legal sanity

New Course Offering for Summer 2007

Critical Relationship Building Skills for Summer Associates

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There is an energy crisis in today’s legal marketplace.

 

The fuel for success and sustainability in the practice of law is being steadily tainted and depleted by multiple business forces, including:

 

• increased competition 
• greater business development challenges
• client discontent + attrition
• lawyer burnout + attrition
• dysfunctional professional relationships
• work-related conflict
• leadership deficits

 

That is the bad news.

 

The good news is that there is a potent natural resource that can be tapped to reverse this critical energy shortage.

 

That powerful resource is the XE Factor.

 

The XE [exchange of energy ] Factor is a model of human energy exchange that considers how an issue, interaction or activity impacts individuals and groups on an energetic level – an energetic impact that directly influences and controls business results.

 

A command of the XE Factor enables lawyers and law firms to master the art of business relationships for tangible bottom-line results time and again.  

 

Through Legal Sanity® Learning Programs, lawyers gain the clarity, hard skills and essential tools they need to consistently harness the XE Factor™ to their advantage while avoiding unfavorable outcomes.

 

The unique and highly engaging Legal Sanity® Learning Programs curriculum is presented by Arnie Herz, a dynamic and sought-after speaker in the legal, professional service and larger business sectors.

 

Arnie uses hands-on, interactive exercises and learning modules to motivate, inform and energize participants in each of these fully customizable programs.  

 

Each program contains exceptional content designed to stand alone with optimal impact and results. At the same time, the programs seamlessly combine to accommodate the broader needs of your law firm, company or organization.

 

 

Legal Sanity Learning Programs Roster

 

n       XE Factor: Relationships for Business Success

n       XE Factor: Generating Business + Networking

n       XE Factor: Creating Client Evangelists

n       XE Factor: Optimizing Employee Engagement

n       XE Factor: Negotiating Deals + Disputes

n       XE Factor: Advancing Conflict Resolution Skills

n       XE Factor: Cultivating Work-Life Synergy

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Success in the law largely turns on the quality of our work relationships. High quality professional relationships, in turn, depend upon the XE Factor™- the degree to which lawyers are able to generate positive energy and avoid depletion while interacting with others.

• Lawyers with a high XE Factor are adept at managing the everyday human dramas they face. They avoid the depletion so many practitioners experience when dealing with needy and fickle clients, competitive and insecure co-workers, ruthless adversaries, impatient judges and disgruntled family members
• Lawyers who master the XE Factor's practical principles and skill set are able to consistently generate thriving relationships, create consensus, inspire and motivate others, achieve great results aligned with clients' real needs, and cultivate fulfilling and lucrative careers without sacrificing themselves in the process.

The cornerstone of Legal Sanity Learning Programs’ offerings for lawyers, this comprehensive program introduces participants to the XE Factor and empowers them to understand how it determines the quality and success of their relationships in the law and beyond.

In this highly interactive program, participants will learn:

• how the legal profession’s energy crisis impacts their business bottom line
• why exchanging positive energy and avoiding depletion is key to cultivating prolific and lucrative professional relationships
• a set of concrete principles for generating effective working relationships
• fundamental skills needed to optimize client and coworker communications
• practical steps to avoid personal depletion while achieving business results for clients

Who should attend?

• any lawyer or law firm leader seeking to improve their job performance and career satisfaction
• any lawyer looking for hard business results

Testimonials

"I've attended several Arnie Herz presentations, always marveling at how he makes ‘outside the box’ thinking so relevant to his audiences of attorneys and businesspeople. Arnie is the only presenter I've asked to return to speak again before the bar association committee I run, because I wanted - for my final meeting as committee Chair - to go out with a bang! David Abeshouse, Business Litigator

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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

"Your workshop on business generation skills was terrific and will provide a big boost to our marketing efforts." Alon Y. Kapen, Esq., Partner, Farrell Fritz, LLP

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What do consumers of legal services really want?

What does it take to generate Client Evangelists - clients so satisfied with the legal services they receive that they voluntarily and loudly shout the firm’s, and lawyer’s, praises to the rafters and become great referral sources?

How can lawyers and clients alike come away from their everyday interactions feeling successful, inspired and fulfilled?

This highly interactive program answers these questions and more utilizing the XE Factor™ - the dynamic of human energy generation, depletion and management that plays out in the professional arena.

In this program, participants will partake in hands-on exercises and activities to learn:

• how the exchange of human energy underlies client relationships and interactions
• a set of proven, practical and user-friendly guidelines for creating client evangelists
• how to improve the process and outcome of any client interaction by clarifying real goals and needs
• ways to connect with clients by exploring both facts and feelings
• fundamental communication skills that foster mutually rewarding lawyer-client connections
• how to avoid personal depletion while achieving outstanding business outcomes

Who should attend?

• any lawyer wanting rock solid client loyalty and increased referrals
• any lawyer seeking to improve job performance and career satisfaction

Testimonials

"A great bridge-the-gap course between knowledge of the law and actual client relations skills" Helen McDonald, Executive Director of the Rhode Island Bar Association

"Without a doubt, Arnie Herz delivered the best CLE program I have ever attended."   Frederick Mei, Esq.

“Arnie highlighted the importance of mastering emotions in order to promote well being for ourselves and our clients. It was great to have a seminar that can be applied to all areas of our lives.” Marijke van Ekris, Esq.

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Lawyer defection is rampant in the legal marketplace.

Evidence shows that many of these practitioner-defectors leave firms first and foremost to claim greater professional camaraderie and meaning.

Law firms wanting to stem the tide of attrition must be candid enough to admit to themselves that there is something beyond money, status and autonomy that fleeing lawyers seek in greener pastures.

Firms and their leaders need to be willing to make employee engagement a top priority.

In this highly interactive program, participants will explore how the XE Factor – the dynamic of human energy exchange in the workplace – directly impacts employee commitment, loyalty and zeal. Specifically, they will learn:

• essential formulas for achieving business success through employee engagement
• how employee engagement, leadership and team-building interplay
• how to recognize typical energy patterns that facilitate and hamper employee engagement and productivity
• fundamental skills for improving coworker communication
• how to build individual and team morale

Who should attend?

• any lawyer or law firm leader seeking to improve individual and team performance
• any lawyer or law firm leader wanting better bottom line results
• law firm leaders interested in boosting morale, productivity, succession and retention

Testimonial

“WOW! Arnie, I am extremely grateful for what you did for my team and for me. I couldn't have asked for a better presenter--your message was precisely what we had hoped it would be, you energized the group and sincerely inspired them. Your three hour presentation made a tremendously positive shift in the culture of my team. I wish you could have heard how many times people quoted you after you left! "Arnie said this or Arnie said that". It was great! Congratulations on a successful event!” Douglas C. Davidson, Bank of America

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Lawyers are expected to successfully negotiate complex deals and disputes as a matter of course. But, they often lack the training and skills needed to navigate the high-energy, high stakes negotiation process.

With real goals unmet, impasse unresolved and the most efficient and effective solutions overlooked, lawyers and clients alike frequently walk away from the negotiation table stressed, angry and depleted on many levels.

This negotiation failure, and the client discontent it breeds, is largely attributable to the parties’ inability to recognize and harness the XE Factor – the energy that infuses and fuels the person-to-person exchange underlying any negotiation.

Through interactive activities and exercises that build on one another for optimum impact, program participants will learn:

• to identify and tap the energy that anchors effective relationships and negotiations
• a set of time-tested principles for improving the outcome of any negotiation
• how to clarify the real goals and needs of all the parties
• tips on effectively connecting with the parties in any negotiation by exploring facts and feelings
• fundamental skills to facilitate communication before, during and after a negotiation
• how to avoid depletion while achieving excellent negotiation and business results

Who should attend?

• any lawyer seeking to augment their negotiation performance and career satisfaction
• any lawyer wanting better bottom line results for their clients and themselves

Testimonials

“Arnie brings passion and commitment to a subject that, though I expected it to be dry and tedious, proved to be engaging, thought-provoking and a great opportunity for transformational change.” Scott MacInnes, Director of Design Operations, Teague

“I’m a skeptic about conferences. I don’t get much out of presentations, but Arnie Herz was great. Sean Mast, Director of Business Development, Design Edge

“This workshop changed my attitude towards negotiation. Now I look forward to testing and improving my skills versus dreading the thought of negotiation.” Tom Dair, President, Smart Design

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Conflict is a big part of everyday lawyer life. And conflict management is often a highly-charged endeavor laden with obstacles.

Understanding impasse, cultivating emotional intelligence and honing an ability to communicate clearly and effectively are keys to success in this everyday undertaking.

Focusing on the XE Factor - energy plays that infuse conflicts, the resolution process and outcomes - this action-oriented program stresses the importance of moving past antagonism and roadblocks to get to resolutions the parties really want.

Program participants will engage in dialogue and group exercises to learn:

• how to deconstruct and surmount impasse
• how to master the interplay of energy and emotion in conflict situations
• concrete ways to diffuse animosity and aggression
• proven steps for targeting and accomplishing the parties' real goals

Who should attend?

• lawyers and law firm leaders who want to optimize their conflict resolution skills
• lawyers who want to boost emotional intelligence and hone communication skills for better conflict management at work and beyond

Testimonials

“It was the best presentation I’ve seen in several years. It truly provided excellent ideas.” Ken Starr, Mediator/arbitrator

“Arnie is energetic and passionate about conflict resolution. Great program!” Carol Blackman, Mediator, EEOC

“Fantastic program!” Cindy Mazor, ADR specialist, FEMA

“Arnie provided me with very specific tools to address the issue of aligning lawyers’ and clients’ interests. His stories bring it all home and can help any practitioner.” Ronald Shane, SPHR, Arbitrator/Mediator

“Arnie helped me get in touch with my inner truth as a conflict manager. I’ve been invigorated and revitalized. He’s a dynamic speaker.” Mark A. Welge, President, Welge Dispute Solutions LLC

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It is widely reported that many lawyers are not as happy in their careers and lives as they would like to be.

The good news is that any practitioner experiencing – or on the edge of – career burnout has the power to change direction now and chart a new course without leaving the law.

Using the XE Factor – a formula for optimizing personal energy stores – as a reference point, this program will guide lawyers through an honest appraisal of their current professional situation and onto realistic pathways for building the career they want and deserve.

Participants will explore activities, interaction and exercises to learn:

• how to candidly assess their energy states and where they are now in their professional lives
• the bigger picture of discontent in today’s legal profession
• heartening news about what is being done right now to change the profession’s status quo
• how to craft a vision of the career they want and the steps needed to make that vision a reality
• how to create a practical and useable action plan to reenergize their work lives and more

Who should attend?

• any lawyer looking to avoid career burnout and discontent and to honor their professional values and vision
• any law firm leader who wants to serve as a trusted advisor to lawyers facing career disengagement and dissatisfaction or seeking to better align life in and outside of the law

Testimonials

“Great program, your seminar changed the way I think about my life!” Constant Poholek, Esq.

“Arnie helped me discover my career and life vision and to begin the steps of realizing it. Fantastic seminar!” Linda Holloway, Esq.

“For the first time since leaving my job due to Multiple Sclerosis two years ago, I have real hope. Thanks to your program, I’m excited, more grounded and feel more capable of discovering, creating and accomplishing my vision. Thank you.” Meg Curran, Esq.

“I’m at crossroad in my career, thinking of going out on my own, feeling tired of what I’m doing now. These programs have inspired me and motivated me to live my dream. Thank You!” Susan Grant, Esq.

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A 90-day work-life curriculum presented as a four-part teleseminar that incorporates group-coaching. This program offers practical steps to optimizing the lawyer experience and its three component parts: relationships, tasks and time.  More information will be posted on January 9, 2007.

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Format Options

Option A – Ongoing Learning and Support

• Ideal for firms with long term training + development commitment
• Live on-site program with Arnie Herz every 2 months for one year
• Small group (up to 12 participants) experiential learning is preferred, but large group learning also an option
• You chose the length of each program day (2-8 hours)
• Unlimited email/phone coaching support for participants
• Customize your own curriculum from the program menu

Option B – Intensive Deep Dive

• Ideal for focused learning at firm or retreat site
• Live one-time program with Arnie Herz
• Customized for small and large group settings
• You chose program length (4 hrs to 5 days)

Option C – The XE Factor Keynote

• Highly interactive, engaging, educational and entertaining
• Ideal for shorter programs (up to 2 hours)

FAQs

What length program should I choose?

• Depends on how much time you have
• The more the time, the more I can cover
• 2 hrs: basic knowledge and understanding
• 4 hrs: more in-depth knowledge with one or two key skills development
• 8 hrs: thorough understanding and experience of subject matter with multiple take out tools

What is the optimal approach for training + development ROI?

• It is what Arnie calls EFO
• “E” Experiential learning – you actually remember what you learn
• “F” Frequency of learning – the learning becomes ingrained through repetition and practice
• “O” Ongoing support – apply and learn with support

Scheduling

If you are interested in engaging Arnie Herz and bringing Legal Sanity Learning Programs to your law firm, company or organization, please contact Arnie at:

516.767.0800

arnie@arnieherz.com

www.legalsanity.com

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