Rainmaking Recommendation #19: How To “Right” A Written Correspondence

Whether it is by email or snail mail, whether it is an RFP, a thank you note, or a note to say hello, too many “I”, “Me” and “My Firm” statements in your correspondence will turn the reader off. It’s not about YOU or your firm.  It’s about what you and your firm can do […]

Rainmaking Recommendation #18: Make A List

Make a list of ALL of your clients, both current and former. Which one of these people have not heard from you in a month?  In a year?  In more than a year? You are missing valuable new business sources if you have ever lost touch with a person you have met in the past, […]

Rainmaking Recommendation #16: What Do You Do For Fun?

What’s do you do for fun?  What’s your favorite hobby?  Did you know that every hobby, activity, passion that you have can be turned into a Rainmaking opportunity? Join a group that caters to that hobby.  One of the best places to find a group in a nearby location which caters to what you like […]

Rainmaking Recommendation #15: Listen to This

Listening is one of the most important skills you can master if you want to be a great Rainmaker. Most people use their ears to hear.   Hearing is a bio-mechanical attribute that most people with two ears can do.  However, usually, when the other person is speaking, we are often just waiting for our chance […]

Rainmaking Recommendation #14: Your Response Is Required

What to keep your clients happy?  Respond. One of the main reasons why clients state that they leave their current attorney’s can be classified as “attorney indifference”.   Attorneys do not respond to emails, voicemails, or requests for information. More often than not, it is because the attorney does not have any current news about a […]

Complimentary Rainmaking Coaching Session!

Ladies & Gentlemen who practice law in the USA I am really happy to make this offer: Would you like a free, no obligation, and most importantly no sales pitch 45 minute Telephone* Rainmaking Training Session with me ($275.00 value)? The first 25 Attorneys to sign up for the bi-monthly Rainmaking Recommendations email by following […]

Rainmaking Recommendation # 13: The Question You Need to Ask

“How can I help?” The interesting thing about this question is the various responses you can elicit. When asked of friends or family it may bring a closer relationship. When asked of colleagues it may bring to light issues they are having with which you have the solution.  Or it may result in you being […]

The “Field of Dreams” Method of Legal Marketing & Rainmaking

Picture this: A man named Ray Kinsella (Kevin Costner) is working in his corn field in Iowa when he hears this low, growly disembodied voice say:  “If you build it, he will come.”   This is the beginning of “Field of Dreams” (1989).  Without detailing the entire movie –  which I saw again last night for […]

Rainmaking Recommendation #12: How to Clone Your Ideal Client

Who is your ideal client?  Do you already work with him or her? Whether you do or don’t, you can create clone after clone of your ideal client (barring conflicts of interest) by taking the following actions: 1)      Write down exactly what your ideal client looks like.  Be specific. 2)      Research where these clients hang […]

Rainmaking Recommendation #11: Halfway There

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 […]