The heart of sales is solving problems. Yet, attorneys hold themselves back because they often think it is about being pushy and manipulative. When it comes to asking for referrals and sales, there’s a goldmine you might be missing on. 

In this conversation with Agnes Lan, we get into how marketing funnels and referrals can start bringing in clients your way without active effort. All it takes is making a low risk ask and providing value to your audience.Agnes leads sales at Change Connect in sales transformations at firms across North America. In this episode we talk about sales, marketing funnels, referrals, tactics, and the real psychological barriers that holds us back and how to overcome them.

Learn more about Agnes:

• Find Agnes on LinkedIn.
• Learn more about Change Connect here.

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What’s the future of how law will be practiced? How will it affect you? Are you missing the silent by tectonic change happening underneath your feet? How can you prepare yourself for this change?

Mitch gives us an answer. He’s the author of The Great Legal Reformation, host of the Legal Innovators Roundtable, General Counsel for Aoyuan International (one of the largest publicly traded companies in the world), and has spoken all over the world.

Mitch gives us a perspective from both being in-house as well as from his days as partner at Baker McKenzie.

Learn about:

• practical skills to stand apart when pitching your law firm’s services to others.
• what lawyers get wrong from the perspective of in-house counsel.
• how attorneys can stand apart in the changing environment.
• the signals that clients give out as they “ghost” a law firm.
• how you can stand out.
• and much more!

Find Mitch on LinkedIn and on his website.

Also available wherever you listen to your podcasts:

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Are you afraid to stand out as a lawyer? Are you afraid to share your edges? Can you truly succeed in this business “being yourself”?

Perhaps you’ve felt you have to push this part of your life down. Well, you don’t.

Vivek shows us how.

Vivek started Jayaram Law at the height of the global recession in 2008/9. Over time, he’s built it into the premier intellectual property law firm for creatives across North America.

Today, he’s sharing the principles he used to grow his practice, and so much more. We get into art, creativity, song-writing, and travel. But we also talk about the changing winds in corporate America (and everywhere else!) where success comes to those who know how to be themselves unabashedly.

If you haven’t heard an episode in a while, this is a great way to get back this fall 2021.

Resources:

• Find Vivek at Jayaram Law.
• Find Vivek on LinkedIn.
• How to Write One Song by Tweedy.

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Have you ever found yourself trying to upgrade your “sales” skills by learning how to close?

Lawyers & attorneys routinely believe that is the magic skill they’re missing to get better at getting clients to sign the dotted line.

Well, it turns out that the paradigm is upside down! Opening is the new “closing”.

Liz Wendling tells us how. 

Liz combines a rock-solid sales background with a passion for coaching. She believes it’s all about HOW you sell that matters. When you start changing your sales approach, language, and process, everything changes for you.

Liz has coached many lawyers to build solid business skills, develop a success mindset, exceed their sales expectations, and prosper in this new economy.

In this episode, we get into how this all happens !Listen to this podcast to change how you think about selling.

References:

• Liz Wendling’s Rainmaking for Attorneys.
• Mindset by Carol Dweck.

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Do you help your client gets deal done or do you break them up? Lawyers often become deal breakers, not deal makers. Why does this happen and what can you do about it?

Barry Wolfe tells us that lawyers often miss the full picture of the deal. They overvalue what’s in front of them, and become blind to everything else.

To succeed in this profession requires you to turn off the “lawyer” mode sometimes and start thinking about opportunity from the client’s perspective.

Barry did just that. He went from a practicing lawyer to becoming a real estate broker. In his first year, he made $0. Today, he’s the Senior Managing Director of Investments at Marcus & Millichap, the industry’s largest firm specializing in real estate investment sales and financing.

Learn about the ups and downs of his journey, and everything he had to unlearn as a lawyer to succeed. This is an instructive episode on what it takes to do business development today. It is also a candid take from the client’s point of view, something you might not have heard before.

References:

• Find Barry on LinkedIn.
• More about Marcus & Millichap.
• Dan Pink’s To Sell is Human.

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Resources:

• Join the next cohort of our Build Your Book Academy.
• Get the LinkedIn for Lawyers Course.

If you have any comments or would to join as a guest on our podcast, send us an email at [email protected].

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