How did you react to finding out you passed the bar exam?


I was willing to wait for the results to come in the mail but my father (attorney) wanted to know if his son had passed and didn’t want to wait.

He drove downtown, to the Daily Journal newspaper office, where the results were posted in a street-level window.

I remember getting his call, telling me the good news. I think he was more excited than I was.

Actually, I felt relief more than excitement. Relieved that all my hard work had paid off, relieved that I didn’t have to study for it again or take it again. Relieved that I could move on to the next phase in my career.

With such a low pass rate in California, it was a big deal and I’ll never forget how it felt.

The other day, I saw a video of a young man in front of his laptop, logging in to get his results. His mother stood behind him, hands on his shoulders, looking at the screen, waiting for the results to be displayed.

As you can see, mother and son have different reactions to the news.

We all handle important news differently. How did you react when you got your results?


I’m okay, you’re okay


Remember that girl in school who sat in the front row, took copious notes (with excellent penmanship), and raised her hand so often the teacher stopped calling on her?

She always turned in her homework on time. And she always got an A.

I hated that girl.

If you were that girl, sorry, I didn’t really hate you. I was jealous of you. You were so organized. You made everything look easy. You made the rest of us goof balls look bad.

You followed the rules and never got in trouble. I didn’t like following rules and looked for loopholes. You behaved. I made jokes in class and threw spit balls at the teacher in the lunchroom.

You got awards. I got sent to the Principal’s office.

I thought you were a goody two-shoes. You thought I was a loser.

We were both given the same set of rules. You followed all of them, I followed some of them. You worked hard. I looked for shortcuts. You behaved. I acted out.

And yet. . . we both turned out okay.

We both became lawyers. Had successful careers. Made a contribution. We just took slightly different roads to get here.

You followed GPS. I winged it. You got here on time. I got lost a couple of times (I’ll never admit it–I’m a guy), but here I am.

Let’s drink a toast to the past and celebrate our differences. And give thanks that school’s out for summer. Oh, right, you’re taking summer school. Figures.


A lawyer who’s having fun with his marketing


A “real” lawyer has a youtube channel where he “reacts” to trials on TV shows and movies, like My Cousin Vinnie, The Rainmaker, and Star Trek TNG (where Picard defends Data’s humanity). He shares his take on the accuracy of these fictional trials.

Today, he released a video titled Real Lawyer Reacts to Lawyer Jokes.

I haven’t watched any of these videos yet but his nearly 500,000 subscriber-count tells me all I need to know.

He’s doing something right.

And, by the look of his laughing face on the thumbnail of his lawyer joke video, I’m thinking he’s also having fun making these.

Yes, marketing can be fun. Even for lawyers.

Marketing doesn’t need to be something you hate doing. You don’t have to be as serious as a heart attack all the time.

Years ago, when I first launched my website, I had a page with a collection of humorous things said in courtrooms, taken from trial transcripts.

For example:

Lawyer to witness: “All your responses must be oral, OK? What school did you go to?
Witness: “Oral”.


Q: How old is your son–the one living with you?
A: Thirty-eight or thirty-five, I can’t remember which.

Q: How long has he lived with you?
A: Forty-five years.

One of my favorites:

Q: Doctor, before you performed the autopsy, did you check for a pulse?
A: No.

Q: Did you check for blood pressure?
A: No.

Q: Did you check for breathing?
A: No.

Q: So, then it is possible that the patient was alive when you began the autopsy?
A: No.

Q: How can you be so sure, Doctor?
A: Because his brain was sitting on my desk in a jar.

Q: But could the patient have still been alive nevertheless?
A: It is possible that he could have been alive and practicing law somewhere.

Anyway, you don’t need to share jokes or make videos, but you should find ways to have some fun with your marketing. I do it; you should, too.

By the way, did you know there really is only ONE lawyer joke? All the rest are true stories.

Okay, I’ll work on it.

Are you ready to take a quantum leap in your practice?


Are lawyers pessimists?


Elbert Hubbard said, “The greatest mistake you can make in life is to be continually fearing you will make one.”

That sounds good but I think it depends on what you do for a living.

I’ll explain.

I woke up today thinking, Why is it that engineers often make good entrepreneurs and lawyers often don’t?

Both groups are smart, analytical, and precise. We both work hard and put in our dues.

So, what’s the difference?

I’m going to take a guess and say it is that engineers focus on finding ways to make things work, while lawyers focus on finding things that can go wrong.

Engineers are optimists. Lawyers are pessimists.

Engineers believe that there is a solution and keep working until they find it. Lawyers solve one problem and expect to find more.

Engineers expect to fail many times before finding the solution. Lawyers are built differently. We avoid risk because we want to avoid failure.

Engineers succeed by making lots of mistakes. Lawyers succeed by finding lots of ways to avoid mistakes.

I’m probably wrong about this. Or am I just being pessimistic?

Marketing online for attorneys


No jail can hold our clients


I saw an article today about why folks may want to create a family motto, something that fosters unity and inspires the kids. Of course, I immediately thought about how this could apply to a law firm.

Off the top of my head, I can think of two mottos for law firms, both DUI defense lawyers who have done a lot of advertising: “No Cuffs” and “Friends don’t let friends plead guilty.”

So, how about your firm?

Hmmm, for a family law firm: “When you can’t take it anymore, call us”. Hey, not bad.

How about immigration: “They’re here. We can help them stay.” I think that might actually work.

Landlord/tenant (evictions): “30 days means 30 days.” I like it.

I’m on a roll.

Insurance defense: “Our JDs can increase your ROI”.

PI: “Insurance companies hate us.”

Anyway, even if you don’t advertise, give some thought to creating a motto or slogan for your firm. It can help you conceptualize a key benefit you want to convey to prospective clients.

Or, create one for internal use only. C’mon, it’ll be fun.

I’ll start.

Litigation: “Will sue for food.”

Start ups: “Legal obstetricians: We help you give birth to your great idea”

IP: “We help you ‘Ink and Grow Rich'”

Okay, that’s enough from me. Your turn.


How much is my case worth?


I watch a lot of Evernote videos. Even when you know as much as (I think) I know, you can always learn something new.

In one video, a young woman starts out by telling her Evernote story–how she got started in 2013, how she has “so many” notes and how “it takes a lot of effort to keep everything organized”.

I’m closing in on 11,000 notes. I’m always interested in what others do to organize their notes.

Anyway, about midway through the video, the woman says that she has around 240 notes.

For her, that’s “so many”. That’s “a lot to keep organized”.

I got to thinking. I do that sometimes. I thought about how one person’s “so many” is another person’s “so what?”

I thought about how when we’re speaking to a client or witness and they tell us they’re in a lot of pain or they missed a lot of time from work or someone owes them a lot of money, we don’t write down “a lot” on our legal pads, do we?

We ask questions.

We are in the clarity and precision business. We assume nothing, ask lots of questions, and nail things down. Then, just to make sure, we go back and ask the same questions again.

A lot of people think we’re a big pain in the ass.

It’s ironic. Attorneys value clarity and precision and yet are often unclear and imprecise in their marketing and in answering a client’s questions, such as when the work will be done or how much their case is worth.

Because we don’t want to be pinned down.

Hey, we may be a pain in the ass but we’re not stupid.

How to get “a lot” of referrals


Yoda was wrong


I heard that the face of Star War’s Yoda character was loosely based on the visage of Albert Einstein. I don’t know if that’s true but I’ve seen photos and there is a resemblance. 

Anyway, like his face-sake, Yoda is a smart guy who said a lot of wise things. But there’s one thing Yoda got wrong. 

“Do or do not,” Yoda said. “There is no try.” 

Nice try, Yoda, but no cigar. (See what I did there?)

Of course, there is “try”. Without trying, there can be no doing. 

You can’t find an idea that works without trying out ideas that don’t. You can’t find a date or a mate if you never play the field. 

In fact, the power is in the trying. Doing is nice but often anticlimactic. And not doing doesn’t deserve its bad rep. Not doing, i.e.,  trying and failing, is how we learn and get good enough to do. 

Didn’t Joseph Campbell, whose work inspired Lucas to create the  Star Wars story, write about the value of The Journey? He didn’t rhapsodize about the value of The Destination.

And didn’t Luke fail a lot before he was finally victorious?

How ’bout them apples, Yoda?

Okay, I’ll probably hear from a Star Wars scholar who will set me straight. Tell me why I should kiss my sister or something.

Until then, I’m going to try to do some more writing. 


If you’re not having fun, you’re not doing it right


Dale Carnegie said,”People rarely succeed unless they have fun in what they’re doing”. Was he right? Can you be successful doing work you hate? Or work that bores you to tears?

In the short term, sure. We’ve all done it. But in the long term, if you don’t enjoy what you do, you’ll never accomplish as much as you could.

But here’s the thing. You don’t have to enjoy every part of it.

When I was practicing, I loved helping my clients–watching them smile when I told them the great result I’d obtained for them, hearing them say thank you, getting cards and gifts, and having them refer lots of friends and family.

That was fun.

I also had fun going to the bank and making deposits. That never gets old.

Everything else? Being papered to death by deep pocket defense firms, Los Angeles traffic, calendar calls, the lack of conviviality with some of my opposition, the bar’s arrogance and heavy hand, clients who tried to micromanage their case?

Not so much.

But, on balance, it was fun. Until it no longer was. That’s when I started looking for my next adventure.

How about you? Are you having fun? If not, what needs to change?

More money? Shorter hours? A better crop of clients?

A partner? No partner? More employees? No employees?

A shorter commute? Less trial work? Less paperwork?


Whatever it is, you can have it. I promise. Figure out what you need and go get it. Because no matter how well you’re doing right now, you’ll do better and be happier when you’re having fun.

Referrals are fun!


I’ve got a legal problem and I need your advice


A man contacted me with a legal problem. He explained what had happened and asked, “What should I do?”

I said, “You should get our your checkbook and write me a big fat check with lots of zeros in it. In fact, empty your bank account. I’m good at what I do, my advice is extremely valuable, and I don’t work for free. So pay up, bub, or get lost and never darken my doorstep again.”

And then I woke up.

I think it was my subconscious mind reminding me to be nice, explain prospective clients’ options, tell them your policy regarding fees and retainers, and ask them what they wanted to do.

Damn subconscious. What, did it graduate from a seminary? Work for the state bar? Talk to my wife?

I was thinking about this and wondering why I ever bothered to go to law school. I’m not cut out for being nice to people. What was I thinking?

And then I woke up. I realized I wasn’t a lawyer after all, I was having a nightmare about the last few decades and none of it was true.

What a relief. Being a lawyer is hard. You have to talk to people and do things for them and you don’t earn anywhere near what most people think. Law school is a scam!

Can you guess what happened next? Yep, I woke up. Realized it wasn’t a dream, I was an attorney, and I had an email to write and send you. So I got busy and wrote down what you just read.

The point? The point is it’s Friday, most of us didn’t lose our home to a Cat 5 hurricane, we don’t live in Venezuela or North Korea, we have our health, people who love us, work we care about, (and the ability to change anything if we want to), and we all need to lighten up. Have some fun with this thing before it’s over.

My challenge to you: write a semi-silly email (that actually makes a point) and send it to your clients and prospects. Make stuff up. Pretend it’s April Fool’s Day. Write something you would never otherwise write, just to see who’s out there and who’s paying attention.

I promise you, it will be a lot of fun. Especially if you actually send it.


Can Johnny come out and play?


Are you up for some fun today? I thought we might take the rest of the day off, catch a movie and grab some pizza.

How does that sound?

You’ve got too much work on your desk? You’ve got appointments and deadlines?

Screw it! The work will be there when you get back. You work hard enough. You need to get out of the office and have some fun! You deserve it, don’t you?

C’mon, you know you want to. And you can. Just tell your staff you’re leaving for the weekend and have them reschedule your appointments.

They won’t understand? You feel guilty? Okay, tell them you’re not feeling well and need to leave early.

That’s true, isn’t it? You don’t feel well thinking about the fact that you can’t be spontaneous and take off a few hours when you feel like it.

So there. Problem solved. I’ll pick you up in ten minutes.

What do you mean you’re not sure? Don’t be a party pooper, let’s go! It’s only a few hours. And I’m buying!

You’ll come. Great! I’m on my way.

By the way, I’m impressed. You really are a good negotiator. Playing me, holding out until I said, “I’m buying”.

Nicely done, my friend.