After an extremely long day with clients, I stopped by my local book store – it’s one of the ways I like to relax. Yes, while I have ebook readers, and the ability to download books onto every device in the world, I am a bit old fashioned. I love the feel of books, of […]
Rainmaking Recommendation #53: What You Don’t Say May Speak Volumes
March 28, 2012 by Leave a Comment
Rainmaking Recommednation #52: Acknowledge Me!
March 21, 2012 by Leave a Comment
Reason #2 Why Client’s Don’t Come Back: You’re Unresponsive In a continuation of the series on “Why Client’s don’t come back”, this Rainmaking Recommendation will address the number one reason why clients’ don’t come back – because you don’t respond to them. In this day and age of immediate communication – Wi-Fi, 24 hour internet […]
Rainmaking Recommendation # 51: “I didn’t know you did that”
February 17, 2012 by Leave a Comment
“Why don’t clients come back?” Recently, I received an email from a litigation attorney from Connecticut who asked the question above and about following up with clients following the conclusion of representation. It seems that some clients of the firm who seemed happy with the work the attorneys were doing were going elsewhere for subsequent […]
Rainmaking Recommendations #49: Who do YOU want to represent?
February 17, 2012 by Leave a Comment
All great Rainmakers know the following: You have to love what you do and who your clients are because: When you are in a practice area that you love practicing law does not feel like work; When you love working with your clients they will love working with you. You will actually return calls, and […]
Rainmaking Recommendation #44: Develop a Referral “System”
January 2, 2012 by Leave a Comment
If you are referable (Rainmaking Recommendation #41) And you know how to give referrals (Rainmaking Recommendation #42) And you know how to ask for referrals (Rainmaking Recommendation #43) Why aren’t you getting referrals on a regular basis? It’s probably because you don’t have a system for getting referrals in place. One of the definitions of […]
Rainmaking Recommendation #43: The Third Step to Obtain Referrals
January 2, 2012 by Leave a Comment
Rainmaking Recommendation #41 asked: Are you Referable? Rainmaking Recommendation #42 asked: Do you know how to give referrals? This third, but by no means final step, answers the question: Do you know how to ask for referrals? Being referable and giving referrals are wonderful ways to start the process. However, if you don’t ask, you […]
Rainmaking Recommendation #42: The Second Step to Getting Referrals
January 2, 2012 by Leave a Comment
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
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 #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 #30: There Are No Small Cases
March 16, 2011 by 2 Comments
Here is the scenario: A prospective client just came to your office. They only need a small matter resolved which you could easily handle. This case will only take you a short amount of time which really doesn’t create much income for you or your firm. Do you take the matter? The answer is always […]