How to Stop Hating Selling and Become a Rainmaker

Posted by Krista on Feb 21, 2007 in Marketing, Rainmaking | 0 comments

I talked a bit about sales in my last post on what it takes to create a successful law firm. Making sales is a necessary component to running a law firm. Without closing the deal and taking on new clients, you quickly deplete your law firm of cash. And without cash, you won’t be in business very long. Why do lawyers (and most small business owners, in general) hate sales so much? From...

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3 Pillars of a Successful Law Firm

Posted by Krista on Feb 19, 2007 in Client Service, Marketing, Rainmaking | 0 comments

I’m often asked by lawyers looking to start their own practice, or those who have just gone out on their own, what it takes to establish a successful law firm. In law – just like any small business – there are three areas you must master if you want a successful law firm. These are: Develop a Niche Today’s general practice attorneys are barely scraping by. That is because...

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How To Build Referral Relationships That Bring Clients In The Door

Posted by Krista on Nov 5, 2006 in Rainmaking, Referrals | 0 comments

Virtually lawyer I’ve talked to wishes they had more referrals. Referrals generally are easier to close because they are pre-sold on your services by people that already know and like you. So, how can you get more? The first step is to understand why might people refer others to you? It’s not because you have a slick brochure or a funny advertisement. It’s not because you send...

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Power of Negative Thinking (Part 4): 7 Steps For Dealing With Negative Thinking

Posted by Krista on Aug 18, 2006 in Marketing, Rainmaking | 0 comments

In my previous article, I looked at how negative thinking can hold us back from achieving our goals. In this article, I’m going to look at strategies for dealing with negative thinking. In his Action Plan Toolkit (aff), Robert Middleton addresses 7 steps to disarm the negative belief. Identify the negative thought – What is it that you’re resisting? Whenever you find yourself...

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Power of Negative Thinking (Part 2): What’s Holding You Back?

Posted by Krista on Aug 16, 2006 in Marketing, Rainmaking | 0 comments

Most lawyers I speak with hate the concept of marketing. If they had their way, they’d just sit back and wait for referrals to flood in. They wouldn’t have to spend time prospecting. They wouldn’t have to pitch their services to people who don’t know who they are or why they are the lawyer for them. And they wouldn’t have to risk rejection. But most lawyers...

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Power of Negative Thinking (Part 1): Fallacies in Lawyer Marketing Logic

Posted by Krista on Aug 16, 2006 in Marketing, Rainmaking | 0 comments

In law school, you learned a certain way of thinking based on logic, rationale, and a healthy dose of skepticism. That may be fine for how you deal with cases in court, but it’s probably holding you back in your business. In this four part series, I’m going to talk about how you can identify and deal with the negative thinking that’s preventing you from growing your...

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