In this last part of the series about how to become an authority, I reiterate the definition that I have come to love: Authority = Expertise* + Influence We deconstructed this definition and discussed why you need to become an authority and how to develop expertise*. You must understand that there are hundreds of thousands of experts* in […]
Rainmaking Recommendation 232: How to Become an Authority: Influence
March 5, 2021 by Leave a Comment
Rainmaking Recommendation #229: You Are Already a Salesperson -Embrace It!
January 14, 2021 by Leave a Comment
We all know that attorneys hate the words “sales,” “selling,” “sell,” and so forth. To lawyers, these words are genuinely offensive. One of the biggest excuses I get for lawyers not becoming Rainmakers is “I didn’t go to law school to become a salesperson.” In fact, I had used this excuse when I first started […]
Rainmaking Recommendation #224: Using the Rainmaking Cycle to Become a Rainmaker (Part 2(b)– Networking Continued)
November 5, 2020 by Leave a Comment
I’ll begin this Rainmaking Recommendation as I have the last two: The Rainmaking Cycle is a continuous circuit that is about 3 things: Creating visibility and becoming known as an authority in the field of law that you practice – this is known as Marketing yourself and your services (see Rainmaking Recommendation # 222); Meeting people – whether […]
Rainmaking Recommendation #223: Using the Rainmaking Cycle to Become a Rainmaker (Part 2(a) – Networking)
October 22, 2020 by Leave a Comment
Exactly as I began the last Rainmaking Recommendation, so I reiterate: The Rainmaking Cycle is a continuous circuit that is about 3 things: Creating visibility and becoming known as an authority in the field of law that you practice – this is known as Marketing yourself and your services; Meeting people – whether in person or virtually – who […]
Rainmaking Recommendation #222: Using the Rainmaking Cycle to Become a Rainmaker (Part1 – Marketing)
October 15, 2020 by Leave a Comment
In many different blogs and Rainmaking Recommendations, I have said – repeatedly, that Rainmaking is about 3 things: Creating visibility and becoming known as an authority in the field of law that you practice – this is known as Marketing yourself and your services; Meeting people – whether in person or virtually – who want or need […]
Rainmaking Recommendation #221: The Myth of the Overnight Success
October 8, 2020 by Leave a Comment
In the almost 20 years I have been a Rainmaking Trainer and Coach, I have worked personally, one-on-one, with hundreds of attorneys. And there have only been a few with whom I have not been as successful a coach as I would have liked to have been. There are usually two reasons for this: Sometimes […]
Rainmaking Recommendation #206: Happy New Year . . .Again!
May 27, 2020 by Leave a Comment
This will be a very short Rainmaking Recommendation and I hope you will join me in celebrating a new, New Year. I’ve made a decision. I’ve decided that my 2020 will only have 7 months and not the 12 we were promised because the corona virus screwed up our first five months of this year. […]
Rainmaking Recommendation #205: WFH or WFO – It Doesn’t Matter for Rainmaking Purposes
May 20, 2020 by Leave a Comment
For most of us, we are nine weeks into working from home (WFH). (Well, not me. I am 11 years into working from home.) And once the initial shock and confusion about how to practice law from your basement, dining table, or if lucky, an actual room that you were able to turn into an […]
Rainmaking Recommendation #203: It’s ALWAYS About Communication
May 6, 2020 by Leave a Comment
Business development, aka Rainmaking, has been and will always be about communication and trust. You need exceptional communication skills to build trust and confidence in your abilities to help your clients and potential clients. And never has this been truer than at this time in history. The global pandemic has only emphasized the need for […]
Rainmaking Recommendation #201: How Should Lawyers Adapt to This Crisis?
April 8, 2020 by Leave a Comment
Adapt. A word that is fraught with so much meaning these days. One of the definitions of adapt is: “Become adjusted to new conditions.” And boy, have we ever been adapting to new conditions. It’s been almost a month since most of the United States went into self-quarantine. Since that time, we have had […]