What’s the one thing you can do to build your practice?

March 2, 2022 by
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One of my favorite questions to ask myself comes from Gary Keller, founder of Keller-Williams real estate and author of The One Thing. Keller asks, “What’s the ONE Thing you can do, such that by doing it, everything else will be easier or unnecessary?“

You can ask that about anything. Including the subject of marketing and practice development.

Let’s say your one thing is “referrals”. You’re thinking that if you could increase them significantly, everything else you might do for marketing would be easier or unnecessary. You’d have more income, which would allow you to hire more help and turn down marginal clients and open up new locations if you chose to.

More referrals would lead to better clients, meaning bigger retainers, less hand holding, more repeat business, and even more referrals.

It wouldn’t matter so much if your SEO wasn’t that great, you did fewer presentations (or none), and you pulled a lot (or all) of your advertising. Referrals would be your one thing. Focus on it and you’ll be on track to building your dream practice.

Make sense?

But once you choose your one thing, in this case, getting more referrals, you have another question to ask yourself: “What is the ONE thing you can do to get more referrals such that by doing it, everything else will be easier or unnecessary?”

You would examine your options and come up with an answer. The “one thing” that would help you achieve your “one thing”.

You might answer “networking with financial professionals who represent (the types of clients you want to represent)”.

Or, “teach my clients how to recognize a good referral for me and the best way to refer them”.

Or, “offer (generous) referral fees to (a type of lawyer)”.

Or, “write a book and ask my clients and professional contacts to tell their clients and contacts about it,” e.g. , get them to refer people to the book and let the book sell those folks on hiring you.

Which of these or other options would be best for you and your practice?

What’s your ONE thing? And what’s the ONE thing you could do to accomplish it?

If referrals are your ONE thing, you need to study this

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Filed Under: Increase your income, Marketing legal services, Referrals Tagged With: ,

Deciding what to do first

September 18, 2018 by
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Yesterday, I said that when you feel overwhelmed with too much to do you should make a big list of everything and then choose (no more than) three things.

But how do you choose?

Do you select something that’s urgent? Important? Easy? Challenging? Enjoyable? Do you choose something at random just to get moving?

There’s no right or wrong answer.

One thing you could do is go through the list and for each item, ask yourself, “What’s the worst that could happen if I DON’T accomplish this today?” No doubt you’ll realize that most of the things on your list can wait but you still may be no closer to choosing.

One question that’s helped me choose is the one posed by Gary Keller in his book, The One Thing:

“What is ONE THING you could do such that by doing it, everything else would be easier or unnecessary?”

A simpler version: “If I could ONLY do ONE thing today, what would I do?”

When we limit ourselves to just one thing we make it easier to choose because we tacitly give ourselves permission to put everything else aside. It forces us to identify our priority.

Get your “one thing” done and even if you don’t do anything else today, you will have a good day. Get your One Thing done FIRST and you’ll have the rest of the day to choose what to do next.

Referrals every day

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Filed Under: Personal development, Productivity Tagged With: ,