Mark Twain said that. His actual words were, “When you catch an adjective, kill it.” He explained he meant most adjectives. He objected to them because they tended to create (adjective alert) flowery and verbose writing. Sometimes Adjective are Unnecessary The doctor’s face was dark, bitter, and belligerent, and he yelled at the patient in […]
Read MoreI’m sitting on my hotel bed reading my friend’s medical records. It is the night before her appointment with a second opinion cataract surgeon at Wills Eye, a Philadelphia hospital that specializes only in eye disorders. As she paces nervously around the room, she says, “I know he screwed up my surgery. Do I have […]
Read MoreYou have a service you want to sell. In order to do this, you must define what your potential client or customer needs so that you can drive the solution to sale. You will often do this in the form of sales copy, which can be a letter to your prospect, a message on your […]
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“I”, “”You” and “We” have a role in establishing rapport with attorney prospects and clients. How you use them can make the difference between getting a case from an attorney or losing the opportunity. Probably the biggest mistake LNCs make in conversations is to overuse “I.” In ordinary conversations, this pronoun often sets off the […]
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Your desk is awash in folders and documents. Too many phone calls await your return calls. Your spouse needs help in solving family problems. As you allow yourself to see your procrastination behavior, the vision of a desert island with no wi-fi haunts you. The real-time alternative might be to crawl under your desk and hide. […]
Read MoreWe are standing at the top of a trail that runs 2.7 miles down the side of a mountain into Muir Woods, a stand of redwoods north of San Francisco. The bus that dropped us off has left. My trip down this mountain reminds me of the LNC path. Here is what happened: The tour […]
Read MoreYour LNC business needs nourishing like plants in a garden. Continually learn new ideas, new approaches, and new methods to create the stimulus to change. You can’t put new ideas into an old mindset. You can’t achieve new results with old behaviors. This is a hard reality of life. Your comfort zone is a danger […]
Read MoreDuring the deep dark days of the Great Recession of 2008 – 2009, just a decade ago, two real estate agents thrived. Their competitors were going out of business, yet they had all the work they could handle. Joseph and JoAnn Callaway share their strategies in The Two Word Miracle: Clients First, a book I […]
Read MoreYou may be wondering, “What is a one sheet?” A compelling LNC one sheet is a concise marketing tool that you share with attorney prospects. I first heard about one sheets when I began getting involved with the National Speakers Association 10 years ago. Professional speakers use them to get more business. If you are […]
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