Rainmaking Recommendation #131: The Psychology of Referrals

In the last Rainmaking Recommendation, I mentioned that there is one sure fire, free way to grow your book of business – referrals.  I also said that I would continue this conversation so that you create a systematized way to get the best referrals from clients, prospects and referral sources. However, in order to move […]

Rainmaking Recommendation #130: The Lifeblood of Your Rainmaking

  Did you know there is one sure-fire, really easy, totally free way to grow your book of business? Referrals. Yet, for many attorneys, the referrals are not coming on a regular basis.  Why? Well, there are many reasons why you don’t get referrals, but let’s start with this one: You do not have systems […]

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 […]

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 # 124: Taking It To The Next level

This is an incredibly short Rainmaking Recommendation.  But nevertheless, it could be one of the most important factors to your Rainmaking success.  It starts with an actual question that was asked by one of my Rainmaking Coaching Clients:  “How do I turn a relationship from ‘I know you’ to ‘I trust you?’   I have […]

Rainmaking Recommendation #123: Fish Where the Fish You Want to Catch Are

I know the title seems obvious; however, you’d be surprised at how many attorneys are casting their lines (i.e. marketing and rainmaking) in locations where they will never find clients for their practice.  They are practicing random acts of networking, writing articles which don’t create authority, wasting time on social media marketing without a plan, […]

What’s Your Personal Legal Brand?

There is something you truly need to know – you already have a brand, whether you like it or not. Your brand is how others perceive you and what you do. Before the internet, it was simply called your reputation and it was localized to your network or friends, colleagues, bosses and clients.  Now, with […]

Rainmaking Recommendation #118: Think You Don’t Have The Time To Tweet?

While I am loathe to have people compare themselves to others, I have often written about the fact that the phrase “I don’t have the time” is one of the worst excuses for not marketing your legal services or becoming a rainmaker. Are you busier than the Chairman of an AMLAW 100 firm?  Do you […]