Miami Legal Business Development | Branding | Lawyer Coaching | Paula Black

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When you love what you do... it shows. I had a busy weekend, meeting with clients that didn't have time to meet during the week... so maybe it was the relaxed feeling of a weekend.... OR they genuinely love what they do! I think it is the latter. What are the signs someone loves what he or she does?

Their face lights-up when they talk.

The excitement is audible in their voice.

There is a twinkle in the eye when they reveal the cleverness with which they won the case.

The smile is undeniable.

Were they selling... absolutely NOT! They were all telling stories about a case or transaction they had worked on. Simply telling a story! I found myself wishing I had been in the courtroom or their office as they did what they do so well and LOVE.

Let me tell you... when they share these stories with friends, family and colleagues they will ALL have more work than they could handle. Why? Because those friends, family and colleagues will never forget WHAT they do... or the PASSION and COMMITMENT with which they do it.

For some reason we tend to hold that passion inside and only share it occasionally. I'm here to tell you... LET IT OUT!

Show people how much you love what you do... it instills confidence to refer clients to you.

Tell compelling stories... it helps people remember what area of the law you practice.

Talk about your successes... it builds your credibility.

Is it selling? NO. It's sharing... what you LOVE. AND that my friends... IS BUSINESS DEVELOPMENT!

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Peter Bregman writes for the Harvard Business Review and last week he was interviewed on ABC News where he shared his strategy for prioritizing and getting the right things done. 

Peter has written the book 18 Minutes: Find focus, Master Distraction, and Get The Right Things Done. OK... 18 minutes, how could a measly 18 minutes get you focused? Peter has a simple formula. Five minutes in the morning when you get your To Do list organized and schedule some of those items in your calendar with a specific time to accomplish them. Then at the end of the day you spend another five minutes to reflect on what went well and where you could improve... and I love this... show gratitude. Now that is only ten minutes... where do the other eight work in? Every hour take ONE minute to ask yourself... Am I working on what I need to? He sets his watch to go off every hour which will remind him of his commitments and priorities.

Now... let's be honest. How often do you say "I don't have time?" Imagine... how that could change when you get present to what you are doing every hour. I bet you will find that you aren't working on what you need to! I have to admit... THAT is exactly what I realized. I was distracted... a lot! 

Here are some more take-aways for lawyers who are interested in gaining focus for your business development efforts.

1. Focus on follow through... He tells us that we probably don't lack the motivation, what we lack is the follow through. Use the 18 minutes to focus on the things you need to do in order to follow through on the commitments in your 2012 Business Plan.

2. Learn to say NO... I love this one, as I have written before, is your time being hijacked? We often let others control our time with meaningless interruptions or pushing our buttons of obligations... YOU get to decide how you will spend your time and sometimes the assertion is NO!

3. Narrow your focus to five things... There is great merit in narrowing your focus. We minimize the distractions that get in the way of accomplishing what we have identified as our top priorities.

Black Pearl: Back in October I wrote about another one of Peter's insights.... Find the one big theme for your 2012 efforts. It's great insight to give an over all theme to your efforts. By the way... I finally figured out my big theme... adding structure and organization to my initiatives. What could yours be?

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REASSURANCE... Seth Godin, as always, has a way of smacking us in the face with the truth that we are often reluctant to see.

He wrote a post...

The problem with reassurance.

"The taxi's waiting, it's honking its horn, time to go to the airport.

Yes, the passport is in my pocket. I checked five minutes ago.

Of course, the cost of checking again, just one more time, is tiny. Hardly worth discussing with myself. And compared to the cost of being wrong, of missing the flight... go ahead, check again.

And like giving into a toddler every time he whines for ice cream, this is the problem.

The lizard brain seeks constant reassurance. It will wheedle and argue and debate with the rest of your head, pushing for one tiny bit of evidence, some sort of proof that everything will be okay.

Don't do it.

When you indulge the lizard, it gains power. It doesn't walk away ashamed, humiliated at its anxiety. Instead, it merely sidesteps and looks for the next thing to worry about, because, ready for this? It's nice to be reassured.

Developing the reassurance habit is easy to do and hard to kick. The problem is this: there are some ventures where no reassurance is possible. There is important work for you to do where no proof is available.

If you've trained the lizard brain that reassurance is forthcoming, it will scream even louder when those projects that don't come with proof are at hand."

Proof that everything will be okay! It like an addiction... needs more and more. As Seth points out there are initiatives where reassurance isn't possible, and chances are... THAT is where greatness awaits. Greatness... to do your best work, to be the best you can be, to uncover talents deeply buried or to find a new and exciting path.

I work with clients everyday whose "lizard brains", as Seth call it, takes over and counts all the why-nots and begs for proof that they are making the right decision to... run for judge, run for bar president, become a global expert, become a television legal commentator, be a great lawyer AND a great mom or to start their own firm.

The list goes on and on. However... I have never heard anyone say they really want to become a brain surgeon or movie star. Of course not... I work with lawyers. But, I ask you why not? I think it is because the goals are always attainable goals that lawyers aspire to; they are not ever out of the realm of possibility. So why do they hold back needing reassurance that they will succeed? I think Seth has the answer... They have trained their brains to need the reassurance... just like some of us need coffee.

The reality is, all they have to do is TRUST in themselves and look at the success that already exists in their lives... and there are many.

So when REASSURANCE knocks on your door... don't let it in, rather TRUST. Trust in yourself that YOU will figure out HOW to proceed along the path to attain what it is you are going after. And when obstacles arise YOU will find the help you need to handle the obstacles. There is important work that YOU need to get about doing, even if there is no reassurance... have a little faith in YOURSELF! Don't let the need for reassurance kill YOUR greatness!

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Success Magazine. What a great name... You Had Me at Hello for sure! Who doesn't want success? That's a silly question... isn't it? Of course, EVERYONE wants success. The real question is... Who is willing to do what you need to do to have success?  Success magazine's online newsletter, Seeds of Success ran a list of the six things you can do right now to be successful this year... from the leadership guru, Steven Covey...

1. Be proactive. It's more than just taking initiative. It means being responsible for your own life. Empower yourself to lead and spread your influence no matter what position you hold.

I know you're thinking... "Sure, I'm proactive!" Yes, but are you... responsible for your own practice, your own book of business, and therefore your own life? I think there are few who could answer with a resounding YES. Where do you stand?

2. Sharpen the saw. Decide what's truly important. Sharpen your saw early in the day by learning to say no to the unimportant and yes to the important.

I think we all struggle with this one. Making progress in this area would certainly turbo charge our productivity... don't you agree?

3. Seek to understand before seeking to be understood. It's human nature to want to be understood, but when both parties are trying to be understood, neither party is listening. By making the investment to understand the other party, you can magically transform the course of your conversations.

I think this could be a game changer if it were to be applied to your referral source strategy. First understand your referral source's practice and how you can help them... THEN and only then should you talk about yours. Remember that few people listen... so, imagine what a gift it would be for you to REALLY pay attention and listen to your referral source and commit to try to help them.

4. Begin with the end in mind. Start today with an image of the end of your life as the frame of reference by which everything else is examined. With a clear idea of where you are going, examine everything in the context of what matters to you most.  

Think about it... what matters most? This is where your Life List comes in. Where are you going? Are you just letting life blow you from here-to-there? From case-to-case? From firm-to-firm?  

5. Develop a vision mission statement. Get a deep sense of your life's mission, purpose and value system, then establish your goals and a system of accountability that keeps you on track.

This is at the core of your personal brand... what do you want people to think when they hear your name?    

6. Think win-win. There is enough success for everyone, so don't view anther person's success as success achieved at your expense or exclusion.  

OK. I can just hear all of you lawyers moan in unison! I admit that this one is a bit hard for you to embrace... let's take it out of the context of the practice of law and think of it in the context of the business of law. Does that seem more appropriate?                                     

Six action steps that if applied throughout the year could ensure success in 2012... build stronger relationships... be more productive... know where you're going!

Black Pearl: Here is a brilliant tidbit from Seth Godin to ponder... "One option is to struggle to be heard whenever you're in the room... another is to be the sort of person who is missed when you're not there. The first involves making noise. The second involves making a difference."

Which do YOU want to be?

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Yes, the question is... Are you happy? I was telling my client Brian Torres that I can honestly say that I am happy 100% of the time. Now that may sound a little over the top... but it's true. I get stressed and frustrated and disappointed just like everyone else. But none of those emotions alter my being happy.

The next time I saw Brian he had a book for me. Wow... what a great gift! First of all that he listened to me the last time we met and that he was so kind as to share this treasure with me. If you only have time to read one book this year, THIS is the one... The Business of Happiness by Ted Leonsis.

Ted is the owner of the Washington Capitals hockey team, and was an executive at AOL in the early days. He shares some behind the scenes details that really make the book an interesting read. He has won an Oscar, yes, an Oscar! Why should you care? Because at the age of 27 he was a millionaire and almost died in an airplane crash, and in those life altering moments came face to face with what we all think about, with or without a reckoning... "Am I living my life the way I wanted to or expected to?" If you are like most lawyers I coach the answer is probably... "Sometimes... but not enough of the time."

So... What answers and inspiration does Ted Leonsis have for us? 

Make what he calls, a LIFE LIST... What do you want to experience before you say goodbye to this world? So many people go through life just taking what gets served up... as opposed to going after dreams that fulfill them. Think about it! Be outrageous... be creative... and have fun! I put, attend the Oscars, on my list. Certainly I must know somebody who knows somebody that has connections. (Anyone out there want to help me with this one?) Ted also recommends adding things to your list that you have already accomplished. I love this bit of advice since most of us tend to forget that we have accomplished some really great things... our dreams. Take credit for them... be proud of them... and don't forget them. 

Have multiple communities of interest... Ted points out that interacting in a variety of different communities enriches our lives... and you do not need to be an extrovert. As Bette Midler says... You've Gotta Have Friends!

Find outlets for self-expression... This can take on many forms. Writing a blog like I am now is very fulfilling and makes me happy. Art, music, giving speeches, writing articles or even a radio program. These are also great ways to crystallize your personal brand.

Show your gratitude... Do your clients know how much you appreciate them? If you work for someone, does he or she know that you value your job? If your answer is "I think so." Maybe you should KNOW SO! Tell them.

Look for ways to give back... Certainly you have heard this many times and many of you have said... "Sure... just as soon as I get some free time!" The time will never just appear... you have to make it a priority. 

Find your higher calling... What's your bigger purpose? 

These are Ted's six tenets for happiness and my two cents. Is any of this new... absolutely not! But let me tell you that Ted writes a compelling argument to DO IT NOW! I think you will love this book as much as I did... Thank you Brian!

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Live life fully and as the song goes... I Hope You Dance! Finding joy and contentment in what you do for a living is JOB ONE! Erin Schulte, leadership editor of Fast Company put together five articles that I'm sure will inspire you.

"Live Fully
Make small steps toward improvement. Build a strong foundation for 2012 with this simple yet effective list of five things to do every day for success.

Get your workout in--and not just for the sake of the scale. For artists, entrepreneurs, and any other driven creators, exercise is a powerful tool, says author Jonathan Fields. It can transform the persistent uncertainty, fear, and anxiety that accompanies the quest to create from a source of suffering into something less toxic, then potentially even into fuel.

Don't let the Internet kill your productivity. You're probably reading this during your workday as a distraction from whatever it is you’re supposed to be focusing on, which is likely sitting open and untouched in another window. Imagine how much you’d get done and how many fewer hours you'd have to work if the Internet weren't eating up all your time--follow these easy steps and you can make it happen.

Quit that dead-end job. Leaving a career you're not excited about to pursue your passion is the greatest escape there is--but one that's totally possible (even in this economy). Here's a step-by-step guide to making your dreams a reality.

Mean It
And finally, for the lazy or merely goal averse, here's the one resolution you should make for 2012."

If the last one sounds familiar it's because I blogged about it.... The One Thing That Can Change Your Life! Do what you say you are going to do. Mean it... it's a game changer! As that song ends... "Tell me who wants to look back on their years and wonder, where those years have gone?"

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No one is ever REALLY solo... everyone has a team: big or small, on the payroll or contract, vendors or partners. Fast Company's Erin Schulte put together four of their best tips... lawyers listen up!

"Create Stars
Attract the best talent. Digital companies are hiring--and in fact are in hot competition for certain types of employees. But you don't have to be Google to attract top-tier talent. HUGE CEO Aaron Shapiro offers advice on luring the cream of the crop to your office.

Hire based on spirit--not just skill. A leader can be coached on how to become more influential and engage their team to achieve great results; an employee can be trained for technical skills. But spirit is the set of "soft” skills that can’t be trained effectively. You have to hire for them. These are hard to find, but are necessary for a company to excel.

Motivate your employees with workplace flexibility. Organizations that employ a healthy and robust work/life flexibility will win the talent war. Start with these pain-free ways to move your company toward greater flexibility that benefits you as well as your employees.

Keep your MVPs. If your once-stellar employees are starting to shine a little less brightly, it may be time to rethink your approach to accountability and rewards. Interpersonal Frequency CEO Harish Rao suggests putting more focus on the relationship than the size of their paychecks." 

Believe me... there is nothing better than working with people you like and respect. I have had enough years of doing the contrary and the former is the ONLY way to live. It means the difference in YOUR attitude and your clients experience. If your team isn't where it should be... do something about it. Rotting fruit doesn't get better with age.

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Who wouldn't want to find ways to work smarter? Fast Company always has great insights we can adapt to the legal profession. And I'm sure you will find these tips no exception. Leadership editor, Erin Schulte writes in her article... Make 2012 Your Best Year Yet... "As our gift to you, we present our very best advice and tips on how to work smarter, manage your career, and lead a more meaningful life."

"Work Smarter
Do sweat the small stuff. The combination of an insane attention to details and neurotic focus on customer experience is what sets the great companies apart from the good, Box CEO Aaron Levie reminds us. Organizations that adopt this level of intensity will always have superior offerings, an instant differentiator from the indistinguishable competition.

Embrace gratitude as a business strategy. Almost everyone suffers from Gratitude Deficit Disorder. We want to know that we matter, that our efforts make the world a better place. And so do your customers, vendors, coworkers, employees, friends, and family. So make an action plan to communicate your appreciation in 2012.

Figure out your social media strategy already. Twitter still give you hives? Not sure how to connect with your customers on Facebook? Accept it: Social media is not a fad. Syncapse CEO Michael Scissons answers the most commonly asked questions about developing a social media strategy.

Brand early, not often. Branding, done right, is a rigorous process, and shortcuts almost always end up costing more in the end, says Emily Heyward, owner and partner of Red Antler. An early investment in branding is no different than taking the time and money to set up a proper operating agreement or purchase efficient machinery that won’t break down.

Don't botch your pitches. We all have something to pitch--your start up to VCs, yourself for a new job, or your product to customers. In any situation, one rule applies: The better the pitch, the better the results. Here are five rookie mistakes that will sink even the best ideas.

Make LinkedIn work for you. If you're not a digital networking ninja, you're missing out on the best way to steer your career. Tips from LinkedIn SVP Deep Nishar.

Give kick-ass presentations. If you've made it this far without getting good at presentations, the time to work on it is yesterday. Take advantage of these seven (somewhat snarky) new rules for public speaking in the social media era."

Make every single day count! There is plenty we can borrow from the business world of Fast Company. Work smarter and your 2012 results will be what you envision. (I have more for you later in the week on: managing your career, and leading a more meaningful life.... stay tuned.)

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Does it feel like you're just going through the motions in your practice...  you know something is missing... you're not fulfilled... you're not really happy. Sure, you're happy ENOUGH... nothing is really WRONG.  

I was working with a client and that was pretty much what she was feeling. To top it off, she felt guilty about having those feelings since, she's a successful lawyer, she has a great husband and loving children, she has a supportive partner, and she has smart engaged friends. AND... Yet still there is a feeling of discontent. How can she identify the source of these feelings? This is what I shared with her...

A few years ago I had this unsettling feeling... had I reached BURNOUT? I couldn't just change jobs... MY name is on the door! I had achieved what I had been working for... a thriving business, nice offices and great clients. But yet there was a feeling of discontent... How could I identify the source of these feelings? So I created a little game for myself. For the next week I would take note of every time I felt happy, joy, excitement or any other positive feeling. Next, I would examine what I was doing at the time.  I felt positive feelings in lots of things... when I was driving to see a client... when I made a presentation... while having lunch with colleagues... while I was researching a new design program... and the list goes on. But, most importantly I found I had positive feelings in things that weren't always perfect!

NO, I had not reached BURNOUT! And for 30 minutes I allowed myself to think of all those negative things that were driving me crazy... and then it was crystal clear. I wasn't tired of doing MY job... I was tired of doing someone else's job... AND paying THEM for the privilege! I went into the office the next day and did something about it!

It was one of the best processes I have done for myself as a professional because:

I viewed the situation from a positive vantage point.

I discovered that things didn't have to be perfect.

I immediately went into action to change it.

We often continue along a path simply because we think we should, and are reluctant to make adjustments. Remember... EVERY plan can be adjusted. 

We think we have to be perfect! I finally let that go. Remember... YOU can too! 

We think there is no way out. Remember... There is always a way out.

That voice of discontent wants to be heard... LISTEN. You could learn a thing or two as I did! 

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What are you holding back? What are you setting aside? What are you waiting for?

TODAY'S THE DAY... no more waiting, no more holding back, no more setting aside! Get good and mad... good and determined... good and motivated... good and committed... to achieve your dreams this year. To execute on that business development plan you created. And today's THE day to start! What are the initiatives that are on your plan? What can you do TODAY? Not tomorrow, but today! Start! 

Black Pearl: Do you need a kick in the butt? Really? OK...Kevin O'Keefe wrote You have more than an opportunity as a lawyer in the new year: You have an obligation to be great.  YES... Obligation! This is an eye opener!