What Have You Learned and How Is It Working for You?
What have you learned from reading my blog posts? More importantly, what are you doing differently and how is it working for you?
I frequently receive emails from lawyers I coach sharing what they are doing differently and how it is working for them. If you want to contribute, drop me a note.
Here is an email from Jonathan Hyman sharing what he is doing differently:
In the year before I began the coaching program I originated a decent book of business for a lawyer my age. During the year I was involved in the program that number increased almost three fold. There is no way to quantify how much of that increase came from the coaching program. The only thing I can say is that I am doing things differently than before and good things are happening.
While I learned a great deal from the program, the following three philosophies stick out the most:
(1) How to view the world from the client's perspective, or as Cordell might say, to listen and hear the "voice of the client." I learned to listen before speaking, and learned to direct my thoughts and comments to what I had heard. Once I bought into this fundamental notion, I approached client development from a new perspective.
(2) The importance of personal relationships. My favorite Cordell Maxim is to "make your friends your clients and your clients your friends." I enjoy building relationships. Cordell helped me become aware that that if I develop trust and rapport without "selling,” I will have a greater chance to be successful.
(3) Provide value to the client or perspective client in ways that don't involve billing your time. Send articles, share resources and demonstrate a genuine concern for your clients and their business.
I hope you have also learned these three main points and that you are implementing them successfully.
