Jaimie Field – Enlightened Rainmaking

I would like to apologize to my readers

First:   I had fully intended to blog more often and let you get to know me not only as a Rainmaking Trainer and Coach but as a person. As a promise to myself and to you, I will begin doing just that starting with this post.

Second:    The title of this blog is “The Enlightened Rainmaker. I had stated in the first post that in order to become the best rainmaker, to have true success and happiness, you need to have goals in all areas of your life to create balance:

• Physical & Health,

• Career & Financial,

• Home & Family,

• Social & Cultural,

• Spiritual & Intellectual

In the spirit of full disclosure, I have to tell you that my life has been tremendously unbalanced.

For the past six months, since the start of 2010, I have been concentrating solely on the Career and Financial aspects of my life to the abandonment of almost everything else. What is it that they always say? “All work and no play, makes Jack a dull boy”. Well, life hasn’t been dull but it hasn’t been yielding the results in areas of my life that should also be important.

For this particular blog, let’s chat about the Physical and Health area.

A few years ago I gained a lot of weight for me. Last year, I lost half of those excess pounds. While I have been able to keep that weight off, I have not been proactive about taking off the other half off. I have not worked out and I have not been eating healthfully. While far from being fat, I do not feel good about the way I look or feel.

How’s your Weight effecting your

Rainmaking?

Why is this part of this blog?

It’s here for a number of reasons:

• Rainmakers need to have the right image – let’s face it, as a society we are judged on our looks when we first meet others. It is important to look and dress your best at all times (dressing for success will be the subject of a future blog).

• Rainmakers need to have energy – there is enough medical and anecdotal information which shows that eating healthfully – fresh fruits and veggies, lean meats, fiber rich products – and exercising consistently will boost our energy levels. We all know how sluggish and cruddy we feel after we eat a meal of fried, fattening, sugar laden foods. Rainmakers need to have the energy necessary to not only get through a full day of work and commit to Rainmaking activities on their schedules, but also to be successful in all of the other areas of their lives.

• Rainmakers need to have a positive self image – Having high self –esteem is one of the biggest predictors of Rainmaking and business success.

However, the number one reason why we are having this discussion is, as was stated above, having balance in all areas of life is a measure of true success.

As part of my coaching services to my clients, after helping them to determine their individual goals for every area of their lives, I then hold them accountable for achieving these goals. I am giving my readers permission to hold me accountable for losing weight, getting back into shape, feeling healthy and energized by the end of this year.  I will keep you updated as well.

How are you feeling physically? Are you going to make any changes? Do you want the readers and me to hold you accountable? Write down your goals below and let’s get it going!

Not to frighten you, but this year is officially half over.  What have you done to advance your Rainmaking skills?

Do you have a written Rainmaking plan?  If not, why not?

Do you set schedule time, every day, to do at least one Rainmaking Activity?

As a Rainmaking coach and a trainer, I cannot force you to do what you need to do.  I can only motivate and educate you.   You need to find the motivation to do the tasks necessary to advance your practice.

Motivation comes from having goals.  These goals must be worthwhile to you.   Whether your goals are to make partner, earn more money, make enough to go on more vacations, create a life that you are looking to create, or whatever reasons you may have, they have to have meaning to you.  

Just use the oft-quoted acronym:  SMARTY when determining your goals:

S = Specific:  Be very specific about the goals you want to achieve

M=Measurable:  Can you put a number or some other measurement to this goal?

A= Actionable:  Is this something that you can take action on?

R = Realistic:  Will you be able to achieve this goal?  If a goal is not realistic you will have a tendency to beat yourself up if you don’t achieve it.

T = Time Bound:  Your goals must have a deadline.  If they don’t then it becomes only a dream.

And

Y = You:  Is it YOUR goal or is it a goal you think you should be accomplishing because someone else thinks you should.  This is a surefire way to have a goal languishing because you will NEVER have the motivation to accomplish it.

It’s not too late this year to start.  Start by writing down your goals and then motivate yourself to accomplish them.

What’s your motivation?  Use the comment section to tell others how you motivate yourself to achieve your goals.

Rainmaking Recommendations are sent the first and third Wednesdays of the month.  They are bite size tips that, when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq. If you want them sent directly to your inbox sign up at Marketing Field.com

You are at a networking event.  What is one of the first questions we are asked by strangers?

“What do you do?”

If you are like most lawyers, you reply: “I’m an attorney.”

While this satisfies the question, it will get you nowhere.  You need to tell others, in an interesting and memorable way what you do for a living.  You are not just an attorney – you are a specialist in a certain area of law.

Develop an interesting way to tell other’s what you specifically do in the practice of law.  There are two reasons for doing so:

First, so that they ask more specific questions about your practice to learn more;

Second, so that when they hear of someone who may need your services, they know immediately who to refer.

For example, I don’t tell people I am a law firm marketer.  I tell them:  “I am a Rainmaking Coach and Trainer.  I teach attorneys how to get new clients fast and ethically.”

Use the comment section below to other readers of this blog how you answer the question:  “What do you do?”

One of the worst phrases an attorney can hear from one of their friends, family, clients or prospective clients is:  “I didn’t know you (your firm) did that!”

Usually this means that they went somewhere else for a matter they would have been more than happy to give to you – had they known your firm could handle the matter.

Let them know.

Make sure all of the people you know or meet know what you and your firm can do. This way they can either use your firm or refer new legal matters to you.

How do you let them know? Simple. Tell them, and tell them often. Not only can this be done verbally, but with newsletters, the backs of business cards, sending them articles by other members of the firm, and by introducing them to other attorneys who may not be in your practice area.

Most of all this can be accomplished by listening. If you know your clients, really know everything about them and their business,  you will also be aware of what else they may need. Then you can offer your firm’s assistance with other matters that may occur in their lives and businesses.

What ways can you think of to tell your clients and contacts all of the areas in which your firm practices? Please comment below.

Rainmaking Recommendations are sent the first and third Wednesdays of the month.  They are bite size tips that, when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq.

If you are sitting behind a desk, wallowing in briefs, documents and legal references every day, 5 (or even 7) days a week for 2000 billable hours per year, you will never become a Rainmaker.

GET OUT!   

People do business with people they know and like.  Yes, it is a statement you hear frequently but that’s only because it is true.  They will never know you if you stay in an office buried behind an avalanche of papers, books, evidence, and a computer screen.  You must get out of the office and meet with people.

The biggest misconception that Attorneys have is the belief that Rainmaking can only take place in formal settings – business card exchanges, association events, etc.  Actually, Rainmaking can occur anytime you have the opportunity to meet with others and get to know them and they have the chance to get to know you.

While networking at association events within the area you practice will lead you to meet potential new clients, grabbing a cup of coffee with a current client, calling a former client to meet you for lunch, or even going out for a drink with a friend after hours could lead to new business matters or referrals.

Turn off the computer, close the brief, put the documents away and meet with someone in person. Not only will you have an enjoyable time, you may also obtain new business as well.

Rainmaking Recommendations are sent the first and third Wednesdays of the month.  They are bite size tips that, when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq.

What’s the one “more” thing you can do TODAY to continue to become a Rainmaker?

What’s the one phone call can you make to a current or prospective client?  What’s the one more article you can read to learn more about the area in which you practice?  What’s the one more email you can send to create a closer relationship with your clients?

What’s the one more thing you can do which may have a profound effect on your career?

Now that you have that in mind – to quote the Nike ads – “Just Do It”.

Rainmaking Recommendations are sent the first and third Wednesdays of the month.  They are bite size tips that, when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq.

In deference to the fact that today is St. Patricks Day, today’s Rainmaking Recommendation is about Luck.

The fact is that to be a Rainmaker it is not about being lucky, it is about doing the work necessary to become a Rainmaker.  Many attorneys will never become successful Rainmakers because they are unwilling to put in the effort which will make them successful Rainmakers.

Seneca , a Roman Philosopher & politician (5 BC to 65 AD) once said:  “Luck is what happens when preparation meets opportunity.”

Are you prepared?  Have you carved out time during your day, each day to perform one or more Rainmaking task?  Are you getting out of the office  and doing the work which will put you in the “right place at the right time?”   If you take forty-five minutes per day, every day during the business week, you will actually have more than 18 hours of marketing time per month.   Everyone has the ability to carve out that time from all of the wasted time necessary to become a Rainmaker.

Rainmakers do not rely upon luck; they have a plan which they put into practice on a daily basis knowing that all of the work will pay off.

Are you prepared to meet your “luck”?

Rainmaking Recommendations are sent the first and third Wednesdays of the month.  Theyare bite size tips that, when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq.

First, I must warn you that this is going to be a bit of a rant.

In January I wrote a blog post about cell phone etiquette.  It pains me to revisit this topic so soon, but I was moved by an experience I had at a networking event this week.

Second, I have to make an admission.  On Friday, I got my first “smart phone”.   This is a phone which allows me to get emails, text (for the first time), and surf the web.  Until this point I did not own a “dumb phone” which is characterized as a phone which has some multimedia capabilities – I had an “idiot phone” – the same cell phone I have had for more than 7 years.  All I did was get calls and voicemail on this cell phone.

So, now that I have joined the 21^st Century, and some may say the 20^th, I am not so sure this is a step up in my life.   I am not only an information junkie, but I am also a “twitterholic” (they say the first step in recovery is admitting you have a problem).  I tweet all the time.  But until yesterday, I was only able to do so when in front of a computer.  So when I was on the road, I gratefully gave up my tweets to actually have a life.  Now, I will have this ability to do so at any time…. Good thing?

Anyway, back to the meat of this post.  At this networking event, while standing and chatting with a small group, after I had been asked what I do for a living, I was asked the more effective way to work a networking event.  This is one of my favorite topics and one which I will discuss in a later post.  Suddenly, one of the members of the group pulled out his “smart phone” and started to respond to a text or email he had received.  I stopped talking.  After completing the message, he looked up and me and said:  “What?”

“Do you realize that what you have done is stand in a group and ignore the rest of us while you took that message?” I asked.

“Yes.” He said.

“Do you also realize that it makes the rest of us feel unimportant? And that you could have excused yourself to respond.” I continued.

His answer was:  “Yes, but I don’t care.  I was still listening to you.”

Now this really got my goat!  The fact that he did not care, that having his head down and typing, was an indication that he was not interested in what I, or anyone in the group, had to say spoke volumes in terms of his relationship building skills.  I have said it before, and I will say it again:  PEOPLE DO BUSINESS WITH PEOPLE THEY LIKE.

And how do you get people to like you?  While there are many ways to do this, one of the most important is listening intently to what they are saying.  This means that while you are at a networking event you do not become hostage to your Blackberry, IPhone, Droid or whatever other “smart phone” you are using.  I understand that some very important things may come up during a time when you are with others.  However, it only takes a moment to excuse yourself from the group and go to a corner to conduct your business.

Honestly, I truly hope, now that I have a “smart phone” of my own, I do not become so addicted that I forget that people have feelings.  I still fully intend on not being a slave to the sound of my Blackberry going off and people will have to understand that, while I will respond quickly, I will not respond immediately if I am not available.

Do you have any thoughts on this?

Rainmaking Recommendation #5  – Time is on your side

Standing in line?  Waiting for an appointment?  Delayed at the doctor’s office? Stopped dead in massive traffic?  Sitting on a train?

Those 10 – 15 minutes (or more) can be used productively to accomplish one or more              Rainmaking Activities

Almost everyone has time which is being wasted with waiting per day.  Take those formerly wasted minutes and use them to:

• Send a text,
• Make a call,
• Write a “Thank You” note or email.

In short  – Create or strengthen  a connection with a current or potential client or referral source.  Always have available a list of people (at least in your mind) with whom an extra bit of contact may change your career, lead to a new client or matter.

Never again say “I don’t have the time.”

Time is on your side if you use every moment creatively and productively.

What Rainmaking activities can you think of that you can do in a very short period of time?  Please comment below.

Rainmaking Recommendations are sent the first and third Wednesdays of the month.  They are bite size tips that, when implemented will cause you to make rain. To book a Rainmaking Seminar in-house for your law firm teaching you to achieving the life you want as an Attorney please contact Jaimie B. Field, Esq. – www.marketingfield.com

Rainmaking Recommendation #4  – Your Goal is Success

“The ability to set goals and to make plans for their accomplishment is the master skill of success.  Developing this skill will do more to ensure your success than anything else you could ever do.”  Brian Tracy, Maximum Achievement.

Take the time necessary to write down your goals.

Start with three:  What are the three most important things you want to accomplish this year.   Make sure these goals are specific, measurable, achievable, realistic and have a deadline.  Always write your goals in the present tense as if you already achieved it. For example:  I am growing my law practice by 15% by becoming the advisor to 3 new corporations/clients within the next 10 months.

This is a specific goal, it’s measurable, it’s realistic and it has a deadline.

What are your goals?  For your practice? For your life?  Please feel free to comment below or send an email directly to info@marketingfield.com

Rainmaking Recommendations are sent the first and third Wednesdays of the month.  They are bite size tips that when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq. at Marketing Field, LLC