Please don’t wait twenty years like I did

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A friend of mine says, "When you love what you do and you do what you love, you’ll never work another day in your life." We’ve heard it so many times, it must be true: The key to success and happiness in your working life is to find something you are passionate about.

A study of 1,500 people over twenty years shows how passion makes a significant difference in a person’s career:

At the outset of the study, the group was divided into Group A, 83 percent of the sample, who were embarking on a career for the prospects of making money now in order to do what they wanted later, and Group B, the other 17 percent of the sample, who had chosen their career path for the reverse reason, they were going to pursure what they wanted to do now and worry about the money later.

The data showed some startling revelations:

  • At the end of 20 years, 101 of the 1,500 had become millionaries.
  • Of the millionaires, all but one–100 our of 101–were from Group B, the group that had chosen to pursue what they loved! [Kriegel and Patler, If It Ain’t Broke. . .Break It!, p. 259, cited in Talent is Never Enough, p. 35, by John C. Maxwell]

But what if you’re not pasionate about your career? What then? It seems to me you have three choices.

  1. Change careers
  2. Change roles
  3. Live with it.

The third choice, living with it, should be unacceptable, but this is the choice I believe most people make. It is a recipe for unhappiness and illness and an unfulfilled life, and it is also the most difficult way to prosper (according to the above noted study), but it is certainly understandable. Lawyers have so much invested in their careers–time, money, energy and ego–it is difficult to contemplate significant change. "What would (fill in the blank) think?" "I don’t know how" and "I don’t have time" are common reactions.

Changing careers is becoming more common. I read recently that the attrition rate for new attorneys is at astronomically high levels. I changed careers (more than once) and I’m glad I did and very happy where I am now. I truly am passionate about what I do! But while changing careers may be the ultimate answer for an individual, it shouldn’t be the first choice.

Changing roles is the "best first option".

You can change roles by changing jobs. If you don’t like the people you work with, look for another environment. It might be that simple. If litigation isn’t where you want to be, perhaps you can draft documents.  And so on.

You can also change roles by finding some aspect of what you do that you are indeed passionate about. It might be only a small part of what you do, but if you focus on it, it might be enough to make up for everything else you have to do.

I know an estate planner who was an excellent draftsman but was all thumbs when it came to finding clients. He partnered with a rainmaker who did not possess the technical skills (or patience) of my friend, and now, the two are happy and making more money than each of them ever made on their own.

We’ve all known people who say they are "burned out". In reality, they probably weren’t on fire in the first place. I realized this was true for me very early in my law career, but it took me a very long time to give myself permission to change, and two decades before I allowed myself to make it permanent.

The purpose of life is joy, and if you are not passionate about what you do for a living, you are shortchanging yourself. As you comtemplate your career and goals for next year and beyond, my Christmas wish for you is that you will be honest with yourself about where you are and where you would like to be.

You can be happy and fulfilled and successful. You can have it all. The first step is slowing down long enough to think about this, and then accepting it. Only then can you begin the process of working towards it.

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How to think and grow rich

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Napoleon Hill’s classic, “Think and Grow Rich,” was based on a twenty-year study of the world’s richest people. Hill concluded that one thing successful people consistently do is set goals.

A long-term study at Yale University also found a correlation between success and goal setting. Researchers surveyed one years’ graduating class and found that only three percent had written goals. Twenty years later, it was learned that the students who had specific, written goals were earning more than the remaining ninety-seven percent of graduates, combined!

3% beat 97%!

Goal setting works, and it’s easy to do. Here are Hill’s six steps for setting goals:

Step 1: Goals must be SPECIFIC. What exactly do you want to achieve? It’s not enough to say you want to make a lot of money, for example. How much do you want to earn per year or per month?

Step 2: You need a specific time WHEN you will achieve your goal. By what month or year or day? What’s the deadline?

Step 3: Your goal must be WRITTEN. Carrying it your head is not good enough.

Step 4: You must develop a PLAN to achieve your goal. A goal without a plan is just a wish.

Step 5: You must decide the PRICE you are willing to pay. What are you willing to do? What will you give up? How much time and other resources will you invest to achieve your goal?

Step 6: READ your goals, out loud, every day. And think about them throughout the day.

Easy to do. Yet most people (97%) don’t.

Many people who “try” setting goals give up in frustration when they don’t achieve them. Often, that’s because they are too focused on results, something they cannot control. If you set a goal to get one new referral source this month and it doesn’t happen, you feel defeated. But you can’t force people to do what you want them to do. You cannot control results. What you can control, and should focus on, are activities. You have complete control over what you do.

Start by figuring out your averages. If you find that one out of every ten professionals you have lunch with actually sends you referrals, and you know you need to make two phone calls to get one solid lunch date, then your activity goal for the month would be to call and invite twenty professionals to lunch. Of course the ultimate objective is the referrals, and they will come. You just don’t know when or from whom, but with enough activity, you will eventually get the results you seek.

“Result” goals are important. They inspire you to achieve great things and provide landmarks for your journey. But also set “activity” goals. By consistently hitting your activity goals, every day of your journey is a success.

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Free advice that can make you millions

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One of the best ways to get from where you are to where you want to go is getting help from someone who has done what you want to do. Make a list of areas you would like help with or areas where you would like to grow. Three key areas for lawyers in private practice would be

  • Substantive practice areas
  • Marketing
  • Administration/management

Specific areas you might want to key on might be

  • Technology/internet
  • Employee relations
  • Taxes/record keeping
  • Risk management/insurance
  • Retirement planning/investments

And so on.

Of course you can always hire experts to consult and advise you in these areas, and you might. But why not find lawyers (or other professionals) who have had success in these areas and ask them to be your mentor?

Mentors help you see what’s possible by serving as a role model. They can keep you from going off course by providing feedback about your ideas. And they can open doors for you to opportunities, introductions to vendors, prospective clients and referral sources. The right mentors can spare you years of hardship and, literally, make you rich.

Once you have identified a list of areas you would like to be mentored in, start asking everyone you know for recommendations and referrals to experts in those areas. “Who do you know who is a great networker?” “Do you know any lawyers who know a lot about web sites?” “Who is the best construction litigation attorney you know?”

Next, make a list of specific points you’d like to cover in your first conversation, such as why you’d like them to mentor you and what kind of help you might be looking for.

Successful people like to share what they have learned. Properly approached, you’ll find any number of individuals willing to share a few minutes of their time with you each month.

Here’s an approach you can take:

“Hello, Mr. Jones, my name is Robert Lawyer. We haven’t met and I know you’re a busy man, so I’ll be brief. I’m a sole practictioner in the area of estate planning. I know you’ve built a very successful estate practice over the last twenty-five years. I’ve been practicing for four years now and I’m ready to take things to a higher level and I would appreciate it if you would consider being my mentor. All that would mean is spending ten minutes with me on the phone once a month, so I could ask you a few questions. I’d really appreciate it. Would you be open to that?”

Be prepared to give your mentors something in return. At the very least, give them feedback on how their advice has worked out for you. Look for information and resources that can benefit them and share it with them.

Eventually, find others whom you can mentor. There’s no better way to pay tribute to your mentors than to follow in their footsteps.

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Free, easy way to send press releases

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I just sent out a press release announcing the re-opening of The Attorney Marketing Center, the re-naming of the newsletter, and some background about me.

There are several free services available for sending a press release. I chose PRLog.com because it was easy to open an account and easy to send the release. They had also been recommended.

There are many paid press release distribution services. Two of the best known are PRWeb.com and BusinessWire.com. Why would you choose a paid service? One reason is that busy editors are, arguably, more likely to read a release coming from one of these services than one of the free ones.

The paid services also allow targeting, and since I want to reach lawyers, using the free, untargeted services would seem to be pointless. Not so. The free services do a good job of distributing your release to search engines and directories where they will take up permanent residence and point to your web site, and this provides immediate, tangible value. Sure, I’d like a writer or editor to pick up my release and run it or contact me for an interview, but that is unlikely given the tepidness of my "news".

Check out some of the services available. Search "press release distribution". Most provide good tips on writing press releases and other valuable information.

And here is my press release.

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How to choose the right specialty & my web site diary

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I posted two articles on the web site today:

  • How to choose the right specialty. Choosing the right right area(s) in which to specialize is one of the most important decisions you will ever make. To help you decide, ask yourself, and others, these questions.

  • David’s web site diary. Here’s what I have done to create this web site. If you’re interested in starting your own blog, here’s what I did (and why). I will update this page as this site develops.
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What to put in a thank you letter

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Q: What are the main points to get across in a thank you letter to a client? Is it appropriate to add that I’m working to build my practice and referrals are appreciated?

A: It’s not wrong to mention referrals in a thank you letter, but I think it’s better when a ‘thank you’ is just that and nothing more. Let the client know that you appreciate him or her and just wanted to say so. It will mean more to them that way, don’t you think?

I also recommend that the ‘letter’ be a ‘note’ — hand written on note cards. It’s more personal that way and people appreciate that you took the time to write them a personal note. There’s less room on a thank you card, too, so you can be done with just a few sentences, whereas your letterhead has a lot of space to fill.

The note should say:

1. Thank you; I appreciate you; I am glad to know you
2. Reference something personal about them or their case
3. Call me if you have questions about anything
4. Thanks again

Sign the note, "Sincerely," or "Warmly," followed by your signature.

That’s not the only way to write a thank you, but it works. In just three or four lines, you show the client that he is not just a name on a file to you, you really do appreciate him.

Hand written notes are an extremely potent form of communication for another reason: nobody sends them. So when you do, you will really stand out in the mind of the recipient. You didn’t send a form letter, you didn’t email, you took some of your precious time to pen a personal note and put a stamp on it.

One attorney started doing this and told me his secretary made him stop. Apparently, they were getting so many calls to say "thank you" for his "thank you," she didn’t have time to do her work. But it was a nice problem to have (and they didn’t stop) because they also got a lot of referrals.

Try it, and watch what happens.

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Before you set any goals. . .

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Goal setting is a critical component to success in anything, and that includes a successful life. Life is a journey and without a destination, all you’re doing is wandering.

Before you set goals–big, lifetime goals, and small, “here’s what I want to accomplish tomorrow” goals–before you get specific about what and how much and when and who, I want to encourage you to spend some time doing something else.

I want you to dream.

I’ll bet it’s been a long time since you did any dreaming. You’re so busy making a living you don’t have time to do anything else. But what if, in your zeal to climb the ladder of success you overlooked the fact that it was leaning against the wrong wall?

It’s not too late. You can dream again–and you should.

Mark Twain said, “Twenty years from now you will more disappointed by the things that you didn’t do than by the ones you did do. So throw off the bowlines. Sail away from the safe harbor. Catch the trade winds in your sails. Dream. Discover.”

Too often, people plan their lives logically. They assess where they are and look forward and the path they see before them is the one they take.

“Well, I have these skills and that degree and these are my assets, and it makes perfect sense for me to. . . blah blah blah.” Before you know it, twenty years have gone by and while they may be successful, too often, they aren’t happy.

And happiness, my friend, is why you were put here on Earth.

Put logic aside for a moment and get in touch with your emotions. What makes your heart sing? What did you once want so much it makes you cry thinking about it? What would you be doing right now if you had all the money you could possibly spend, perfect health, and unlimited time?

When you have answered these questions–truthfully–come back and we’ll talk.

Harold Thurman Whitman said, “Don’t ask yourself what the world needs, ask yourself what makes you come alive, and then go do it. Because what the world needs is people who have come alive.”

I like the way an unknown writer put it: “Life’s journey is not to arrive at the grave safely in a well-preserved body, but rather to skid in sideways, totally worn out, shouting, ‘Holy sh**… what a ride!'”

David Ward
“Be a mentor with a servant’s heart!”

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How I (finally) got organized

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I‘m in love!

Well, okay, when you’re talking about a piece of software, that might be a bit strong. But, I can’t help it…

I really am IN LOVE!

The software I’m talking about is Info Select. It’s been around for twenty years and I can’t believe I just found out about it.

Info Select is an information management system that allows you to organize EVERYTHING: notes, contact info, ideas, emails, phone logs, client data, calendars, presentations, research…

EVERYTHING!

I don’t use Outlook anymore. I use Word only occasionally. I’m getting rid of mounds of loose scraps, notes, reminders, post-its that have adorned my office for years. I can see my desk again!

I can now find anything I’m looking for by using Info Select’s robust search capability.

Here’s what one lawyer says about a previous version:
http://www.stepup.com.au/product/isw6/lawyer.htm

More info:
http://www.innovationtools.com/Tools/SoftwareDetails.asp?a=68

Here’s the company web site: http://miclog.com. They offer a thirty-day free trial. Careful, it’s addicting!

If you use Info Select, please share your experiences. If you haven’t, check it out!

David Ward
“Be a mentor with a servant’s heart!”

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