Creating a business is not necessarily all about columns of numbers and cash flow. An entrepreneur, and let’s face it, that’s what attorneys with their own practice are, creates a place where employees spend a large percentage of their life and a place where clients can change the course of their lives. Looking at your law practice as a place where you can have a positive impact on others – can give your life meaning. It can fulfill the dreams you have for yourself and your own family. … [Read more...] about Can You Delegate?
We have entered full-force event planning mode at the Academy these couple of months as we are gearing up for our annual Spring Summit the first week of May in Atlanta, Georgia. Although putting on an event can be lot of work, the outcome is often well worth the effort. In a world of heavy digital interaction, live events are a valuable way for businesses and firms to engage with their clients and prospective customers while creating ties within the community. It doesn’t hurt to be an event … [Read more...] about Client Events: Maximize Returns in 5 Steps!
You’ve worked hard to establish your practice; If you’re anything like our Academy Members, you have vigorously studied your area of law, accumulated valuable experience, and are on the path to creating a lasting legacy through your dedication to helping clients and investing in your firm. Maybe you’ve done some marketing and made efforts to engage both prospects and centers of influence, but now it is time to take things to the next level by becoming a co-author. Sounds like too much work for a … [Read more...] about Put Your Name on the Cover! Benefits of Becoming a Co-Author
If you've spent energy and money marketing and generating a client base, it should be considered a crime in your law firm not to continue to connect with them after you’ve been retained. However, we see time and again that many attorneys don't make an effort to contact their clients at all in some cases until they're marketing again for a new service or review of past services. If you just market, market, market... your clients will stop listening. The secret to staying connected with the … [Read more...] about Don’t Overlook Client Contact
Have you ever wondered what it would take to have the highest cost per client among your peers? Or how you could overspend on your marketing budget year after year? Or, better yet, how to spend marketing dollars and effort on getting clients in your door, just so you can never see them again? Of course you haven’t! The idea of marketing is to work smarter, not harder, right? Yet we see many law firms focus their marketing on getting new clients in the door, create a stellar experience for … [Read more...] about Marketing Opportunities: The One and Done Client
Regardless of your estate planning talent and skill… without rapport, people in general don’t feel like they “know” you. Trust is nearly impossible without rapport. Even if building rapport is not your strength, there are a few specific efforts you can fine tune and practice on everyone from the dry-cleaning lady to the guy next to you in line at the airport. Eye Contact: It’s old news, but guess what, you just can’t trust someone with shifty eyes. Pay attention to your own eye contact and … [Read more...] about How Are Your Rapport Building Skills?
Over the years I’ve learned that more often than not, event attendees remember how you make them feel. A warm reception, personalized materials and having information available before they need to ask for it (restaurant guides if they will have a break in the area, daily agenda details on display, etc.) will make them feel relaxed and ease their mind. It’s the little things that add up to make a big difference. You don’t have to host seminars or events to do an evaluation of how YOU make … [Read more...] about Don’t Overlook the Little Details
Client advisory meetings can lead the way to insightful conversations about clients’ experience with your firm and create stronger relationships overall. Law firms we work with are seeing the value in enhancing client relationships and many have incorporated more client touches on their activities calendar. They are finding it takes relatively little effort to take an ordinary client experience and turn it into a transformational experience. One of those touches are client advisory meetings. … [Read more...] about Create Extraordinary Relationships Through Client Advisory Meetings
Spring cleaning is, to no one’s surprise who knows me at all, one of my favorite times of the year. I’m a minimalist at heart, so the thought of purging the old and no longer needed/wanted items in my own home as well as in my toolbox of marketing tips, tricks, keepsakes, and inspirations gives me a sense of freedom and allows me to approach things with a fresh, clear space and mind. While researching my usual favorite marketing and communications blogs and websites for some fresh, updated … [Read more...] about 11 Ways To Identify Your Ideal Client
You’ve surely heard the adage that attorneys make the worst defendants (the same way that doctors make the worst patients). It seems service professionals often have a difficult time putting themselves in their clients’ shoes. Without being able to think like a client, see like a client, feel like a client and walk through the buying cycle like a client, missteps can occur. You have to thoroughly understand the customer experience in order to successfully market to and win new clients. Your … [Read more...] about Run the Client Experience Marathon with Email Marketing
It almost seems like we need to be reporting the weather for Texas lately. Our 2014 Spring Summit was in Houston three weeks ago and the incredible spring weather nearly beat out our normally wonderful San Diego weather. We were back a week and then off to San Antonio for a Matson Money conference and again – the weather beat out the San Diego fires and 105 degree weather here at home. And… in about three weeks a number of us and our Members go BACK to Dallas for a “Speaker’s School;” we’re … [Read more...] about Texas Weather Beats Out San Diego Weather (Lately)!
Even if you’re not a wine connoisseur, you can understand how great it is to turn a lead from your website or social media site into a client. Chances are you receive web leads often, but are you truly capitalizing on their potential? Here at the Academy, we recognize the importance of a powerful website. Equipping yourself with a high-functioning website can help you take immediate action. By following up with a web lead, you have the opportunity to turn a luke-warm prospective client into an … [Read more...] about Turning Water into Wine with Web Leads