A deadly disease is plaguing your legal practice. It’s called “Excusitis”. Excusitis occurs when you come up with the various reasons why you cannot do something. Here’s the rub – no matter what excuse you may have, someone has already debunked it. For example, the “I’m too old to ___________ (insert activity here)” excuse. Age […]
Rainmaking Recommendation #128: The Top 5 Excuses for Not Becoming a Rainmaker
January 20, 2016 by Leave a Comment
Rainmaking Recommendation # 115: Be Amazing!
April 15, 2015 by Leave a Comment
Being a good lawyer is not enough. Being a great lawyer is not enough. Be an amazing lawyer! According to Google the definition of “Amazing” is “causing great surprise or wonder; astonishing.” So, when was the last time you created great surprise or wonder when it comes to your clients? Your referral sources? Your prospective […]
Rainmaking Recommendation #112: Why Can’t They Sleep?
March 4, 2015 by Leave a Comment
Sometimes it’s tough to walk a mile in their shoes – we are so busy taking care of our own lives that it is difficult to think about what worries your clients most. As attorneys, we are tasked with trying to help people with their legal woes. Whether it is about their business or whether […]
The Business Card Hoarder
March 2, 2015 by Leave a Comment
I have a confession. I found a 3” three ring binder on my shelf in my office with about 2,500 business cards in it. The business cards dated back 15 to 20 years. Additionally, I have two other binders of business cards on my shelf and a Redweld® expandable file stuffed with business cards. I have […]
Rainmaking Recommendation # 111: Your “Red Velvet Rope Policy”
February 18, 2015 by Leave a Comment
In the late 1970s, two men, Ian Schrager and Steve Rubell, opened a now famous club called Studio 54. Then they did something incredibly amazing! They set up a Red Velvet Rope at the entrance to the Disco and then created a policy in which they determined who would, and would not get into this remarkable place. People […]
Rainmaking Recommendation #108: What Do They Want?
January 7, 2015 by Leave a Comment
You want more clients, right? What do clients want? They want to know that you understand their problems, They want to know that you know how to solve those issues, They want to know that you are listening to them, They want you to be responsive, They want you to communicate with them clearly, They […]
Rainmaking Recommendation #106: 2015 – The Year of the Client
November 19, 2014 by Leave a Comment
I am officially declaring 2015 – The Year of The Client. 2015 is going to be the year that client service is going to become one of the most important business development tactics you can improve for your law practice and firm. Why? Yesterday, November 18, 2014, Jackson Lewis, a 780 attorney law firm with […]
What Attorneys Can Learn From the Pregnant Restaurateur about Client Service
November 15, 2014 by Leave a Comment
Despite all of the cracks around the country about New Jersey, it is called the Garden State for a reason. We have some of the most amazing fresh fruits and vegetables in the United States. A bounty of harvested produce makes it way, each year, from June to November, to various farmers markets across the […]
Rainmaking Recommendation #97: You’re So Vain . . .
May 7, 2014 by Leave a Comment
The other night I was watching the Morgan Spurlock show “Inside Man”. This episode discussed “Big Data” and how everything (and I mean EVERYTHING) is collected whenever you log onto the internet. Most often it is used for marketing purposes, but Mr. Spurlock does talk about the dark side of all of this data collection […]
Rainmaking Recommendation #96: YOU Are a Brand
April 16, 2014 by Leave a Comment
Regardless of whether you are in a large, midsize or small firm or a solo practitioner, you have a brand. In fact, you ARE a brand. And personal branding is becoming more and more important in the second decade of the 21st century. What your personal brand is: Your personal brand is what people think of […]