Happy New Year! Did you make any New Year’s resolutions for this year? Have you ever made any resolutions in the past? How many of them did you actually keep? One of the definitions of resolution, according to the Oxford English Dictionary is: a firm decision to […]
Rainmaking Recommendation #146 New Year’s Resolutions (aka Decisions, Decision, Decisions)
January 5, 2017 by Leave a Comment
Rainmaking Recommendation #145: The Most Important Question the Candidates aren’t Answering
October 19, 2016 by Leave a Comment
This is not a commentary on the candidates for President this year. I will not be telling you how to vote or for whom I am casting my ballot. When I was in college and in law school, to make extra money, I would tend bar. The very first thing I was taught when I […]
Rainmaking Recommendation #143: Client Feedback – Scary but Necessary
September 21, 2016 by Leave a Comment
One of the scariest things to do is ask a client “how am I doing as your lawyer? Yet, that feedback, good or bad, is something you need to obtain so that you can get better at what you do. Recently, I have been having an issue with my office phone. For the past 2 […]
Rainmaking Recommendation #142: The “Key” to Creating Content That Gets Read
September 7, 2016 by Leave a Comment
In the last Rainmaking Recommendation, I provided an infographic which detailed the amount of data/content that is created and posted on the internet every minute of every day. With all of the videos being uploaded, with all of the blogs posted, with all of the social media being used, how do you get found when […]
Rainmaking Recommendation #141: How to Become an Enlightened Rainmaker™
August 3, 2016 by Leave a Comment
In the last Rainmaking Recommendation, I discussed the idea of Enlightened Rainmaking™. As I explained, this is using tactics or techniques to educate or “enlighten” your prospective clients, referral sources and clients about what you do in a way that allows them to come to you. Enlightened Rainmaking begins with creating content and information laden […]
Rainmaking Recommendation #139: Speech, Speech!
July 6, 2016 by Leave a Comment
You’ve been asked to present a seminar! This is great news because public speaking can be a fantastic way to create a book of business. So you’ve given your presentation and you were amazing. Why aren’t the phones ringing with new clients clamoring for your services? There may be a number of reasons why […]
Rainmaking Recommendation #137: It’s Up To You
June 1, 2016 by Leave a Comment
I want to kick you in the proverbial butt. For far too long, you have been wanting, wishing, hoping to grow your book of business. You have attended seminars, read books, watched webinars, read blog post after blog post. You have looked for the silver bullet, the newest thing. You have been promised that if […]
Rainmaking Recommendation #133: Strategic Referral Partnerships
April 6, 2016 by Leave a Comment
For the past few Rainmaking Recommendations we have been taking about referrals: That referrals can become the lifeblood of your practice, The psychology of referrals, and How to tell people what you do to get more referrals. Today, I want to discuss Strategic Referral Partnerships. Strategic Referral Partners are the companies and individuals who are […]
Rainmaking Recommendation #132: Want More Referrals? Do They Know What You Do?
March 16, 2016 by Leave a Comment
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 #126: Is a 76% Chance of Success Worth It?
November 18, 2015 by Leave a Comment
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. […]