What could you do if you didn’t know any better?

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This clip, from the movie, “Facing The Giants,” is a poignant reminder that we can do more than we think we can. It also shows you why you should never give up.

If you need a bit of inspiration, or a kick in the seat, watch this clip and ask yourself, “What could I do if I didn’t know I couldn’t?”

And go for it.

[mc src=”http://www.youtube.com/watch?v=-vB59PkB0eQ” type=”youtube”/]

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The ABA Journal wants to know what lawyers think about the economy. I don’t.

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How’s business? The ABA Journal wants to know. They are surveying lawyers on the job market and the state of the economy. They’ve asked me to mention this on my blog, so here it is:

http://www.surveymonkey.com/s.aspx?sm=9Dhw2g7bX_2bxfq4mW8eB1Cg_3d_3d

Surveys are interesting, but guess what? The job market and the state of the economy have no bearing on your life. Unless you believe it will.

If you believe the economy will materially affect your practice or job, it will. If you believe it won’t, it won’t.

Does that sound naive? Some kind of new age hooey? Well, if you believe that, then for you, that’s exactly what it is. But I have different beliefs. I believe we create our reality. I believe we can choose to be successful in the face of adversity or we can choose to capitulate, wring our hands, and suffer along with everyone else.

It’s our choice.

You can choose personal responsibility. You can choose to be optimistic. You can choose to see opportunity when others see Armageddon. In the Depression of the 1930’s, unemployment was twenty-five percent and millions suffered. But many made fortunes. I guess they understood that periods of great change create opportunities for the status quo to change. Of course that’s also why many previously wealthy people jumped out of windows.

Business philosopher, Jim Rohn, said, “It is the set of the sails, not the direction of the wind that determines which way we will go.” How are you choosing to set your sails?

——-

Update: In case you’re interested, here’s a link to the survey results: http://www.abajournal.com/magazine/14307_lawyers_predict_the_future

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Never, Never, Never, Never give up!

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Where would our world be if these people gave up? Think about these people the next time you’re thinking about quitting.

As a young man, Abraham Lincoln went to war a captain and returned a private. Afterward, he was a failure as a businessman. As a lawyer in Springfield, he was too impractical and temperamental to be a success. He turned to politics and was defeated in his first try for the legislature, again defeated in his first attempt to be nominated for congress, defeated in his application to be commissioner of the General Land Office, defeated in the senatorial election of 1854, defeated in his efforts for the vice-presidency in 1856, and defeated in the senatorial election of 1858. He later became the 16th President of the United States of America.

Winston Churchill failed sixth grade. He was subsequently defeated in every election for public office until he became Prime Minister at the age of 62. He later wrote, “Never give in, never give in, never, never, never, never – in nothing, great or small, large or petty – never give in except to convictions of honor and good sense. Never, Never, Never, Never give up.”

Sigmund Freud was booed from the podium when he first presented his ideas to the scientific community of Europe. He returned to his office and kept on writing.

Robert Sternberg received a C in his first college introductory-psychology class. His teacher commented that “there was a famous Sternberg in psychology and it was obvious there would not be another.” Three years later Sternberg graduated with honors from Stanford University with exceptional distinction in psychology, summa cum laude, and Phi Beta Kappa. In 2002, he became President of the American Psychological Association.

Charles Darwin gave up a medical career and was told by his father, “You care for nothing but shooting, dogs and rat catching.” In his autobiography, Darwin wrote, “I was considered by all my masters and my father, a very ordinary boy, rathe below the common standard of intellect.” Clearly, he evolved.

Thomas Edison’s teachers said he was “too stupid to learn anything.” He was fired from his first two jobs for being “non-productive.” As an inventor, Edison made 1,000 unsuccessful attempts at inventing the light bulb. When a reporter asked, “How did it feel to fail 1,000 times?” Edison replied, “I didn’t fail 1,000 times. The light bulb was an invention with 1,000 steps.”

Albert Einstein did not speak until he was 4-years-old and did not read until he was 7. His parents thought he was “sub-normal,” and one of his teachers described him as “mentally slow, unsociable, and adrift forever in foolish dreams.” He was expelled from school and was refused admittance to the Zurich Polytechnic School. He did eventually learn to speak and read. Even to do a little math.

Louis Pasteur was only a mediocre pupil in undergraduate studies and ranked 15th out of 22 students in chemistry.

Henry Ford failed and went broke five times before he succeeded.

R. H. Macy failed seven times before his store in New York City caught on.

F. W. Woolworth was not allowed to wait on customers when he worked in a dry goods store because, his boss said, “he didn’t have enough sense.”

When Bell Telephone was struggling to get started, its owners offered all their rights to Western Union for $100,000. The offer was disdainfully rejected with the pronouncement, “What use could this company make of an electrical toy.” How many of you have a telephone today?

Rocket scientist Robert Goddard found his ideas bitterly rejected by his scientific peers on the grounds that rocket propulsion would not work in the rarefied atmosphere of outer space.

An expert said of Vince Lombardi: “He possesses minimal football knowledge and lacks motivation.” Lombardi would later write, “It’s not whether you get knocked down; it’s whether you get back up.”

Babe Ruth is famous for his past home run record, but for decades he also held the record for strikeouts. He hit 714 home runs and struck out 1,330 times in his career (about which he said, “Every strike brings me closer to the next home run.”).

Hank Aaron went 0 for 5 his first time at bat with the Milwaukee Braves.

Stan Smith was rejected as a ball boy for a Davis Cup tennis match because he was “too awkward and clumsy.” He went on to clumsily win Wimbledon and the US Open…and eight Davis Cups.

Tom Landry, Chuck Noll, Bill Walsh, and Jimmy Johnson accounted for 11 of the 19 Super Bowl victories from 1974 to 1993. They also share the distinction of having the worst records of first-season head coaches in NFL history – they didn’t win a single game.

Johnny Unitas’s first pass in the NFL was intercepted and returned for a touchdown. Joe Montana’s first pass was also intercepted. And while we’re on quarterbacks, during his first season Troy Aikman threw twice as many interceptions (18) as touchdowns (9) . . . oh, and he didn’t win a single game. You think there’s a lesson here?

After Carl Lewis won the gold medal for the long jump in the 1996 Olympic games, he was asked to what he attributed his longevity, having competed for almost 20 years. He said, “Remembering that you have both wins and losses along the way. I don’t take either one too seriously.”

Walt Disney was fired by a newspaper editor because “he lacked imagination and had no good ideas.” He went bankrupt several times before he built Disneyland. In fact, the proposed park was rejected by the city of Anaheim on the grounds that it would only attract riffraff.

Charles Schultz had every cartoon he submitted rejected by his high school yearbook staff. Oh, and Walt Disney wouldn’t hire him.

After Fred Astaire’s first screen test, the memo from the testing director of MGM, dated 1933, read, “Can’t act. Can’t sing. Slightly bald. Can dance a little.” He kept that memo over the fire place in his Beverly Hills home.  Astaire once observed that “when you’re experimenting, you have to try so many things before you choose what you want, that you may go days getting nothing but exhaustion.” And here is the reward for perseverance: “The higher up you go, the more mistakes you are allowed. Right at the top, if you make enough of them, it’s considered to be your style.”

After his first audition, Sidney Poitier was told by the casting director, “Why don’t you stop wasting people’s time and go out and become a dishwasher or something?” It was at that moment, recalls Poitier, that he decided to devote his life to acting.

When Lucille Ball began studying to be actress in 1927, she was told by the head instructor of the John Murray Anderson Drama School, “Try any other profession.”

The first time Jerry Seinfeld walked on-stage at a comedy club as a professional comic, he looked out at the audience, froze, and forgot the English language. He stumbled through “a minute-and a half” of material and was jeered offstage. He returned the following night and closed his set to wild applause.

After Harrison Ford’s first performance as a hotel bellhop in the film Dead Heat on a Merry-Go-Round, the studio vice-president called him in to his office. “Sit down kid,” the studio head said, “I want to tell you a story. The first time Tony Curtis was ever in a movie he delivered a bag of groceries. We took one look at him and knew he was a movie star.” Ford replied, “I thought you were supposed to think that he was a grocery delivery boy.” The vice president dismissed Ford with “You ain’t got it kid, you ain’t got it… now get out of here.”

Michael Caine’s headmaster told him, “You will be a laborer all your life.”

Charlie Chaplin was initially rejected by Hollywood studio chiefs because his pantomime was considered “nonsense.”

Decca Records turned down a recording contract with The Beatles with the  evaluation, “We don’t like their sound. Groups of guitars are on their way out.” After Decca rejected the Beatles, Columbia records followed suit.

In 1954, Jimmy Denny, manager of the Grand Ole Opry, fired Elvis Presley after one performance. He told Presley, “You ain’t goin’ nowhere, son. You ought to go back to drivin’ a truck.”

Beethoven handled the violin awkwardly and preferred playing his own compositions instead of improving his technique. His teacher called him “hopeless as a composer.” And, of course, you know that he wrote five of his greatest symphonies while completely deaf.

Van Gogh sold only one painting during his life. And this, to the sister of one of his friends, for 400 francs (approximately $50). This didn’t stop him from completing over 800 paintings.

Leo Tolstoy flunked out of college. He was described as both “unable and unwilling to learn.” No doubt a slow developer.

Louisa May Alcott, author of Little Women, was encouraged to find work as a servant by her family.

Emily Dickinson had only seven poems published in her lifetime.

18 publishers turned down Richard Bach’s story about a “soaring eagle.” Macmillan finally published Jonathan Livingston Seagull in 1970. By 1975 it had sold more than 7 million copies in the U.S. alone.

21 publishers rejected Richard Hooker’s humorous war novel, M*A*S*H. He had worked on it for seven years.

27 publishers rejected Dr. Seuss’s first book, “To Think That I Saw It on Mulberry Street.”

Jack London received six hundred rejection slips before he sold his first story.

Let’s end with Woody Allen: “I don’t want to achieve immortality through my work. I want to achieve it through not dying. Eighty percent of success is showing up.”

The message? Don’t ever give up. Don’t let anyone stop you from achieving success. Keep going, don’t lose faith, and don’t ever quit.

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A simple way to make a good first impression

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If I could recommend only one book on the keys to success, it would be "How to Win Friends & Influence People" by Dale Carnegie. It is a classic, a masterpiece of simple, effective advice for getting people to like you.

Mr. Carnegie’s second of six keys is this:

"SMILE"

When we smile, there is a chemical reaction in our brains that makes us good. Try it! Even if you don’t feel like smiling right now, do it anyway and take note of how it makes you feel.

When we smile at people, they tend to smile back at us. It is a natural human reaction. Our smile says "I like you" and people like people who like them, so they smile back. And they feel good when they do, and associate that feeling with their perception of you.

The more you smile, the better you feel and the more people will like you. This is clear. So why is it that people don’t smile more often? One reason is they don’t like their teeth. They may be discolored or crooked or there may be gaps or missing teeth. If your teeth need work or aren’t as white as they used to be, it’s hurting your business and probably your social life, too. Get them fixed, make them whiter, and SMILE!

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What I learned about marketing (and creating wealth) in Cancun

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My wife and I just got back from a week in Cancun. We were at a five-star resort, courtesy of a company I work with in another business. They have twelve restaurants and everything is truly first class.

The thing about this resort is that everything is included in your stay. Eat all that you want, drink all that you want, and never reach for your wallet or sign for your room. We had room service every morning and ordered just about everything they had on the breakfast menu (and ate everything, too).

The menus have no prices on them. It doesn’t matter; order whatever you want.

There is no tipping. Everything, from the chartered bus ride from the airport, to baggage handling to rides in golf carts to get around the sprawling grounds, are taken care of.

I could go on about how well we were treated, the amenities and so on, but I want to make a point. Two points, actually.

First, while I was there, I thought about how relaxed we were not having to think about how much anything cost. Sure, I can afford the estimated four thousand the trip probably cost, but it’s still refreshing to not have to think twice about what anything costs or how much to tip someone. And I thought about how that applies to marketing legal services.

What our experience did was reinforce the efficacy of "flat rate" billing for legal services. When your clients can have your services without having to wonder or worry about how much you’re going to charge them for that ten minute phone call or for the photocopies or for bringing in a law clerk to take notes during your meeting, they are much happier clients. They’ll be more inclined to hire an attorney who "takes the risk out of the deal" and they are happier and easier to work with throughout the engagement, all because there aren’t any surprises and they know they won’t be nickle-and-dimed.

The second thing I thought about was how a stay at a resort like this is good for reinforcing a "wealth mindset." If you want to be wealthy, getting a taste of what wealth is like provides your subconscious mind with an example of what you are seeking. The good feelings one associates with not having to look at prices on the menu, for example, are worth experiencing. Do you still look at prices on the menu? Do you do that first? What would it be like if you didn’t have to do that anymore?

If Cancun isn’t in the cards for you right now, find something small that is, something you can treat yourself to (and pay in advance for) that will give you a taste of what it is like to have financial freedom. Or, do something that doesn’t cost anything. Go to an art show, for example, and pretend you can buy anything there without giving it a second thought. Relax and imagine how good it will feel to be able to actually purchase anything on display. If you can get to a place of feeling good about that, if you can "have" the life you seek in your mind, that is the first step towards achieving it in reality.

Unfortunately, most people have trouble doing that. It’s not that they can’t use their imagination any more. It’s that when they do, they think negative thoughts that aren’t conducive to attracting wealth. They think about how much things costs and how unlikely it is that they could buy it. They become self-conscious about the experience, thinking they must look foolish or they are wasting their time. Instead of thinking about what they want, they think about (and attract) what they don’t have and what they don’t want and thus, they wind up getting more of what they don’t have and don’t want.

How do you get to the point where you can truly relax and enjoy the experience of imagining having the life you want? How can you think about having what you you want instead of why you don’t have what you want? You start with where you are and what you are thinking and how those thoughts make you feel.

If thinking about buying a $20,000 painting makes you feel bad (because you can’t afford it now and don’t know how you’ll ever be able to), then reach for a thought that feels better when you think it. If thinking about "buying it now" doesn’t feel good, perhaps thinking about "buying it someday" will feel better. If that thought feels better than wherever you are right now, think about that, and from that vantage point, you will have a basis for continuing to think better feeling thoughts until you literally think your way into manifesting your desires. It starts in your mind and with your feelings and while you may not be able to control whether or not you can go to Cancun right now, you have 100% control over what you think and how you feel.

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How full is your bucket?

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"How Full Is Your Bucket?" by Tom Rath and Donald O. Clifton is a little book filled with big wisdom. Here’s why you should read this immediately: 

  • It reveals simple but powerful strategies that can dramatically improve your relationships with clients, employees, friends, family, and others. These strategies can increase your income, improve your productivity, and even improve your health and extend your lifespan.
  • It is based on 50 years of research, not guesswork. The authors PROVE their premises.
  • You can read the book in an hour and begin using the principles immediately. In my opinion, you’ll see results in days, if not hours.

The book is based on the relatively new field of "Positive Psychology," which focuses on what is right with people rather than what is wrong.

The book and accompanying web site show you how to replace negativity and criticism with positive strategies to obtain desired results.

Good reading!

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What is personal development and why does it matter?

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Q: What is personal development?

A: Everything we do to improve ourselves. Personal development affects everything, who we are, what we accomplish, how much we earn, our health, our entire quality of life. It involves these areas:

  • Philosophies/attitudes/beliefs
  • Habits
  • Skills
  • Knowledge
  • Relationships

Q: How do you do it?

A. Five ways:

  1. Learning: (What you read and listen to, trainings/seminars/conference calls)
  2. Activities: (Practicing; trial and error)
  3. Modeling: (Your associations–who you spend time with)
  4. Mentoring: (Advice from others)
  5. Teaching: (Helping others, training/speaking)

Q: How do you start?

A: Do this:

(1) Make a commitment to learning.

Schedule thirty minutes a day for reading, listening to training. Think about what you are learning. Take notes. Write down questions.

Your learned knowledge will affect your activities. You’ll see improvement in your performance and results. Similarly, your activities will affect your learned knowledge by providing feedback and context.

And so it goes–learned knowledge, followed by activity knowledge, followed by more learned knowledge. One builds upon the other; neither is as valuable by itself.

(2) Examine your Associations.

We tend to be the average of the five people we associate with the most: income, attitudes, life style, habits, everything. You are influenced by the people you spend time with. Who are they? What kind of people are they? What are their philosophies? Habits? Do they have the life you want?

As you become aware of your associations, you might see some people you want to spend less time with, or even disassociate from completely. There might be others you want to spend more time. As your associations change, your environment will change, and, over time, so will you.

The “Law of Attraction” says that “like attracts like.” You don’t attract what you want in life, you attract what you are. And so if you want to change your life, you must first change yourself, and you do that through personal development.

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How to achieve any goal you set–guaranteed

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I just finished reading, "Double Your Income Doing What You Love," by Raymond Aaron, which describes a unique method of setting and achieving goals. One of the perennial issues in goal setting is whether we should set big goals, which inspire us to reach high but usually leave us disappointed, or small goals, which we almost always achieve, but don’t take us very far. Aaron presents a system that provides the perfect answer, one I have never seen before.

"Instead of recording a goal, you subdivide your goal into three levels of achievement," he says. The first level is what we are almost certain to do, not based on our hopes but on our actual track record. "It is not much more than a to-do item," he says. But just because you are almost certain to do it doesn’t mean you will and so it is still a goal. This first level can be called the "minimum."

The next level is your "target". This is a stretch beyond what you are confident you can do.

The highest level he calls "outrageous" and it is the most challenging of the three, practically impossible to achieve.

By setting three levels of the same goal, you will always achieve that goal. You are guaranteed to succeed at some level, and thus your self-esteem is enhanced (the rationale behind setting easy goals) while you are simultaneously inspired by your bigger target and outrageous goals. You’ll hit your target goals often enough, and sometimes hit (or make significant progress towards) your outrageous goals. The bottom line of this system is that you hit more goals more often.

Aaron also suggests using monthly goals as your primary time line, long enough to accomplish something meaningful but short enough to be held accountable. Monthly goals are tactical, the mechanics of reaching our long term (annual) strategic goals.

He also tells us that while we are responsible for our lives and, therefore, the accomplishment of our goals, this doesn’t mean we are the ones who have to do everything (or anything) towards their achievement. Aaron is a proponent of delegation, urging us to do only what we love. "When you set a goal, you likely wonder when you are ever going to find time to complete it. When I set a goal, I wonder who is going to do it. If it’s not one of my special talents, I delegate it so that it gets done."

Over the last twenty-four years, Aaron has mentored thousands to success with his goal setting methods, and, not surprisingly, suggests everyone will benefit from "a mentored life." "You do what makes sense to you. Therefore, on your own, you keep doing the same thing all the time, because it makes sense to you. To have a giant leap forward in your life, you need to do what does not make sense to you. Only a very wise mentor can alert you to such new and strange actions you could take to make a huge change in your life."

I recommend Aaron’s book. In fact, I guarantee you’ll get something out of it.

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How to overcome procrastination: find your sense of purpose

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STEP BACK AND SEE THE BIG PICTURE

Don Shula, former head coach of the Miami Dolphins, once said, “If you stacked [the mediocre] teams up against one of the perennial contenders, the talent gap might not be as great as you’d expect. It’s the philosophy gap that separates them. The losers lack something vital: a sense of purpose.” Often people fail to start or complete a task because they don’t see any connection between what they’re doing and what they really want to accomplish. If you sense that what you’re doing is not blazing a trail towards a desired result, it’s probably time to rethink your pursuits. If you know that your work will move you closer to your goals, you will be more inclined to see the task through.

Used by permission from Dr. John C., Maxwell’s free monthly en-newsletter, Leadership Wired, available at www.injoy.com

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Successful lawyers are unbalanced

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A few years ago, I didn’t know the difference between leadership and management, and, frankly, I didn’t care. To my way of thinking, these were "corporate" concepts, irrelevant to my needs as a sole practitioner trying to build a law practice.

In my never-ending quest for personal development, I have since learned a great deal about these subjects and now appreciate their value in building a law practice.

If you would like a shortcut to understanding the essence of these subjects, I’d recommend a book by Marcus Buckingham, author of the best sellers, "First, Break All The Rules" and "Now, Discover Your Strengths. Buckingham’s latest is "The One Thing You Need to Know. . . About Great Managing, Great Leading, and Sustained Individual Success." His insights on leadership and management will truly help you become more effective in managing your practice. His conclusions about "sustained individual success" will not only help you attract more clients and increase your income, they will help you enjoy the process.

Success and happiness. Not a bad combination.

I agree with Buckingham’s conclusion that success does not require (and may actually be inhibited by) balance, a conclusion supported by another book I recommended and frequently refer to, "The 80/20 Principle" by Richard Koch. Yes, we want balance between our careers and personal lives, but when it comes to marketing a law practice or building a career, I have always counseled an unbalanced (focused) approach: specialization, niche marketing, and maximizing strengths while making weaknesses irrelevant.

So when people say I’m unbalanced, that’s a good thing.

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