Search Results for: 80/20

What are your three things?

November 16, 2018 by
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“Perhaps the most important personal productivity tool ever discovered is what we call the “Law of Three.” This law says that 90% of all of your results and eventually, your income, come from only three of your daily activities.”

So says Brian Tracy in a post on his blog.

In 80/20 parlance, those three activities are your “vital few”–20% activities that deliver 80% of your results.

And they’re different for everyone.

Tracy used sales managers as an example. He says their three things are recruiting, training and managing.

So, what are your three things?

Of all the things you do in your practice, what three activities create the most value?

Focus on those three things. Do more of them, get better at them, and you should be able to increase your income at an accelerated rate.

You may also find that you can let go of a lot of things that aren’t your top three. This will give you more time (and energy) for your top three activities, allowing you to compound your results.

But don’t stop there.

Once you’ve done this exercise and found your three activities, do the same exercise for each of those three.

If one of your 20% activities is litigation, for example, identify the top three activities that make you better or more successful at it.

If one of your top three activities is marketing (and if it’s not, what’s up wit dat?), make a list of all of the marketing activities you do and from that list, choose your top three.

Which marketing activity brings in the most clients? Which produces your best clients? Which activity do you do best and want to do more?

Focus your marketing on those three things and consider letting go of or doing less of everything else.

You’ll thank me later.

One of my top three: client referrals

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Filed Under: Law office management, Marketing legal services, Productivity Tagged With: ,

Eliminate and grow rich

November 6, 2018 by
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If you have too much to do and not enough time to do it, if your to-do list is never-ending and continually growing, if your “someday/maybe” list has cobwebs growing on it, the 80/20 rule can help.

Remember, it says, “a minority of causes, inputs, or efforts usually lead to a majority of the results, outputs or rewards.” So, the first thing to do is go through your lists and identify your 20%-ers.

You can do this in one sitting, once a month, or once a day.

Ask yourself, “What can I do today (this week, soon, next) that will deliver the biggest results?” or “What can I focus on right now that will bring me closer to achieving my most important goal?”

NB: The answer will often be something you’ve been putting off.

The next step: take everything else and eliminate it.

Delete or delegate. Or, if you are having trouble letting go of things, bury them–in another app, another file, or somewhere else you won’t see them.

Eliminating things is difficult for most people but it is key to achieving extraordinary results in your life. In Essentialism, Greg McKeown said, “It’s about making the trade-off between lots of good things and a few really great things.”

And you need time to do the really great things.

Warren Buffett put it this way: “The difference between successful people and really successful people is that really successful people say no to almost everything.”

What can you say no to today?

Say yes to referrals

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Filed Under: Productivity Tagged With: ,

Most decisions should be made quickly

August 1, 2018 by
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One of the lessons of the 80/20 principle is that a few things matter but most don’t. “A minority of causes, inputs, or effort usually lead to a majority of the results, outputs, or rewards,” according to Richard Koch, author of The 80/20 Principle.

Figure out your 20% activities and do more of them. Spend less time doing everything else.

Now, every day we all make lots of decisions. What to do, what to read, what to say, how to make a point, what to buy, and many more. Unfortunately, many of us spend too much time making decisions about things that don’t matter or matter much.

We should train ourselves to make quick decisions about most things.

Where to go to lunch, what car to buy, whether or not to upgrade our computer–these are not “20% decisions likely to lead to 80% of our results”. Where to take a prospect to lunch, for example, shouldn’t take more than a minute or two. It’s just not that important.

On the other hand, opening a new office, starting a new practice area, getting in bed with a partner–decisions that require research, thought, weighing of risks and rewards–are 20% decisions that can indeed lead to 80% of our results.

In the course of a day, you might make dozens of relatively unimportant decisions. Make them quickly and move on. You might make an important decision once a week. Take your time and do it right.

Plan less, do more

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Filed Under: Productivity

You’re smart enough but are you lazy enough?

October 10, 2017 by
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You know I’m a fan of the book, “The 80/20 Principle” by Richard Koch. He wrote a sequel, “Living the 80/20 Way: Work Less, Worry Less, Succeed More, Enjoy More. In it, Koch quotes General Erich von Manstein, an officer in the German army, speaking about leadership:

“There are only four types of officers.

First, there are the lazy, stupid ones. Leave them alone, they do no harm.

Second, there are the hard-working intelligent ones. They make excellent staff officers, ensuring that every detail is properly considered.

Third, there are the hard-working, stupid ones. These people are a menace, and must be fired at once. They create irrelevant work for everybody.

Finally, there are the intelligent lazy ones. They are suited for the highest office.”

Different versions of this citation have appeared, sometimes attributing the quote to others. In 1942 Viscount Swinton (Philip Lloyd-Greame) spoke in the House of Lords in London. He described the four classes of officers and credited an unnamed German General:

The clever and lazy you make Chief of Staff, because he will not try to do everybody else’s work, and will always have time to think.

What does this tell us? I think it tells us that maybe we are too industrious for our own good. Maybe we need to do less work and more thinking. Maybe we need to delegate more work to hard-working intelligent people who will take care of the details while we take care of the big picture.

I’m going to take some time to think about this. How about you?

Behold: an easier way to get more referrals from other professionals

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Filed Under: Leverage, success Tagged With:

The secret to my success

October 5, 2017 by
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Want to know the secret to my success? The secret is simple. I do a few things well.

That’s it. A few things. The “precious few” in 80/20 parlance, that deliver the majority of my results.

I run three businesses. In each business, there are only a few things I focus on to keep the wheels turning. Well, actually, one business is nearly 100% passive income and requires almost none of my time anymore. The other two businesses are flexible enough that I can work at them when (and if) I choose. So for me, at this stage of my life, my precious few are “writing, learning, and marketing.”

How about you?

If you run a law practice, your precious few probably include, “marketing, management, personal development, and work product”. Am I right?

[Sidebar: Don’t be one of those lawyers who foolishly boasts that they don’t do any marketing. Everything you do is marketing.

Every time you speak to a client you’re showing them why they should remain your client and refer their friends. Every time you give someone your card or mention your website you’re inviting them to learn more about you do. Every time you talk to a prospective client or fellow professional you’re showing them why they should do business with you. It’s all marketing. All of it.

Okay, back on the record.]

Let’s start with “areas of focus”. You run a law practice, you have a personal life. That’s two. You might also do charitable work, be active in your church, or have a hobby or outside interest that’s important to you.

What are your precious few areas of focus?

Next, for each area of focus, think about the precious few things you focus on (or need to).

For your practice, what are the precious few things you do for marketing?

You may focus on a few types of clients, niche markets, or practice areas. Your strategies might include client referrals, professional referrals, and driving traffic to your website. If you advertise, your precious few might include a group of niche publications, keywords, or offers that deliver the majority of your results. You might create content, build a social media following, or speak or network in the “real world”.

What are they? What are precious few in your marketing?

For work product, you might derive most of your income from a certain type of case or client or a certain type of work. What are your precious few?

For management, you might focus on new client intake procedures (although that’s also marketing), billing, and document management. You might focus on hiring the best people, training, or building culture. What are your precious few?

For personal development, you might work on building a new habit, improving a particular skill, or acquiring a certain type of knowledge. What do you focus on? What are your precious few?

In the end, success comes from doing a few simple things. It can’t be any other way. You can’t do 100 things and expect to do them all well. You can’t focus on 100 things you can only focus on a few.

I built my practice with referrals. It was one of my precious few.

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Filed Under: Law office management, Marketing legal services, Personal development, success Tagged With: , ,

Working hard or hardly working?

September 15, 2016 by
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All our lives we’ve been told that hard work is essential to success. The person who works harder than other people generally achieves more than other people.

But is that always true? Does someone who earns a million dollars a year work ten times more than someone who earns $100k? What about people who work incredibly long hours every day but continually struggle?

We’ve also been told that there are no shortcuts to success. It doesn’t happen overnight. Okay, then how do you explain the many tech entrepreneurs who are billionaires before they’re 30?

I don’t purport to have all the answers but clearly, there isn’t an absolute causal connection between effort and results, hard work and success. There are other factors at play. That’s why I continually look for ways to work smarter.

Working smarter is about leverage. Getting bigger (or quicker) results with the same or less effort. Fortunately, there are lots of ways to do that.

You frequently hear me prattle on about the 80/20 principle. I do that because it is the quintessential illustration of leverage and I encourage you to continually look for ways to use it to increase your income and improve your life.

Where does most of your income come, for example? The odds are that a high percentage of it comes from a few things you’re doing, the so-called “20% activities that deliver 80% of your results”. Look at your practice area(s), target market(s), and marketing methods. You’re likely to see that most of your income comes from a “precious few” things, not from the “trivial many”.

When you find your precious few, do more of them. Get rid of other things to free up time and resources so that you can make that happen.

If 80% of your income now comes from one or two marketing activities, for example, doing more of those activities could increase your income by 160%. That’s because you’ll have two blocks of 20% activities instead of just one.

Back when I was a cub lawyer, struggling to figure things out, I made three changes to what I was doing and my income skyrocketed. In a matter of months. I also went from working six days a week to just three.

So nobody can tell me there aren’t any shortcuts. Now, if you will excuse me, it’s time for my nap.

How I learned to earn more and work less. Yep, it’s all here

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Filed Under: Leverage, Productivity, success Tagged With: ,

How long does it take to build a successful law practice?

August 31, 2016 by
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How long does it take to build a successful law practice? It takes as long as it takes. That’s my smug, lawyer-like answer, a variant on “it depends”.

In lay terms, I would say, “I don’t have a clue”. Because everyone is different.

What is your practice area? What’s your target market? How much experience do you have with marketing? And a slew of other questions that are a part of the equation.

Actually, there is one question that should be at the top of the list. In 80/20 parlance, it’s one of the “precious few,” a 20% factor that can determine 80% of your results.

How big is your list?

How many prospective clients do you know? How many prospective referral sources do you know? And, if you’re not starting from scratch, how many former clients and existing referral sources do you know?

Why is this more important than things like skills, experience, reputation, or work ethic? Because the shortest path to success is through other people. That’s true for any business, and even more so for a professional practice.

If you know lots of people who can hire you, for example, it only makes sense that the odds of your getting hired are better than the lawyer who knows very few. The same is true of referral sources.

You may not (yet) be very good at inspiring them to hire you or refer, but knowing more people (and staying in touch with them) can give you a big edge.

So, how big is your list?

Now, by list, I mean any kind of list–paper, digital, or even the list in your brain (note to self: write down the list in my brain so I don’t forget it).

In years gone by, we would talk about the size of your Rolodex. (Please, no selfies of your massive Rolodex.) Quality was important, but all things being equal, the bigger your Rolodex, the better.

Today, your list is predominantly digital. Quality is still important. And size still matters.

But today, there is another factor that can make a big difference.

If you’re doing it right, you have everyone’s email address and permission to use it. Which means you can increase the speed and frequency of communication. Which means you can achieve more results (i.e., bring in more clients) faster than you could if you only had their phone number and address.

No, that doesn’t mean you shouldn’t call and talk to people. Talking (and meeting in person) allows you to build deeper relationships. Email will never supplant that. But with a couple of clicks, email allows you to tell hundreds of people or thousands of people about your upcoming seminar, updated web page, or special offer.

Can’t you do that on social media? Maybe. You don’t have any control over who sees what. It’s also less personal and thus, less effective.

Okay, you have a big list. I still can’t tell you how long it will take to build a big practice. But I can tell you that it will be quicker for you than for most other lawyers.

How to build an email list, and how to use it: go here

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Filed Under: Email, List building Tagged With:

How to simplify your marketing

February 5, 2016 by
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If you have ever assembled a piece of furniture from Ikea, you know that some items are more complicated than others. Even with detailed instructions and proper tools, it’s easy to mess these up, or take much longer than you were led to believe.

The same is true of any task or project. The more complicated it is, the more moving parts or steps, the more likely it is that you’ll get it wrong.

Some tasks and projects are so complicated we put off doing them. Or we make the effort, get flummoxed and frustrated and swear we’ll “never do that again!”

Marketing legal services is like that. Do yourself a favor and make it simpler.

On the macro side of the equation, that means using fewer strategies, and for each strategy, fewer techniques.

Try lots of things, and then settle in with a few things that work best for you. That’s what I do, and that’s what I recommend.

On the micro side, you simplify your marketing by using fewer apps and targeting fewer markets. You use forms, checklists, and “scripts”. You memorialize your process, in writing, to make it easier to train new hires and temps and so that you can continually examine your process and improve it.

When marketing is simpler, it is easier and takes less time. You get better at it and get better results.

It’s the 80/20 principle. Figure out what works best for you and do more of it.

Simplify your marketing by doing more of fewer things.

Referral marketing is one strategy every lawyer should use. Find out how

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Filed Under: Leverage, Marketing legal services, Marketing Plan, Productivity, Time Management Tagged With:

Who says there are no shortcuts?

September 10, 2015 by
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Some say there are no shortcuts. You must do the work and put in the time. There are no shortcuts in life.

Balderdash.

Of course there are shortcuts. Untold numbers of shortcuts. Everywhere we look and everything we do there are shortcuts.

Law school is a shortcut. Imagine having to prepare yourself to practice law without it. A bar preparation course is a shortcut. In fact, every class, course, or book, is a (potential) shortcut. You learn what others know and what they did, so you can avoid their mistakes and follow their path to success.

A franchise is a shortcut. So is a network marketing business.

Do you (or did you) have another lawyer mentor you? That’s a shortcut.

Form books, checklists email templates, are shortcuts.

I dictated this post with dictation software. Yep, a shortcut.

The 80/20 principle says that in just about everything we do, a small percentage of our activities or effort produce a disproportionate percentage of our results. Do more of those activities (and less of the others) and you will have a shortcut to achieving more.

So if someone tells you there are no shortcuts, don’t listen to them. Shortcuts are everywhere and we use them all the time. Do you want a shortcut to success? Go find more shortcuts.

Want a shortcut to getting more clients and increasing your income? click here

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Filed Under: Personal development, Productivity, Time Management Tagged With: , ,

Getting the right things done

July 28, 2015 by
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Venture capitalist Mark Suster has a rule he lives by that helps him be more productive and successful. The rule: “Do Less. More.” It means doing fewer things overall, and getting the right things done. “Success often comes from doing a few things extraordinarily well and noticeably better than the competition,” he says.

Richard Koch, author of The 80/20 Principle, says, “Everyone can achieve something significant. The key is not effort, but finding the right thing to achieve. You are hugely more productive at some things than at others, but dilute the effectiveness of this by doing too many things where your comparative skill is nowhere near as good.”

Koch also says, “Few people take objectives really seriously. They put average effort into too many things, rather than superior thought and effort into a few important things. People who achieve the most are selective as well as determined.”

So, what do you do better than most? What should you focus on? I asked this question in an earlier post:

Look at your practice and tell me what you see.

  • Practice areas: Are you a Jack or Jill of all trades or a master of one? Are you good at many things or outstanding at one or two?
  • Clients: Do you target anyone who needs what you do or a very specifically defined “ideal client” who can hire you more often, pay higher fees, and refer others like themselves who can do the same?
  • Services: Do you offer low fee/low margin services because they contribute something to overhead or do you keep your overhead low and maximize profits?
  • Fees: Do you trade your time for dollars or do you get paid commensurate with the value you deliver?
  • Marketing: Do you do too many things that produce no results, or modest results, or one or two things that bring in the bulk of your new business?
  • Time: Do you do too much yourself, or do you delegate as much as possible and do “only that which only you can do”?
  • Work: Do you do everything from scratch or do you save time, reduce errors, and increase speed by using forms, checklists, and templates?

Leverage is the key to the 80/20 principle. It is the key to getting more done with less effort and to earning more without working more.

Take some time to examine your practice, and yourself. Make a short list of the things you do better than most and focus on them. Eliminate or delegate the rest.

Do Less. More.

This will help with getting the right things done

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Filed Under: Law office management, Leverage, Marketing legal services, Marketing Plan, Productivity, success Tagged With: , , ,
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