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. […]

Rainmaking Recommendation #117: How to Destroy Your Reputation This Summer

Can you believe that we are almost at the unofficial start of the summer?  Memorial Day is coming up and with it, lots of summertime parties, industry conventions and business events. However, it is also a great time to destroy your reputation with “just one more”.   Yes, I am talking about alcohol.  Like the holiday […]

Rainmaking Recommendation #103: How do you want to finish the year?

Can you believe it?  Today is the first day of the last quarter of the year! Why is it when we were kids the time between September and June felt interminable, yet as an adult you wake up and all of a sudden it’s October 1st? How do you want to finish the year? All […]

Why Being a General Practitioner as An Attorney is a Dead End (and an Ethical Nightmare)

I’ve said it before; you can no longer be a generalist as an attorney. The way the laws changes on an almost daily basis, keeping up with every area of law is almost impossible.  It can also be an ethical nightmare for you since ABA Model Rule of Professional Conduct 1.1 on Competence says: A […]

Rainmaking Recommendation #97: You’re So Vain . . .

The other night I was watching the Morgan Spurlock show “Inside Man”.  This episode discussed “Big Data” and how everything (and I mean EVERYTHING) is collected whenever you log onto the internet.  Most often it is used for marketing purposes, but Mr. Spurlock does talk about the dark side of all of this data collection […]