t enough time in the day to do everything. But I have a plan.

My plan is to give myself permission to dabble. A taste of this and a taste of that. I don’t have to be “all in” with every project on my bucket list. I can sample things, not with the intent to build something big necessarily, but to savor the feeling of doing it.

Of course the challenge is that I will fall in love with what I’m doing and get completely sidetracked. But I’m not sure that’s a bad thing. As Helen Keller said, “Life is either a daring adventure, or it is nothing.”

Steve Jobs dreamed big dreams and took big chances. He make lots of mistakes and more than a few enemies, but no matter what anyone says about him, I think we can all agree that he left a huge footprint in the sand.

So, how about it? What have you been putting off until “someday”?

Life is short and so is Danny DeVito. He didn’t let that stop him, and neither should you.

Filed Under: Career satisfaction, Goal Setting, Inspiration, Personal development, Productivity, success Tagged With: Steve Jobs

Are you doing “Positive Thinking” the right way?

November 26, 2014 by David M. Ward

Many studies prove that positive thinkingÂ is good for us. It can improve our health, help us live longer, improve our performance and productivity, and improve our lives in many other ways.

Other studies show that positive thinking can sometimes make things worse.

If you imagine a goal, for example, but ignore the obstacles that lie between your current reality and the achievement of that goal, you’re not going to do what needs to be done to achieve it.

I’m not an expert. I don’t even play one on TV. But I’m going to clear this for you, my friend, based on what I have learned about the Law of Attraction.

I know, many people think LOA is a lot of nonsense. Indeed, there are a lot of aspects of it that make me scratch my head. But some parts make sense to me and that’s what I’m going with.

According to the Law of Attraction, “like attracts like”. When you think about something, good or bad, those thoughts attract similar thoughts, ideas, people, even circumstances. I won’t get into the quantum physics aspects of this, because I don’t really understand it, but supposedly, it has to do with the fact that all matter vibrates at a sub-atomic level, our thoughts are energy and energy is matter.

If this sounds too flaky for you, just think of it in terms of the subconscious mind which uses the Reticular Activating System (RAS) to filter stimuli, protecting us from harm and improving our awareness of the world around us. (You just bought a new car, now you see that car “everywhere”. That’s your RAS at work.)

Anyway, back to positive thinking.

When we think about something we want but don’t have, what we really think about is the fact that we don’t have it. Your dominant thoughts are not about the goal, they are about not having that goal (and all of the reasons why). The Law of Attraction says that like attracts like so we attract more of “not having it”.

If you set a goal of earning $10,000,000 and you’re not even close to achieving that, the more you think about the goal, the more you think about not having it. You think you’re moving towards the goal but you’re doing just the opposite.

We don’t attract what we want, we attract what we think.

Does that mean we should only choose goals that are realistic? No. Long term “dream” goals are fine. It can be exciting to think about your magnificent future. But only briefly, to set your course. Don’t dwell on it.

Instead, think truthful thoughts about your current reality that are connected to your big goal.

How do you know you’re doing it right? Your feelings give you the answer. If the thought feels good, you’re moving in the right direction.

When you think about having $10,000,000 and realize you’re not even in the ballpark, it feels bad. You might tell yourself that the goal is exciting and feels good to think about, but when you’re that far away from it, your thoughts are primarily about how far you have to go.

Choose thoughts that feel good when you think them.

For example, you might think about how you’re good at your work, and getting better every day. That’s a thought that isÂ bothÂ true and feels good and moves you a step closer to your goal. (If you’re not that good yet, take a step back and think about how you are working on your skills. True? Feel good? You’re doing it right.)

Then, reach for another truthful thought that feels good. Maybe you realize that you know some sharp business people with exciting projects you might be able to get involved with. True? Feel good to think about? Likely to move you forward towards the big goal? If so, you’re doing it right.

Perhaps after that you think about how well you get along with some of these folks. You’re spending more time with them, learning about their business, contributing ideas. These truthful, positive thoughts that feel good when you think them continue to move you forward, step by step, towards your long term goal.

Eventually, your current situation will be such that when you think about your goal it actually feels good. It feels imminent, not far away. At that point, you are on the brink of achieving that goal.

Doesn’t this make more sense than simply clinging to a thought we know isn’t true?

Thoughts lead to action and action leads to results. Continually reach for thoughts that feel good about your situation and you will continually be lead to actions which move you towards your goal.

Think about what you want, not what you don’t want, because whatever you think about, you attract.

Filed Under: Inspiration, Personal development, success Tagged With: law of attraction, positive thinking, reticular activating system

Doubling down on success

November 25, 2014 by David M. Ward

Before you know it, you’ll be doing some planning for the new year. Setting some goals, writing out plans.

When you do, there’s something you should think about.

If you make a list of everything going on in your life, you’ll note that some things are great, some things are bad, and most things, perhaps 80-90%, are “okay”.

You might look at this way:

Bad: problems, weaknesses, issues, trouble, pain
Great: working well, profitable, easy, pleasurable
Okay: works most of the time, rarely needs attention, neither great nor terrible

Okay, you get the idea.

So, you sit down to set some goals and contemplate your future. Where do you begin?

Most people start by fixing problems. If you’ve got troubles that are causing you sleepless nights, and you can do something about them, that makes sense. Get those issues off your plate so you can think, and sleep.

But if have problems thatÂ aren’t causing you pain and loss, they are simply weak areas in your life, fixing them is probably not the best use of your time.

Instead, look for areas that promise the biggest opportunities for growth and happiness. You’ll find them on your list of Â things that are already great.

Take what’s working and make them even better. As Thomas Edison put it, “There’s a way to do it better–find it.”

Let’s talk about your practice. What’s working well?

You’re getting lots of new clients every month. How can you get more? How can you get better clients and bigger cases?

Your cases are settling nicely. How can you settle them faster, for higher amounts and at lower expense?

Your employees work efficiently. How can you help be even better?

Your biggest opportunities for growth are in those areas where things are already working well. You’re doing it right. You’re successful.Â There’s always a way to do it better.

In blackjack, when you’ve got a ten or eleven, depending on the dealer’s up-card you don’t just play the hand and take the likely win. You double down and maximize your winnings. You don’t settle for good when you can have great.

Go through your list, find your good hands, and look for ways to make them better.

Want a simple marketing plan that really works? Get this

Filed Under: Marketing Plan, Personal development, Productivity, success

Apparently, you’re not as busy as you think you are

November 24, 2014 by David M. Ward

Interesting article on Inc.com on the subject of busyness. Apparently you’re not as busy as you think you are.

Why do we think we are so busy? According to the author ofÂ Overwhelmed: Work, Love, and Play When No One Has the Time, it’s because we’ve talked ourselves into believing it.

We wear our busyness with pride, telling ourselves and everyone else how much we have to do and that there’s no time for anything else. We come to believe it and becomes a way of life.

This unrelenting feeling of overwhelming busyness is not good for our health or productivity. We become anxious. We sleep poorly. We rush to complete things because we’ve got so much more to do. Relax? Vacation? Maybe later. There’s too much I’ve got to do first.

Stop telling yourself that you’re too busy. You have more than enough time to do what you’ve got to do.

The otherÂ thing we can do to stop feeling so busy is to “reduce the fragmentation in your life by scheduling uninterrupted free time”.

Because we are so connected to our work and other obligations–our smart phones and tablets are always on and always with us–it’s difficult to let go. We’re always reminded of what we’ve got to do and this jeopardizes our ability to relax.

Schedule quiet time. Time to relax and do nothing. Time away from your calendar and lists, texts and emails. Time to go for a walk and listen to music, not podcasts, or time to read fiction instead of work-related material.

I’ll admit, I’m not very good at this. I’m always working on and thinking about my current project, and my next one.

On Thanksgiving, I’ll make the effort. No work. Just family, fun, and relaxation.

As for the rest of the year, I’ll have to check my calendar and get back to you.

Filed Under: Inspiration, Personal development, Productivity Tagged With: busyness, relaxation

An attorney who gets it

November 20, 2014 by David M. Ward

I may not use the word “posture” but that’s what I mean when I recommend charging top dollar for your services, refusing to discount or match another lawyer’s fees, and being confident enough to tell prospective clients to talk to other lawyers, as I did in yesterday’s post. Virginia appellate attorney Steve Emmert gets it.

After reading yesterday’s post, he emailed me the following:

Hi, David â€“

I read this entry, and it suggested a related topic. You may recall that Iâ€™m an appellate lawyer. Because my stateâ€™s appellate bar is small, we all know each other and weâ€™re all pals. I therefore have a ready database of available alternate counsel.

My â€œrelated topicâ€ is my fees. I have intentionally set my fees at the upper end of the range for appellate lawyers here. When someone â€“ either a prospective client or one of my â€œcustomers,â€ a trial lawyer â€“ calls and asks about my fee, I tell them up-front that Iâ€™m one of the most expensive appellate lawyers in the state. I then quote them a fee based on that premise.

As you might imagine, my fees dissuade many customers and clients from hiring me. Iâ€™m never upset when they canâ€™t afford me; I tell them I can find them another capable appellate lawyer who can do it for less money. That makes everybody happy â€“ my pal gets a new case that he would never have seen otherwise, and the client/customer gets to experience the unthinkable â€“ an attorney telling him or her, â€œDonâ€™t give me your money.â€ That usually floors them, and I have received more than one message, a year or two later, thanking me for my honesty and for the referral.

Finally, the real point of this overlong note:

Some customers or clients ask me to reduce my fee. My stock reply harks back to the previous paragraph: â€œNo, but if you want, I can find you a capableâ€ etc. This usually generates one of two responses. The first is, â€œYes, please, Iâ€™d like to save some money.â€ I give those folks a name or two and then go about my life with a clean conscience. People who want to economize on a lawyer are not high on my target list of incoming business.

The other possible answer, which often comes after a day or two, is â€œIâ€™ve thought about it, and while I appreciate the offer of a less-expensive lawyer, Iâ€™ve decided that I really want you to represent me. Iâ€™ll pay your quoted fee.â€ Imagine what that feels like; these are the kind of customers that you really go the extra mile for.

As you might surmise, Steve loves what he does. He gets to pick and choose the cases he accepts and because he charges top dollar, he doesn’t need lots of business to enjoy a very comfortable income.

Hold on, you say? That’s fine for someone with his years of experience and stellar reputation. One look at his website and you know that this is the guy you want to hire. Most attorneys can’t be that choosy. Most attorneys can’t get away with being “one of the most expensive” in their field.

And you are right. Most attorneys can’t. But far more could do so than even make the attempt.

Look, you’ve got to be good at what you do and you’ve got to be able to prove it. You have to have the chops. You can’t be the new kid on the block and expect to charge what lawyers with thirty year’s experience charge.

But you can charge more than you think.

Most attorneys play it safe. They “price match” what other attorneys charge, or they undercut them. They’re afraid of the competition. They expect that all clients choose their attorney based on price (they don’t) and believe they have to be competitive to get their “share” of the work that’s available.

They operate in fear, not confidence.

Who’s to say you can’t charge more than you do? Who’s to say you’re not as good as other lawyers who charge more, if not better?

I don’t know if you have what it takes to be “one of the most expensive” attorneys in your market, but I have long advocated setting fees that are at least in the upper one-third of the market. Obviously, most attorneys don’t.

If you’re not good enough yet, do what you have to do to get there. But if you are, don’t let a lack of confidence or a fear of losing business to other (cheaper) lawyers stop you from getting what you’re worth.

Filed Under: Career satisfaction, Fees and Billing, Increase your income, Legal industry Tagged With: posture

Why you should tell prospective clients to talk to other lawyers

November 19, 2014 by David M. Ward

I read an article this morning written for people looking for a lawyer on how to find the right one for the job. I’ll summarize it:

Attorneys specialize and it’s important to find someone who handles your type of case; [examples]
Keyword searches are a good way to find some candidates; avoid referral sites and directories, you don’t need a middleman
Check out their websites and choose three or four attorneys who handle your type of case; [examples]
Call all of them and ask questions about them (how long practicing, what percentage of their practice is this type of matter?), and about your case (what are the options, how much will they charge?)
Meet with them, ask more about the case, about how they will work with you, accessibility, fees, etc.
Most people looking for a client won’t do half of this, they will hire the first attorney they speak to, and that’s not wise. You have many lawyers to choose from so take your time and choose the one that is most qualified and “feels” right

Twelve paragraphs. Basic stuff. Something any attorney could write.

Including you.

Have you written an article like this and submitted it to blogs and websites in your target market? You should. It will bring visitors to your website who like your information and the honesty with which you presented it. They’ll want to learn more about you and put your name on their short list of candidates.

But here’s the thing. They probably won’t call other attorneys, as you advised, or if they do, there’s a good chance they will come back to you. They “met” you first. You helped them. You know what you’re doing.

And let’s face it, if they wind up hiring someone else instead of you, they were probably going to do that anyway.

One more thing. After you write an article like this, post it on your website, too. Yes, tell visitors that they should call other lawyers who do what you do, and tell them what to ask. Crazy? Not at all. They will respect you for being so forthcoming. They will see your confidence, and like it, and like you.

Just do it. You’ll thank me later. You’ll get lots of traffic from people searching for “how to find a _____ attorney,” and a good percentage of them will hire you.

Marketing online is simple when you know what to do

Filed Under: Blogging, Legal industry, Marketing legal services, Online Marketing, Web traffic

How to eliminate 80% of your law firm’s past due accounts

November 17, 2014 by David M. Ward

According to a survey by LexisNexis, 73% of law firms report having past due accounts. Lawyers in small firms reported that up to 39% of their total client base is past due.

What causes this? And what can be done about it?

More than 80% of the law firms surveyed said that client financial hardship was the biggest cause. This suggests that the best way to reduce past due accounts is through better client selection. If you refuse to accept clients who are having financial issues, you will eliminate the number one reason clients fall behind.

Make sure clients have the ability to pay you before you do any work. Ask them to submit a financial statement before you accept them as a client.

This is not always possible of course, and financial statements don’t always reflect reality, so in addition, make sure you get a sufficient retainer at the time of the engagement, and make sure this is replenished when it falls below a certain threshold. You can also request collateral and personal guarantees, and get set up to acceptÂ credit cards and other financing arrangements.

Next, make sure that you bill promptly and frequently. A delay in billing is one of the biggest factors in clients’ falling behind. If you want to get paid on time, send a detailed invoice no less than every 30 days.

Finally, if you want to avoid large unpaid receivables and write offs, make sure you have procedures in place for addressing late payments immediately after they occur. Don’t let a small unpaid balanceÂ become a big one.

These three strategies, better client selection, sufficient retainers, and prompt and frequent billing, should help you eliminate 80% or more of your billing and collection problems and increase your cash flow. For more strategies, get my ebook, Get the Check: Stress-Free Legal Billing and Collection, as a PDF or on Kindle.

Filed Under: Attorneys fees, Fees and Billing, Law office management, Legal industry