Notes From Afar. . . Sell The Sizzle, Not The Steak

One of my former students, with only six months of practice already knows the secret to success and explores it below. I have now been in solo practice for just a little over 6 months and thought it might be a good time to reflect and look back on what has happened with my practice. […]

Trust But Verify. . . .

Every day, there are lawyers who find themselves in trouble due to theft or embezzlement by a trusted employee who they felt could be trusted with the keys to their vault. But not so. . . . Years ago, as a sales rep who was responsible for a five state area of farm tractor dealers, many […]

Is Your Firm A Sock Bag?

True Story Having grown up with 11 siblings in a very busy household, it was the norm to have our dining room table piled high with processed laundered clothing. My mother worked full time.  There was precious little time to sort each item, fold it, and place it in our drawers. Instead, when the Maytag™ […]

Clients Lie!

No, the client didn’t lie, you just never let her tell the truth. Blessed is the man who, having nothing to say, abstains from giving us wordy evidence of the fact. – George Eliot If you want good advice, this is it. Speak less, listen more. . . . One technique I use to train […]