Archives for 2011

Rainmaking Recommendation #42: The Second Step to Getting Referrals

Rainmaking Recommendation #41 began the first of three steps on how to get referrals. The first step answered the question:  Are you Referable? The second step answers the question:  Do you know how to give referrals? Why is giving referrals important?  You’ve heard the old adage: “Give to get”.  Nothing could be truer than that […]

Rainmaking Recommendation #41: The First of Three Steps to Get Referrals

Lately I have been discussing referrals a lot with my clients. Recently, I was invited to participate in a podcast with Jared Correia, Law Practice Management Advisor with MassLOMAP for Legal Talk Network Radio on The Power of Legal Referrals, and the one question I get asked the most is how to get more referrals. […]

Rainmaking Recommendation # 40: It doesn’t matter what YOU want

You wouldn’t offer a monkey a slice of cheese when it wants a banana. You wouldn’t give a hungry baby a steak when it wants a bottle of milk. So why is it that we don’t figure out what our potential and current clients really want?  Instead, we tell them what we want for them. […]

Rainmaking Recommendation #39: The Hazy, Lazy Days of Summer

Maybe it’s a hold-over mentality from when we were children.  From September through June we were in school just waiting for the day when our summer vacation started.  Then from Memorial Day to Labor Day we took off to play. Now that we are adults, we still think of summer as being a slower time; […]

Rainmaking Recommendation #38: It is not fashionable to be late

There are some people in this world who are always, chronically late. 5 minutes here, 10 minutes there. No matter what the event or appointment, they are always late. However, being late is never acceptable. When you are late, you are saying to other people that your time is more important than theirs.   This is […]

Rainmaking Recommendation #37 – The 3 Little Words Never to Say to a Client

(N.B:  This was not the original Rainmaking Recommendation that was to be sent out today, but due to an increasingly frustrating phone call with a major website last night in which those three little words were used over and over, it had to be sent). When a client sends you an email or calls you […]

Bless me Blawgosphere, For I have Sinned

Okay – I’m not of the Catholic Faith, and I am not sure to whom I am really confessing this sin.  However,  as a person who coaches attorneys on Time Management, Organization, and Rainmaking Activities including using the internet to get new clients (blogs, social media, for example) I felt the need to write this […]

Rainmaking Recommendation #36 – Don’t say “Goodbye”, say “Talk to you Soon”

How many clients have you had over the years? If each of these clients could refer just one good client to you, and then each of those new clients could refer one new client to you . . . . and so on and so on, how big would your book of business be? Each […]

Rainmaking Recommendation # 35: Take a good look back, “SMARTY” people!

This year is flying by so quickly – we are more than halfway through this  year!  It’s time to review what you have (and have not) done to build your books of business. For those who have been reading the Rainmaking Recommendations since its inception will recognize that this is very similar to Rainmaking Recommendation […]

Rainmaking Recommendation #34 : Do You Really Want It?

This is an extremely important question to ask yourself. Recently, a couple of my clients have been giving me excuse after excuse after excuse (and that’s all they are – excuses) as to why they have not been doing the tasks they need to do to become the Rainmakers THEY have said they want to […]