We spend a lot of time with members looking at the results of the marketing that has filled up a law firm calendar. What we find is no surprise—during the hustle and bustle of getting a marketing effort pulled together and having a successful offer that attracts a potential client—often the energy and focus is to fill the seats of a presentation or to make the calendar full with another type of offer to a solution. The attorney in charge frequently has countless responsibilities on his or her … [Read more...] about Are You Talking or Asking in Your Consultations?
If you’re an Academy Member, you’ve been through our consultation training and are likely familiar with the approach and methodology. You also know that the key to great consultations pivot on two primary pillars: Listening and Asking questions. These two pillars are the same approach that serve as the foundation to building and maintaining effective relationships, especially as a leader. Leaders are typically the first people others turn to for guidance and support in the work place. The … [Read more...] about Listen Up!
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?
The explosion of digital information in the last decade has given rise to the commoditization of professional services. At the Academy, our coaching focuses on building a practice based on a Trusted Advisor model rather than the selling of legal services or documents. As you might guess, a Trust Advisor is a law firm who develops multi-generational relationships with families with a solid foundation of trust, reliability, empathy and connection. Clients feel valued, respected and taken care of … [Read more...] about Effective Communication: Part 1 The Banishment of Huh, Hmmm, and Duh
If I had a dollar for every time someone asked me the best way to handle appointment cancellation calls, I’d be a rich woman. So, I thought I’d take this opportunity to talk about some tried and true ways to handle the inevitable. Now, before we dive into this, I wanted to note that there are measures to take to avoid cancellation calls from happening in the first place, but that's another story for another time. Or you can check out a blog post by our very own Chief Operating Officer, Jennifer … [Read more...] about Turning Cancellations into Clients
Here at the Academy we are grateful to have formed lasting relationships with some vendors who many of our Members use in conjunction with Academy Membership. Linda Winlock and her team at Personnel Profiling, Inc. are just such an organization the Academy has partnered with for over ten years. We are very excited to introduce Linda Winlock as the latest edition to our list of impressive guest bloggers. Linda will be contributing to the Academy blog on a monthly basis moving forward. We thank … [Read more...] about The Academy Announces a New Guest Blogger!