Imagine there’s no clients

January 28, 2014 by
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Imagine there’s no clients. It’s easy if you try. Yes, I have the Beatles on my mind.

But I really do want you to imagine that you have no clients. (Don’t panic. You’ll get them back in a minute. If you want to. . .).

I want you to think about what you would do if you were starting your practice today. Knowing what you know now, what would you do differently?

Would you choose a different practice area? Would you target different clients? Would you have partners? Employees?

Where would you office? Would you use a different billing system?

What would you do to bring in new clients? What would you NOT do?

You may want to partner up with another lawyer or a friend and do this exercise. Tell each other what you would change about your practice, knowing what you know now.

So, what do you think? What would you do differently if you were starting over?

Here’s the thing. Whatever it is you said, no matter how weird or frightening it might seem, you should do it now. Make those changes, or at least start in that direction.

You don’t have to turn your practice completely upside down or do anything reckless. You don’t have to tell all your clients to get lost. But you know things today you didn’t know before–about the market, about the day-to-day activities of a practicing lawyer, and about yourself–and you should use what you know.

In fact, knowing what you know now, taking it step by step, you could completely remake your practice in just a year or two. You could be in a completely different (and happier) place in less time than you spent in law school. If you start now.

What if you told yourself you wouldn’t go into private practice, you’d do something else? If imaging there’s no clients made you smile, don’t ignore the feeling. It may take a bit longer, but you should probably think about doing something else. Find something you would love to do and start working towards it. Three or four years from now, you could be there.

And, if you discovered that you wouldn’t change much of anything, that’s good, too. You’ve done a “level three diagnostic” and been cleared for your continuing mission.

Hellen Keller said, “Life is either a daring adventure or it is nothing.” I agree. You may say I’m a dreamer but I’m not the only one.

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Filed Under: Career satisfaction, Inspiration, Law office management, Marketing Plan, Personal development

Help me if you can I’m feeling down

January 27, 2014 by
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Actually, I’m fine. Just singin me some Beatles and thinking about how difficult it is for folks to ask for help. It’s an ego thing. We don’t want to appear weak. So we don’t ask, and when help is offered, we often turn it down.

But people want to help. It makes them feel good. I know this because I know how good it feels when I help others.

So we should ask each other for help more often. It’s good for them and good for you.

You can get just about anything you want just by asking. You can ask your clients for all kinds of help. You can ask the readers of your newsletter, personal friends, professional contacts, anyone, including strangers.

What do you want? Whatever it is, someone can help you get it.

  • referrals
  • information
  • advice
  • introductions
  • copies (forms, letters, checklists)
  • recommendations (products, software, books)
  • time (as a volunteer)
  • testimonials
  • someone to talk to
  • donations (to your cause)
  • write a guest post or allow you to write one
  • invite you to their next networking event
  • speak at their event
  • pass out your cards, reports
  • feedback
  • mentoring
  • Likes, Re-tweets, and Shares
  • a ride to the airport

Just about anything.

Time out. Take a break. Sing along with me and the Fab Four:

When I was younger,
So much younger than today
I never needed anybody’s
Help in any way
But now those days are gone
I’m not so self assured
Now I find, I’ve changed my mind
I’ve opened up the door

Help me if you can,
I’m feeling down
And I do, appreciate you being round
Help me get my feet back on the ground
Won’t you please, please help me

And now my life has changed
In oh so many ways
My independence seems to vanish in the haze
But every now and then
I feel so insecure
I know that I just need you
Like I’ve never done before

Okay, you may need some help asking for help. You’re out of practice. You haven’t asked for help since you needed Mom to tie your shoes. How do you get started?

First, make a list of what you want. Big things, little things, and everything in between. What could you ask for? Write down as many things as you can think of that would make your life better.

Next, write down the names of people you know who could help you get the things on your list. Match people with tasks suited to their interests, strengths, and resources. (Later, when you get better at asking, you can ask strangers.)

Then, choose something, contact someone and ask for help. Be direct. Tell them why you’re asking them.

Compliment them if possible. Tell them you value their feedback or insights, or value them as a friend or client and know you can count on them.

Start with something small, and easy. Something that’s hard to turn down. Have them read something you wrote, for example, and tell you what you think. Or ask them to recommend a good movie. Be specific. “Would you introduce me to your life insurance agent?” is better than “Would you introduce me to some professionals?”

You start small to get used to asking. Get over your resistance and see that people are willing to help. See how good it feels when they say yes.

Later, you’ll graduate to bigger things. Eventually, you’ll get good at asking. And you’ll be amazed at how much people are willing to do.

You may also surprise yourself at how much you have to give others. When people do for you, you will feel obliged to do something for them. When you do, you’ll feel good about that. You’ll want to do more. The more you do, the more others will want to do for you.

And so it goes. Help begets help.

If you’re having trouble asking, start by offering. Call someone, find out what they need and help them get it.

Years ago, I read, “The Aladdin Factor: How to Ask For and Get What You Want in Every Area of Your Life” a book by Jack Canfield and Mark Victor Hansen, the team that brought you “Chicken Soup for the Soul” and its progeny. If you’re interested in this topic and you like inspiring stories about people who experienced amazing changes in their lives by asking for help, you should pick up a copy.

Okay, now I’m going to ask you a favor. If you like this post, would you forward it to someone you care about? Thank you. I knew I could count on you. Now, what can I do for you?

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Filed Under: Client loyalty, Client relations, Communication, Inspiration, Marketing legal services, Personal development, Relationship marketing Tagged With: ,

The one thing. . .

January 24, 2014 by
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If an angel sat on your shoulder and whispered in your ear the one thing you need to know or do right now, what would it be?

Not two or ten things, just one.

You may have to search for it, but deep down, you know the answer. There’s a message you need to hear, something that will profoundly change your life in a positive way. What is it?

It’s simple, a single word or a short phrase, but important. You’ve thought about it before. Now it’s time to embrace it.

It might be personal, like a reminder to “lose weight” or “smile” or “call her”. It might be work related like “new clients” or “start the blog” or “networking”.

It might be anything.

When you have the answer, write it down and keep it in front of you, so you will see it often. You might put sticky notes on your computer, on your bathroom mirror, and on the visor in your car. If you have a reminder app, set it to pop up several times a day and display your “one thing”.

Mine came to me last night. The message to myself is “write faster”. I have several projects in the works that involve writing and I’m not an especially fast writer. If I can get the work done more quickly, good things will happen for me.

Note, these aren’t affirmations or goals or anything formal or structured. Just something to think about. A place to start. You might turn it into a project, with specific tasks, or you may leave it as a simple touchstone.

This is supposed to be easy, and inspiring. When you look at your “one thing” you should feel good. If what you wrote makes you feel guilty or unhappy or any other negative emotion, change it.

Aside from inspiration, there is a practical application for writing down your one thing. It summons the power of your subconscious mind to make your one thing come true.

Every time I look at “write faster,” my subconscious mind is working on my behalf to make it so. It will help me notice tools and techniques that can help me write faster. It will help me stop editing as I write, so I will get first drafts done more quickly. When I slow down or go off on a tangent, it will pull me back to the task at hand.

When I got up this morning, I had forgotten that I had written down my “one thing”. When I saw it for the first time, I smiled and started thinking about what it will be like to write faster and get more done, and what a wonderful year it will be to have that play out.

What’s your “one thing”?

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Filed Under: Goal Setting, Inspiration, Personal development Tagged With:

A few thoughts about lawyer suicides

January 23, 2014 by
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We’re seeing lots of articles lately talking about an increase in lawyer suicides, speculating about the causes and offering solutions.

We know the causes. Money, stress, and variations thereof.

We also know the solutions. More money and less stress.

If you know someone who is struggling and depressed and following a destructive path, or if you are that someone, I want to offer some thoughts. I’m not an expert. I’ve never had a substance abuse problem or thought about killing myself. But I’ve been through a lot of major challenges in my career and personal life. I know what it’s like to hit bottom, and what it takes to turn things around.

First, you can get through this. Most do. It will be painful and it may take a year or two before things are completely healed, but there is light at the end of the tunnel. You must be know this.

Second, you can’t find solutions until you admit there is a problem. If you are in denial, you’re only prolonging your misery and inviting other problems.

Third, don’t dwell on the problems, focus on the solutions. Things aren’t going the way you want? What would fix it? Make a list and get to work.

Fourth, there’s lots of help available. Support groups, information, counselors, family, friends. Don’t for a moment think you have to go through this alone. It’s okay to admit you need help and it’s smart to avail yourself of that help.

Fifth, start immediately. Call someone, today. Do something, right now. The sooner you start, the sooner you will be on your way to a new beginning.

One more thing. You don’t have to continue practicing. If you’ve been thinking about doing something else but have been rationalizing why you can’t, you have my permission to explore other options.

Yes, I know you have all this time and money invested in your career. And yes, I know how difficult it is to walk away and do something new, especially in this economic climate. But none of that matters. If you are unhappy, you don’t have to continue. If you’ve always wanted to be or do something else, you can.

If you have people who depend on you, it will be harder and take longer. It took me three years of writing and planning before I launched the course that issued in a new chapter in my life. But I did it and I’m very glad I did.

I learned to smile again. You will, too.

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Filed Under: Dealing with stress, Legal industry, Personal development

How to start your writing project (finally)

January 15, 2014 by
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I want to help you start your writing project. You know, the one you’ve thinking about for months but haven’t been able to start.

A report, a book, a seminar, some blog posts. Something you can use in your marketing.

Whatever it is, if you’ve been procrastinating on getting started, today is the day you start.

And guess what? Starting is the most important part.

The first thing you need to do is to think about why you’re doing this. What do you hope to accomplish?

Whatever your objective, imagine it already being done.

If you want to write a few blog posts so you can attract new clients online, imagine getting an email or phone call from a prospective client who finds you through your posts. Imagine him telling you they like your site and were impressed by your post. Imagine him asking for an appointment.

Nice.

As you imagine this happy outcome, you may feel an emotional tug and the urge to start writing. Often, this is all you need to get your pen moving. If not, go for a walk or for a drive and think about this some more. Bring a recorder, in case you get inspired.

Now what?

Now you need a working title. It doesn’t have to be brilliant. You’ll make it better later. Write something simple to describe what your article, post, or paper is about.

“My [article/post/book] is about __________________.”

What if you don’t know what to write about? Try this: think about the questions prospective clients typically ask you about their case or matter. The ones you get over and over again. Choose one of those questions. That question, and your answer, is what your article is about.

Got it? Good.

Now I want you to write down three ideas or points you think you might include in your article or post. This can be a short sentence, a phrase, or a single word.

Do this quickly. Write down the first three things that come to mind.

Why just three things? Because three is easy. If you want to write down more than three, that’s fine.

You’re making progress. You have a working title and three points you want to write about. You’ve started. You may feel like continuing and getting the thing written. If you do, just start typing or dictating or scribbling. Before you know it, you’ll have your first draft.

If you’re still having trouble getting started, choose a date when you’ll have this done and mark it on your calendar. Don’t give yourself too much time. In fact, choose a date that gives you less time than you think you’ll need. Like tomorrow. Or the the first of next week.

Seriously. You can write an article in 30 minutes, a short report or ebook in a weekend.

Finally, if you’re still having trouble getting started, or you’ve started but can’t seem to finish, here’s what I suggest.

Call up a lawyer friend and tell him what you’re writing. Tell him when it will be finished, the actual date, and that you’ll send him a copy. And then ask him to hold you accountable. Tell him you’ve been procrastinating on this and that if you don’t get it done on the specified date, you want him to call you on it.

Accountability is very powerful. It will help you get your writing project started. And finished.

The 30-Day Referral Blitz has lots of ideas for topics and titles. Check it out here.

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Filed Under: Blogging, Personal development, Writing Tagged With: ,

Are you managing your law practice or is it managing you?

January 8, 2014 by
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See the client. Review the document. Write the letter. See the next client. Document the file. Mail the letter. Read. Read some more. Email. Email some more. Prepare the complaint. Prepare the motion. Make the calls. Go to the meeting. Check your email. Check your calendar. Oops, late for court. Out the door. Fight traffic. Wait to be called. Back to the office. Record notes. Send the email. Look at the time. Oops, late for dinner. Fight traffic. Kiss the wife. Eat, read, news, sleep, get up, eat, dress, fight traffic, see the client. . .

Another day. Another week. Another month. Another year.

Who has time for marketing? Thinking about the future? Planning?

You want to, there’s just no time. Too much to do and it never gets done. At the end of the day you’re tired and want to go home.

You aren’t managing your law practice. It’s managing you.

Believe me, I understand.

It’s time for you to take control. Tell your practice who is in charge. Decide what kinds of clients and cases you want instead of taking what shows up. Decide how much you want to earn this year and do what you need to do to earn it.

But to do that, you have stand down from the daily grind, clear your mind, and make some decisions.

What do you have to decide? Start with the end in mind. What do you want your future to be like? What is your long term vision?

What do you want your life to be like five or ten years from today? Imagine things the way you would like them to be. What are you doing? Where are you living? How much are you earning? What is a typical day like?

Write a “vision statement” describing your life, in the present tense, five years in the future. One page is all you need. The only rule is there are no rules. Describe the life you want, not the life you think you might have.

Your vision statement is where you want to go. From this point forward, you can make choices that are consistent with your vision. You’ll do things that move you towards your vision. You’ll reject activities that don’t.

Instead of being pushed through life by circumstance, you’ll be pulled forward by your vision.

Once you have a vision statement, the next step is yearly goals. What do you want to happen in the next 12 months that is consistent with your long term vision?

You can set one big goal or a handful of goals in different areas of your life. Goals should be specific and measurable. At the end of the year you should be able to say that yes, you did reach the goal, or no you did not.

Goals should be bold and exciting. They should require you to stretch and grow, but not be so far out of reach that you don’t have a chance of achieving them.

Once you have yearly goals, the next step is to write monthly plans. What will you focus on this month? What projects will you work on? When will you start? When will you be done? What will you do after that?

Schedule your monthly plans in your calendar. Set up files to collect information and track your progress.

While you’ve got your calendar handy, also schedule a recurring weekly review. Once a week, take an hour or two to review what you have done during the week and what you will do the following week. This keeps you focused and accountable. This is you managing your practice instead of it managing you.

Finally, from you yearly goals, monthly plans, and weekly review, you choose your daily activities. What will you do today to move you forward? Choose a few things but make sure they are important.

It’s best to write down your daily activities the night before. “Plan your day before your day begins,” one of my mentors taught me.

A well-lived life is a well-planned life. If your law practice is managing you, it’s time to show it who’s boss.

The Attorney Marketing Formula will help you plan your future. Click here for details.

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Filed Under: Career satisfaction, Goal Setting, Law office management, Personal development Tagged With: , , ,

When is procrastination a good thing?

January 6, 2014 by
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I’ve got until the first of next month to complete my CLE credits. I’ve been watching videos over the last couple of weeks and making good progress. I know some people would say that doing three years worth of CLE in a few weeks is unwise. They would point out that I could have done an hour a month and been done months ago.

Their math is correct but their advice is misplaced. They assume that procrastination is a sign of weakness or poor organizational skills and leads to unnecessary anxiety and poor results. But is that always true? Is there a time when procrastination is a good thing?

I think so.

Procrastination helps you prioritize. It allows you to filter your list of tasks so you can focus on what’s important and not merely what’s urgent.

CLE isn’t important to me since I no longer practice. Now, it is urgent that I get those credit done, but waiting as I did allowed me to concentrate on important projects.

Procrastinating served me another way. It allowed me to express (to myself) my resentment at being required to take courses I don’t need and don’t want. It allows me to give the middle finger to the system.

Hey, I’m human.

In school, procrastinating served me another way. Waiting until the last day to write a paper or study for exams gave me a built in excuse in case I got a poor grade. “Hey, I didn’t spend any time studying.”

I almost always got good grades, however. But what if I hadn’t?

What if procrastinating is harmful? What if it keeps you from doing what’s important? What if it results in poor performance or results?

Then you have a problem.

There are lots of techniques for dealing with “bad” procrastination. I think the simplest solution is to get the task out of your head and onto paper–your calendar or other “trusted system”. Give yourself enough time to get the task done and then forget about it. If you’ve schedule a start date and given yourself enough time to do what you need to do, you can then devote your mental energy to other things until it’s time to start.

That’s what I did with my CLE. I knew what I needed to do and when I needed to do it. And I’m getting it done.

Calendaring tasks for the future also gives you a buffer of time which may allow you to adjust your priorities. When the scheduled start date arrives you may find that the scheduled task can be safely postponed, or that you don’t need to do it at all. Since I am not actively practicing, I keep thinking about changing my status to inactive. If I do that I won’t have to do CLE.

When is procrastination a good thing? When it serves you in some way. It’s okay to do things at the last minute, as long as you are getting important things done. And as long as you’re still getting good grades.

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Filed Under: Continuing Legal Education, Dealing with stress, Personal development, Productivity, Time Management Tagged With: , ,

Marketing plan for lawyers: getting ready for the new year

December 19, 2013 by
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I’m being interviewed later today by a reporter for the Canadian Bar Association. She’s doing a story about what young lawyers need to do to prepare for the new year. I plan to tell her the same thing I would tell any attorney. Just follow these three simple steps:

STEP ONE: TAKE INVENTORY

The first thing you should do is to figure out where you are. A good way to do that is with a “S.W.O.T. Analysis”–figuring out your Strengths, Weaknesses, Opportunities, and Threats.

THREATS

Are you in danger of losing a good client? Are unreasonably high expenses causing cash flow problems? Have you been accused of doing something wrong that’s hurting or may hurt your reputation?

If there are holes in your ship, plug them so you can continue your journey. Do what you have to do to eliminate threats and minimize potential losses, but don’t dwell on them. Deal with them and move on.

WEAKNESSES

Are you deficient in any areas of knowledge? Do you need to improve certain skills? Do you need more referral sources, more clients, or better clients? Are you attracting clients who can’t or don’t pay? Do you need to get better at getting retainers? Is your bookkeeping a mess?

Figure out where you are weak and then look for solutions. Take courses, ask other lawyers for help or advice, buy equipment, delegate or outsource the problem so you can focus on your strengths and opportunities.

STRENGTHS

What are you great at? Find something you excel at and leverage it to make it even bigger and better. Focus your time and energy on taking something that’s going well for you and build on it.

If you get good results with a certain type of client or case, you should focus on getting more of those clients or cases. That may mean eliminating other practice areas or turning away clients who don’t fit your ideal client profile.

In the marketing arena, if you are good at networking, do more of it. Ask your contacts to introduce you to their colleagues. Find a second networking group if you have the time or a better group if you don’t. Work deeper within the organization to gain even more influence. Volunteer for committees, take on more responsibilities.

If you like the Internet, create more content, learn about SEO and social media, do more guest posts, and start creating videos.

If you like to write, write. If you like to speak, speak.

Look at your skills and your preferences and focus on them. What do you do best? How can you do more of it and get even better at it? How can you leverage it to get an even bigger return?

OPPORTUNITIES

Make a list of people you know and like and brainstorm ways you can improve and deepen your relationship. They can lead you to new clients and new referral sources. They can provide you with advice and ideas. They can send traffic to your website, provide content for your blog or newsletter, and promote your event or offer.

Make another list of people you don’t know who sell to or advise your target market. Make plans to approach them to see how you might work together.

Go through your notes and files and collect all of the ideas you have recorded for marketing your practice, improving your work product, increasing your productivity, or increasing profitability. Put a star next to your best ideas.

STEP TWO: CHOOSE ONE BIG GOAL

Once you know where you are, the next step is to determine where you want to go. What do you want to accomplish next year relative to your practice or career?

Instead of writing down five or ten goals, as you may be inclined to do, I suggest you write just one big goal. Come up with as many candidates as you want to but then, choose one big goal that gets you excited.

Selecting one goal will force you to focus on that one goal, and nothing else. The odds are that many of your candidate goals are related to your one big goal and are, in fact, stepping stones on the path to reaching it. If your goal is to increase your net income to $250,000, for example, other goal candidates, e.g., “bring in six new clients per month,” are action steps you need to take to accomplish your singular income goal.

Of course you will have additional action steps. You don’t just bring in six new clients, for example, you have many things you need to do to bring in those clients. And that leads us to step three.

STEP THREE: WRITE A SIMPLE MARKETING PLAN

Why a plan? Because you need to know what to do, silly. Because come the first of the year, when you’re ready to get to work, you need a list of projects and tasks that will move you forward towards your goal.

Why simple? Because if your plan isn’t simple, you won’t do it. You’ll get bogged down in detail. You’ll spend more time working with your lists and planning your plans, and have little time to get anything done.

So, figure out where you are, then where you want to be, and from that, write a plan for accomplishing it. Keep in mind that the plan you start out with will almost never be the plan that gets you to your goal. That’s because plans change, circumstances change, and you will change. And that’s okay. Your plan will get you started, and getting started is the most important part.

The Attorney Marketing Formula comes with a simple marketing plan for lawyers. And a lot more stuff you need to know.

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Filed Under: Goal Setting, Marketing legal services, Marketing Plan, Personal development, Productivity Tagged With: , , , ,

You don’t know what you’ve got till it’s gone

December 6, 2013 by
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I don’t know if Joni Mitchell’s The Big Yellow Taxi was the first song to use the lyric, but it’s the one I remember: “Don’t it always seem to go/That you don’t know what you’ve got/Till it’s gone”.

And it’s true. We don’t know how good we have it until we have it no more.

Our health is probably the best example. Most people take it for granted. You don’t realize how well off you are because you’re never sick or injured. One day, something happens. That’s when you appreciate what you had. It’s the same when a loved one dies or a relationship breaks up. You don’t know what you’ve got till it’s gone.

It also works the other way. We don’t always know what we’re missing until we get it.

My new laptop arrived yesterday. The old one was slow and noisy and I figured it was on it’s way out. But I never realized how bad it was until I started using the new one. It’s almost silent. It’s quick. The screen is much brighter. What have I been doing to my eyesight? I never realized how bad the old unit was. I didn’t know what I was missing.

Another Thanksgiving holiday has come and gone. We dutifully gave thanks for the good things in our lives. We shared our appreciation with people we love and care about. And then we were done. Okay, check that off the list. Back to work. See ya next holiday.

We need to give thanks every day. For the big things and the small things. For our health and our relationships, for indoor plumbing, for our baby’s smile, and for new laptops.

And we need to stop complaining about what we don’t have.

The new computer keyboard is different. The delete key is in a different place from what I’m used to. The down arrow is smaller than I like. Some people will see these as problems and focus on them. I see them as differences and I will adjust. Some people say Windows 8 is bad. I say it’s just different and I will get used to it.

Think about what you have and be grateful. You’ll get more of it. Because we get what we think about.

Thank you for being a part of my life. We may have never spoken, but I know you are there and I appreciate you.

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Filed Under: Career satisfaction, Inspiration, Personal development Tagged With: , ,

A high school class that has earned me a fortune

December 5, 2013 by
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I took a typing class in high school. I think we learned on Remingtons, ancient mechanical monsters that made typing a labor-intensive chore. The keys would get stuck, corrections were slow and frustrating, and typing line after line of “f-f-f-space, j-j-j-space” barked out by our instructor made the experience anything but enjoyable. But I learned to type.

Still, in my practice, I used a dictation machine and had a secretary do the typing. Even on a fast and forgiving IBM Selectric, typing was frustrating and it was better to let someone else do it.

Not anymore.

Today, with the computer I am able to type quickly and errors are no bother at all. I can get the words down “on paper” as soon as I think them. There’s no need to have someone else do the typing. In the time it would take to dictate, I can have it done myself.

I think that’s true of many attorneys today. But not all. Many attorneys never learned how to type, or if they did, they don’t do it well. If that’s you, I encourage you to do something about it. Take a typing class. There are many available online. Increase your speed and accuracy.

For the record, we’re talking about “touch typing” here–typing without looking at the keyboard. The two-finger jab, no matter how fast you are, doesn’t cut it.

The other day, I wrote about the value of practice for improving our skills. Typing is a skill with a huge return on time invested. The thought of spending 40 hours practicing typing may seem ridiculous when you bill $400 an hour, but it’s not ridiculous at all if it allows you to save 30 minutes a day for the rest of your career. You’ll be in the black in less than 90 days.

And, what if improving your typing skills allows you to lower your secretarial costs?

The idea is to “slow down so you can speed up.” Invest time to learn, practice, and improve. There is a cost, but there is a greater return.

I bought a new laptop last week and it arrived a few minutes ago. It’s my first experience with Windows 8 which I hear is not very intuitive. If I can’t figure it out, I’ll go online and learn what I need to know. I’ll take a class if I have to. Or. . . I might just trade that sucker in on a Mac.

Want more referrals? Quickly? Here’s what to do.

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Filed Under: Increase your income, Law office management, Leverage, Personal development Tagged With: ,
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