The simplest time management system in the world

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Everyone has their favorite time management system. Except those who don’t. Many people don’t have any system. They look at the choices and conclude that they’re too complicated or, ironically, too time-consuming to use.

Others, try lots of systems and are never satisfied, so they keep looking.

If you don’t have a system that’s right for you, or if you don’t have any system at all, I want to present to you the simplest time management system in the world.

There are three parts to this system:

(1) Write down everything.

Get it out of your head and on paper or in some kind of electronic list. I use Evernote, but there are many alternatives.

What’s important is that you have a place to go to see all of the tasks and projects you have to do, want to do, or might one day consider doing, and that place is not in your head.

(2) Use a calendar.

Anything that is time-oriented–due dates, start dates, appointments, reminders–should be recorded on your calendar. If there is a specific time when it must be done, like an appointment or a conference call, record the time. If not, and you’re using an electronic calendar, record it as an “all day” event.

The key is to only record things you actually intend to do. As David Allen says, the calendar is “sacred territory”. If it’s on the calendar, you do it.

Of course throughout your day you need to look at your calendar to see what’s on it. You can also set up electronic reminders if you want.

(3) Ask yourself THIS question every day.

So the first two elements of this system are nothing new. I’m pretty sure every time management system uses them. Where things get complicated is with what happens next.

Time management systems use many different ways to categorize and prioritize the items on your master list. They uses tags and codes and allow you to put things in different boxes or on different sub-lists. If these work for you, use them. If they don’t, once a day, ask yourself one simple question:

“What are the most important things I need to do today?”

Write these on a separate list. These tasks are your “most important tasks” for the day. If you get these done, your day will be successful, even if they are the only things you do that day.

You don’t need to complete a lot of tasks to make it a successful day, as long as those tasks are important. I usually write down three “most important tasks” (MIT’s) for the day. Sometimes it’s just one or two, sometimes four or five. So the question I ask myself every day is, “What are the three most important things I need to do today?”

And that’s it. That’s the system. You look at your big list, decide what to do that day based on what’s important, and do them. You don’t do anything else on your list, or that comes up during the day, until you have done your “most important tasks” for the day.

What about the rest of your list? Forget about it. You’ll never get everything done and that’s okay. Let it go. Focus on getting the most important things done each day and when you’ve done that, you can go back to your list and choose additional tasks to do if you want to or you can call it a day.

Now, you may be wondering if this system requires you to read through your master list every day so you can choose your most important tasks. No. That’s too much. Reviewing your master list once a week is enough.

But here’s the thing. You probably already know what to put on your list of most important tasks for the day. At least your subconscious mind does. I’ll prove it.

Without looking at any lists or your calendar, ask yourself this question: “What is the most important thing I can do right now?”

I’ll bet you had an answer.

That’s what you should do next. When it’s done, go ahead and ask yourself that question again.

Do you use Evernote? Have you read my ebook, Evernote for Lawyers?

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When is procrastination a good thing?

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I’ve got until the first of next month to complete my CLE credits. I’ve been watching videos over the last couple of weeks and making good progress. I know some people would say that doing three years worth of CLE in a few weeks is unwise. They would point out that I could have done an hour a month and been done months ago.

Their math is correct but their advice is misplaced. They assume that procrastination is a sign of weakness or poor organizational skills and leads to unnecessary anxiety and poor results. But is that always true? Is there a time when procrastination is a good thing?

I think so.

Procrastination helps you prioritize. It allows you to filter your list of tasks so you can focus on what’s important and not merely what’s urgent.

CLE isn’t important to me since I no longer practice. Now, it is urgent that I get those credit done, but waiting as I did allowed me to concentrate on important projects.

Procrastinating served me another way. It allowed me to express (to myself) my resentment at being required to take courses I don’t need and don’t want. It allows me to give the middle finger to the system.

Hey, I’m human.

In school, procrastinating served me another way. Waiting until the last day to write a paper or study for exams gave me a built in excuse in case I got a poor grade. “Hey, I didn’t spend any time studying.”

I almost always got good grades, however. But what if I hadn’t?

What if procrastinating is harmful? What if it keeps you from doing what’s important? What if it results in poor performance or results?

Then you have a problem.

There are lots of techniques for dealing with “bad” procrastination. I think the simplest solution is to get the task out of your head and onto paper–your calendar or other “trusted system”. Give yourself enough time to get the task done and then forget about it. If you’ve schedule a start date and given yourself enough time to do what you need to do, you can then devote your mental energy to other things until it’s time to start.

That’s what I did with my CLE. I knew what I needed to do and when I needed to do it. And I’m getting it done.

Calendaring tasks for the future also gives you a buffer of time which may allow you to adjust your priorities. When the scheduled start date arrives you may find that the scheduled task can be safely postponed, or that you don’t need to do it at all. Since I am not actively practicing, I keep thinking about changing my status to inactive. If I do that I won’t have to do CLE.

When is procrastination a good thing? When it serves you in some way. It’s okay to do things at the last minute, as long as you are getting important things done. And as long as you’re still getting good grades.

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Slowing down to speed up: getting ready for the new year

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It’s time. The last few days of the year when the holiday craziness is nearly over, the tree and the lights are coming down, but the new year has not begun. This is the time when I tie up loose ends from the current year and get ready for the new one.

I’m sure you’re doing something similar. Or you will in the next few days. Much like we do in the days leading up to a vacation.

It’s called “slowing down to speed up”. We shut off the flow of regular business and look at things from a different perspective. Because we’re not consumed with taking care of clients and projects, we can better see where we are and make plans for where we want to be.

In addition to doing some goal setting and planning, I’m getting caught up on CLE and learning some new software I plan to use extensively next year. I’m also cleaning up my computer workspace, catching up on email, consolidating files and folders in “my documents,” and consolidating my Evernote tags.

Not difficult stuff. Kinda fun, actually. But important, because it will allow me to start the new year with fresh eyes and fewer distractions and, therefore, be more productive with “real” work.

At least it feels that way. And that’s why we do this year-end ritual, isn’t it? So that we’ll feel refreshed and empowered?

So, how about you? How are you getting ready for the new year?

If you’re planning to upgrade your Internet presence next year, you need this.

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How to make next year better

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If you want to make next year better than this year, start by taking a look back at your practice over the last 12 months. Look at every new case or client and figure out where they came from.

Who referred them? How did they get on your list? What did you do to get them to call?

Do the same thing for repeat clients.

Also look at the quality of those clients. Some clients are better than others. They hire you more often, pay higher fees, and provide more referrals. Which of your new and repeat clients fall into the category of “better”? Where did they come from?

Grab your calendar, your bank statements, your website statistics, your notes and records, and take a mile high look at what you did last year and your results.

Look at your networking, speaking, writing, and blogging. Look at your keywords, your content, your offers.

What worked for you? What worked better? What worked best?

Look at your professional relationships. Who provided referrals or other help? Who referred more or better clients? Who provided you with important intangibles–support, ideas, friendship?

(Note to self: “Make sure to keep better records next year so the next time I do this analysis I’ll have everything in front of me.”)

You can see that some things you did this year worked great, many didn’t work at all, and most fell somewhere in the middle. The same with your relationships.

If you look hard enough, you will see that although a lot of things produced a lot of results (clients, money, subscribers), a few things produced the majority of your results. You may find that

  • Eighty percent of your results came from just twenty percent of your activities
  • Eighty percent of your referrals came from twenty percent of your clients and professional contacts
  • Eighty percent of your income came from twenty percent of your cases
  • Eighty percent of your new subscribers came from twenty percent of your posts, keywords, speaking gigs, ads, (etc.)

Or not. It doesn’t have to be eighty percent and twenty percent. But it is almost certain that a big percentage of your results came from a small percentage of efforts or sources.

Identify the activities that produced most of your results so you can do more of them. Identify the handful of referral sources that sent you most of your referrals or your best referrals, so you can strengthen your relationship with them and leverage those relationships to meet their counterparts.

If you want next year to be better than this year, you need to find what worked best and do more of it. To find the time and resources to do that, cut down on or eliminate things that didn’t work, or that didn’t work as well.

For me, one thing worked better than any other. My twenty percent activity was writing. The books, courses, and blog posts I produced brought me more traffic, subscribers, and revenue than anything else I did. Knowing this means I can make next year a better year by being more prolific.

I know where to focus. I know my priorities. I know where to spend my time.

How about you? What will you do more of next year? What can you cut down on or eliminate? How will you make next year better?

The Attorney Marketing Formula comes with a simple marketing plan that works. Check it out here.

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Marketing plan for lawyers: getting ready for the new year

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I’m being interviewed later today by a reporter for the Canadian Bar Association. She’s doing a story about what young lawyers need to do to prepare for the new year. I plan to tell her the same thing I would tell any attorney. Just follow these three simple steps:

STEP ONE: TAKE INVENTORY

The first thing you should do is to figure out where you are. A good way to do that is with a “S.W.O.T. Analysis”–figuring out your Strengths, Weaknesses, Opportunities, and Threats.

THREATS

Are you in danger of losing a good client? Are unreasonably high expenses causing cash flow problems? Have you been accused of doing something wrong that’s hurting or may hurt your reputation?

If there are holes in your ship, plug them so you can continue your journey. Do what you have to do to eliminate threats and minimize potential losses, but don’t dwell on them. Deal with them and move on.

WEAKNESSES

Are you deficient in any areas of knowledge? Do you need to improve certain skills? Do you need more referral sources, more clients, or better clients? Are you attracting clients who can’t or don’t pay? Do you need to get better at getting retainers? Is your bookkeeping a mess?

Figure out where you are weak and then look for solutions. Take courses, ask other lawyers for help or advice, buy equipment, delegate or outsource the problem so you can focus on your strengths and opportunities.

STRENGTHS

What are you great at? Find something you excel at and leverage it to make it even bigger and better. Focus your time and energy on taking something that’s going well for you and build on it.

If you get good results with a certain type of client or case, you should focus on getting more of those clients or cases. That may mean eliminating other practice areas or turning away clients who don’t fit your ideal client profile.

In the marketing arena, if you are good at networking, do more of it. Ask your contacts to introduce you to their colleagues. Find a second networking group if you have the time or a better group if you don’t. Work deeper within the organization to gain even more influence. Volunteer for committees, take on more responsibilities.

If you like the Internet, create more content, learn about SEO and social media, do more guest posts, and start creating videos.

If you like to write, write. If you like to speak, speak.

Look at your skills and your preferences and focus on them. What do you do best? How can you do more of it and get even better at it? How can you leverage it to get an even bigger return?

OPPORTUNITIES

Make a list of people you know and like and brainstorm ways you can improve and deepen your relationship. They can lead you to new clients and new referral sources. They can provide you with advice and ideas. They can send traffic to your website, provide content for your blog or newsletter, and promote your event or offer.

Make another list of people you don’t know who sell to or advise your target market. Make plans to approach them to see how you might work together.

Go through your notes and files and collect all of the ideas you have recorded for marketing your practice, improving your work product, increasing your productivity, or increasing profitability. Put a star next to your best ideas.

STEP TWO: CHOOSE ONE BIG GOAL

Once you know where you are, the next step is to determine where you want to go. What do you want to accomplish next year relative to your practice or career?

Instead of writing down five or ten goals, as you may be inclined to do, I suggest you write just one big goal. Come up with as many candidates as you want to but then, choose one big goal that gets you excited.

Selecting one goal will force you to focus on that one goal, and nothing else. The odds are that many of your candidate goals are related to your one big goal and are, in fact, stepping stones on the path to reaching it. If your goal is to increase your net income to $250,000, for example, other goal candidates, e.g., “bring in six new clients per month,” are action steps you need to take to accomplish your singular income goal.

Of course you will have additional action steps. You don’t just bring in six new clients, for example, you have many things you need to do to bring in those clients. And that leads us to step three.

STEP THREE: WRITE A SIMPLE MARKETING PLAN

Why a plan? Because you need to know what to do, silly. Because come the first of the year, when you’re ready to get to work, you need a list of projects and tasks that will move you forward towards your goal.

Why simple? Because if your plan isn’t simple, you won’t do it. You’ll get bogged down in detail. You’ll spend more time working with your lists and planning your plans, and have little time to get anything done.

So, figure out where you are, then where you want to be, and from that, write a plan for accomplishing it. Keep in mind that the plan you start out with will almost never be the plan that gets you to your goal. That’s because plans change, circumstances change, and you will change. And that’s okay. Your plan will get you started, and getting started is the most important part.

The Attorney Marketing Formula comes with a simple marketing plan for lawyers. And a lot more stuff you need to know.

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Taking inventory and getting organized

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Most people have way more “stuff” in their life than they need or want or even know they have. I was reminded of this over the last few days while setting up my new laptop.

I went through the old hard drive, making a list of programs to install on the new drive, and realized I didn’t recognize half of the program, and others I never used. There were many programs I didn’t install on the new drive. I mean, how many pdf makers and readers does one really need?

I’ve organized documents and folders. Put things in a more logical order. The new machine is lean and uncluttered. I can see what I have and find what I need. It feels good to be on top of things.

So now, I’m looking at other things in my life I can inventory and organize. December is a good month to do that. I’ll start with my projects and someday/maybes, so I can make decisions and set goals based on what’s important rather than what happens to be in front of me.

Why not do the same?

An easy place to begin is with your physical environment–closets, drawers, desks, the tool shed, the trunk of your car. What can you get rid of? As you eliminate things you don’t use, you make room for new and better things.

In the office, you might organize forms, form letters, and templates. Get rid of or update the ones that are obsolete or that you don’t use. Do the same for books, email subscriptions, and blog feeds.

How about taking inventory of your clients? Some are more valuable to you than others. Which ones can you ask to find another attorney? Which clients should you give more attention to?

How about your friends? Are there people in your life who enervate you? Cut down on how often you see them, or resolve to not see them at all. Do you have a friend you don’t see often enough? Now you’ll have more time for them.

Do you belong to too many groups? Support too many causes? Have too many hobbies or take too many classes? By cutting down on some, you can do more with the ones that matter.

Take inventory of the people and things in your life and pare things down to a more manageable number. Organize what’s left so you can access it more quickly. You’ll be better able to see what you have, what you need, and what you want to accomplish in the coming year and beyond.

Taking inventory and getting organized is a process of deciding what’s important so you can focus on it. When I’m not sure whether or not to keep something, I ask myself if it can be replaced. If not, I’ll hang onto it and look at it again some time down the road. If it can be replaced, out it goes. Usually.

If you’re too busy to take inventory of everything right now, take inventory of what needs to be inventoried. Make a list of possible areas of your life you’d like to streamline and organize. Then, tackle one area each month. By next year at this time, you’ll be a lean, mean, organized machine. With lots of room for new stuff.

Learn how I organize my digital life in my Evernote for Lawyers ebook.

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Some perspective on marketing legal services

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You often hear me say, “marketing is everything we do to get and keep good clients”.

Everything.

In terms of time, it’s mostly the little things we do every day. It’s the way we greet our clients and make them feel welcome. The emails and letters we send to former clients to stay in touch and remember them during the holidays. The articles and blog posts we publish to educate people about the law.

Marketing is also bigger things. Creating a new seminar or ad campaign. Scoping out and joining a new networking group. Recording new videos for your website.

And everything in between.

Most of the little things take little or no time to learn or apply. They are a natural extension of your values and personality, not the application of technique. Treating people with respect is part of who you are, not something you learn in a book.

Creating content for your website requires some time, but not an inordinate amount, given that it’s mostly writing things down you already know and do.

Bigger projects require more time and resources, it’s true, but you don’t do them every day. You outline a new presentation, create the slides or handouts, rehearse, and you’re done. Maybe it took you a week or two, but now you have a new marketing tool in your arsenal you can use over and over again.

Bigger projects can serve you long term. Getting involved in a new networking group, for example, takes extra effort initially, and may take months to bear fruit. But that group could eventually become a major source of new business (and friendships) for you, and last for decades.

Do something marketing related every day. 15 minutes is good. Reach out to a few former clients or other professionals with a note or email and watch what happens. Once a month or so, work on a bigger project. A 30 Day Referral Blitz, for example.

Whenever possible, invest your time and resources in creating things with a “long tail,” like new relationships, new content for your website, and new ways to grow your email list.

Marketing legal services doesn’t have to be daunting. If it is, you’re not doing it right. Sure, there are new things to learn and new things to do, but mostly, its about attitude.

If you’re struggling in your practice, start by examining your attitude towards marketing. If you don’t like marketing, if it’s something you force yourself to do, you will continue to struggle. If there are things you like and things you don’t, great–do more of the things you enjoy and are good at.

Marketing is a lot like lawyering. It takes place mostly in your head.

The Attorney Marketing Formula comes with a marketing plan.

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How to avoid procrastination when writing

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Do you have a procrastination pad? That’s what one writer calls a pad of paper you keep on your desk, onto which you jot down anything that you need to do or remember that occurs to you while you’re doing something else. It allows you to record the note and immediately get back to what you were doing.

Okay, not brilliant. But not a bad idea, either. Because you always have this pad within reach, you don’t have to go scrambling for a legal pad or scratch paper. And because it is dedicated to recording tasks to be done, not data to be filed, you can periodically input your list into your regular task management system.

Of course you can also set up a digital equivalent on your computer. Keep a text file open and minimized, and no matter what else you may be working on, you’re just a click away your electronic procrastination pad.

Or, you can do what I do. I have Evernote running at all times (I’m writing this now in a new note) and when I get an idea, I type it into a new note in my default notebook (my “InBox”). On my iPhone, I open Drafts and either type or speak-to-text the idea and send it to my Evernote Inbox.

When I’m writing, I often get ideas I want to record. Something I need to research, for example. I know if I stop writing to do the research, I’ll lose momentum and perhaps get lost down the rabbit hole that is the Internet. To avoid procrastination when writing, I make a note of what I need to know or do, and keep writing. I could record this elsewhere, but I find it best to write it within the text I’m working on.

Wherever I find myself stopping, I write a note to myself, within the sentence or paragraph. I put the note [in brackets] or preface it with my initials, “dw:”, to identify it as something I need to do. This allows me to keep writing, which is especially important for a first draft.

Once I’m done with the piece or section, I go back and find all of my “notes to self”. When I do the research later, I don’t have to remember where to insert it, I just go back to my note.

In addition to notes about research, I also make notes about passages that don’t sound right (i.e., “re-do this”), that need elaboration (i.e., “expand this”), or that might belong somewhere else (i.e., “put in chapter 2?”)

By separating the writing from the research, editing, and thinking, I procrastinate less and write quicker and better first drafts.

For more on how I use Evernote for research and writing, check out my ebook

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5 simple steps for improving productivity

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I’m going to give you a simple checklist for improving productivity. To use it, first make a list of everything you do in your work day. Do this over the course of a week so you don’t leave anything out.

Include everything: seeing clients, paperwork, calls, meetings, administrative. Include your commute and errands. Also include things you do during work hours that aren’t work related (e.g., playing games on your phone, coffee breaks, watching videos, etc.)

Once you have your list, go through every item. Look at the checklist and make notes. For best results, go through the list several times.

CHECKLIST FOR IMPROVING PRODUCTIVITY

1. Eliminate. Ruthlessly purge anything that is unnecessary or does not contribute enough value to continue doing. Peter Drucker wisely said, “There is nothing less productive than to make more efficient what should not be done at all.”

2. Delegate. Just because something must be done doesn’t mean you are the one who must do it. Assign these tasks someone in house or outsource them, so that you can do, “only those things that only you can do.”

3. Do it less. What could you do less frequently? If you do something daily, could you do it once a week? Once a month? What can you consolidate with other tasks? For example, can you do some of your reading or dictation during your commute?

4. Do it faster. What could you do in shorter chunks of time? If you routinely take an hour to do something, find ways to do it in 30 or 45 minutes. How? Eliminate or delegate parts, use forms and checklists, improve your skills, or get help (i.e., do it with a partner).

5. Do it later. Are you doing anything during prime time you could do after hours? What can you do when your energy is lower? Which tasks are routine or low priority and don’t require your full attention?

Improving productivity means improving effectiveness (doing the right things) and efficiency (doing things right). 80% of your improvement will come from steps 1 and 2 which focus on effectiveness. Eliminating and delegating things that don’t need to be done or could be done by someone else frees you up to do more high value tasks. The remaining steps will help you become more efficient at everything else.

The Attorney Marketing Formula shows you how to earn more by working smarter, not harder.

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Marketing legal services: minimal effort for maximum return

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Would you do any marketing if you didn’t have to?

I’m not talking about “internal” marketing–treating clients well, staying in touch with them, creating an environment that is conducive to referrals–I’m talking about external marketing–ads, social media, speaking, writing, videos, networking, and all the other things everyone says you need to do to bring in new clients.

I wouldn’t.

Why spend the time or money if you don’t have to?

If you didn’t have to do any external marketing, imagine how that would feel. No guilt about what you’re not doing, no forcing yourself to do things you don’t want to do.

If you don’t like social media, guess what? You’re off the hook. Go spend the time cranking out more billable work. Or take up a hobby. If you do like social media, you can do it for fun, not because you need to bring in business.

The same goes for speaking and networking. Do them if you enjoy them, stay home if you don’t.

If your internal marketing is working, you’re getting repeat business and referrals without any additional effort.

The phone rings and people want to hire you. You don’t have to find them, convince them, or cross your fingers and hope they have the money. When they call, they’re pretty much ready to go.

Nice.

On the other hand. . . (yeah, the fine print). . . I can’t promise you that internal marketing will always bring you enough new business. Your clients may want to send you referrals, for example, but not know anyone who needs you right now.

And. . . even if your internal marketing bring you plenty of new business, there’s nothing wrong with bringing in more.

So. . . in order to hedge your bets, you might want to do some external marketing.

What do I suggest? What is the best use of your limited time? What has the biggest potential return for your effort?

A content-rich website.

Because when someone is referred to you, the first thing they do is go online to check you out. No website and you scare them off. And, if your website is nothing more than a listing of your practice areas and contact information, it’s not enough to show anyone why they should choose you instead of any other attorney.

“Content” means information, not about you but about the prospective client. He’s searching for answers. He’s looking for proof. Your content provides those answers and that proof.

And it’s so easy to do.

Start by writing down ten or twenty questions clients and prospects typically ask you about your area of expertise. Then, answer those questions. Talk about the law and procedure. Describe the risks and the options. Point them towards the available solutions. Include some stories of cases or clients you’ve had, to illustrate your points. Post these online on a website or blog.

Now, when someone goes online to check you out, they will see that you know what you are talking about and that you have helped other clients to solve these problems. You haven’t just told them what you do, you’ve shown them.

In addition, when people go to a search engine, looking for information about their legal issue, your content brings them to your website. The same thing happens when people share your content with their social media contacts.

Marketing legal services (externally) really can be this simple.

If you have a website, add content. A single article you post today could bring you new business three years from now. If you don’t have a website, start one. Add some content to get it started and once a week or so, add more.

While it’s not quite “set it and forget it” marketing, it’s about as close as you can get.

If you need help starting or growing a website or blog, this is what I recommend.

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