If you want to earn more than other lawyers in your field and do it more consistently and with less effort, I have some advice for you: Target people with money. Not the low end of the market. Not the price shoppers. Not merely people with problems you can fix but people with problems you can fix who have the money to pay for the solutions you offer. Capice? Hold on. In order to land…

“Think different,” Apple used to say in their ads. Today, everybody tells you to “think outside the box”. Maybe you’ve tried that. You’ve tried coming up with different ways to promote your services but you’ve run out of ideas. Maybe you need a new box. Instead of promoting yourself or your services, aka your box, how about promoting something else. Something you don’t promote now. Something that’s not you. Like a book. Write and promote…

Lawyers are cautious creatures, as they should be, but their cautious nature often prevents them from reaching their potential. We see it all the time. We see lawyers emulate their competition because it seems like the smart and safe approach, but you can’t stand out from the crowd when you are a part of it. We see lawyers majoring in minor things, making incremental improvements in what they already do instead of trying big ideas…

That’s the title of an article in this month’s Chess Life magazine. The sub-title is, “The dangers of delving too deeply into one particular variation”. The article is an examination of a botched game by a strong player, a game that might have been awarded a brilliancy prize but for the player’s errors occasioned by following one idea too far and losing the central theme of the game. What does this have to do with…

I’m talking about your list, of course. Having a big one is important to many people but, like other things in life, it’s not how big it is, it’s what you do with it. If you have a small email list but you get a lot of new clients each month from it, you’re a stud. If you’ve got a huge list but nobody signs up, well, don’t go bragging about the size of your…

Wouldn’t you like to know what your clients and professional contacts tell people about you and your practice? Are they saying good things? Accurate things? Powerful, amazing things that get people interested in working with you? Are they telling their friends how you saved the day and rescued them from dragons, how you gave them an incredible experience and made them fall in love with you? Are they helping people understand what you do and…

Lawyers need to be good closers, right? There are many sales techniques and scripts we can use to do that. But most lawyers don’t use them. Most lawyers simply deliver information to the prospective client, showing them what they do and how they can help them. They tell them about the features and benefits of the services they offer, they tell them their options, they share some examples or stories and answer frequently asked questions.…