50 Ways to Grow Your Practice in 2011 and Beyond<br />Presented by Nora Riva Bergman<br />
THE BIG PICTURE<br />1<br />Understand that you cannot manage time. You can only manage yourself.<br />
THE BIG PICTURE<br />2<br />Be aware of bad habits.<br />Get rid of them.<br />Up to 90 percent of our behavior is based o...
THE BIG PICTURE<br />3<br />Install new habits.<br />It typically takes 21 days to install a new habit.<br />We are what w...
THE BIG PICTURE<br />4<br />Take 30 minutes to plan your week.<br /><ul><li> Reconnect to your mission    and block time f...
 ROI=4-1</li></li></ul><li>THE BIG PICTURE<br />5<br />Take 10 minutes at the end of your day to plan the following day.<b...
IT’S ALL ABOUT FOCUS<br />7<br />Learn to manage interruptions.<br />If you cannot manage your interruptions, then you wil...
IT’S ALL ABOUT FOCUS<br />8<br />Stop interrupting yourself!<br /><ul><li> Close your door.
 Create visual cues.
 Give your team permission    to help you!</li></li></ul><li>IT’S ALL ABOUT FOCUS<br />9<br />Listen to music.<br />
IT’S ALL ABOUT FOCUS<br />10<br />Put an end to “Lurk & Blurt”<br /><ul><li> Ask your team to    batch their questions.
 Batching is a great teaching tool.</li></li></ul><li>IT’S ALL ABOUT FOCUS<br />11<br />Huddle, baby, huddle.<br /><ul><li...
 15 minutes before lunch   and 15 minutes at the    day’s end.</li></li></ul><li>IT’S ALL ABOUT FOCUS<br />12<br />Use SMA...
Measurable
Accountable
Realistic
Timelines</li></li></ul><li>IT’S ALL ABOUT FOCUS<br />13<br />Create a Power Hour for yourself.<br /><ul><li>The more you ...
 Similar tasks can be done    up to four times faster.</li></li></ul><li>IT’S ALL ABOUT FOCUS<br />14<br />Chunk it down.<...
 Even 5 to 10 minutes of focus    can make a difference.</li></li></ul><li>IT’S ALL ABOUT FOCUS<br />15<br />Apply David A...
 If not, defer it, delegate it or dump it.</li></li></ul><li>IT’S ALL ABOUT FOCUS<br />16<br />Get ready for vacation.<br />
NOT JUST PRODUCTIVE — EFFECTIVE<br />17<br />Take your reading with you.<br />Get a Kindle or an iPad.<br />
NOT JUST PRODUCTIVE — EFFECTIVE<br />18<br />Use Dragon Dictation for your smartphone.<br />
NOT JUST PRODUCTIVE — EFFECTIVE<br />19<br />Use your car as your classroom.<br /><ul><li>Listen to audio CLE
 Fiction
 Business, self-improvement
 www.audible.com</li></li></ul><li>DON’T LET EMAIL RUN YOUR LIFE<br />20<br />Keep your inbox close to empty.<br /><ul><li...
 Move email to the appropriate folder    as soon as you have read it.
 Simplyfile or Xobni</li></li></ul><li>DON’T LET EMAIL RUN YOUR LIFE<br />21<br />Create folders that work for you.<br /><...
 ASAP
 Delegated
 Clients
 Folder for each client
 Subfolder
 Archive
 Reference</li></li></ul><li>DON’T LET EMAIL RUN YOUR LIFE<br />22<br />If you’re not on an Exchange server, set your emai...
DON’T LET EMAIL RUN YOUR LIFE<br />23<br />Turn off alarms and notices.<br /><ul><li>Click on Tools, then Advanced,   then...
GIMME A BREAK<br />24<br />Take “Essential Breaks”<br /><ul><li>Only 2-3 minutes
 Deepen and relax your breathing
 Change your view; catch some light
 Re-balance your posture
 Sip ice water
 Enjoy a moment of humor
 Add some inspiration
 Eat smart: mid-morning and mid-afternoon</li></li></ul><li>GIMME A BREAK<br />25<br />Take a walk.<br />
SOFTWARE & THE CLOUD<br />26<br />
SOFTWARE & THE CLOUD<br />27<br />Get andusecase management software.<br /><ul><li>Credenza
 Amicus Attorney
 Needles
Client Profiles
 Clio
Rocket Matter</li></li></ul><li>SOFTWARE & THE CLOUD<br />28<br />Bring your dictation into the 21st Century.<br /><ul><li...
 www.speak-write.com</li></li></ul><li>SOFTWARE & THE CLOUD<br />29<br />Get anduseanti-spyware. software<br /><ul><li>Mal...
 Avast!
 Microsoft Security Essentials</li></li></ul><li>SOFTWARE & THE CLOUD<br />30<br />Get Google Desktop or Copernic.<br />Dr...
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50 Ways to Grow Your Practice in 2011 and Beyond

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50 Ways to Grow Your Practice in 2011 and Beyond covers practice growth factors from social media and technology through marketing and business development. Read more about Nora’s attorney coaching and consulting services at http://reallifepractice.com/attorneys/marketing/ or call toll free: (866) 662-0993.

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50 Ways to Grow Your Practice in 2011 and Beyond

  1. 1. 50 Ways to Grow Your Practice in 2011 and Beyond<br />Presented by Nora Riva Bergman<br />
  2. 2. THE BIG PICTURE<br />1<br />Understand that you cannot manage time. You can only manage yourself.<br />
  3. 3. THE BIG PICTURE<br />2<br />Be aware of bad habits.<br />Get rid of them.<br />Up to 90 percent of our behavior is based on our habits.<br />
  4. 4. THE BIG PICTURE<br />3<br />Install new habits.<br />It typically takes 21 days to install a new habit.<br />We are what we repeatedly do. <br />Excellence, therefore, is not an act, but a habit. <br />—— Aristotle<br />
  5. 5. THE BIG PICTURE<br />4<br />Take 30 minutes to plan your week.<br /><ul><li> Reconnect to your mission and block time for you goals.
  6. 6. ROI=4-1</li></li></ul><li>THE BIG PICTURE<br />5<br />Take 10 minutes at the end of your day to plan the following day.<br /><ul><li> Know your CI for the next day.</li></li></ul><li>IT’S ALL ABOUT FOCUS<br />6<br />What is the most important question you can ask yourself?<br />“Is what I’m doing right now the highest and best use of my time?”<br />
  7. 7. IT’S ALL ABOUT FOCUS<br />7<br />Learn to manage interruptions.<br />If you cannot manage your interruptions, then you will never be able to focus on anything.<br />
  8. 8. IT’S ALL ABOUT FOCUS<br />8<br />Stop interrupting yourself!<br /><ul><li> Close your door.
  9. 9. Create visual cues.
  10. 10. Give your team permission to help you!</li></li></ul><li>IT’S ALL ABOUT FOCUS<br />9<br />Listen to music.<br />
  11. 11. IT’S ALL ABOUT FOCUS<br />10<br />Put an end to “Lurk & Blurt”<br /><ul><li> Ask your team to batch their questions.
  12. 12. Batching is a great teaching tool.</li></li></ul><li>IT’S ALL ABOUT FOCUS<br />11<br />Huddle, baby, huddle.<br /><ul><li> Stand-up meetings.
  13. 13. 15 minutes before lunch and 15 minutes at the day’s end.</li></li></ul><li>IT’S ALL ABOUT FOCUS<br />12<br />Use SMART rules for delegation.<br /><ul><li>Specific
  14. 14. Measurable
  15. 15. Accountable
  16. 16. Realistic
  17. 17. Timelines</li></li></ul><li>IT’S ALL ABOUT FOCUS<br />13<br />Create a Power Hour for yourself.<br /><ul><li>The more you think you can control your calendar, the more you will try to control it and the more you will control it.
  18. 18. Similar tasks can be done up to four times faster.</li></li></ul><li>IT’S ALL ABOUT FOCUS<br />14<br />Chunk it down.<br /><ul><li>15 to 30 minutes of focus are better than none.
  19. 19. Even 5 to 10 minutes of focus can make a difference.</li></li></ul><li>IT’S ALL ABOUT FOCUS<br />15<br />Apply David Allen’s “2 Minute Rule”<br /><ul><li>If it will take less than 2 minutes, do it right away.
  20. 20. If not, defer it, delegate it or dump it.</li></li></ul><li>IT’S ALL ABOUT FOCUS<br />16<br />Get ready for vacation.<br />
  21. 21. NOT JUST PRODUCTIVE — EFFECTIVE<br />17<br />Take your reading with you.<br />Get a Kindle or an iPad.<br />
  22. 22. NOT JUST PRODUCTIVE — EFFECTIVE<br />18<br />Use Dragon Dictation for your smartphone.<br />
  23. 23. NOT JUST PRODUCTIVE — EFFECTIVE<br />19<br />Use your car as your classroom.<br /><ul><li>Listen to audio CLE
  24. 24. Fiction
  25. 25. Business, self-improvement
  26. 26. www.audible.com</li></li></ul><li>DON’T LET EMAIL RUN YOUR LIFE<br />20<br />Keep your inbox close to empty.<br /><ul><li>Set aside time to review & respond.
  27. 27. Move email to the appropriate folder as soon as you have read it.
  28. 28. Simplyfile or Xobni</li></li></ul><li>DON’T LET EMAIL RUN YOUR LIFE<br />21<br />Create folders that work for you.<br /><ul><li>Deadlines
  29. 29. ASAP
  30. 30. Delegated
  31. 31. Clients
  32. 32. Folder for each client
  33. 33. Subfolder
  34. 34. Archive
  35. 35. Reference</li></li></ul><li>DON’T LET EMAIL RUN YOUR LIFE<br />22<br />If you’re not on an Exchange server, set your email to “send/receive” only every 60 minutes.<br /><ul><li>Click on Tools, then Options.</li></li></ul><li>DON’T LET EMAIL RUN YOUR LIFE<br />
  36. 36. DON’T LET EMAIL RUN YOUR LIFE<br />23<br />Turn off alarms and notices.<br /><ul><li>Click on Tools, then Advanced, then Options.</li></li></ul><li>DON’T LET EMAIL RUN YOUR LIFE<br />
  37. 37. GIMME A BREAK<br />24<br />Take “Essential Breaks”<br /><ul><li>Only 2-3 minutes
  38. 38. Deepen and relax your breathing
  39. 39. Change your view; catch some light
  40. 40. Re-balance your posture
  41. 41. Sip ice water
  42. 42. Enjoy a moment of humor
  43. 43. Add some inspiration
  44. 44. Eat smart: mid-morning and mid-afternoon</li></li></ul><li>GIMME A BREAK<br />25<br />Take a walk.<br />
  45. 45. SOFTWARE & THE CLOUD<br />26<br />
  46. 46. SOFTWARE & THE CLOUD<br />27<br />Get andusecase management software.<br /><ul><li>Credenza
  47. 47. Amicus Attorney
  48. 48. Needles
  49. 49. Client Profiles
  50. 50. Clio
  51. 51. Rocket Matter</li></li></ul><li>SOFTWARE & THE CLOUD<br />28<br />Bring your dictation into the 21st Century.<br /><ul><li>Dragon Naturally Speaking
  52. 52. www.speak-write.com</li></li></ul><li>SOFTWARE & THE CLOUD<br />29<br />Get anduseanti-spyware. software<br /><ul><li>Malwarebytes
  53. 53. Avast!
  54. 54. Microsoft Security Essentials</li></li></ul><li>SOFTWARE & THE CLOUD<br />30<br />Get Google Desktop or Copernic.<br />Dropbox<br />GoToMyPC<br />LogMeIn<br />
  55. 55. SOFTWARE & THE CLOUD<br />31<br />Make video conference calls from your computer for free.<br />
  56. 56. TIME<br />INCOME<br />DON’T LET CLIENTS RUN YOUR LIFE<br />32<br />Fire a few clients.<br />Remember the 80/20 rule!<br />
  57. 57. REMEMBER THE 80/20 RULE!<br />33<br />100 CLIENTS = $100,000<br />20 A clients = $80,000<br />80 Others = $20,000<br />Increase A clients by 25 percent.That’s 5 additional A clients = $20,000.<br />
  58. 58. STOP TAKING “D” CLIENTS!<br />34<br />
  59. 59. DON’T LET CLIENTS RUN YOUR LIFE<br />35<br />Focus on your best clients.<br />Treasure your A & B clients.<br />Focus on getting more of them!<br />
  60. 60. YOU CAN MAKE IT RAIN<br />36<br />Know who your A clients are and where they come from.<br />
  61. 61. YOU CAN MAKE IT RAIN<br />37<br />Know what’s uniqueabout you and your firm.<br />
  62. 62. THE LASER TALK<br />38<br />I support: (specific description of client)<br />In their desire to (benefit or value statement)<br />By means of: (how I deliver those promises)<br />And what is unique about my practice is: (often what you might consider a weakness)<br />
  63. 63. YOU CAN MAKE IT RAIN<br />39<br />Have a plan.<br />
  64. 64. 3 MARKETING CONTACTS A WEEK<br />40<br />Plan on one hour.<br />Lunch or dinner.<br />Building rapport.<br />Relationship, relationship, relationship.<br />
  65. 65. ASKING FOR REFERRALS<br />41<br />Let your best referral sources know that the practice thrives on referrals from people like them.<br />
  66. 66. ADDING NAMES<br />42<br />Add at least five new contacts to your list every month.<br />
  67. 67. THANK YOU HABIT<br />43<br />Thanking your referral sources every timethey send a referral will reinforce your referral base.<br />This is vital to maintaining your referral relationship.<br />Make the thank you personal.<br />
  68. 68. SHARPEN THE SAW<br />44<br />Read a marketing book, article, or attend a workshop once a quarter.<br />Sharpening the saw keeps you in action and motivated to promote your firm.<br />
  69. 69. GET SOCIAL<br />45<br />500,000,000+ people on Facebook<br />200,000,000+ people on Twitter<br /> 85,000,000+ people on LinkedIn<br />
  70. 70. GET SOCIAL<br />46<br />Facebook<br />LinkedIn<br />
  71. 71. GET SOCIAL<br />47<br />
  72. 72. GET SOCIAL<br />48<br />Other social media sites.<br />
  73. 73. CRANK IT UP!<br />49<br />Get intolerant!<br />Eliminate your tolerations.<br />What is a toleration?<br /><ul><li>Messy desk, office
  74. 74. Dented fender
  75. 75. Scratched wall
  76. 76. Broken stapler
  77. 77. Overdue dentist/doctor visit
  78. 78. Out of control junk drawer
  79. 79. Broken wheel on your chair
  80. 80. Bad cell phone reception</li></li></ul><li>CRANK IT UP!<br />50<br />Take 15 minutes for yourselfat the end of the day.<br />
  81. 81. AND FINALLY …<br />51<br />Have fun!<br />People rarely succeed unless they have fun in what they are doing.<br />— Dale Carnegie<br />
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