Most of what we do we do out of habit. We do the same things, the same way, and rarely think about it. 

We evaluate cases the same way we always have. We use the same process to decide to take them, settle them, try them, and drop them. 

We solve problems, draft documents, conduct depos and hearings and trials pretty much the same way this year as we did ten years ago. 

We talk to friends and family the same way as we have always done. We buy the same computers and software, hire the same employees and vendors, and conduct our life and business very much the same as we have before.

Not much changes from day-to-day.

This is a good thing if everything is working well, but a problem if it’s not. 

Which means at all times, we must stay alert and be prepared to anticipate and fix problems and take steps to avoid or lesson them in the future. 

But even if all is well, we’re safe and profitable and growing and happy, even if what we’re doing is clearly working, we don’t know if there’s something we could do that might work better. 

Unless we ask.

In fact, we should always assume there are improvements we could make and regularly look for them. Ways to lower costs, increase profits, and improve our systems.

We must examine, evaluate, and interrogate everything we do. Train ourselves to pay attention to everything and everyone. And ask lots of questions. 

That means doing quarterly and annual reviews of our entire operation, in addition to our weekly reviews.

It’s how we know what’s working and what needs fixing. It’s how we can follow the sage advice to “Hold on to what’s working and let go of what isn’t”.

Effectively managing a successful law practice and happy life depends on it. 

We want to be good at our work, but it’s not a prerequisite. We all start somewhere and often that means starting badly. I sure did. Maybe you did, too.

We had to be good enough to do the work, but not necessarily “So good they can’t ignore you” as Cal Newport says. 

That’s the goal, but for most of us, not where we start.

Where do we start? What is it that allows us to survive long enough to become good? 

Being prolific. 

Handle enough small cases, draft enough simple documents, meet enough people, write enough articles, do enough presentations, run enough ads, post enough posts, and eventually, we not only pay our bills, we get good. 

So good, they can’t ignore us. 

How do we become prolific? By showing up every day, creating value for one or more clients and doing something to market our practice. 

That’s it. We don’t have to do anything special. We don’t have to land the big case or client.. We just have to show up and do the work, and the next day, do it again. 

Want to know how to succeed? Figure out how to fail and do the opposite. That’s the premise of a process called Inversion Thinking. And while it sounds simplistic, I think there’s a lot to say for it. 

Especially if you have too many options and can’t decide what to do or the best way to do it. 

For example, let’s say you have a goal to increase your firm’s revenue by 50% in the next six months, but you’re not sure how. You brainstorm ideas, strategies, workflow improvements, and search for new marketing methods, but you still don’t have a plan. With inversion thinking, you might ask yourself, “What would I do if I wanted to guarantee I would FAIL to achieve my goal?”

Ridiculous? Yes. And that’s the point. By identifying guaranteed ways to fail, you identify things to avoid and also things that you should specifically focus on (i.e., the opposite.)

So, you make a list of ways to guarantee you would fail to hit your revenue goal: 

• Ignore former clients and prospects; they know where to find me if they need me
• Immediately start as many new marketing projects as possible
• Check social media constantly
• Rely on “brand” advertising to build name recognition
• Do everything myself (don’t delegate or outsource anything)
• Do nothing myself (hire expensive consultants and have them do everything)
• Make sure everything is perfect or don’t do it at all
• Wing it; I’m smart, I don’t need a plan or schedule

And so on. 

Go a little crazy. Then, do the opposite: 

• Prioritize staying in touch with former clients and prospects because they already know you, can provide repeat business and referrals, and there is no cost to find them
• Focus on only one or two projects at a time
• Limit social media to 20 minutes per day
• Set up a schedule for working on these projects, put this on my calendar, and set up reminders
• Progress is better than perfection; get started, make it better over time

You may not always know what to do to succeed, but you can usually figure out how to fail. Then, do the opposite. Or at least don’t do anything you know is guaranteed to fail.  

You’re doing okay. Making six-figures or multiple six-figures, but you want to hit seven- or eight-figures (or more). 

You can. And you can get there in less time and with less effort than it took to get where you are now. 

The hard work is at the beginning. 

In the beginning, you had to learn the law and the law biz. You learned how to bring in clients and keep them happy. You learned how to build a network, become a better speaker or writer, manage cash flow, find your niche, and find your stride.

You made mistakes and learned from them. You had successes and know what you like and are good at and what isn’t your cup of tea.

You went from raw and inexperienced to making a living as a professional. 

It was hard. You had no momentum. Now, you do. You have a base to build on and getting to the next level will be easier. 

But you’ll also have bigger challenges. More expenses, tougher competition, additional responsibilities. You have people to manage, offices to upgrade, and a lot more at stake. You have to let go of some people, jettison old habits. You have to become the kind of person who earns what you want to earn. 

And it will be hard. But it will also be easier.

It’s easier to go from six-figures to seven, seven to eight. Because you know more and can do more things, and do them better. And you have momentum and momentum compounds. 

You will continue to grow and reach new levels.

As long as you don’t mess up.