February 2011

Are You a Great Closer?

Some lawyers are better than others at helping prospective clients become clients. They have skills that assist them in helping people understand the value of hiring the law firm and helping those same people take action. Being a great lawyer doesn’t seem to correlate all that closely with being good at signing up new clients. [...]

Read the full article →

Sunday Funny: I’m Getting a Job Before Marriage

http://www.youtube.com/watch?v=0rbMHLDY1pA

Read the full article →

Fire Your Referral Sources

Not all referral sources are equal. Some need to stay, but you need to tell others, ”You’re fired!” Referral sources come in a variety of shapes and sizes. Some generate a ton of new calls for you. Some only send a client once in a while, but that client is a whale that can make your [...]

Read the full article →

Hire Late in the Game

I’ve hired lots of lawyers and staff over the years. I’ve employed a number of different philosophies about when to hire. Having a plan for hiring is important. It’s especially important when business is booming (like it is for many family law practices right now) and time for good management thinking is limited. Making mistakes [...]

Read the full article →

How Much to Explain in an Initial Consultation

I’ve been talking to lawyers about their initial consultations this week. I’ve been asking what goes on, who does the talking, and what gets said. One theme: lawyers talk more than clients. That’s not good. You want to be in listening mode as much as possible. You’re more likely to be retained, and thus able [...]

Read the full article →

Creating a Law Firm Vision

I walk in, and I’m not sure whether I’m in the right place. I look straight ahead, and there’s a room filled with kids playing on a great big, colorful, climbing gym. One kid zooms down the slide so fast I wonder whether she might smack into the glass wall that separates her from the [...]

Read the full article →

I Don’t Have Time to Market

I spent yesterday at a hotel on the beach in Costa Maya, Mexico (Hotel Maya Luna). It’s a beautiful place away from the crowds of the beaches down near the port. It has a few rooms, a great restaurant, and a very private, quiet setting. This place is way down the road from the middle [...]

Read the full article →

Sunday Funny: Hotel Fail

Another great photo from FailBlog. If you don’t visit this site regularly, you should. Family law practitioners need to laugh at least a few times a day or this work will drive you to the brink.

Read the full article →

← Previous Entries