Managing your law practice is anything but simple. There are a lot of moving parts. People, problems, deadlines. It’s easy to get lost.

If you find yourself busy but not achieving your goals, if you find yourself doing but not getting things done, I want to offer you a way to gain clarity and get back on track.

All you have to do is ask yourself 3 simple questions.

The first question is. . .

1. What do I want?

More clients? Better clients? Bigger cases?

Lower overhead? Less stress? Shorter hours?

Do you want to build a big practice or do you want to work towards retirement? Do you want to eliminate a problem or achieve a milestone?

Whatever it is, write it down, and be specific. You need to know what you want before you can work on getting it.

Let’s say the answer is “I want to get an average of two referrals every week.”

Nice. Now you know what you want. Now, answer the next question.

2. Why don’t I have it?

Why aren’t you getting an average of two referrals every week right now?

Are there any obstacles? Problems? Defects? Something you should do but aren’t? Something you are doing but aren’t doing enough? Something you are doing but aren’t doing well enough?

Be honest. There could be many reasons for not getting the referrals:

• You don’t have enough referral sources
• You don’t have enough former clients to provide enough referrals
• Your existing and former clients don’t know enough people who need your services
• Your clients don’t know you want their referrals; (you’re not asking for referrals or asking often enough)
• Your fees are higher than other attorneys and you haven’t made it clear why you are worth more
• Your fees are lower than other attorneys and people think there is a reason (i.e., you don’t have the experience, don’t get the results) and get scared off
• You’re intimidating or have a reputation for being unapproachable
• You haven’t made it easy for people to refer (i.e., told them what to do, what to say, etc.)
• There aren’t enough cases or clients in your market
• You don’t have a website (so referrals can’t “check you out”)
• Your website isn’t good enough so when referrals check you out, they get scared off
• Your competition gets the lion’s share of referrals because they [know someone, spend big money on advertising, etc. . .]

There are lots of reasons why you might not be getting the referrals you want. Write down everything you can think of. Ask your staff. Ask your colleagues.

You may not like some of the reasons, especially the ones that reveal your personal shortcomings. Those are probably the ones you need to pay the most attention to.

Okay, one more question to answer.

3. What can I do about it?

Once you know why you don’t have what you want, it’s time to focus on solutions.

What can you do to remove obstacles? Fix problems? Make improvements?

Write a “can do” list–a list of what you can do.

If you’re not getting enough referrals because you don’t have enough referral sources, that’s something you can work on. Write it down. You can get more referral sources.

On the other hand, if you’re not getting enough referrals because you don’t have enough former clients to make those referrals, you can’t do anything about that right now. That’s not something you “can do”.

There may be items on your “can do” list that you choose not to do. That’s okay. Write them down anyway because you may decide to do them later or they might give you ideas for other solutions.

For example, if your market isn’t big enough to supply you with the referrals you want, you can move, open a second office in another town, or take on another practice area. All things you can do, but you might choose not to do any.

However, although you might not want to open a second office right now, or ever, writing it down as a “can do” might prompt you to find an attorney in another town and establish mutual “of counsel” arrangements. Now you can promote your “other office” to your clients and contacts and start getting referrals in that other town.

A “can do” list shows you what’s possible. Instead of dwelling on problems, you will focus on solutions and be on your way to getting what you want.

Does your website need work? I can help. Let me show you how to Make the Phone Ring.