legal sanity

It is a given that lawyers survive and thrive by building their book of business. This is as true for practitioners scaling the ranks at large firms as it is for those looking to succeed in small or solo practices.

Yet, while generating business is part and parcel of life in the law today, many lawyers readily admit that they feel unskilled and uninspired when it comes to business development activities. Avoidance prevails as these lawyers opt to remain in their competency comfort zone – behind the scenes at work. 

Among the many different excuses offered for this resistance and retreat are:

• “I don’t have time”
• “I have no idea where to find potential clients”
• “I don’t want to seem pushy or artificial”
• “I don’t know what to say”
• “Crowds make me uneasy”
• “I’m too shy”
• “I’m not a people person”

Regardless of the excuses offered, there are two common denominators for this mass avoidance: Lack of know-how and fear.

Most lawyers come out of law school without ever having cultivated the skills or mind set required for highly effective rainmaking. This deficit can breed fear: fear of venturing into unfamiliar and uncomfortable territory; fear of being rejected; and fear of being misunderstood.

During this highly interactive program, participants will engage and deconstruct real-world examples to learn:

• how to harness the XE Factor, the personal energy equation that is the very essence of business generation
• why business generation is notabout hard sells, palm-pressing and ego-boosting
• secrets of effective conversation that instantly connects people
• how naturally shy people can become accomplished networkers by choosing their comfort zones
• why the elevator pitch is a myth
• business generation techniques that foster valuable, long-term personal and professional relationships
• how to create a game plan for bringing business development to the next level

Who should attend?

• any lawyer who approaches – or avoids - business generation with a sense of fear and uncertainty
• any lawyer wanting to gain the confidence it takes to bring their business generation success to the next level

Testimonial