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How to Write Your Way from Need to Solution to Sale
You 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…
Read MoreEstablishing Rapport: When Do You Use “I,” “You,” and “We”?
“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…
Read MoreHow To Avoid Procrastination
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 MoreHow to Create Stunning PowerPoint Slides
An attorney asks you to create PowerPoint slides to use in mediation or trial. Or you offer to teach a lunch and learn at a law firm or a topic at a conference. Here’s how to make your slides shine. 1. Learn how to use the slide master to create a uniform format for the…
Read MoreAlone on Your LNC Path? Here’s help
We 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 MoreDo You Need to Continually Learn? Only if You Want to Stay in Business
Your 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 MoreClients First: How to Create a Client-Centered LNC Business
During 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 MoreHow to Create Compelling LNC One Sheets
You 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…
Read MoreShred your Excess LNC Baggage
How much excess LNC baggage do you have? What are the hidden costs in your business? Just what is excess baggage? I define it as the paper and other objects that accumulate in our business. Earlier this year I was thinking about excess LNC baggage as I packed suitcases. I asked myself, “What did I…
Read MoreHow to Cut Your Advertising Costs and Get More LNC Business
Does it sound counterintuitive that you should be able to cut your advertising costs and yet get more attorney clients? It did to me, until I took to heart the concept that it costs five times as much to attract a new attorney client than to keep an existing one. Before I really focused on…
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