Refine How You Define

How many opportunities do we have to answer the question "What do you do?"

The answer can say a lot to the questioner, in both content and tone, but it should also say a lot to YOU.  

Do you notice how you answer the question?  

Do you use vague generalities? "I am in general practice.....I do a lot of different things.....I work for a small firm......".   

Do you give a self-deprecating answer?  How would you view someone who defined themselves as doing something they hated?  

Are you enthusiastic?  Could you be?  About something that you do?

Here are some basic suggestions:

1. OBSERVE how you answer that question.

2. THINK about what it indicates: (a) to the questioner, and (b) to yourself.

3. Experiment with some different ways to answer, first by thinking of some, and then trying them out when asked (btw, you will be amazed how many opportunities you have to answer the question).  Then, follow the above.....observe your response, and THINK about what it indicates to the hearer and to yourself.

4. Keep refining how you define, it will move you in the right direction.  

You will also notice that specificity, and saying that you focus on SOMETHING(s) improves your approach to practice, and results in new, QUALITY business........

Expanding Your Network

Expanding your database of attorneys should be a constant, ongoing process, and you should always recognize its importance. I like to maintain an actual computerized database, so I can do searches, BUT a rolodex and a brain can suffice for this purpose. The quality of your referrals will depend on the quality of this database. If you have one, make it better, if you don't have one to speak of, start one. It takes very little effort, and pays dividends almost immediately.

I have a few tips on building the database:

1. Be a card COLLECTOR, more than a card giver. We all go to functions, lawyer functions, meetings, family events, parties. The tendency for many lawyers is to "look for business", and give out cards. Of course you should seize opportunites to give your card and try to make connections, but the real opportunites at functions is expanding your database and collecting cards. Want to make a real connection with a fellow attorney who you have just met? Ask what they do, ask them questions about it, and ask them this question "What kind of cases should I refer you?" When you get their card, make notes on it (discreetly, after they walk away, we don't want to be wierdo stalkers here).

2. Make updates and corrections promptly. We all get notices of new offices and affiliations....update your database, you want it to be accurate when you need it.

3. If you know lawyers who seem to know a lot of lawyers, do not hesitate to call and ask them for referrals......So many times I have called lawyers like this and said "Who do you like for a ______case in ______County". I always assure the attorney that I will tell the specialist where the lead came from......this type of thing is OUR currency. It should be obtained with passion, and circulated, not saved.

Incidentally, I referred to cases being in _____ County. I am always interested in the location and venue of a potential case and the various players.....more on this tomorrow.....