Friday, April 5, 2013

Happy the Lawyer

For a long time, I was so anxious to play music with others, anyone, that I took every opportunity to play, no matter who they were, whatever combination of instruments, wherever they wanted to play. I thought that, at worst, it helped me get my name out there.  And that it gave me more experience.

But an odd thing happened after several sessions. I started to notice that when I played with other musicians that were below my skill level, I didn’t play as well. My playing was uninspired and listless. I was just going through the motions and not really engaged. It was not the same when I played with people better than I am. Somehow, my playing was elevated. I rose to the occasion and drew on skills and subtleties in my playing that I didn’t realize I had in me. I was more inspired and it showed.

In the same way, projects and clients have the same affect on us. They can sap your inspiration and motivation or they can fuel your imagination and energize you. Sometimes you have to do routine work to pay the bills. But don’t let it consume your practice. Always keep room in your schedule to do the work that inspires you. Focus on the work you want to do, not the work you have to do. You’ll be a much happier and, it also happens to follow, a much more successful lawyer. The more of your practice you can keep working on the types of issues that challenge you, the happier a lawyer you will be.

Thursday, April 4, 2013

The Components of Trust

The highest praise clients can bestow on their lawyers is to call them a 'trusted advisor'. But getting to this level in your relationship with clients is not easy. However, understanding the components of trust can help you become a trusted advisor faster.

Trust results from three demonstrated behaviors: competence, candor and compassion. In simple terms, competence is your ability to generate confidence in your legal abilities. Compassion is your ability to be 'likeable' and candor is your ability to be 'believeable'. These three qualities are essential in building a trusting relationship.

It goes without saying, if you could use help becoming a trusted advisor, please call me at 502-693-4731. You'll find me to be an eager resource and that it costs nothing to talk.

Wednesday, April 3, 2013

The Best Way to Get Referrals, Part 3

This is the final installment in a three part series outlining an effective way to generate referrals from your network of contacts and clients.

To summarize, the best way to get referrals is to give referrals first. Secondly, you must earn a referral. Lastly, you should plant the seed of referrals early on in the relationship.

Plant the seed of referrals early on in your relationship with your clients. All relationships go through phases similar to those of a marriage. There's the honeymoon phase, the newlywed phase, the child rearing phase, etc. No relationship is perfect. It evolves as you move through each phase of the relationship- hopefully getting stronger but not always.

The work you put into the relationship is what binds two people together. So, during the newlywed phase, talk to your clients about referrals. Plant the seed that you intend to earn your client's endorsement through exceptional work and service. You can say something to the effect of, 'I know it's too early on in our relationship for me to ask for a referral from you. However, I am committed to exceeding your expectations in both the quality of my legal advice and the responsiveness of my service. If you find this to be true, I hope you'll think about people that might also benefit from my services and tell them about me.'

Find a way to say this that is comfortable for you. Practice it and be able to deliver this point sincerely. Emphasize the one or two aspects of your service that your clients consistently experience and include that the way the example includes work quality and responsiveness. Plant the seed early in the relationship so your client understands how she is to evaluate your service and what she can say when she refers you.

It goes without saying, if you would like some help planting the seeds of referrals, give me a call at 502-693-4731. You'll find I am an eager resource and it costs nothing to talk.

Tuesday, April 2, 2013

The Best way to Get Referrals, Part 2

This is the second installment in a three part series outlining an effective way to generate referrals from your network of contacts and clients.

To summarize, the best way to get referrals is to give referrals first. Secondly, you must earn a referral. Lastly, you should plant the seed of referrals early on in the relationship.

No one offers a referral unless they have a high degree of confidence that you will exceed the prospective client's expectations. To generate that level of trust, you must exceed your client's expectations.

Easier said than done, right?

A simple way to insure you always do this is to under promise and over deliver on every assignment. Give yourself more time than you need to complete assignments so you deliver faster than expected. Set budgets higher than you estimate so you come under expectations. And return calls promptly, and even at night, so you respond quicker than others. Get in this habit and you can be confident that you are exceeding your client's expectations consistently, thereby earning the right to be referred.

It goes without saying, if you would like some help exceeding your clients' expectations, give me a call at 502-693-4731. You'll find I am an eager resource and that it costs nothing to talk.

Monday, April 1, 2013

The Best Way to Get Referrals in Three Parts

This is the first installment of a three part series outlining an effective way to generate referrals from your network of contacts and clients.

In brief, the best way to get referrals is to give referrals first. Secondly, you must earn a referral. Lastly, you should plant the seed of referrals early on in the relationship.

Proactive referrals are those that a client gives you because she feels you are well qualified to solve the particular issues a peer of theirs has. To give referrals, go through your contacts and think about the people that may be able to help them knowing what you know about their business. Look for ways to connect people in your network of contacts.

This takes time and a generous dose of tact. It also absolutely requires you to eliminate any hint of an expecation of reciprocity. You must adopt a genuine interest in selflessly helping others. If you don't, it will be sniffed out. You'll lose the impact of thoughtful generosity.

But, the more that you reach out to help others, the more you will be seen as a resource for solving problems. It is the business development karmic equivalent of doing to others as you would have them do unto you. What you give will come back to you in referral energy.

It goes without saying, if you would like some help generating proactive referrals, give me a call at 502-693-4731. You'll find I am an eager resource and that it costs nothing to talk.