Hey Lawyers: Is a 78% Chance of Rainmaking Success Worth It?

In 2007, Dr. Gail Matthews, a psychology professor at Dominican University of California, conducted a study on goal achievement. The impetus for Matthews’ study was an oft reported treatise which never existed, but to this day is still repeated and used by personal development gurus around the world. The study which I reference is sometimes […]

Rainmaking Recommendation #150: Do Something!

At the beginning of the year, you promised yourself that this was the year you were going to bring in lots of business.  You are going to be a rainmaker. You’ve actually written a rainmaking plan on how you are going to do it (if you haven’t written one or don’t know how, please contact […]

Rainmaking Recommendation #144: Sorry Seems to Be The Hardest Word

(Originally posted at Legal Ink Magazine) With all due respect to Sir Elton John for usurping his song title, why is it so difficult for some people to apologize? Recently, someone posted a message to private legal social media forum, of which I am a member, which violated the policies of the forum. That person was […]

Rainmaking Recommendation #137: It’s Up To You

I want to kick you in the proverbial butt. For far too long, you have been wanting, wishing, hoping to grow your book of business.  You have attended seminars, read books, watched webinars, read blog post after blog post.  You have looked for the silver bullet, the newest thing.  You have been promised that if […]

Rainmaking Recommendation #132: Want More Referrals? Do They Know What You Do?

When asked by someone – whether at a party, a networking event, at a family reunion – “what do you do?”, too many attorneys answer: “I’m a lawyer.”  Or maybe you switch it up and say: “I’m a __________ (fill in practice area) attorney. You and 1.3 million other people who practice law in the […]

Rainmaking Recommendation #129: Small Steps Add Up

For arguments sake, let’s just say you have worked on an individual Rainmaking/Marketing Plan for your practice.   Maybe you spent hours on it.  Maybe you went to a class, seminar, webinar, presentation, telling you how to develop a plan specifically designed for you.   Maybe you spent money working with a Rainmaking Trainer and or Coach. […]

Rainmaking Recommendation #128: The Top 5 Excuses for Not Becoming a Rainmaker

A deadly disease is plaguing your legal practice.  It’s called “Excusitis”. Excusitis occurs when you come up with the various reasons why you cannot do something.  Here’s the rub – no matter what excuse you may have, someone has already debunked it. For example, the “I’m too old to ___________ (insert activity here)” excuse.   Age […]

Rainmaking Recommendation # 127 – What’s Going To Be Different Next Year?

We are really, really close to the end of the year. It is time to reflect on the past year and determine how you did this year and what you can do better for the next.  However, for most attorneys, the past 365 days were exactly like the 365 days before that. If each year […]

“Rocket Your Rainmaking Success” Complimentary Coaching Session

  Every so often I offer an opportunity to attorneys in the United States to experience what a rainmaking coaching session can do for you. This is my holiday gift to you! If you’ve been struggling to create a book of business and you’d like a major breakthrough, then I’d like to invite you to […]

Rainmaking Recommendation #126: Is a 76% Chance of Success Worth It?

For years, I had erroneously been quoting a study that never existed.  I had heard of this research from some of my personal and business development heroes – Tony Robbins, Zig Ziglar, Brian Tracy.  It was even written about in a book by Mark H. McCormack, What They Don’t Teach You at Harvard Business School. […]