The Forgotten Time Management Tip – Say NO
I cannot tell you how many of my coaching calls involve this epiphany: “I need to say ‘no’ more often.” It’s interesting to me how much we say “yes,” when our businesses would run smoother, not to mention our personal lives, if instead we said, “No.” So many of us have a knee-jerk reaction to […]
The Key to Success
I have a little riddle for you. The answer is powerful – more powerful than you might think. It can help you to make and sustain positive change, little by little, to true success in the goals you set for your business, and personal life: I am your constant companion. I am your greatest helper […]
If You Could Go Back and Start Your Business Again
In January, I will have the opportunity to speak to new alumni from McGeorge School of Law. The question? How to best start out as a solo practitioner in the practice of law? I am excited to do this. I have coached so many attorneys who are also small business owners. I have coached so […]
How to REALLY Get What You Say You Want
Goal vs. Commitment I was working with a client the other day on the promises she had made herself for the week. One promise was to make 10 sales calls to potential customers. When I asked if she had done it, she was pretty excited. She said, “I made 8!” I said, “That’s great. You […]
Sell Without “Selling,” Part VII – Teach
Let’s discuss step #6, Teach. You will remember that “enrollment” is a way of supporting another person by offering a product, a service, or simply a solution; a way of communicating with another person that inspires them to move forward with something they want by using something you have. Enrollment is a way to interact […]
The Easiest Way to Find the Solution to Any Problem
Often attorneys and managers have similar characteristics. For one thing both groups, which overlap to a great extent in law firms, tend to spend a lot of time figuring things out on their own. I am not sure why this is. I think both groups, believing they have been hired for their talent, fear that […]
What do I do When They Don’t Keep Their Agreements?
I posted a blog a couple days ago on making clear agreements. I laid out the following 3 elements for an agreement: 1. When we are in a meeting with several people (or even 2), ask specifically “who will do this?” and wait for a response. If no response, then state clearly, “No one has […]
3 Steps for Making Clear Agreements
Making and Keeping Agreements How do we move forward in business? There are so many elements, but one indispensable element of forward-movement is making and keeping agreements. If you think about it, the only reason we ever make agreements is to move forward: “I will get it to you by Friday.” “I will be at […]
Enrollment is Everywhere
We use the tool of enrollment every day. Sometimes we use it successfully; sometimes not so much. Often others enroll us instead. We are always enrolling or being enrolled. Last night, I was watching my current favorite show – Friday Night Lights. Tammy Taylor (for the uninitiated, she is a guidance counselor who was then […]
Tell Me What’s Going On
Pamela Jones is an estate planning attorney. She took my Enrollment & Accountability class and shares here how she uses the skill we have been writing about to truly gain understanding of a client’s desires and needs, so she can enroll that person in the service that is right for her. Check out Pam’s website […]