Getting clarity on a project or goal

February 22, 2018 by
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Whenever you have a big project, decision, or goal, and you’re not sure what to do or do next, here’s something that might help. It’s something I did when I was studying for the Bar exam.

I took all of my outlines and reams of notes and reduced them down to a single page. On one page (of paper), I had a summary of the entire subject. Notes, keywords, lists, definitions, examples.

Most of it was greatly abbreviated, of course, but I knew the material well enough that a single keyword was all I needed to remember a concept or case. By putting everything on one page, drawing arrows to indicate relationships or causality, and underscoring and highlighting for emphasis, I had a clear picture of what I needed to know and remember.

The process of distilling everything down to a single page helped me to understand the essence of the subject. I discovered what was most important and how everything related to everything else.

Try this for your next trial or big project. Try it when need to decide what to do next. Gather up all of your notes, ideas, resources, and research. Write down your questions, doubts, obstacles, and opportunities. Put everything in one big pile. Then, work your way through that pile and reduce it down to one page.

If you start with 100 pages, go through those pages and consolidate notes, eliminate marginal ideas, and re-write your words. Sift and sort and distill those 100 pages down to 20 or 30. Go through those pages and reduce it to 10. From 10 pages, you might get it down to three. Then, from three pages to one.

That one page summary of your project or idea may not tell you everything you need to know. But the process of creating it will.

How to get your website to bring you new clients

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Filed Under: Personal development, Productivity

Massive action for the win

February 20, 2018 by
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I’m very analytical. I like to think about things before I do them. A lot.

Weigh my options, research, ferret out the risks. This is a strength; it has prevented me from making some costly mistakes.

But it is also a weakness.

It is a weakness because being analytical has stopped from doing things that might have been a brilliant success if I had allowed myself to do them.

In fact, some of my biggest successes occurred when I ignored my fears and “what ifs?” and forged ahead.

I wasn’t reckless. I considered what I would have to invest in the project and what I might lose if things didn’t work out. But I didn’t let that stop me.

Once I committed to starting, the key was taking massive action. By doing that, I was able to make enough progress so that when my fear kicked in or logic told me I was making a mistake I had enough evidence to prove otherwise.

I had people interested in hearing more. I had some sales or some clients. I had some work product in hand. I could see that things were happening and it didn’t make sense to quit.

The hard part, of course, is getting started. You do that blindly, not knowing anything about what is about to happen.

So, how do you do it?

You look at other things you’ve done that have worked out and have faith in yourself that you can do this, too. And you look at what others have done with a similar idea, knowing that if they can do it, you can, too.

Mostly, you don’t think a lot about what you are about to do, you just lace up your track shoes and run. You do that because you have a burning desire to do something or achieve something or prove something and you’re just crazy enough to believe that you can.

Take massive action. Do as much as you can as fast as you can and don’t think too much about what you’re doing. Later, when you know your idea works, you can sit down and analyze what you’ve done.

The simplest way to get more referrals

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Filed Under: Inspiration, Personal development, success

What do you say to yourself when bad things happen?

February 19, 2018 by
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You have a setback. A problem. A challenge. You start a business and it goes bust. A job doesn’t work out. You take a big case, invest time and money, and lose.

Bad things are inevitable. The question is, what do you say to yourself when they happen?

Do you say something negative–“What’s wrong with me?” or “Why did I mess up again?”

Tim Ferriss suggests we eliminate negative self-talk by using a technique he learned from Tony Robbins. We should re-frame the question or statement to something positive by asking, “Where is the gift in this?”

Every failure can teach us something useful or lead us to something better. We need to condition ourselves to expect that.

Ferriss told the story about launching one of this books under the Amazon publishing label only to have major bookstores, distributors, and other outlets refuse to carry it because it was under the Amazon label. He fell into a funk and for the next couple of years starting questioning himself.

It was that fallow period that led him to start his podcast, which, he says, has brought him far more exposure and opportunities.

So now, when bad things happen, he looks for the gift. More often than not, he finds it.

If you need more clients, here’s how to get them

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Filed Under: Personal development Tagged With: ,

It all comes down to fundamentals

February 7, 2018 by
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I know what you want. You want bigger cases, better clients, more money, more fulfilling work, a better life. The good news is that you can have all of these things, but only if you focus on the fundamentals.

First, you need to work on yourself every day. Work on your legal skills, your presentation and writing skills, and your marketing. More than anything else, work on your interpersonal skills because if you don’t, you might get the bigger cases and better clients but chase them away.

Second, you need quantity. You learn how to handle bigger cases by taking lots of small ones. You learn how to serve high-end clients by handling lots of regular folks. Quantity will lead to quality when you’re ready to handle it. (See number one above).

Third, you need to give it time. No matter how good you are or how hard you work, you can’t expect things to happen in a matter of months. Assume it will take years. You’re not cranking out widgets, here, you’re building a professional practice and that takes time.

Become the kind of lawyer (and person) who deserves and can handle the type of practice (and life) you desire. And let it happen when it happens.

Build your practice on a foundation of referrals

 

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Filed Under: Personal development, success

You can fake your way to the top but you can’t stay there

February 6, 2018 by
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Many years ago I knew an attorney who had everything going for him. Penthouse suite in Beverly Hills, a roster of big-name clients (including several celebrities), competent staff—the works. He drove a Rolls Royce.

Those of him in the building admired what he had accomplished. And yet, most of us didn’t like him. He was distant and looked down at those of us who didn’t have what he had.

One year later, his practice was in trouble and he went down fast.

It turned out he wasn’t the success we were lead to believe. He was living beyond his means, spending money right and left, tapping out lines of credit, borrowing from friends, and doing everything he could to keep up appearances. Finally, out of desperation, he got involved in something shady and when it came to light, everything fell apart.

What we saw as arrogance was fear run amok. He was in trouble and didn’t know what to do. He was caught up in his own Ponzi scheme and he couldn’t get out.

We all put on appearances to some extent, because of ego, because we know that success (or the appearance thereof) begets success and because we know that nobody wants to hire a broke lawyer. But most of us are grounded enough, or have enough positive influences in our lives, to keep things under control.

It’s good to aspire to great things. And we shouldn’t be afraid to take some risks. But as this cautionary tale illustrates, you can’t fake your way to the top and expect to stay there. The law (of the universe) will eventually catch up with you.

Building your marketing chops

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Filed Under: Personal development

I’m a quitter, baby

February 2, 2018 by
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I know, the subject of this message sounds like something George Costanza says as he comes to terms with one of his weaknesses and proclaims it as a strength. But being a quitter really is a strength.

We’re all quitters. We try lots of things, quit most of them, and stick with the ones that work. That’s why we go to school. That’s why we date. That’s why we don’t continue doing the same job we did as a teenager for the rest of our lives.

If we weren’t quitters, we’d still be playing with toys. Okay, bad example. We still play with toys, they’re just more sophisticated and expensive.

How about this: If we weren’t quitters, we wouldn’t have room in our lives to try anything new or to expand on the things that serve us.

Quitting is good. It’s a key to success. The trick is to know when to do it and to do it without guilt or doubt.

If you’re not happy, if you’re not making money or feeling like you’re making a difference in the world and you don’t see this changing, quit. Maybe not immediately. Think about it, talk to people you trust, educate yourself, and work out a plan for what’s next. But don’t stay stuck in something that makes you miserable.

In your practice, look at what you’re doing that’s not working. A practice area, a type of client, a target market, a marketing strategy. If you can fix it, great. If not, quit that thing (or your practice) and do something else.

In your personal life, look at your relationships. I’m sure there are some you know you should quit, just as there are some you know you should embrace and develop. Quit the bad ones (or curtail them) so you’ll have the time and energy for the good ones.

I’m a quitter, baby. How about you?

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Filed Under: Personal development

They key to better relationships

January 22, 2018 by
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Think about some of the successful professionals you know, the ones you like and trust the most. What is it about them that makes you feel closer to them?

My guess is that it’s because they’ve been transparent with you about certain aspects of their professional and personal life, revealing to you a weakness or flaw.

Vulnerability is a key to better relationships. Showing people that you have flaws, things you struggle with, problems like everyone else.

Contrast that with people who never have a hair out of place. They have a “perfect” life. Everything is under control. They don’t have any problems or weaknesses. At least nothing they tell you about.

And that’s the problem. We don’t trust this. It’s not. . . real.

If you want better relationships–with other professionals, with clients, with friends or family–one of the best things you can do is be transparent about certain aspects of your life.

Let your clients see that you don’t know everything. Let other lawyers and referral sources know you do better with certain types of clients or cases. Let people know about some of your mistakes.

Not everything. Not all the time. Selectively, with the right people at the right time.

You don’t want to blurt out your flaws, you want to be intentional about this, so I suggest you give this some thought and choose a “safe” weakness you’re willing to own up to.

What’s safe? Something that doesn’t irreparably impair your character or core set of skills.

You might reveal that you still get nervous on the first day of a jury trial. You might share the time you lost a case (and paid dearly for it) because you didn’t listen to your partner who warned you not to trust a certain witness. You might admit that you have a soft spot for clients who don’t pay on time.

A weakness, a flaw, something you’re not particularly proud of. You know, the kind of stuff that makes you human.

At the same time, be prepared to talk about what you have learned about yourself, or how you got the problem under control. For example, if you confess to being a perfectionist and how this causes you to take too long preparing documents, you might say that you have adopted a strict rule about the number of re-writes you allow. If you are lax about billing, explain how you’ve turned that function over to your merciless partner.

Once you have a few safe flaws you’re willing to reveal, look for safe situations where you might reveal them.

Not with everyone, not all the time. Selectively, when it is appropriate.

One thing you’ll find is that as you open up to people, they will often open up to you. They’ll tell you they have the same issue, and share how they dealt with it, or they’ll tell you about something else.

This is how strong relationships are built. Sharing vulnerabilities and trusting each other with that information.

Tell other lawyers what kinds of cases you do and don’t handle and get more referrals

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Filed Under: Personal development, Relationship marketing

The number one reason most people fail

January 17, 2018 by
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Gary Keller, of Keller-Williams Real Estate and co-author of The ONE Thing: The Surprisingly Simple Truth Behind Extraordinary Results, said, “The number one reason most people fail is because they are unwilling to endure the monotony of success.”

Starting a new project or initiative is exciting. A few weeks later, when you’ve settled into a routine, the excitement will wear off.

Not much is happening. You’re bored. Going through the motions. Easily distracted. Ready to quit.

You’re being tested. Will you continue? Will you endure the monotony? Will you have faith and stay the course?

Success doesn’t happen all at once. It happens incrementally, sequentially, little by little. As you do the activities over and over again, they start to compound. Before you know it, you’ve reached a milestone.

You need to know that this is how it works before you begin.

If you’ve chosen the right goals, and the right activities to reach those goals, you will eventually reach them. It might happen slowly. You might not see it happening. You might get discouraged.

How do you keep yourself from quitting?

First, think about your goal and what it will mean to you when you achieve it. Meditate on it. Drink in the feeling. Understand that it may be hard but it is worth it.

Then, think about what it will be like if you don’t achieve the goal. Imagine how you will feel knowing you gave up.

Thomas Edison famously said, “Many of life’s failures are people who did not realize how close they were to success when they gave up.”

Don’t let that be you.

Marketing legal services is easier when you know the formula

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Filed Under: Personal development, success

The year everything changes

January 8, 2018 by
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15 minutes a day. You’ve heard me repeatedly preach and pound on that theme. I’ve told you that you can make a lot of progress towards your practice-building goals with just 15 minutes of marketing effort per day.

“Put it on your calendar, as an appointment with yourself,” I’ve said, “and keep that appointment. If someone wants to see you or talk to you during that time, they’ll need to wait until you’re done with your appointment.”

So, are you doing it?

If not, it’s a new year and it might be a good time for you to start.

I don’t know how I could possibly make this any easier for you—it’s only 15 minutes, after all—but I’m going to try. But you have to meet me half way.

Let’s start with some affirmations. This is you talking:

  1. “I want to get more clients, and better clients, and increase my income.” Go ahead and say that. Out loud. Click your heels 3 times, and say, ‘there’s no place like home’. Okay, you can skip the last part.
  2. “I understand that marketing is vital to the growth of my practice and I am ready to do it.”
  3. “I can work on marketing 15 minutes every weekday and I am committed to doing it.”

Are you with me? Are you ready to do this?

Remember, I’ve said (more than once) that you can start anywhere–sitting and thinking about marketing, reading about marketing, writing down marketing ideas, names of people to contact, or anything else. And, if you don’t know what to do, it’s okay to do nothing. Sit and stare at a wall. Just keep that appointment with yourself and don’t do anything else during that time.

Yes?

Okay. I think you’re ready for the missing piece of the puzzle. The key that unlocks the door to creating your new habit.

Get out your calendar. Not your task list. This is an appointment, remember?

Open to the week view and schedule a 15-minute marketing block, for tomorrow, as the first appointment of the day. Make it repeat every weekday.

The key is to make this your first activity. Before court or any other appointments. It’s important, right? You’re committed to it, right? So it should be done first thing. That way, you’ll get it done. You’ll also affirm to your inner child (the one who doesn’t want to do this) that it is important and you’re doing it.

Now, keep that appointment. Do it for two months and watch what happens. I promise, if you do that, you’ll see amazing things happen.

Make this your new habit of the new year and this will be the year that everything changes.

Key marketing strategies

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Filed Under: Marketing legal services, Personal development

What you read says a lot about you

December 21, 2017 by
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No doubt you’ve heard this before:

“Small people talk about other people. Average people talk about things. Great people talk about ideas.”

Think about some of the people you know. Family, clients, colleagues. I’ll bet you find this observation to be remarkably accurate.

On a similar note, a flight attendant recently related her observations about what passengers in different sections of the plane did with their time.

She said that passengers in economy class tended to watch TV or movies.

In business class, most passengers did work–reviewing and writing documents, writing emails, reading reports, making notes.

What do you suppose she said about passengers in first class? What do the preponderance do with their time?

If you said “reading books” you’re right.

Learning new ideas. Improving their knowledge and skills.

Although not scientific by any means, her observations make sense. Because, as know, “success leaves clues”.

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Filed Under: Personal development
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