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Easy success is better than the kind that requires a lot of work. That’s Warren Buffet’s mantra about avoiding unnecessary hardships in running a business. He said, in business you don’t get extra credit for solving a hard problem (and you usually make less money). So, if there’s an easier way to make money, do it the easy way. In my experience, marketing is an area where most small business owners make things harder and more complex than necessary. To make things easier, start with what’s most fundamental in marketing… Trust Building Trust is what you need to build up…
A lot of lawyers are frazzled. They want to work less. But need to earn more. And they also want more time for family, hobbies and the other stuff that makes life worth living. Are these things incompatible? It might seem so. But what if there was a radical solution to this problem? How many lawyers would try it? No doubt, for many, the idea of doing something ’radical’ would turn them off. In 1968 Dick Fosbury tried something radical at the summer Olympics in Mexico City. That’s when he set the world record for the high jump: 7 feet,…
Leveraging strengths and conquering weaknesses is vital to your success. When you harness strengths you can make big improvements in your practice that make your life a lot easier. The key to doing this is with a well-known 4-step analysis called which many business managers find to be indispensable. SWOT analysis reveals strengths and weaknesses are frequently internal, while opportunities and threats are more commonly external. The name is an acronym for the four parameters the technique examines: Strengths: things that give your business an advantage. Weaknesses: things that put your business at a disadvantage. Opportunities: things that your…
If you want to discover how to get more work done, more easily, with less effort, then get these books and read them. These books have been influential in helping many successful people learn to “work smarter.” Study them carefully. Strive to absorb the key principles so they become part of your regular thought patterns. Once that happens, your massive success is virtually guaranteed. 21 Recommended Books Mindset: The New Psychology of Success, by Carol Dweck The Effective Executive, by Peter Drucker The Four Hour Workweek, by Tim Ferriss Super Thinking: Make Better Decisions with Mental Models
What’s your vision for your law practice? I hope you have a really BIG one. That’s going to be important for a lot of reasons. One of which is that you need an exciting goal to keep you powering through the small stuff. Brutal Truth Time The process of building any successful business will often be boring and feel tedious. You are going to have to roll up your sleeves and delve into the nooks and crannies until you can effectively learn to delegate those parts. This is the boring, tedious part. And like I said, eventually, you can delegate…
While one might naturally assume otherwise, the ways of organizing information are finite. No matter what kind of information you’re dealing with it can only be organized by location, alpha-numeric, time, category, or hierarchy. According to Richard Saul Wurman in his book Information Anxiety 2, the L.A.T.C.H. framework can be used to organize any kind of data or information (e.g. annual reports, books, conversations, exhibitions, directories, conventions, or warehouses). There are nuances, no doubt. But if you’re ever wondering how to organize any kind of data or information, start by considering the five L.A.T.C.H. categories.…
If you want to grow your practice into something that makes you happy, then you need to spend some time figuring out how to work more effectively. That is, start by optimizing for effectiveness over efficiency. Many lawyers are obsessed with efficiency, especially the ones who heavily embrace technology. But, focusing too much on efficiency  can be a trap. Remember: if you make a low-value task more efficient, what are you actually accomplishing? Here’s what the well-regarded business consultant Peter Drucker said… “There is nothing so useless as doing with great efficiency something that should not be done at all.” Automation can deliver…
When you start thinking about creating “systems documentation” it’s best to begin by breaking things down into key categories. Basically, the main things you’re doing are… Defining how what actions are allowed or not allowed Defining how to do certain kinds of work Defining how to make certain decisions. Here are the three broad categories for the things listed above 1. Policies: are documents that describe over-arching considerations: Expectations for how to dress at work, when vacation time is available, how to treat clients etc. Key Criterial: for assigning tasks, for determining bonuses, for holding regular meetings or job reviews…
The best way to learn from your mistakes is to keep track of them. Then analyze what went wrong so you can improve your process. Or as the sage advice goes, “You can’t manage what you don’t measure.” And yet, as professional advice givers, most lawyers don’t keep track of the consequences of their advice. Which is not a good recipe for improvement. It’s like if you were a poker player who never kept track of your betting decisions. How well would you learn if you never kept track of how your decisions panned out? Obviously, you’d have a hard…
You need a realistic marketing strategy that lets you attract new clients easily and cost-effectively. The strategy needs to be simple to ensure you’ll actually implement it. And it needs to be based on proven principles of effective marketing. The #1 Principle Optimize for trust building across every aspect of your marketing: word-of-mouth, referrals, online marketing, advertising, and everywhere else. To do this effectively you must understand human nature and the realities of how trust is built up over time. You must understand the journey prospective clients take —from utter lack of awareness of you, to the point where they finally…
Today I got an email from a lawyer who was very pleased with some tips I gave him for streamlining his practice. Here’s what he said… “Gads, haven’t been this excited about my business in years. I had been thinking about moving toward selling it and retiring in 5 years. Now thinking about setting it up to manage others for another ten years.” Now let me clarify something… He thinks he’s excited about technology, but in reality, it’s something deeper. Leverage At one level we can use technology to do work faster, better, and with less effort. That’s the first…
I don’t practice much Estate law, but the other day someone sent me a new form for a Living Will and asked me to help them update it.  Obviously, no one wants to think about death, but it’s one of those inevitable occurrences; so it behooves us to think about it at least to the point of making a few important plans.  After making changes to the Living Will form that my friend sent me, I thought I’d upload it here (pdf file) for commentary and suggestions for improvement.  Remember folks, this is serious stuff.…
I’m sorry if I offend any indians, but this is insane.  If this is acceptable politics then I think we are kidding ourselves when we pretend to hold the high ground in Iraq.  Let’s just admit that everything is about pleasing factions, even when the methodology is a complete farce.…
We’re advised not to do this when we’re young. And as adults, we no longer question this advice. But it’s wrong. Shortcuts are incredibly useful. But many people have a misconception about what a shortcut is, and dismiss the very notion. Which is too bad, because then they have to work harder to get what they really want. Let me give you a concrete example. When I was eight years old I saw the Beatles play on the Ed Sullivan show and became obsessed with the idea of playing the guitar. More specifically, I wanted to learn to play popular…
On-boarding New Clients to Make Them Feel Special Every lawyer needs a solid system for on-boarding new clients. The system should help your new clients feel great about hiring you and comfortable about the prospect of working with you (and your staff). Do you have an engagement agreement that you present to all your new clients? That’s great. Do you rely mostly on that agreement to help new clients understand what to expect when they work with you? Not so great. Your clients need to feel special at all times, particularly when they are just getting to know you. Of…