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If you’ve done a lot of networking, you may have heard the expression. It means “don’t bring your problems into the meeting”. If you had a bad day, nobody wants to hear about it. They don’t want to see your grumpy face or listen to your complaints. Your clients and prospects and professional contacts may know, like and trust you, but they have problems of their own and don’t want to hear about yours, any…
When I was fresh out of law school, I volunteered time at a legal clinic, speaking to indigent people, mostly about family law matters. At the time, I didn’t know squat from shinola about restraining orders. Fortunately, the clients did. They’d talked to friends and other people who were similarly situated. They knew what forms to file and what they would need to prove. Usually, they just needed help cleaning up their declaration. From that…
I read an article the other day I’d read a few months ago. It was as if I was reading it for the first time. I saw things I could have sworn weren’t there the first time I read that article. That’s why it’s important to re-read good articles and books and reports, re-watch videos, and re-listen to audios. If you got something out of it the first time, read it again. Highlight your highlights.…
When you’re in a hurry and you need to crank out a blog post, a newsletter article, a social media post, or any other type of content to be consumed by others, one of the easiest (and quickest) types of post to write is a “list” post. !0 Ways to (do something) 3 Reasons (something doesn’t work), 7 Steps to (getting a specific result) 5 Things I tell all my clients about (something) 4 Places…
When you’re trying to work, getting distracted by a phone call, an alert, or your own thoughts about doing something else, can ruin your momentum. It can take many minutes to get back to where you were before that distraction, and let’s face it, too often you never do. That’s why God created the phrase, “I’ll finish it tomorrow”. And so, legions of productivity writers and speakers preach the value of eliminating distractions in your…
Believe it or not, there was a time when I didn’t like pizza. Actually, I’d never tasted it, but I was a kid and thought it looked yucky and melty and I was sure I wouldn’t like it, so I refused to eat it. What a maroon. My parents and sisters thought I was nuts. I was a kid and kids love pizza. My sisters loved pizza, my parents loved pizza, what was up with…
If every time a client or prospect hears from you you promote your services, will you turn them off? Will they no longer like and trust you? Will they write you off as another one of those potatoes? It depends. If you’re a broken record, constantly playing the same tune, constantly telling them to buy and making them feel guilty or stupid or at risk if they don’t, they’re going to tune you out. We’ve…
I’m big on “how to”. I like learning how to do things and getting good at doing them. To be the best that I can be so I can accomplish my goals, feel pride in creating things and changing people’s lives. So I read and study and practice the how-tos But while “how” is important, it’s not as important as “why”. You say you want to grow your practice by one-third this year? Why do…
It’s been a rough year for a lot of folks. A lot of belt-tightening, deferring purchases, raiding retirement accounts. A lot of resistless nights, fatigue-filled days, and worries about the future. Stimulus payments and PPP loans may help, but they’re not a long term solution. Building your practice is a long-term solution. For many lawyers, however, the client-pool isn’t quite as deep these days, given that many would-be clients have had an equally bad year.…
When we read fiction, we want to become immersed in the story, to feel like we are there, seeing and hearing and feeling what happens. To accomplish this, the author doesn’t just tell us what happened, he shows us. At least he should. Thus, the oft-repeated advice, “Show, Don’t Tell”. That’s good advice for all kinds of writing, including the writing lawyers do in our work. Of course telling is important, too. But showing makes…