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 #42: The Second Step to Getting Referrals
November 16, 2011 by Leave a Comment
Rainmaking Recommendation #41: The First of Three Steps to Get Referrals
November 16, 2011 by Leave a Comment
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
November 3, 2011 by Leave a Comment
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 #38: It is not fashionable to be late
October 12, 2011 by Leave a Comment
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
October 5, 2011 by Leave a Comment
(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 […]
Rainmaking Recommendation #36 – Don’t say “Goodbye”, say “Talk to you Soon”
September 7, 2011 by 1 Comment
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!
July 10, 2011 by Leave a Comment
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?
June 1, 2011 by Leave a Comment
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 […]
Rainmaking Recommendation #33: Your Past Could Be Your Future
May 18, 2011 by 2 Comments
(Starting in April 2011, the attorneys who signed up to receive the Rainmaking Recommendation in their email will receive the current tip two weeks earlier than it is posted on this blog. This is my way of thanking them for being a part of the group. If you would like to see the current Rainmaking […]
Rainmaking Recommendation #32: No Excuses!
May 2, 2011 by 4 Comments
If you want to be a rainmaker, there are no excuses to doing the work you need to do.