Jaimie Field – Enlightened Rainmaking

Cordell Parvin, an amazing Rainmaking Coach and Trainer, (who is a brand new friend and whom I have sought to emulate as a role model – although he didn’t know that but now will), recently wrote an fantastic blog post, Client Development Coaching: You will learn what will work for you

He wrote:

“One of the most important things I can do as a coach is help each lawyer find what will work most effectively for him or her.  Many lawyers I coach come into the coaching with pre-conceived stereotypes of rainmakers and fear they cannot be successful because they are not like that stereotype. My job is to help those lawyers see their own path to success.”

This is a mission and philosophy I share.

Often I am asked by prospective coaching clients whether I have a set formula or modules for coaching them to rainmaking success.  I always give them the attorney answer:  “Sort Of” (we attorneys never say “Yes” or “No” but always try to think of all of the shades of grey in between those black and white answers).

While there are definitely things I want to teach them which will help them grow their books of business, like setting effective goals, the various tactics they can use to achieve them, the attitudes necessary, as Cordell wrote, each attorney is different.    I work with attorneys by moving at their own pace, not mine.

I would never begin by suggesting to an attorney who has a phobia of speaking in front of audience to start giving speeches, nor would I suggest that someone who hates to write begin blogging.  These are only two of many different tactics which are effective – but there are so many out there which could be used to grow a book of business.

I will, however, try to get them out of their comfort zones.   The Glossophobe may be steered towards a Toast Masters group, an organization which helps individuals learn public speaking skills in small groups in a supportive and trusting atmosphere.   A discussion will be held with the Scriptophobe to find out why they don’t want to write and help them to find more effective ways to express themselves.

Each attorney that I work with has their own personality, so there is no set program which I use – what is effective for one, may not be effective for others.

While this blog post may seem self-serving, the fact that I am trying to get across is that there is no one way to Rainmaking success.  Comparing yourself to the Rainmaker in the corner office and trying to copy what he or she does when it goes against your personality will lead to frustration and failure.  Find the methods that work with your personality and go with it.

The only thing that I insist upon is a true desire to become a Rainmaker.  If you are not willing to do the work necessary, I don’t want you to spend your money going to seminars, buying books or even hiring me.

Here is the scenario: A prospective client just came to your office.  They only need a small matter resolved which you could easily handle.   This case will only take you a short amount of time which really doesn’t create much income for you or your firm.

Do you take the matter?

The answer is always YES!

More importantly, you need to treat this prospect as if they are just as important as your largest client.  There are at least two reasons why you should treat this small matter as if they were a VIP:

First:  Small matters could lead to large matters with this prospective client.  While they only need you to take care of something miniscule right now, who knows what they will need in the future.  Do a great job and they will come back to you again and again.

Second:  While they may have a matter which seems trivial to you, it’s important enough to them that they came to you.  In the age of Social Media, the Internet and Word of Mouth Marketing, the one thing that is clear is that the world has gotten much smaller.  Instead of “Six Degrees of Separation”, it really is closer to “Three Degrees”.  You never know who they know.  In fact, they may be friends with the biggest “big-wig” in the area.

Treat you “little” clients like VIPs and they will refer you to others.

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 would like to have these tips sent directly to your in box, please sign up here.

Did you know you can schedule an in-house, customized Rainmaking training workshop for your law firm? begin telephone or Skype individual rainmaking training from wherever you are in the world with Jaimie? Call or email for more information.

Recently at a networking event, I had the distinct displeasure of shaking hands with a dead fish and a pair of vice grips.

As a quick aside:

When you are at a networking event, first impressions count. From how you are dressed, to how you carry yourself, to the pitch of your voice, all of this goes into creating an impression when someone first meets you.

While I will address these facets of an impression in later blogs, this blog is specifically about handshakes and the long lasting impression that those can make.

Back to the networking event:

During the evening, I walked over to a group of people in which there was someone I knew. He kindly introduced me around the group. The first gentleman I did not know put out his hand to shake mine. When I took his hand, there was no grip. It was like having a cold, dead, clammy fish in my hand. I actually gripped his and had to do all of the work in this particular handshake. Please, try to imagine this and not cringe . . .

Not more than a few seconds later, after being a bit turned off by shaking hands with a cadaver, I was then introduced to a woman in the group who grabbed my hand with the force and strength of a vice grip and proceeded to pump it up and down with such vigor I had this mental image of someone priming an old fashioned water-pump.

It was between the dead-fish and the dislocated shoulder /crushed metacarpals that I decided to write this post.

When I was very young, my father imparted to me the importance of a great handshake. A great handshake begins when the web of your hand meets the web of another’s hand. The “web” is the span of space from the top of your thumb to the tip of your index finger. Once joined, grip firmly enough to hold but not to crush, shake several times while maintaining direct eye contact. Sounds surprisingly simple and yet, not always done.

Handshakes have the ability to convey confidence, poise, and capability. But they also have the ability to create wrong impressions as well. So I did a bit of research on the web to see what others had to say. There are more than 2 million results as to what handshakes may mean.

The Dead Fish: This type of handshake could convey a type of lackadaisical attitude, like you just don’t care about meeting the other person. On the other hand (pun intended) it could convey the fact that you are timid and frightened.

The Bone Crusher: This handshake says you are trying to dominate the other person, to show him/her how strong you are. Many men engage in this type of handshake to try to prove they are the “alpha-dog” in the situation; when a woman does this, it comes across as trying too hard to be in-charge.

The Politico: This is when you begin a traditional handshake and then one person covers the handshake with his/her left hand. While this handshake is meant to impart a caring about the other person, because politicians have been using this handshake for years it can come across as a phony display of sincerity.

The Finger-Tip: While I hate to be sexist here, this “handshake” is performed by way too many women. Instead of offering their hands to be shaken, they offer their fingertips.  This type of handshake conveys that one is weak and insecure; someone who lacks confidence. (In fact, the only time that this does not convey this meaning is if you are the Queen of your own country.  Then, by all means offer your finger-tips.)

The handshake is an important part of a first impression. Whether you are interviewing for a job, meeting a prospective client or reconnecting with a current one, the handshake is a gesture which says more than you can imagine.

As a post script, if you are working with an international clientele, or with clients who are from certain religious backgrounds, or even people who have an aversion to germs, they may not offer their hand for you to shake. For example, the religious beliefs of Orthodox Jews and Orthodox Islams prohibit contact with members of the opposite sex, thereby precluding handshakes between men and women. Certain European countries prefer kissing on each cheek as a greeting even in a business setting.

Please do not be offended or judge if someone doesn’t offer their hand for you to shake. There may be a reason. Just know that if they do, a lot of things could be said without saying a word.

Do you want to set yourself apart from every other attorney out there?  Never underestimate the power of the handwritten note.

In an age when most communication is taking place electronically – texts, emails, social media, Skype,  phones – rarely do we receive a good old-fashioned handwritten note saying “Thanks for taking the time to meet with me,”  “It was nice to meet you,” “Thank you for the referral” or even “I appreciate your business.”

Think about how nice it is when you open your mail and you see your name and address handwritten on a card size envelope.   It is usually the first thing you’ll open because it is so rare to receive that in the mail nowadays.

Now imagine that you have made someone else feel this way.

A handwritten note says that you took the time out of your busy schedule to stop and care.  How far do you think this will go to engender good feelings in your client’s or prospect’s mind?

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 would like to have these tips sent directly to your in box, please sign up here.

Did you know you can schedule an in-house, customized Rainmaking training workshop for your law firm? begin telephone or Skype individual rainmaking training from wherever you are in the world with Jaimie? Call or email for more information.

When we are trying to woo potential new clients, we have a tendency to promise them the world.

In New Jersey, The Rules of Professional Conduct 7.1(a)(1) it is unethical for attorneys to promise a certain outcome of a case (I cannot imagine that it is allowed in any state).

While you may not be making a promise about how the specific case will go, are you making promises about how you are going to interact with your clients?

Are you promising that they are your number one priority?   That you will respond to every contact and call?  That you will keep them informed throughout the time they are working with your firm?

“Client Service” is not just a term to put on your website as a mission statement which you don’t live up to – “Our Clients are our number one priority” or “We care about our clients.”  Client Service is a living and breathing edict.

Keeping your promises will help you to keep your clients.

At Marketing Field, LLC  - “Our promise is that every correspondence is returned within 24 hours during the business week (and usually a lot sooner)”.  We don’t strive to keep this promise, we 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. If you would like to have these tips sent directly to your in box, please sign up here.

Did you know you can schedule an in-house, customized Rainmaking training workshop for your law firm? begin telephone or Skype individual rainmaking training from wherever you are in the world with Jaimie? Call or email for more information.

Rainmaking Recommendation #26:   Schedule your Rainmaking

While you want to do the Rainmaking activities necessary to obtain new clients, do you find that by the end of the day you haven’t gotten to that particular task?

Put it on your calendar.

Schedule your Rainmaking Activities like they were an appointment.    Whether it is writing a blog post, calling a referral source, contacting an old client, following up with someone you met at a networking event, treat it like an appointment with the best client you have – you!

The “appointment” doesn’t have to be a lengthy period.  In fact, by just scheduling 30 minutes a day to perform one small rainmaking activity will amass you 2.5 hours per week that you have spent on rainmaking.   These little times add up.

If you can spend more time, great!  However, you should make a point to have 30 minutes per day, every day of the business week, devoted to making rain for your practice.

The amount of time you spend will be returned to you and then some!

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 would like to have these tips sent directly to your in box, please sign up here.

Did you know you can schedule an in-house, customized Rainmaking training workshop for your law firm? begin telephone or Skype individual rainmaking training from wherever you are in the world with Jaimie? Call or email for more information.

Do you suffer from “Bright Shiny Object” Syndrome?  Does the newest Rainmaking Technique or technology call your name the minute you hear about it?

There is nothing wrong with trying a new technique, for example using Facebook, LinkedIn, Twitter, Blogging, newsletters, etc. to try to reach out to new clients.  However, if you are constantly wandering from one Rainmaking method to another and then to another, you never have the opportunity to fully explore what that particular approach can bring.

Rainmaking requires patience.

It’s about creating relationships, whether online or in real life.  If you keep jumping from “bright shiny object” to “bright shiny object” you will never know which one is really going to work.  Pick a tactic or two and then make a promise to stick with it for at least a quarter of a year.  Make sure you learn all that you need to know about how to use this tactic for marketing and rainmaking purposes, and then execute on these tactics on a consistent and constant basis.

The bright shiny object you are currently using just may be worth millions.

So, is there a “bright shiny object” your itching to try?  Leave your comment below and let others know what it is.

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 would like to have these tips sent directly to your in box, please sign up here.

Did you know you can schedule an in-house, customized Rainmaking training workshop for your law firm? begin telephone or Skype individual rainmaking training from wherever you are in the world with Jaimie? Call or email for more information.

Rainmaking Recommendation #24:  As the Year Comes To A Close. . .

Yes, this Rainmaking Recommendation is a week late (usually they are sent on the 1^st and 3^rd Wednesday of the month) but I didn’t want 3 weeks to pass without being able to wish you all the happiest holidays and an extremely prosperous new year and to provide an important Rainmaking Tip for you to ponder.

If you do what you have always done, what are you going to get?  The same thing you have always gotten.

What are you going to do differently in 2011?  Start by writing a great Rainmaking Plan.

A great Rainmaking Plan consists of only three things:

• Specific goals you want to achieve
• The methods you are going to use to achieve them.
• Commitment to yourself (and if necessary someone else) that you will reach your target.

What are your goals for 2011?  Write them down.   Studies show that when you write down your goals you are more likely to realize them.   This is because:

• An unwritten goal is really only a dream and as soon as something else comes into your head (like the brief you have to write) you will lose focus on what you are seeking to attain;
• It forces you to clearly define your goals; and
• It enables you to begin clearly thinking about the actions you need to take to achieve these goals

As the year comes to an end, take some time to write down the things you want to learn, have and earn in the New Year.

Happy Holidays to all.

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 would like to have these tips sent directly to your in box, please sign up here.

Did you know you can schedule an in-house, customized Rainmaking training workshop for your law firm? begin telephone or Skype individual rainmaking training from wherever you are in the world with Jaimie? Call or email for more information.

Rainmaking Recommendation #23 – ‘Tis The Season

Right about now, many attorneys are thinking about their Rainmaking Planning for next year.  They are going to the internet, sitting down with their marketing departments, or hiring consultants to help them develop the magic bullet of plans which will cause clients to come flooding in the door.

However, instead of planning at this moment, how about reviewing?

Take some time in the next week or so to review your clients, business development and client service for the past year.

• How did your clients come to hire you?  In order to replicate this, you need to know exactly how a client came to you or your firm.  if you don’t already have one, develop a client intake form/sheet which allows you to track this.

• What business development activities did you do this past year?  Which ones worked and which ones didn’t?  Now is the time to weed out the activities such as random acts of lunch, networking with the wrong groups, and others which are not yielding the type of client development results you are seeking.

• How well did you service your clients?  Be honest here!  Did you respond in a timely manner?  Did you explain to your clients what was happening with their legal issues in a way they would understand?  How could you make this better?

These are some of the questions you need to ask yourself before planning for next year.

An honest review of the business development and rainmaking tactics you have done will allow you to plan more effectively for the coming year.

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.

Did you know you can schedule an in-house, customized Rainmaking training workshop for your law firm? begin telephone or Skype individual rainmaking training from wherever you are in the world with Jaimie? Call or email for more information.

Rainmaking Recommendation #22:  Giving Thanks

In one week (and one day) it will be Thanksgiving.

Thanksgiving was originally a holiday to express thankfulness, gratitude, and appreciation for having been blessed with a bountiful harvest of material possessions, food and relationships. While it has morphed into a day off with tons of food and some good football games, maybe it’s time to get back to basics.

Why not take the time to thank those with whom you have worked over the past year – clients, associates and staff.  The fact is that we sometimes take these relationships for granted without even realizing it.

Take the opportunity over the next week to call or email your favorite clients and wish them a happy holiday.   Thank the people with whom you work on a daily basis.  Thank anyone who has ever helped you. When you say “thank you” it makes people feel appreciated.  Appreciated people go out of their way to try to help you some more, leading to more business and referrals.

(While you’re at it, don’t forget your family and friends.  Thank them for all of their support as well.)

Take time during this season to acknowledge others and it will come back to you.

Most importantly, I want to take this opportunity to thank YOU for your support.  I look forward to continuing to help you in any way I can. Please feel free to email or call me at any time.  Your comments are always welcome as well.

Happy Thanksgiving!