If you have big goals – particularly for your law firm – there are a number of approaches you can take to reach those goals. Some are more effective than others.

The most effective approach involves two keys: keeping score and accountability.

Keeping Score
To produce change and move toward your goals, you need to keep score of multiple things on a daily basis. Keeping score keeps you focused so that you know how you’re doing. After all, having goals without measuring them doesn’t do you any good.

When your focus is maximizing your law firm’s revenues, these are the types of things you need to keep score of every day:

• How many items on your to do list did you get done today?

• How much money did you deposit in the bank today?

• How many new prospects did you see today, and what percentage became clients?

• What marketing activities did you accomplish today?

• How many items did you delegate today?

Accountability
Reality can be pretty harsh, and we have found that attorneys tend to resist keeping score. However, those who are very serious about making immediate and long-lasting changes to their businesses find a way to bite the bullet and face the truth.

They are also willing to take the additional step that is almost always required when it comes to attaining your goals: They’re willing to be accountable to someone other than themselves.

Most people are really afraid of being held accountable. There’s a gap between our intentions and our actual actions and behaviors. Accountability to a third party is the bridge, but it’s also pretty revealing. It’s the ultimate reality check, and it forces you either to take action or to admit that you’re stagnating.

If you want to reach your goals, take the plunge and find someone you trust who will hold you accountable on a daily basis for the promises you’ve made to yourself.

Sanford M. Fisch
CEO & Co-Founder
American Academy of Estate Planning Attorneys, Inc.
9444 Balboa Avenue, Suite 300
San Diego, California 92123
Phone: (800) 846-1555
www.aaepa.com