Jaimie Field – Enlightened Rainmaking

Rainmaking does not have to cost a lot of money.

Many attorneys are spending tens of thousands of dollars  on websites, SEO tactics, listing services which promise 30 clients in 30 days, buying books on Rainmaking that they don’t actually implement (or worse – don’t read), and this is just a short list.   In fact, think about all of the money you spent in 2012 to get new clients.  You need to figure out what is actually worth spending money upon.

However, there are a ton of low cost and no cost Rainmaking Tactics which you can implement in your practice.  But the key is to actually use them – consistently and constantly.  Here are a quick 5:

• Create a monthly newsletter;
• Have a memorable business card;
• Blog;
• Offer to speak at a seminar;
• Use Social Media to meet potential clients;

And finally,

For the price of a cup of coffee, you can meet with a referral source at a diner and connect with them.

Shhhh… don’t tell anyone – particularly the other Rainmaking Trainers and Legal Marketing “experts” out there.

There is no one way to become a rainmaker.  

If you have been trying to fit yourself into a mold of what a rainmaker looks like or does and it hasn’t been working, the reason is that you are not being authentic to yourself.

There are literally hundreds of different Rainmaking Tactics and Techniques that you can use*, but if you are using one because you heard it was “more effective” than others and it is still not bringing you in clients, then you are not using the right tactic or technique for you.

Not everyone should blog nor should everyone should give public seminars.  The fact is that each lawyer and law practice is different and using a technique or tactic which you are not comfortable doing will only cause you to stop taking action.  And it is action that will make you a rainmaker.

The key thing is that Rainmaking is about creating relationships.  Find the one or two or three Rainmaking techniques that allow you to create relationships with others and perform those consistently.

*A blog will be posted on Friday, January 5, 2013 here with a list of Rainmaking and Legal Marketing Activities which you can consider using to grow your books of business. 

  In Rainmaking Recommendation #67 – Conduct your own Attorney Review you were asked to look back at where you have been.

In Rainmaking Recommendation #69 – Dream Big you were asked to determine where you want to go.

Rainmaking Recommendation #70 is about how to get there – And this means creating your Rainmaking Plans.

A good rainmaking plan takes into account the where you were, the where you want to go and puts it together with the steps you need to get there.

Many, many, many articles and blog posts have been written about how to set goals.  The acronym S.M.A.R.T. is frequently used to explain how to do this.

(A quick review of this acronym):

S – Specific – do you have a specific goal?

M – measurable – can you measure your progress?

A – Actionable – can you take action on this goal

R- Realistic – Is it a Realistic Goal?

T – is it Time-bound – does it have a deadline?

And of course, if you have read other blogs on www.jaimiefield.com you will know that I talk about SMART-Y goals with a Y – which stands for “You”; is it your goal?

One of the most important parts of this acronym to focus on is the “A” or the action steps you are going to take to reach these goals.   What specific actions are you going to take to make your Rainmaking dreams reality?  What rainmaking tasks will help you achieve your goals?

You would never try to drive somewhere you’ve never been without directions (including a GPS).  Give your Rainmaking Plan a chance to succeed by taking the time to list all of the actions you want to take this year which will help move you toward your goals.  Each step you take towards an objective, the closer you will get to achieve your goals.

Oh, and if you are lost – ask for directions (please feel free to email any questions at all).

We are continuing the steps on how to develop a successful Rainmaking Plan for 2013.

In Rainmaking Recommendation #67 – Conduct your Own Attorney Review, we discussed Performing your own Attorney Review by determining:

• what you did this year that worked to bring in new clients;
• what didn’t work ; or most importantly,
• If you did ANY of the work necessary to build your book of business.

This “looking back” will you help you to look forward to create your rainmaking plan.

Now that you know where you have been, you need to determine where you want to go.

There is an oft repeated proverb that says:  “He who fails to plan, plans to fail.”  but before you begin to plan you have to determine what you wan to achieve.

So take the time to start writing down what is is you want this year.   How many clients do you want?  How much money do you want to earn?  do you want to write a novel?  Run a marathon?Don’t worry about how you are going to get right this second, (we will discuss the how in the next Rainmaking Recommendation). Just write down what YOU want.

The key here is that it has to be what YOU want to accomplish.  If it’s not your goal, it will never be accomplished because you will have no desire to the work necessary to achieve it.

Just remember what Ben Stein (yes, I am quoting Ferris Bueller’s Teacher, but if you didn’t know he was also President Ford’s and President Nixon’s speech writer) said:  “The indispensable first step to getting the things you want out of life is this: decide what you want.”

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.

Think about the holiday that is tomorrow in the United States:  Thanksgiving.

Now look at the words that make up this term:   Thanks and Giving.  When was the last time you gave a “thank you” to the people who are in your life?  Your clients, your referral sources, your family?

 “Thank You” is one of the most powerful phrases you can use and they can transform your rainmaking and business development as well as your life.  Yet, we sometimes forget to say thank you to others because we are so busy with our own lives.  

 “Thank you” is an expression of gratitude that you give to others for everything they have done for you.   When you genuinely thank someone for what they have done for you, whether it is big or small, you will find that people will go out of their way to try to help you even more because they know you are appreciative.

And while we set aside one day a year in the United States as a day of gratitude, it is a phrase you should be using always and often.

And on a personal note:  It is with deep gratitude that I thank all of the readers of these Rainmaking Recommendations. Please enjoy a safe and happy holiday. 

Over the next few Rainmaking Recommendations, we will be discussing the end of this year and how to develop a successful Rainmaking Plan for 2013.

Want to hear a scary fact?  There are only 54 days left to this year.

We are coming down to the end of 2012.  What did you do this year to grow your book of business?

You need to conduct your own review of your activities.

If you work in a firm, you may be required to have an “Attorney Review” to determine what you accomplished in 2012.  If you are a solo practitioner, you should consider doing this exercise on your own.

Performing your own Attorney Review will help you determine:

• what you did this year that worked to bring in new clients;
• what didn’t work ; or most importantly,
• If you did ANY of the work necessary to build your book of business.

Most attorneys have a tendency to get caught up in the day-to –day practice of law:  Writing briefs or contract, researching the law, litigating cases, etc.

This means they do not take the time to do the activities:  blogging, social media, networking, public speaking, writing articles, meeting with referral sources, etc., that will lead to more business.

You need to be honest with yourself.  Do not make judgments; just determine whether you actually did the tasks you would need to do to build a book of business on a consistent basis.  Just blogging occasionally, or going to a networking event but not following up with the people you met, or using Social Media to meet the people you want to meet on a consistent basis, will not help you grow your client base.  (Think of it this way:  most people do not wake up good at a particular hobby – like golf, or playing an instrument.  You have to practice consistently, possibly take lessons, and learn from your mistakes, in order to get better.)

Once you have figured out whether you did (or didn’t) do the work necessary and what worked (or didn’t) you can begin to plan for next year.

And the first part of your plan just may be committing to do the things you need to do.

Last night was the 2^nd Presidential Debate. Did you watch?

Were you struck with the same question I was during the entire event?

“How?”

Each of the candidates outlined their goals for the country but neither one explained how they were going to do it.

What does this have to do with Rainmaking?  We all have the goal of getting new clients and more client matters from the clients we already have.  The question is how are you going to get there.

Now more than ever, it is important for you to begin planning those “how’s”.    We are in the last quarter of the year.  Now is the time to think about the past year and begin thinking about next.  Did you achieve the goals you wanted to this year?

More importantly, did you have a plan to achieve those goals?

Now is the time to write down your goals for next year and then determine what networking, marketing, social media and other Rainmaking tasks you are going to do to get the goals accomplished.  There are so manysources you can use to get ideas on techniques and tasks that will help you achieve them.

Goals are great. But if you do not have the plan to achieve them they are really only wishes.

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 #64:  You Never Know Where You Will Meet Your Next Client

(There will be a reader who will see themselves in this Rainmaking Recommendation because he was one of its stars.) 

Last week I was working at a client’s law office.  I went outside on this absolutely gorgeous day to take a break and saw a gentleman in the parking lot that had a flat tire.  While I personally could not help him change a tire (that’s what AAA if for), we began speaking and in the course of a five minute conversation learned that he may have a legal issue with which one of the attorneys in the firm may be able to assist him.   So while he continued to change the tire, I ran back inside to grab the attorney and personally introduce him to the gentleman outside.

I also tell this story about a client of mine who was divorced with kids who was talking to another divorced father on a line in Burger King.   Within minutes they were all having lunch together and my client had found the owner of one of the biggest companies in the area who just happened to be looking for a new attorney.   This business owner introduced my client to more and more of his friends who also owned businesses and the referrals have still not stopped.

The point is this:  You never know where you are going to meet your next client.  You have to learn to begin talking to anyone and everyone and learn about them.

Networking does not have to be in large groups.  Networking is truly done one on one.  That next person you are speaking with may turn out to change your entire law practice.

Rainmaking Recommendation #63:  Re-Evaluate Your Associations 

Look at your calendar.

If you are like me, your September is always filled with networking events – traditionally this is the time that associations get back to business and lots and lots of activity.

Time is a precious commodity.  You do not have all the time in the world to be involved with every organization.

Maybe now is the time to evaluate the groups with which you are involved.  Ask yourself the following four questions:

1. How long have you been in that group?
2. Do you like the people in the group?
3. Have you received any business from that organization or association?
4. Are you learning anything being a part of this group that will help you in your career?

If the answer to these questions is NO, then it’s time to rethink your membership with the following caveats:

•  If you haven’t been in the group that long, you need to give it a true shot, unless. . .
• You really dislike the members of the group.   Then it’s just time to get out.
• If you haven’t given any business to any others, no one is going to give business to you.

Join the associations and create relationships with people who will either provide information that will help you learn more or who will help you grow your business.  You do not have enough time to join every organization out there.

One last thing:  Just because you leave an association doesn’t mean that you cannot keep in touch and continue to grow relationships with the people you like who you met in that group.

Rainmaking Recommendations are sent to a select email list on the first and third Wednesdays of the month.  They are bite size tips that when implemented will cause you to make rain. If you would like to have them sent to you follow these directions. 

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.

Q:  Why do you have to go to bed at night? 

A:  Because the bed won’t come to you!

Okay, I know it’s a really bad kindergarten joke (I hope you are smiling), but the point is that clients won’t always just come to you.  You have to “go” to them.

Where do you find clients?  Are you meeting enough people both on-line and in person?

On-line:

What social networks are you using?  Do your ideal clients use that social network or are you just wasting time posting there?   Many attorneys I know do not know how to use social media for business development and are just posting glorified advertisements about themselves on-line.  Social Media is about being “social”.  Start a conversation, ask a question and answer a question, comment on what other people post.  Start “listening” to what your ideal clients have to say.  You may just find that you have the right answer.

In Person:

Are you wasting time going to networking events that just don’t have the people you want to work with attending them?  Stop going to those events and find one where your ideal clients congregate.

Worse than that – are you not even attending events where you can meet potential clients?

Start “going” where your clients are – like the bed – it’s not going to come to you

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.