30-MINUTE PROFESSIONAL DEVELOPMENT LUNCH SERIES SEMINARS
All 30-minute seminars and discussions are held on premise at firm or designated location, so you can join the group then get back to doing what you do best.
DEVELOPING A BUSINESS DEVELOPMENT MINDSET
Whether you became an attorney because you wanted to serve and counseling others; or for the lifestyle in can provide you and your family one day, or because your goal was to become the most respected rainmaker in your firm—developing a Business Development mindset every single day will be critical to your success today and in the future.
KEY TOPICS
- Compare your Business Development time to the national average
- Learn what Attorneys in mid-sized firms are doing to win business against larger firms
- Shared stories of why everyone you meet will need legal help one day
- How to stay motivated and persist
- Business Develop every day the Apple Way
EFFECTIVE SALES TECHNIQUES FOR NON-SALESPEOPLE
Psychology and Emotional Intelligence books tell us there are introverts, extraverts and ambiverts. Surprisingly to some, it’s the ambiverts who sell more professional and legal services than any other personality type. So, if selling or marketing isn’t in your comfort zone, don’t worry because a lot of the basic critical selling skills can be learned by anyone.
KEY TOPICS
- Ambiverts—who are they and why do they sell more
- Effective messaging and listening skills can be learned
- Don’t sell—Solve Problems
- Why developing your own style is best for you and your clients
- How Warren Buffet—one of the richest people in the world–sells
BEST ICE BREAKERS AND RELATIONSHIP STARTERS
As Attorneys, some of your Business Development will be at networking events, professional organization meetings, conferences and shows where you may find yourself talking to a lot of strangers. So how do you turn this potentially-awkward situation into opportunities?
KEY TOPICS
- Breaking down the top professional situation ice-breakers
- Why Networking is never about you
- The power of open-ended questions
- Why Go-Givers sell more
WHY FAILING TO FOLLOW UP IS FATAL
We get it, in the legal industry, time is money. And sometimes you just don’t have the time to follow up with those you met at seminars, conferences or even social events who wanted to learn more about your services. And the longer you wait, the worse it gets for you and your firm.
KEY TOPICS
- Why speed is everything in everything now
- Follow up or fall behind to your competition
- The high percentage of people who don’t follow up
- Strategies and services that can help you daily
MAXIMIZING YOUR BUSINESS DEVELOPMENT TIME
A 2017 Legal Industry Study revealed that Attorney’s spend an average of almost two hours per day on Business Development and Marketing for new business and new clients. Now, how you compare to the national average doesn’t matter—but how you spend your Business Development time does.
KEY TOPICS
- Study: How Attorney’s spend their day
- The most effective way to spend your Business Development time
- Marketing to existing clients v. prospecting for new
- Why Business Development is a discipline and why Attorneys all agree on the need for dedicating more time to it
PROSPECTING AND CONNECTING WITH DIFFERENT GENERATIONS
We now have all four generations working under the same roof, and by 2020, Millennials will make up over 50% of the workforce. So, it’s important that you know some specifics of the different generations when communicating with them and their expectations of you.
KEY TOPICS
- Key Facts of Matures (Born before 1946)
- Key Facts of Baby Boomers (Born between 1946 and 1964)
- Generation X (Born between 1965 and 1979)
- Millennials (Born between 1980 and 2000)
- Connecting strategies for all generations