Family Wealth Planning

Are you sure? [LBS]

Not enough prospects or clients?

It's probably because you aren't sure. 

You aren't sure of yourself.

If you don't have enough prospects calling your office, it's probably because  you aren't confident enough.

If you were more confident, you'd be more bold in your marketing.   

You'd come right out and tell people what to do and they'd do it!

If you have people walking out the door without engaging you, it's probably because you aren't confident enough.

If you were more confident, your meetings would not be about selling yourself to your prospects.   

You'd come right out and tell your prospects what to do and they'd do it! 

You can be the most highly trained lawyer with the best credentials, but if you don't portray confidence, you've got nothing.

You see, what your prospects will pay you for is to tell them what to do.

Where You Are Losing a Ton of Your Prospects?

You're spending loads of time and money on your marketing. And yet, your time is just not as full as it should be.

Wondering why?

Of course you are!

Well, here's one place to look.

Call your office (or have a friend do it while you are listening in) and talk to the person answering your phone.

Ask the questions a prospect would ask before making an appointment.

You are likely to be SHOCKED at what you hear.

If you get a sinking feeling in your stomach just reading this or hear that little voice in your head telling you "nah, you don't need to do that" it's a good sign that you are avoiding a serious problem because you don't want to deal with it.

So, here's what you should do right away.

It's All In Your Head

Are you where you want to be in your business?  Probably not.

Do you want to know the number one thing that's holding you back?

It's your mind.

Now, I'm not saying that all it takes to get where you want to go is to think about it.

I am saying that if you don't believe something is possible,it's not.

And, if you truly, truly, truly believe you can do something,the chances are fantastic that you can.

Remember the little engine that could? 

What she had going for her was a belief that she could.

And, that same belief can get you wherever it is you want to go.

I'm learning this myself.

I've always believed I could have it all.

People said there'd be trade-offs when I started my own business.That there's always a price to pay.  That I was nuts to thinkI could run a million dollar a year law firm working only 2 daysa week. That I'd have to accept that a powerful, successful man wouldn't love my kids and want to spend time with them.

It's all crap.

My night in the hospital ...

My 4-year old son Noah broke his arm Tuesday night around 8p.

Him and Kaia were playing airplane (she flies him on her feet) and his plane crashed.

He's okay now, but we spent a long night overnight in the hospital and he had surgery yesterday morning.

I had a conference call with the FWPI Personal Family Lawyers at 10a and a seminar I was presenting for 20 clients of a financial advisor at 12p.

I could NOT miss either of these two things.

But, I virtually did nothing else.

I responded to a few emails on my phone, but mostly to delegate things that needed to be done.

While I wouldn't wish the experience on anyone, it did teach me a VERY valuable lesson.  A lesson I wouldn't have picked up on had I not just finished reading the Four Hour Work Week by Tim Ferriss ... a GREAT book I recommend you read right away.

The 4 Hour Work Week

Here's the lesson.

In Tim's book, he points out that most of us fill our time with meaningless crap (he says it much more eloquently than I can at the moment going on as little sleep as I am) to "avoid the important."

In fact, he uses the Pareto principal to suggest that we spend 20% of our efforts generating 80% of our desired outcome and 80% of our efforts working against our desired outcome.

I have lots of thoughts about why we avoid the important that are too big for this email, but what I learned from this experience with Noah is that if I really decided I wanted to make time for anything else I wanted to in my  life, I could.  All I had to do was prioritize it.