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Some of my best (and worst ) inspirations come to me at 4:30 a.m.  That happened to me in early February when I woke up thinking about all of the creative marketing ideas I’ve heard about in the last 12 months.  Some of them have come from clients, some from fellow ProVisors members, and some from lawyers and other professionals I meet who have a flair for garnering attention. I decided at that moment that…
Kevin Hallinan recently interviewed me for his show Winning Business Radio. Kevin develops sales teams into high achievers, and sales leaders into true coaches and mentors utilizing the Sandler Sales Training methodology. In our conversation, Kevin gets me to talk about my origins, how I got interested in recruiting and coaching and why lawyers need help developing their marketing skills. Kevin is a great interviewer and a valuable contributor to ProVisors in New England!…
I’ve always made a habit of responding to email messages within a day (even if just to say I’m sorry but I’m busy right now and will try to get back to you next week–or something like that).  While I don’t always live up to this standard,  I believe it is common courtesy to acknowledge that someone is trying to communicate with me (unless they are simply trying to sell me something). While I consider…
Paul Morton has a lot to say about the term “non-billable hours”.  Paul is the COO of the law firm Burns and Levinson in Boston.  He has been a figure in law firm administration for well over 30 years and he has seen a lot of changes during that time including increased billing pressure on lawyers.  But according to Paul, billable hours should not take priority over all non-billable work.  In fact according to Paul,…
For many lawyers, carving out time for marketing activities is challenging. When there is billable work to do, spending time on things that don’t immediately generate revenue is hard to prioritize. Of course as I’ve written many times, making marketing a habit will ensure more marketing success in the long run (see Mindlessness is the Key to Marketing Success). One hack that can help you generate more marketing activity without adding a lot of…
On this Valentines Day, I’m remembering my father Bernie Seckler.  Dad died at the start of pandemic and would have been 96 today. In the Jewish tradition, keeping alive the memory of your loved ones is very much part of the mourning process.  So today, I’m remembering how important integrity was to my father. Zealous advocacy is an important part of the practice of law.  Persistence is an important part of recruiting.  But integrity matters…
Lori Mihalich-Levin is a partner in the Health Care practice at Dentons where she spends half her time on medicare reimbursement issues.  The other half of her time is spent on the business she created, Mindful Return.  Mindful Return is a program to help parents returning from parental leave. It was born out of Lori’s experience as a lawyer and as a new mom with a demanding job.  In this episode of the Counsel…
Even if you have a marketing plan in place, it is good to review the plan several times a year.  Here is a checklist to help you assess where you are succeeding in your plan and where you may want to invest more time and energy.  Feel free to reach out for a free consult if you would like to discuss your own efforts to grow your law practice in a comfortableway or check out…
If you are an attorney, what does it mean to be a professional?  What is the borderline between zealous advocacy and uncivil and obstructionist behavior?  My guest in this episode, Don Frederico, has a lot to say about that subject. Don is a lawyer I met over 30 years ago when I began my own legal career at Massachusetts Continuing Legal Education.  At that time, Don was a litigation partner at the law firm…