Your most important client


When I was writing my first marketing course, I did my best to work on it every day. I’d eat a quick lunch and work on it for 30 or 45 minutes, I worked on it after work and weekends, and sometimes I worked on it in the office between appointments.

I probably averaged one hour a day (over 3 years) working on my course.

I could have used that time doing more legal work, or anything else, but this project was important to me and I was willing to invest the time.

I thought about this as I was reading a blurb about a biography of Warren Buffett, The Snowball, where he tells a story about his partner, Charlie Munger:

Charlie, as a very young lawyer, was probably getting $20 an hour. He thought to himself, ‘Who’s my most valuable client?’ And he decided it was himself. So he decided to sell himself an hour each day. He did it early in the morning, working on these construction projects and real estate deals. Everybody should do this, be the client, and then work for other people, too, and sell yourself an hour a day.

Do you have a side-project? Investing, writing, another business? Do you work on it every day?

If you don’t have a side-project, you could be that side project.

What would happen to your practice if you invested one hour a day “sharpening your saw”–improving your personal and professional skills?

I encourage you to ‘sell yourself’ an hour a day to work on your project. Because you are your most important client.

Learn how to use email to build your practice


The One Thing


I just re-read The One Thing, the book that asks you to ask yourself, for each area of your life, this “Focusing Question”:

“What’s the ONE thing I can do, such that by doing it, everything else will be easier or unnecessary.”

The book, and the movement it has created, makes the case for drilling down through all of the possible things you could do, to find the one to do first.

I just asked myself that question about a new project I’m starting. It’s big and important and a bit intimidating and I don’t know where to begin.

In asking myself The Focusing Question, the answer I gave myself was this: research. It’s the one thing I can do that will make everything else easier or unnecessary.

I’ll see my options, identify available resources, and get lot’s of ideas, all of which will help me gain perspective.

And that’s what I’m doing.

Reading, studying, learning, and making notes. When I’ve done that for a while, I will ask the focusing question again and see what to do next.

This is a much better approach than what I might otherwise have done: start anywhere and see what happens. As long as I don’t spend too much time learning and not enough time doing, I should be in good shape.

As you know, learning never stops for a professional. We continually invest in our business and ourselves. I buy a lot of books and courses and read every day because I’m all I’ve got and I want to be the best I can be. I’m sure you do, too.

If you want to be the best you can be in terms of marketing your practice, you owe it to yourself to check out my course, The Quantum Leap Marketing System which I’ve just re-released.

For taking your practice to the next level, it could be your “one thing”.

The Quantum Leap Marketing System


I messed up


Confession time. I’ve missed some of my daily walks lately. I could tell you it’s been hot or I’ve been busy but the reasons don’t matter. I need to get back on the consistency train.

How about you? Is there something you’ve stopped doing, or something you haven’t started you know you should?

A project, a person you need to call, a decision you need to make?

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

The first step is to identify the problem. Sometimes that’s hard to do but you can’t fix a problem you don’t know (or won’t admit) you have.

Identify what you’re not doing and write it down in a place where you’ll see it. If you need a little more, talk to someone who will hold you accountable and confess your sins.

The good news is that this one step–being honest with yourself (and others) about a problem is often all you need to fix it. All that was needed was to remove it from the recesses of your consciousness and bring it front and center.

There will be other things we resist starting (or re-starting). As coach Don Shula once said, “It’s the start that stops most people.”

More good news: starting is easy.

The other day I was supposed to start a project that involved some research and writing. It’s not difficult, it won’t take more than an hour or two to do everything, but I still found myself procrastinating.

I opened a new tab in my browser, entered a a keyword phrase, and came up with 7 or 8 sites that had the information I needed.

I didn’t read everything, I simply saved the urls into a new note.

I’ll have this thing done today or tomorrow.

Baby steps, for the win.

Speaking of steps, I need to go take some right now.


The market is boss


It doesn’t matter how good your services are, how much value you deliver to clients, or how good you are at marketing. . . if there’s no demand for your services, you’re not going to sell any.

The good news is that the converse is also true.

If you offer services your market wants and is willing to pay for, you don’t need to do a lot of selling. You just need to get your message in front of the right people.

In One More Customer, football great turned mega-entrepreneur Fran Tarkenton said, “Look, if your big idea needs super-salesmanship. . . it’s not so big after all. Steven Jobs didn’t sell the iPad; he announced it. If you’ve got a truly great idea, you’ll only have to announce it and inform people about it.”

When you offer legal services people want and need, your job is to identify the people who need those services (or know people who do) and keep your name and message in front of them.

As a business partner of mine used to put it, “You don’t have to be good, you just need to be busy”.

Tell prospective clients how you can help them. Give them ways to learn more, e.g., information, seminars, consultations, etc. And stay in touch with them.

That doesn’t mean you don’t need to improve your skills, your “customer service,” and your marketing. You do, because your competition is doing all of the above and you need to stay out ahead of them.

You will always need to work on personal and professional development. But if you offer something people want, you don’t need to obsess about it.

The easiest way to stay in touch is with email


It’s now or never


We often tell ourselves things that aren’t true. We tell ourselves that we have to do something, right now, or we’ll never get another chance.

We tell ourselves we have to go “all in” or we can’t possibly be successful.

We tell ourselves we shouldn’t take certain risks because there’s too much to lose.

Too often, its just our fears talking.

Recently, I spoke with an attorney who is at a crossroads in his career. He was considering some strategies for growing his practice and wanted my opinion. Which strategy? What’s the best way to go about it? What other things could he do?

A few days later I heard from again. He decided he wasn’t going to do the one big thing he had been considering. In fact, he was thinking about retiring.

He had enough investments and income to do that but he wasn’t sure he was ready to walk away from a career that he identified with for so many years.

And he didn’t know what he would do with his time.

We talked about some of his options. I could see he was feeling pressured to make a decision but was worried about making a mistake.

I told him he didn’t need to decide immediately. I suggested he give a little time to several ideas and see how he felt about them.

He would have figured that out himself, but sometimes it helps to have someone talk you through it.

The next time you have a decision to make and you keep hearing those little nagging voices telling you what you “must” do, ask yourself what you would tell a client who came to you with that decision.

The odds are you’ll give yourself some good advice.


What are you excited about?


My daughter is about to start a new job and move halfway across the country. My wife and I are excited for her and love hearing all the updates about the job, the move, and her new home.

We’re also excited because she’ll be living much closer to us.

It’s exciting to have something to be excited about.

Big or small, a new job or a new book to read, something that puts a smile on your face is a good thing.

So, what’s new and exciting in your life right now?

If you can’t think of anything, go get something.

Get a new client. Plan a vacation. Sign up for a cooking class or start outlining your novel.

Do something that makes you feel good when you think about it.

You know you’re got the right thing when you get busy with other things for an hour or two and then remember “it”.

Of course, it’s not the thing itself that gives you joy so much as the anticipation of it. Christmas morning is more exciting than the day after.

And, excitement is contagious. When you’re excited about something, the people around you pick up on the feeling. They like being around you.

Being happy is good for business. So go buy something that makes you happy. You can probably write it off.


Intellectual incest


If you’re smart and work hard but aren’t reaching the levels of success you want, one reason might be that you’re not meeting new people.

You may feel you don’t have to. Or that you don’t have time. Or you prefer to spend your time with the handful of folks in your inner circle.

Let’s face it, meeting new people isn’t everyone’s definition of having a good time.

But spending all of your time with people you already know limits your ability to grow.

You and your friends or close colleagues share similar ideas. You may have similar habits and access to the same types of opportunities.

According to the Law of Association, we become like the people we associate with most, which means that your associations might be holding you back.

Sounds like I’m saying you need some new friends.

Maybe friends is too strong a word. How about some new acquaintances.

People who aren’t so much like you. People with different backgrounds and different ideas. People who can lead you to new opportunities.

You don’t need a lot. One is a good number to start with. If it’s the right one, they can lead you to others.

So, here’s the plan.

Go some places you don’t usually go (in person or online, if you must), and talk to people you don’t know.

It’s a small step but it may be a big step towards getting to the next level.

How to get more referrals from other professionals


Don’t get your panties in a festival


Life is short. And messy. It’s easy to get worked up about little things that don’t amount to a hill of beans. 

Most things don’t matter. As John C. Maxwell put it, “You cannot overestimate the unimportance of practically everything.”

So my message to you (and myself) is to let it go. Whatever’s bothering you, put it in a helium balloon and let it float away.

(That’s the image I use sometimes. You’re welcome to use it.)

A few things do matter. Maybe 20%. Maybe less. Probably less. These few things, “the precious few,” account for most of your results and are worth most of your effort.

But they’re not worth any of your worry. Nothing is, because worry is a useless emotion. 

When you feel yourself starting to worry about a problem or poor results, use that feeling as a signal to review what you’re doing (or not doing) and make adjustments.

Ask yourself, “What can I do about this?” If there’s something you can do, do it. That’s your plan. If you don’t know what to do, your plan is to find out what you can do.

And if can’t do anything about the problem? Yep. Let it go.

Marketing made simple for attorneys


A practice loaf


My wife is learning how to bake her own bread. Watching videos, trying different things, learning the ropes.

I asked her how it’s going. She’s not sure so we’re calling this first effort “a practice loaf”.

It’s okay if it doesn’t turn out okay. The next one will be better.

Remember your first client? Your first trial? Your first appeal? Knowing what you know now, you’re probably cringing (or laughing) when you think about it.

Not your best work. Your next one was better. 

Me too.

Same thing when I created my first web page, my first course, and my first book.

If you’re writing your first book or thinking about it and you’re nervous about how it’s going to turn out, think of it as your practice loaf.

Give yourself permission to mess up. Let it be bad if it wants to. You can fix it or make the next one better.

That’s why I recommend taking some of your old content and converting it into a book. Or recording and transcribing your thoughts about some aspect of your work.

It may not be your “best” book but you will have written a book. You’ll know you can do it and will have learned something about writing and publishing. If you want to, you can then write your second book.

Gotta run. A slice of bread and butter is calling my name.

The Attorney Marketing Formula


My computer ate my homework


Last night I did quite a bit of work on my laptop. This morning, when I logged into the app on my desktop, I found that the work I’d done hadn’t synced. 

Yes, I save, and yes, I have backups, but last night’s work didn’t back up. 

So, I lost a lot of work. Too bad, so sad. 

Question is, what am I going to do about it? 

That’s simple. I’m going to suck it up and re-do the work. 

I’m not going to blame the software. Phooey on that. What happened was my fault. I didn’t check a box I should have checked when I updated the software on one machine.

My bad. 

We’ve all lost work. We’ve all made mistakes, lost money, pissed off friends, alienated clients, angered judges, and embarrassed ourselves in public.

We have to own our mistakes.

If we don’t take responsibility for our lives, if we blame the software, our employees, or our elected officials, we certify our victim-hood.

Phooey on that. 

By owning our mistakes, we empower ourselves to repair the damage. As Dave Ramsey said, “If you’re the problem, you’re also the solution”.

Of course, taking responsibility for bad things that happen means we can also take credit for the good things. 

I’ll take that deal all day, every day.