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When you love your work, you look forward to getting to the office each day, your work is relatively easy to do, and you almost always get better results. The other thing that happens when you love what you do: the people in your life can sense it. Your clients and prospects, colleagues and centers of influence see your passion. They see your confidence and the ease with which you carry yourself. They know you’re…
If you could design the perfect law practice (perfect for you, that is), what would it look like? Why not take some time and write it out? Consider things such as: Where would you have your office(s)? Which practice area(s) would you focus on? Eliminate? Add? How much would you earn? What types of clients or cases would you have? How many? What billing model(s) would you use? Would you work for a big firm?…
The objective of every newsletter your write is to get your subscribers to do something. To call for an appointment or to ask questions, to reply and give you their opinion, or to share something you wrote with people they know, just to name a few. And, you have to convince readers to do that. That’s why you write a newsletter, after all. This doesn’t mean being pushy or sales-y or anything less than professional.…
One of the advantages of developing a profile of your ideal client is that it allows you to quickly see who is–and isn’t–a good fit for you. Knowing who isn’t right for you allows you to spend more time and resources marketing to and attracting those who are. Most lawyers promote their services to “everyone” with a certain problem or need and qualify the ones who respond when they speak to them. What if you…
Some lawyers’ email newsletters are too long. They cram too much information into each “issue”. This is especially true of newsletters that are published infrequently. You can see the logic. If you publish once a month, you’ve got a lot more to say than if you publish daily. But only the stalwart reads these tomes. Most people don’t. They may skim them, to see if anything catches their eye, but when there’s nothing but lengthy…
We’re all bombarded by well-meaning experts telling us not to waste time. They acknowledge the need to take a short break between tasks but remind us that “time is money” or caution us about the need to get back to work. Truth is, most of us don’t want to follow this advice and most of us don’t. We’d go nuts working eight hours a day every day focused on nothing but work. So, offered for…
You don’t need a fancy website or expensive office. You don’t need a big marketing budget or a long list of big-name clients. You don’t need to be the best lawyer in town. What you need is relentless attention to the basics: Clients expect you to competently deliver the solutions and benefits they want and need. They want you to pick up the phone when they call, reply to their emails, and keep them informed…
You want your clients to send you referrals, promote your events, share your content, provide positive reviews, and otherwise help you expand your reach and grow your practice. You deliver good results and treat your clients with respect, and because you do, some of your clients will advocate on your behalf simply because they like you and want to help you and the people they know. If you want more clients to do that, however,…
Ah, client relations. The key to repeat business and referrals. The key to fewer complaints and better reviews. The key to lower marketing costs and higher profits. And 80 percent of it just two simple things. The first one: be nice. Treat your clients with respect, do what you said you would do, bill on time, and show them you care about them as individuals and not just as a source of income. Treat them…
If you spend just 5 minutes per day looking for things–on your computer, in paper files, on your desk–over the course of a year you’re wasting more than 20 hours. Non. Billable. Time. How can you reclaim some of that time? I do my best to organize files logically so I can find things by drilling down through file category but documents are still filed in multiple directories and use different naming conventions so I…