- Long term vision
- Annual goals
- Monthly plans (and weekly reviews)
- Daily actions
A marketing plan for lawyers–a lot simpler than you think
What could you do if you didn’t know any better?
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.
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A simple way to make a good first impression
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!
What I learned about marketing (and creating wealth) in Cancun
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.
What is personal development and why does it matter?
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:
- Learning: (What you read and listen to, trainings/seminars/conference calls)
- Activities: (Practicing; trial and error)
- Modeling: (Your associations–who you spend time with)
- Mentoring: (Advice from others)
- 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.
How to achieve any goal you set–guaranteed
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.
How to overcome procrastination: find your sense of purpose
STEP BACK AND SEE THE BIG PICTURE
Used by permission from Dr. John C., Maxwell’s free monthly en-newsletter, Leadership Wired, available at www.injoy.com





