4-WEEK INTENSIVE · 2019-09-17 · Be Clear about your Marketing Funnel Create a Marketing Plan Strategize your Marketing Campaigns Leverage Endless Referrals Website & Online Presence

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4-WEEK INTENSIVE



NOTES:


THE 7 WORKING PARTSOF YOUR LAW FIRM

MARKETING

SALES

Be Clear about your Marketing FunnelCreate a Marketing PlanStrategize your Marketing CampaignsLeverage Endless Referrals Website & Online Presence

Honest Discussion with Potential New Clients (PNC)Help PNC Understand THEIR ProblemHelp PNC Understand THEIR Opportunity

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PRODUCTION

PEOPLE

PHYSICAL PLANT

What Services Do You Offer?Who Does What by When?Forecasting Legal Deliverables

Positions in Every Law FirmBuilding and Leading Your Team

Furniture & EquipmentSoftware & LicensesPhysical SpaceContracts & Insurance

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FINANCIAL CONTROLS/ METRICS

YOU

Budget/Budget Variance Report.Financial ReportsOther Metrics that Show the Heartbeat of your Firm.

Physical HealthMental HealthFinancial HealthGoals

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4-WEEK INTENSIVE

HOMEWORK


PROFESSIONAL GOALS

WHY DO YOU WANT YOUR LAW FIRM BUSINESSTO BE SUCCESSFUL?

You can’t get to where you want to go unless you first get clear on where you are going. Watch/Listen to this very important Goal Setting Recording to help you get clear on you professional, personal, and financial goals. Visit your course page to access the recording

Let’s make your success unstoppable by working-out the answers to a few seemingly simple questions that you’ve probably never been asked before:

In order to get to clear on who you want to work with consider your legal practice area as well as the client type:

I Want my Law Firm Business to be Successful so

My passion is to help people with the following types of legal

I Want my Law Firm Business to be Successful to be able

Or

I specifically thrive on helping the following types of


PERSONAL / SOCIAL GOALSQuantify How YouManage Your Time

Do you have an inappropriate relationshipwith your law firm!?

Your law firm is your mule.

No matter how much time and how much energy you put into your law firm,It’s never going to love you, and it’s never going to give you a hug.

It’s there to pull your plow, so you can grow crops to feed yourself andyour family.


STEP 1: Circle everything you do in a typical day...

Attend NetworkingEvents

Draft & ReviewDocuments

Chase Down OldAccounts Receivable

Staff Training

Meet With Investigators

Conduct EvidentiaryHearings

Spot-Check Staff

Conduct Trial Interview ProspectiveClients

Meet With ProspectiveReferral Source

Pick Up DryCleaning

Conduct A Seminar

Legal Research

Audit Trust Account

Meet With TheAccountant

Voir Dire

Attend Hearing

Eat Lunch

Draft Contracts

Negotiation ForClients

Grocery Shopping

Spiritual Time

Attend A Sporting Event

Learn About How To Make It Rain

Prepare For Deposition

SleepMotion Calendar

Get A Haircut

Read A Book

Trial Preparation

Take Deposition

Oil Change

Payroll

Meet With LitigationSupport Professionals

Pick up Kidsfrom School

Drop Off KidsAt School

Give KidsAllowance

Audit Accounts Payable

Document An OfficeProcedure

Develop DiscoveryStrategy

WitnessPrep.

Learn More About LawOffice Management

Fill Up CarWith Gas

Visit Clients Who CannotCome To You

Personal Hygiene

Correspondence OnBehalf Of Clients

Put Out FiresFind The Right Person ToWhom Make A Referral

Visit A Client’s PlaceOf Business

Alone Time WithSignificant Other

Ongoing CLE

Commute To &From Office

Eat Breakfast

Read Newspaper

Play Bills AtHome

Fire Clients

Document An OfficePolicy For Staff

Help WithHomework

Eat Dinner

Pay Bills AtThe Office

Present A Speech

Present A Speech

File Maintenance

See A Train Clients


STEP 2: Divide YOUR TIME into 3 categories1. Things You MUST Do Yourself Every Day And Cannot Delegate

3. Things You Do For The Mule To Keep It Healthy + Productive + Everything on Pg. 9

2. Things You WANT To Do

SleepEatPersonal HygieneCommuteOther

Marketing Networking Sales Calls P.R.Management Training + Supervision Staff Policies & ProceduresFinancials Budget/ A/R’s/ Evergreens Trust Account ManagementLegal Services Calls w/ or for Clients Research Court/ Prep for Court Draft/ Review K’s + other Agmts CLE Other

ExerciseHobbyKids PlaytimeKids HomeworkPersonal Time w/Spouse or S.O.Spiritual TimeSocial Time w/Friends + FamilyOther

#HRS

#HRS

#HRS

Subtotal

Subtotal

Subtotal

TOTAL: 168 HRS


STEP 3: Count hours

1. Things You MUST Do Yourself Every Day And Cannot Delegate

3. Things You Do For The Mule

2. Things You WANT To Do

#HRS

#HRS

#HRS

Subtotal

Subtotal

Subtotal

TOTAL

24 Hrs x 7 Days = 168 Hrs Available to you every week.

Since life’s not perfect and some weeks will be better than others, it’s best to average every two-weeks. In other words, some weeks the mule needs you to prepare for a big case so you’ll give it more Hrs. Other weeks you need time with friends + family. Use this exercise like any other kind of budget as a management tool not an edict

carved in stone.


PERSONAL GOALS

Sleep 7-8 hours each day, so that my body is well rested and I am living a balanced life.

Walk/ Run/ Bike ___ minutes ___ times a week,

Work out ____ times a week. This is important to keep a positive mental state as well as staying physically fit.

Reduce my BMI to ____ by __________.

Lose _____ lbs by _______. This will involve both daily exercise and changing of eating habits.________________________________________________________________________________________________________________________________________________________________________________________________________________________

Read one ‘real’ book a week.

Spend ___ hrs per week on ____________________, my favorite hobby.

Spend ___ hrs per week studying ________________ (language/ musical instrument/ art/ creative endeavor)

________________________________________________________________________________________________________________________________________________________________________________________________________________________

Volunteer ___ hrs/ wk in one charity/ organization I truly care about.

Focus on family without distraction ___ evenings per week

Spend one night a week on “date night”.

Plan a ___ week vacation.

________________________________________________________________________________________________________________________________________________________________________________________________________________________

Decide upon personalized GOALS which are measurable, realistic and driven by your desire. Below are some sample personal goals to get you thinking...

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FINANCIAL GOALSStep 1. Visualize the life you WANT to be living 12 months from now.

Use the worksheet on the next page to be sure you remember you take into account the cost of life & disability insurance to protect that lifestyle once achieved and project it forward for the way you want to be loving your life 12 months from now, in three years, and even five years from now.

Step 2. Alright, so what does it cost to live that lifestyle? [A]

Step 3. Now multiply [A] times two and that gives you your annual Gross Income Goal: [B]

Step 4. Divide [B] by 12 months to determine your gross monthly revenue requirement: [C]

Step 5. Here we get a little more granular. Some might say “gritty”. There are 52 weeks in the year ahead. Deduct all the major holidays and you’re left with only 50 weeks. Deduct another 2-weeks for “life” to happen to you (kid gets sick, best friend needs a shoulder to cry on, the day is just too nice to be cooped up in an office so you go to the beach) and now you’re left with just 48 productive weeks in the year. Now budget at least 2 weeks for a vacation so you can thank yourself and your family for supporting your career and now we have no more than just 46 productive weeks in which to achieve your annual financial goal.

Annual Gross Income Goal [A] divided by 46 (or fewer) weeks = Weekly Gross Income Goal: [D]

So now you know what your law firm has to generate in gross revenues each week in order to hit your gross income goals, in order to extract your net income requirements in order to support the lifestyle you want to enjoy.

Keep that number in mind. This will be an important number we will refer back to and I’ll show you how and why to measure it when we get to the modules about Financial Controls.


HOW MUCH MONEY DOES YOUR LAW FIRM BUSINESS NEED TO PRODUCE...IN ORDER TO SUPPORT THE LIFESTYLE YOU HAVE CHOSEN FOR YOURSELF?

HOME

ENTERTAINMENT

INSURANCE

LEISURE

Mortgage/RentUtilitiesTelephone/CellDomestic ServicesMaintenanceGroceriesClothingOther

RestaurantsTheater/Sporting Events/Etc.HobbiesSocial ClubsDues/SubscriptionsOther

HealthLifeDisabilityAutoHomeBoatOther

VacationTravel2nd HomeToys (ex: boat, motorcycle, etc)Other

NOW

NOW

NOW

NOW

GOAL

GOAL

GOAL

GOAL

Subtotal

Subtotal

Subtotal

Subtotal


DEBT SERVICE

SAVINGS/RETIREMENT

EDUCATION

TRANSPORTATION

TRANSPORTATION

Credit CardStudent LoanAlimonyChild SupportOther

Savings Account 1Savings Account 2Savings Account 3Savings Account 4RetirementOther

Adult Personal Development**Child 1 529 plan/current tuitionChild 2 529 plan/current tuitionChild 3 529 plan/current tuitionChild 4 529 plan/current tuitionOther

** Note: Professional education will be a business expense.

CarCarOther

CarCarOther

NOW

NOW

NOW

NOW

NOW

GOAL

GOAL

GOAL

GOAL

GOAL

Subtotal

Subtotal

Subtotal

Subtotal

Subtotal


Subtotal Home:

Subtotal Entertainment:

Subtotal Leisure:

Subtotal Insurance:

Subtotal Debt Services:

Subtotal Savings:

Subtotal Education:

Subtotal Transportation:

TOTAL


NICHE/ MAGIC STATEMENT

TIPS TO CRAFT A SUCCESSFUL “MAGIC STATEMENT”

Identify who you are helping and what you are helping them do.Target your ideal audience and craft your Magic Statement to appeal to the “A client” you want to represent.Use language your client will understand.Don’t be long winded - be to the point.Make it memorable.Make it unique.Ask yourself if the Magic Statement may encourage the wrong type of clients and think about how you could be more specific to exclude those you don’t want.Short and sweet – think elevator speech.Use Magic Statement to invite further conversation.Speak with your own “voice”. What works for one, may not be right for you.Play with multiple versions with different adjectives, verbs, adverbs, etc.Find a Magic Statement that makes you smile each time you say it. (It should show that you enjoy doing what you do!)“I help . . .”“I protect . . .”“I defend . . .”“I fight for . . .”“I represent . . .”Edit, Edit, Edit, Refine, Refine, Refine, Boil it Down, Boil it Down, Boil it Down.

In order to convey to individuals one encounters at networking events, social meetings and personal activities, one must be able to concisely convey what it is you do and how you help people make their lives better. This is the type of “magic” that grabs people!

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Post your Magic Statement on the course forum to get feedback from RJon & the team! Go to www.howtomanageasmalllawfirm.com/Course to post your magic statement.


4-WEEK INTENSIVE