Picture this: A man named Ray Kinsella (Kevin Costner) is working in his corn field in Iowa when he hears this low, growly disembodied voice say: “If you build it, he will come.” This is the beginning of “Field of Dreams” (1989). Without detailing the entire movie – which I saw again last night for […]
Rainmaking Recommendation #12: How to Clone Your Ideal Client
June 16, 2010 by 5 Comments
Who is your ideal client? Do you already work with him or her? Whether you do or don’t, you can create clone after clone of your ideal client (barring conflicts of interest) by taking the following actions: 1) Write down exactly what your ideal client looks like. Be specific. 2) Research where these clients hang […]
Rainmaking Recommendation #11: Halfway There
June 2, 2010 by 5 Comments
Not to frighten you, but this year is officially half over. What have you done to advance your Rainmaking skills? Do you have a written Rainmaking plan? If not, why not? Do you set schedule time, every day, to do at least one Rainmaking Activity? As a Rainmaking coach and a trainer, I cannot force […]
Rainmaking Recommendation #10 – What do you do?
May 19, 2010 by 9 Comments
You are at a networking event. What is one of the first questions we are asked by strangers? “What do you do?” If you are like most lawyers, you reply: “I’m an attorney.” While this satisfies the question, it will get you nowhere. You need to tell others, in an interesting and memorable way what […]
Rainmaking Recommendation #9 – Let Them Know
May 5, 2010 by 5 Comments
One of the worst phrases an attorney can hear from one of their friends, family, clients or prospective clients is: “I didn’t know you (your firm) did that!” Usually this means that they went somewhere else for a matter they would have been more than happy to give to you – had they known your […]
Rainmaking Recommendation #8 – GET OUT!
April 21, 2010 by 3 Comments
If you are sitting behind a desk, wallowing in briefs, documents and legal references every day, 5 (or even 7) days a week for 2000 billable hours per year, you will never become a Rainmaker. GET OUT! People do business with people they know and like. Yes, it is a statement you hear frequently but […]
Rainmaking Recommendation #7 – One More Thing
April 7, 2010 by 2 Comments
What’s the one “more” thing you can do TODAY to continue to become a Rainmaker? What’s the one phone call can you make to a current or prospective client? What’s the one more article you can read to learn more about the area in which you practice? What’s the one more email you can send […]
Rainmaking Recommendation #6 – It’s Not About Luck
March 17, 2010 by Leave a Comment
In deference to the fact that today is St. Patricks Day, today’s Rainmaking Recommendation is about Luck. The fact is that to be a Rainmaker it is not about being lucky, it is about doing the work necessary to become a Rainmaker. Many attorneys will never become successful Rainmakers because they are unwilling to put […]
Rainmaking Recommendation #5 – Time IS on Your Side, Yes it is!
March 3, 2010 by 8 Comments
Time IS on your Side. How to use wasted time to create Rainmaking Opportunities
Rainmaking Recommendation #4 – Your Goal is Success
February 17, 2010 by Leave a Comment
Rainmaking Recommendation #4 – Your Goal is Success “The ability to set goals and to make plans for their accomplishment is the master skill of success. Developing this skill will do more to ensure your success than anything else you could ever do.” Brian Tracy, Maximum Achievement. Take the time necessary to write down your […]