A Thank You To All The Unethical Attorneys Out There

I want to say “Thank You!” to all of the unethical attorneys out there. To all of the attorneys who have, and are, currently out there committing crimes against the public and their clients, thank you: who have raided their clients escrow accounts to pay for lavish lifestyles who have billed clients for the most […]

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 […]

An Unbalanced Life: How it Affects Being A Great Rainmaker (part 1)

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. […]

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 […]

Rainmaking Recommendation #10 – What do you do?

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 […]

Rainmaking Recommendation #9 – Let Them Know

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 […]

Rainmaking Recommendation #7 – One More Thing

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 […]

Rainmaking Recommendation #6 – It’s Not About Luck

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 […]