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 #229: You Are Already a Salesperson -Embrace It!
January 14, 2021 by Leave a Comment
Rainmaking Recommendation #225: Using the Rainmaking Cycle to Become a Rainmaker (Part 2(c) – The Virtual Networking Event)
December 7, 2020 by Leave a Comment
While not exciting, I’ll begin this Rainmaking Recommendation as I have the last three, because I am hoping that this is getting tattooed on your brain: 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 – […]
Are You Tone Deaf?
June 3, 2020 by Leave a Comment
I really thought about not posting a Rainmaking Recommendation for this week. I thought that no matter what I posted, it would be considered to be inappropriate for what is occurring in the United States and in the world. But, after spending the past few days on social media (alternately crying and getting supremely angry), […]
Rainmaking Recommendation #193: It’s About Them!
February 12, 2020 by Leave a Comment
For almost 20 years as a Rainmaking Trainer and Coach, I have been saying the same thing: It’s not about you. It’s about them. “Them” being the prospective, current and former clients. It’s always been about them, but every year there is a proclamation about the fact that lawyers and law firms must become “client-centric,” […]
Rainmaking Recommendation #186: The Benefits Of Gratitude on Business Development
November 20, 2019 by Leave a Comment
In one week’s time, it will be Thanksgiving in the United States. And, you will probably be feasting with friends and family, watching football games (and probably arguing with them). I believe that many of us have forgotten that Thanksgiving is a time when we are supposed to be grateful for all that we have received during the […]
Rainmaking Recommendation #177: Take a Break
July 3, 2019 by Leave a Comment
While my last Rainmaking Recommendation told you that you should not allow the summer months to make you lazy in your business development activities, since tomorrow is the 4th of July in the United States, a National holiday, I will tell you that you NEED take time for yourself to rest and recharge. We are […]
Rainmaking Recommendation #165: You Have to Change For Rainmaking Success
January 2, 2019 by Leave a Comment
A brand new year had started and you are being given a blank slate upon which to write another chapter of your life story. I get excited whenever a New Year comes around because it reminds me of the expectations I have for a great new year. Particularly since 2018 was not an easy year […]
Hey Lawyers: Is a 78% Chance of Rainmaking Success Worth It?
March 13, 2017 by Leave a Comment
In 2007, Dr. Gail Matthews, a psychology professor at Dominican University of California, conducted a study on goal achievement. The impetus for Matthews’ study was an oft reported treatise which never existed, but to this day is still repeated and used by personal development gurus around the world. The study which I reference is sometimes […]
Rainmaking Recommendation #114: 5 Reasons to Care About Your Online Presence
April 1, 2015 by Leave a Comment
Recently, I have spoken with a few attorneys who have said that they have no interest in promoting themselves online. These were a few of their reasons: They wanted to have privacy; They didn’t want to have to do the work necessary to keep their online presence up-to-date; They didn’t have the time; and They […]
Rainmaking Recommendation #113: Get Over It!
March 18, 2015 by Leave a Comment
I recently wrote a blog post asking whether every law firm should require their attorneys to become marketers and Rainmakers. This was based on a new mandate by one of the largest law firms in the United States, Quinn Emmanuel, now requiring their associates to do a ‘marketing project’ in order to become eligible for […]