How can I get better clients?


How can I get better clients, you ask. That’s a great question. It’s great because you asked “how” instead of “can I?” Your question acknowledges that (a) there are better clients to be had, and that (b) it is possible for you to attract them.

Instead of making do with the clients you’ve been getting, you’ve opened the door to better ones. And opening that door is the first step.

Your next step is to define what “better clients” mean. Who is your “ideal client?”

Be specific. If you mean bigger cases, bigger retainers, or bigger fees, how big is big? If you mean clients who pay on time, follow your advice and don’t try to micromanage you, write down some examples of actual clients who fit that description.

What about clients who have lots of repeat business for you? What about clients who are influential in your target market(s) and can send you lots of referrals?

Write it all down and think about it for a few days. Edit and add to your list, until it hums.

For each characteristic on your list, write down the benefits. What will bigger cases or better cash flow allow you to do in your practice? How will it add value to your personal life?

Don’t skip this part. It’s important to know how but more important to know why because when you know why, you’ll figure out how.

Imagine what your practice will look like when nearly 100% of your clients fit your ideal. Exciting, isn’t it?

Okay, what’s next?

Next is stating your intention to acquire them. Not your desire, not your goal, your intent.

A goal is an aspiration. Intent is a declaration that something is going to happen. It is a commitment, and it has much more energy than a goal.

What’s that? You say this is your intent? Okay, prove it. Let go of your clients who aren’t ideal.

Not all at once. You don’t have to go cold turkey, although you might want to. “Leap and the net will appear,” and all that.

How about this–start by firing (or non-renewing) one client who doesn’t fit your ideal. One is a place to start, and trust me, after you’ve let go of one, you’ll be itching to let go of more.

Yes, but what do you do to replace them? How do you fill the void you just created?

Nature will take care of some of it for you. Remember, she abhors a vacuum. By making room on your client list for better clients, you just instructed her to fill that void. She will command your reticular activating system (RAS)–look it up–to filter out prospective clients who don’t fit your ideal and make you more aware of those who are.

You’ll notice things, hear things, and be inspired to do things that lead you to those better clients. That’s what happened to me in my practice when I went through this process. It was amazing how quickly the void was filled with “better” clients.

Okay, I know you don’t believe me. Not completely, anyway. It sounds good but you want to hedge your bets by identifying things you can do to make it happen, instead of waiting for it to happen.

But that’s the easy part. You can ask yourself, “Where do I find them?” and “What do I say or do or offer?” and you’ll start getting some answers.

Your RAS will lead you to those answers. You’ll meet other attorneys who have the clients you want to attract and you’ll find out what they’re doing. You’ll stumble upon the perfect blog post or book that will have the answers you seek.

But you had to state your intent, first. Because great things can happen once you commit, but nothing great happens until you do.

Who is your ideal client? Find out here


Are you doing “Positive Thinking” the right way?


Many studies prove that positive thinking is good for us. It can improve our health, help us live longer, improve our performance and productivity, and improve our lives in many other ways.

Other studies show that positive thinking can sometimes make things worse.

If you imagine a goal, for example, but ignore the obstacles that lie between your current reality and the achievement of that goal, you’re not going to do what needs to be done to achieve it.

I’m not an expert. I don’t even play one on TV. But I’m going to clear this for you, my friend, based on what I have learned about the Law of Attraction.

I know, many people think LOA is a lot of nonsense. Indeed, there are a lot of aspects of it that make me scratch my head. But some parts make sense to me and that’s what I’m going with.

According to the Law of Attraction, “like attracts like”. When you think about something, good or bad, those thoughts attract similar thoughts, ideas, people, even circumstances. I won’t get into the quantum physics aspects of this, because I don’t really understand it, but supposedly, it has to do with the fact that all matter vibrates at a sub-atomic level, our thoughts are energy and energy is matter.

If this sounds too flaky for you, just think of it in terms of the subconscious mind which uses the Reticular Activating System (RAS) to filter stimuli, protecting us from harm and improving our awareness of the world around us. (You just bought a new car, now you see that car “everywhere”. That’s your RAS at work.)

Anyway, back to positive thinking.

When we think about something we want but don’t have, what we really think about is the fact that we don’t have it. Your dominant thoughts are not about the goal, they are about not having that goal (and all of the reasons why). The Law of Attraction says that like attracts like so we attract more of “not having it”.

If you set a goal of earning $10,000,000 and you’re not even close to achieving that, the more you think about the goal, the more you think about not having it. You think you’re moving towards the goal but you’re doing just the opposite.

We don’t attract what we want, we attract what we think.

Does that mean we should only choose goals that are realistic? No. Long term “dream” goals are fine. It can be exciting to think about your magnificent future. But only briefly, to set your course. Don’t dwell on it.

Instead, think truthful thoughts about your current reality that are connected to your big goal.

How do you know you’re doing it right? Your feelings give you the answer. If the thought feels good, you’re moving in the right direction.

When you think about having $10,000,000 and realize you’re not even in the ballpark, it feels bad. You might tell yourself that the goal is exciting and feels good to think about, but when you’re that far away from it, your thoughts are primarily about how far you have to go.

Choose thoughts that feel good when you think them.

For example, you might think about how you’re good at your work, and getting better every day. That’s a thought that is both true and feels good and moves you a step closer to your goal. (If you’re not that good yet, take a step back and think about how you are working on your skills. True? Feel good? You’re doing it right.)

Then, reach for another truthful thought that feels good. Maybe you realize that you know some sharp business people with exciting projects you might be able to get involved with. True? Feel good to think about? Likely to move you forward towards the big goal? If so, you’re doing it right.

Perhaps after that you think about how well you get along with some of these folks. You’re spending more time with them, learning about their business, contributing ideas. These truthful, positive thoughts that feel good when you think them continue to move you forward, step by step, towards your long term goal.

Eventually, your current situation will be such that when you think about your goal it actually feels good. It feels imminent, not far away. At that point, you are on the brink of achieving that goal.

Doesn’t this make more sense than simply clinging to a thought we know isn’t true?

Thoughts lead to action and action leads to results. Continually reach for thoughts that feel good about your situation and you will continually be lead to actions which move you towards your goal.

Think about what you want, not what you don’t want, because whatever you think about, you attract.


Thinking like a lawyer may be harmful to your law practice


My wife gets frustrated when I answer her questions with questions. Or when she asks for my opinion about something and I am non-committal.

Why am I like that?

Because I’m a lawyer. Lawyers are trained (and pre-disposed) to question things. To look at both sides. Weigh the consequences.

We can’t help it. “On the other hand. . .” is hard wired into brains.

Thinking like a lawyer protects us and our clients. It avoids harm. If something bad happens, it minimizes damages.

But while thinking like a lawyer may be a necessary competent of being a lawyer, it can hinder the growth and profitability of our practice.

Lawyers usually have a difficult time making decisions. All that weighing and “on-the-other-hand”-ing keeps us in a form of stasis. When it comes to making decisions about hiring, delegating, marketing, and managing our practice, we often make no decision.

But making no decision is a decision–a decision to maintain status quo.

A law practice, like a living creature, is either growing or dying. If you are not growing, if your practice is the same today as it was a year ago and you do nothing to change that, eventually your practice will die.

Change is an essential component of life, and change occurs because of your decisions. Stephen Covey said, “I am not a product of my circumstances. I am a product of my decisions.”

If you have difficulty making decisions and you want to change this, the first thing you should do is to decide to change this.

Paradoxical, I know.

Start by lying to yourself. Tell yourself that you have decided to get better (and faster) at making decisions, even if this is not true. You don’t have to tell yourself that you are a good decision maker, just that you have decided to get better.

Get comfortable with the idea. Let it rumble around inside your brain. Write it down if you are brave.

Your subconscious mind won’t know it’s not true–it believes what you tell it. And your Reticular Activating System (RAS), the part of your brain that filters stimuli based on your beliefs and desires, will get to work on your behalf.

First, your RAS will filter out stimuli that contradicts the notion of you being better (and faster) at making decisions. It will hide or downplay memories of situations where you have had trouble making decisions.

Second, your RAS will allow in more stimuli that is consistent with the new you. It will call your attention to situations where you have made good decisions or fast decisions, and it will infuse those thoughts with positive emotions.

Your RAS will also help you find ways to get better at decision making. It might make you notice an article or book that can help. It might make you recall someone you met who is good at making decisions quickly, prompting you to speak to them.

If you have been having trouble making decisions about a specific topic, creating or improving your website and online marketing for example, your RAS will help you get additional information about that subject so that making decisions gets easier.

If you want to get better at making decisions, you can. But only if you decide you can.

Here it is: more information about marketing online for attorneys.