“Where do I spend my business development time?” In this session we’ll focus your time like it’s the precious commodity it is. When I work with attorneys and firms, we review a list of their new matters and new clients for the last 24 months. Can I give you a sneak peek at facts that help guide your success?

Focused Outreach - Why Do I Care?

• 65% of new matters come from existing clients
• 25% of new matters come from existing referral sources
• More than 75% of your new clients come through referrals from existing clients and referral sources
• 92% of the time, a referral to an attorney or firm is the #1 factor in deciding on who to hire.
• 65% of the time, if a referral to a lawyer or firm is given, that lawyer or firm is hired.

Let these sink in for a moment… then snap out of it and exclaim “I’m going to spend most of my precious business development time on my existing clients and contacts.”  Bravo!  I’ll show how to do that with easy, regular actions that will move the needle!

You’ll see that each Lawyer to Lawyer Business Development Coaching session turns the mirror on us as attorneys so we look at the Why behind your success. We get over issues that hold attorneys back: why do we resist change, what are the 10 biggest roadblocks to business success, how can we overcome overwhelm, do I really have a “pipeline?” (yes, you do!). It will be like fog lifting! Remember:

I control my own self-perpetuating financial destiny!

The best part of this session? Getting inside the Mind of the Client with actual client insights on how to grow your business with them (16 insights!). I’ll give you super outreach ideas and we’ll even go through several scripts, so you don’t struggle with “what do I say or talk about?”