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Does Lack Of Time Inhibit You From Helping More People?

by with No Comment Coaching & ImplementationSystems & Processes

Many successful lawyers I have worked with over the last 15 years have a common theme: they are passionate about what they do.  That doesn't mean they always do it efficiently or effectively, but they never give up and are absolutely determined to help people.  The biggest challenges for most, however is having enough time in their day.  Time to get the work done, time to market, time for their family, time to manage their team time to do what they enjoy most, etc., etc., etc. 

Bigstock-time-for-change-67475953That's why I invite you to a one hour interactive webinar on Thursday March 12th at 4PM EST and then again at 7 PM EST entitled “Having the Time to Have it All – Three Time Strategies to Have a Practice with Purpose and Profit”. I will show you three tried and tested time strategies to get a practice that allows you to help more people and be profitable at it.

In this one hour webinar, you will learn how all entrepreneurs (including billionaires) have the same amount of time in the day as you and I, and how they use it differently. 

  • How to effectively utilize your time to enroll your team to help as many people as you choose and profit from it too,
  • To work effectively with your team,
  • How to balance your work life and your personal life to ensure you are able to create the maximum amount of value in both,
  • How to have sufficient time to market consistently which will ensure consistent cash flow and free up the time you're currently spending chasing dollars.

I have been able to create a law practice that serves thousands of clients who thank me everyday and refer their friends.  Interestingly, as my practice grew, the time required for me to be in it actually decreased by utilizing these strategies.

It will give you the confidence and path to create a law practice that provides estate planning, elder law, asset protection, Medicaid, veteran's benefits, special needs, and tax planning in a way that helps your clients and your community!

Most importantly, you will be able to ensure your clients are able to maintain their dignity as they age and protect the assets they have worked their whole life for.

If you have a great work ethic, you're passionate about helping people, you're approachable and treasure good relationships, CLICK HERE NOW TO REGISTER for this one hour webinar to gain the time to help more people. These time concepts will be essential to help you break through your time restrictions to help more people and create more value!  I look forward to you joining me.

If you're a Lawyers With Purpose member, you already have access to these strategies!  Just log into the members site and it's all at your finger tips!

In your corner,

David J. Zumpano, CPA, Esq.

Practicing Attorney, just like you &

Founder of Estate Planning Law Center & Lawyers with Purpose LLC

 

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Do You Have The “Time” To Be An Entrepreneurial Lawyer?

by with No Comment Systems & Processes

A great question.  Many lawyers fail to see themselves as entrepreneurs. The truth is, solo and small practitioners are entrepreneurs, but most are not operating like one. So how should entrepreneurial lawyers think?  As a successful entrepreneurial lawyer, I have learned the The Key Essential element to thrive is managing our time. 

Bigstock-Time-Is-Money-Concept-74046667When you think of the most successful people; Bill Gates, Warren Buffet, or those with major responsibilities such as the President of the United States, they get it all done in the same time we have; but they are using their time differently. Most attorneys I have worked with over the last 15 years struggle with having enough time to get it all done. 

That's why on Thursday March 12th at 4PM EST and then again at 7 PM EST, I will share real time effective strategies that have lead to my success.  It's called, “Having the Time to Have it All – Three Time Strategies to Get a Practice with Purpose and Profit”.

In this one-hour webinar I will share the time strategies I utilize in my practice that grew it twenty-fold over the last seventeen years. I will also help eliminate misconceptions on time that holds you back from having the practice you're capable of having and keeps you working late night after night, day after day.

Should you attend?  If you are struggling with a work-life balance, struggling with how to run a law "business," or feel you do not have enough time in your day to get all the work done, then this webinar will be a great use of your time. If you are struggling with how to hire the best people and have inconsistent marketing and cash flow, this webinar is for you!  What is the opportunity?  Simply stated, the opportunity is for those attorneys who want to provide estate planning, asset protection, Medicaid, veteran's benefits, special needs, and tax planning to clients who need these services to protect what they've worked a lifetime to earn and to preserve the dignity they deserve.

What's required to implement the information will share? To become an entrepreneurial attorney you must have a strong work ethic, really enjoy what you do and be passionate about helping people.  You must also be a lifetime learner and really value relationships.  That’s it!  These are the essential elements that you’ll need to have on your calendar.  I will show you how you can and still get your work done. Click here now to register for this time saving webinar. 

Even if you only utilize ONE of the three time breakthrough strategies, it will move you forward toward your quest to have the time to have it all. I look forward to sharing.

If you are already a Lawyers With Purpose member, you already have access to the information.  Please let us know if you have any questions and we can definitely point you in the right direction!

See you there,

David J. Zumpano, CPA, Esq.

Practicing Attorney, just like you &

Founder of Estate Planning Law Center, & Lawyers with Purpose LLC

 

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Essential Things For Your Bottom Line

by with No Comment Coaching & ImplementationSystems & Processes

Are you tracking your closing rate?  You should be, if only for self-evaluation.  Your Pipeline Focuser™ will quickly show how many prospects became clients at each of your Initial and Vision Meetings™ If your closing rate average is lower than 70% you should investigate further.

Bigstock-Bottom-Line-Blackboard-Means-N-62902642A low closing rate is not always attributable to the attorney’s lack of skill in the Initial or Vision Meeting™ Sometimes the prospect just isn’t qualified to move forward. While it would be great if your staff could weed out those unqualified prospects before you invest your time in meeting with them, if they attended a workshop and you promised a complimentary Vision Meeting™ then you don’t have much choice.

However, if your closing rate is low and your prospects are largely not qualified, then consider investing time to improve your skills.  

On the LWP member website, in the Vision Meeting™ folder (located in the Estate Processes tab), there are four videos designed to help you “close the deal.” Two of them deal specifically with boosting your closing rate by using the Vision Clarifier™. 

Are you using the Vision Clarifier™? It’s the tool that visually demonstrates the solution to issues identified in the audit. If you’re skipping this tool, then you’re not visually demonstrating your recommended solution(s).

During the workshop, the attorney tells stories that are memorable, colorful and interesting.  Using a PowerPoint presentation, the attorney is able to anchor stories that are easily visualized by attendees. Adding props such as the little red wagon and the dollar bill maintains interest in the illustrations.

At the subsequent Vision Meeting™ the attorney continues educating prospects in a one-on-one setting by connecting the workshop stories to the Estate Planning Audit™ and then demonstrating solutions with the “Vision Clarifier™, leading directly to the firm fee schedule.

This is where the “rubber meets the road.” The bottom line truly is do you believe in the solution you are recommending? Are you able to clearly see the value? If you are, you won’t hesitate when it comes to quoting your fee.  That printed fee schedule you worked so hard to develop will boost your confidence and demonstrate to the prospect that you are not pricing based on his/her assets. You really do have set fees.

I invite you to track your own numbers.  If prospects walk out of your office, “wanting to think about it,” the odds begin to dramatically decrease that they will become clients anytime soon. Being able to properly demonstrate the benefits of your proposed plan in that first meeting is a priceless skill. Putting in the time to hone and improve this skill will have exponential impact on your bottom line.

If you want to learn more about the Lawyers With Purpose Client Enrollment Process™, join us in Charlotte, NC, February 3rd-5th for our Practice With Purpose Program.  There are only a few seats left so register today!

Nedra Catale – Coaching, Consulting & Implementation, Lawyers With Purpose

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Start At The End And Work Backwards

by with No Comment Coaching & ImplementationSystems & Processes

To make sure I get things done, I create long lists, checking them off, and take my calendar out and schedule everything working backwards from where I currently am.  

Perhaps that's why I am so sold on LWP's project planning tools.  The project planners are built with the end project in mind, and help you and your team work backwards.  

Bigstock-Vector-illustration-of-turn-si-45373129 (1)Any major project that you are contemplating — RMS, a Maintenance Program, a marketing plan — should begin with the Idea Focuser.  Is this project worthwhile?  What will be the benefit?  What is the expected outcome and how will it impact the practice? Without a clear vision of the goal, you and your team will find it difficult to implement change.

Next comes the Implementation Focuser.  The Implementation Focuser should ideally be used in a team session to identify areas of responsibility and anticipate and plan for potential roadblocks.  The Implementation Focuser helps to break down the project into smaller steps and allocate responsibility and deadlines for each step.

If you're a Lawyers With Purpose member, these tools can be found in the Firm Resources Tab, in the Planning and Goal Setting Folder (if not, contact us so we can tell you more about them).  

So, what's needed to successfully implement a new project?

1.  A clear idea of the benefit of the project.  What, exactly, is the anticipated outcome and why is this important?  What will be the return on investment?  After the anticipated work and cost of the project, what will be the payoff?

2.  What will the finished project look like?  Before the project is begun, every team member should have a clear view of all of the details of the finished project.  What is the goal?  What will success look like?  How will it work?  Who will be responsible for the continued well-being of the project once it is completed?

3. Anticipate the roadblocks, and allocate responsibility and deadlines.  Plan for the bumps in the road. 

4. Schedule weekly project reviews.  This doesn't have to be an additional meeting.  This can be covered during your weekly team meeting.  But, be aware that responsibility without accountability will get you nowhere.

5. Celebrate milestones and completion of the project.  Acknowledge team contributions and mark the date. Mark the date so that, going forward, you can track the impact your new project has on the successes of your firm.  You may want to have before and after numbers in order to measure the success of the project.

If you and your team are contemplating the implementation of big projects in 2015, be sure to document your projects, and include your CC&I coach in the planning process.

If you would like to know more about Lawyers With Purpose and the tools we have to offer to help build and grow your estate or elder law practice, join us in a few weeks in Charlotte, NC, for our Practice With Purpose Program.  We still have a few spots left so register today!

Nedra Catale – Coaching, Consulting & Implementation, Lawyers With Purpose

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Congratulations To Douglas Ocker, LWP Member Of The Month

by with No Comment Legal MarketingSystems & ProcessesTeam Building

What is the greatest success you’ve had since joining LWP?

I joined LWP in 2013. I felt I lost control of my law firm to my employees, as they had the hammer over my head due to the power of one. How could I replace them if they were the only one knowing how to perform a particular task? LWP was the answer. With video webinars and a systematic process, including spreadsheets and flowcharts, I could train a replacement employee in a few days. So thanks to the LWP system, the hammer was in my hand, not their hand. I no longer have paralegals. This is my greatest success. Practicing elder law is fun again.

DSC_1709What is your favorite LWP tool? 

I do not have a favorite LWP tool. The LWP system is a complete system, i.e. a toolbox. The toolbox holds every tool an Elder Law attorney will ever need. These tools include document preparation tools, marketing tools, law office management tools, video instructional tools, and so on. Just go to the website and open the toolbox for the job at hand. Even the email list serve is an open ended tool for your use. 

How has being part of LWP impacted your team and your practice?

We have a TEAM now, and I love it! Every team member knows their job description, and LWP has a system in place for each team member. We have an attorney and CEO, a Client Service Coordinator, a Marketing Coordinator, a Bookkeeper and Document Preparation person (my wife, Sueanne), and two part-time analysts for VA and Medicaid document preparation.

Life is good!

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Why Most Lawyers Fail…

by with No Comment Estate Planning Drafting SoftwareSystems & Processes

The entrepreneurial seizure happens when the natural technician who enjoys doing the work finally has a different experience – frustration.

The technician says to himself, "Wait a minute, I didn’t start my own business to do data entry nights and weekends." He or she believes they must be missing something.

In that moment, their fate is sealed.

As lawyers, we are technicians.

In "The E-myth Revisited," Michael Gerber explains that most business owners make a fatal assumption. They understand the technical work, so they mistakenly believe that means they also understand the business that provides the technical work.

Unfortunately, this is simply not true! And this belief that they know enough ultimately leads them to failure.

Most lawyers fail because they never had any formal training on how to run a business.

It's not enough to perform as an outstanding lawyer.

You probably don't know enough about finance, marketing, management, and operations.

The good news is, these subjects are easy enough to learn.

Bigstock-time-for-change-67475953As Gerber says in his book, "You must analyze your business as it is today, decide what it must be like when you've finally got it just like you want it, and then determine the gap between where you are and where you need to be in order to make your dream a reality. And then delegate the rest."

I have the tool to help you start to do that: Pay Per Trust back-office trust drafting.

Walk into 2015 without the baggage of 2014. FINALLY get control of your business's financial health, delegate the admin so you can focus your time on meeting with clients to actually increase cash flow.

The bottom line is, this tool will free you up to focus on revenue-generating activities without increasing your overhead.

Click here to take full advantage of back-office trust drafting and received $100 off your first trust using the discount code of “HOLIDAY”. But act now, because this offer ends 12/31/14. 

Committed to your success,

Dave Zumpano

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Congratulations to Antoinette Middleton, LWP Member Of The Month

by with One Comment Estate Planning Drafting SoftwareSystems & Processes

What is the greatest success you’ve had since joining LWP?

The greatest success I’ve had since joining LWP is having learned the philosophy of working on the law firm, instead of in it.  In addition to having a juris doctor degree and legal expertise in estate planning, a private practice attorney must also know how to successfully run a business. Thanks to LWP, I now have business systems and processes to run such a practice and deliver quality services to our clients.

SuitWEBWhat is your favorite LWP tool?

My favorite tool is the weekly legal technical webinars, which are recorded and can be viewed at my leisure. I’m not always able to participate in live weekly sessions, so having access to national estate planning experts answering questions on complex areas such as Medicaid (Medi-Cal in California), and asset protection for business owners and families is an invaluable resource.

How has being part of LWP impacted your team and your practice?

Until recently, my team consisted of one attorney, two paralegals and one administrative assistant. By joining LWP we were able to utilize their models to develop various departments with functional job descriptions and duties. This helped team members become more accountable, which has led to greater accomplishments and a sense of pride.  Everyone now knows that his or her contribution is important to the ultimate goal of running a successful law practice with lots of satisfied clients.

 

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So You Didn’t Make It To Phoenix? Check Out What’s Been Uploaded…

by with No Comment Estate Planning Drafting SoftwareLegal MarketingSystems & ProcessesTeam Building

There is absolutely no substitute for sitting in a large conference room with people who do the same thing you do, day-after-day.  They “get” your challenges because they face similar ones.

Bigstock-Upload-sign-icon-Upload-butto-56363555And you missed out on brain storming and sharing ideas out on the patio or in the bar after meeting hours.  You didn’t get a chance to sit down with your CC&I coach or your attorney mentor coach face-to-face to discuss what’s holding your team back or to celebrate your victories.

Last, but certainly not least, you and your team missed out on the nine break-out sessions that covered subjects ranging from “Business Succession Planning” to “Busting Financial Advisory Myths.”  Even if you DID make it to Phoenix, you’re only one person, right?  Maybe you had to make hard choices about which break-out sessions you could attend and heard great things about the ones you missed.

Great news!

So far, three of the nine break-out sessions have been added to the member website, with another three scheduled to be uploaded later this week. 

Posted …

Community Presentations & Relations, Presented by Jennifer Rozelle

A how-to guide to securing and presenting Community presentations; how to get them; topic ideas; how to organize and plan them; and how to use them to feed your workshops.  Learn the distinctions among Public Workshops, Private Workshops, Professional Presentations and Community Presentations

 

Post-Death Trust Administration, Presented by Liz Evans

What to do when the 1st spouse dies; what to do after the surviving spouse dies.  A practical look at post-death administration issues.

 

How to Generate Facility Revenue:  Getting & Staying in the Door with Nursing Homes, Presented by Roslyn Drotar & Meredith Glendenning

Walk away with a comprehensive nursing home/facility process, which you can go back and implement into your practice, immediately.  Learn only what works (we’re saving you from the disastrous efforts) to not only get in the door to nursing homes, not only begin generating revenue, but quadrupling revenue & how to keep it going!

 

Coming later this week …

Busting Financial Advisor Myths, Presented by Jeff Bellomo & Lou Leyes

Respond with confidence to common myths surrounding asset protection, irrevocable trusts, qualified funds, etc.  Get the advisor off of their “default” setting and into strategic, client-centered planning.   

 

You’ve Defined Roles … Now What? Presented by Roslyn Drotar

It is important to provide clear definition and understanding of roles.  You’ve defined roles, now what?  Learn how to take the role definition to the next level.  Learn the skills needed to go beyond just making certain nothing falls through the cracks.  Learn different approaches, regardless of the circumstances to create accountability AND work together at your team best!

 

Business Succession Planning Presented by Dave Zumpano

An advanced level legal-technical session – what to do when the business planning client already has a corporation structure (LLCs, S-Corps, C-Corps) – creating a business succession plan.

   

10 Key Features of the Trust Drafting Software That You Need to Know, Presented by Aaron Miller

Learn the 10 key features of the LWP-CCS Trust Drafting software and how to make them a multiplier to distinguish you in your Estate Planning community.  

 

Coming in December

What’s Happening in the Conference Room? – The Signing and Funding Meetings, Presented by Susan Hunter

The third of the “Conference Room” series – designed to give the team a look at what, exactly, occurs for the client during the key meetings.  Team members will be better equipped to assist clients while they navigate the process, and can set expectations or answer questions directly.  Attorneys who attend will learn how to delegate these meetings to their team.

 

Communication Skills, Presented by Susan Hunter

Take the next step in developing your communication skills; sharpen your saw with practical applications of MIFy™ and Power-in-Partnership™ including client meetings and team conversations. 

While you’re at it, take a look around the member website.  We’ve been making changes to follow LWP processes more closely in the web layout.  This should make it much easier for members to find tools and materials to support their practices.

If you have comments or suggestions about the website layout, I’d love to hear them.  Write me at ncatale@lawyerswithpurpose.com.

Nedra Catale – Coaching, Consulting & Implementation, Lawyers With Purpose

 

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The Art Of Surrender

by with One Comment Coaching & ImplementationSystems & Processes

“Let go or be dragged.” ~ Zen proverb

Four weeks ago the LWP partners began our customary quarterly partners retreat at a Hyatt in Atlanta at 9 a.m. sharp. We began the day in customary fashion, after Dave ensured that we had a mealtime plan, by analyzing our quarterly goals. We carefully reviewed who is doing what to reach goal, our money plan from the previous quarter and then where we have nobody leading.

Bigstock-White-flag-old-style-vector-54229970Like all businesses, marketing was where the spotlight shined loud and clear. What I appreciate about our collective skill sets is how quickly we are able to shift from driver mode right into solution mode. We revisited hiring outside consultants, as we have done in the past. It would take at least six months to get them up and running; plus, how do we find someone who understands the dynamic of an estate and elder law firm vs. a hunt and kill mindset at all cost?

At the end of the day we agreed that I would go full-time into marketing. I am naturally the best person to lead this, and the organization needs me to lead it, own it and nurture it.

I’m not going to lie – I resisted. Hard. My control freak showed up immediately:  “I know (control freaks always know best) that X will happen,” “Who’s going to lead Y,” “Who’s going to coach Z,” “We have been making such great progress on Z, I can’t just abandon ’em now.”

I finally GOT IT. I have been working with team members for 17 years, hearing the exact same words when their attorneys ask them to step up and replace themselves. I never fully understood what the root of the resistance was. Now I get it.

The hesitation does not stem solely from fear and the unknown aspects of change. It’s not just fear of what’s next and whether the team member can actually pull it off. Sure, the uncertainty is a big piece, and fear of failure has a giant room at the inn as well.  But in all honesty, the biggest piece comes down to leaving with a feeling of abandonment – abandoning the team, the clients and what you have taken personal pride in developing and perfecting. It’s the essence of, “I said I would do this and I gave it my all and now I’m leaving the baby. Do they have all they need to make certain this doesn’t nosedive?”

So we resist, we justify that “they need me” and we attempt to control the situation, instead of investing in how we are going to become the next, better version of ourselves and create a better version of the business. Dang it, there it is again, that 2mm shift.

But if we can detach from the logistics of how what we are currently doing will get done, and anchor to how we are going to step into our new role/world/life, the art of surrendering begins.

As soon as I got on the plane, I got to work. I looked at what I am doing non-marketing-related and to whom I can responsibly shift it over. I quickly came up with a suggested transition plan. I pulled out our marketing plan, the money plan, and realized not only that I can do this, but that I am very much the best person for the job. I can do this, and I will do this. I sat for the next two hours and 20 minutes while trapped on the plane and mentally surrendered to letting go of what was, to allow the new reality to permeate, and to embrace the sense of excitement, along with a healthy level of challenge.

But I couldn’t do it without detaching first and allowing for the possibility of what’s next to unfold. Yes, I know this is a skill and it must be practiced, daily. And it is never, ever mastered. But like my good friend Candee always says, “You must be willing to try it on.”

That honestly is the process for giving up control and the art of surrendering. It’s simply one small step (emotions, logistics and movement) at a time. And then you can course a realistic present and a future path and plan. Eventually you find your new normal.  And that’s really the story of growth.

Molly L. Hall, Co-Founder, Lawyers with Purpose, LLC, and author of Don’t Be a Yes Chick: How to Stop Babysitting Your Boss, Transform Your Job and Work with a Dream Team Without Losing Your Sanity or Your Spirit in the Process.

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Leadership

by with One Comment Systems & ProcessesTeam Building

The term “leadership” is all the rage on social media these days – and it is definitely on most entrepreneurs’ wish lists. Yet when I ask people what leadership means to them, I often hear some multifaceted variation that’s equivalent to dismissing the need for relationship. In this day and age I have actually heard, “People today should be thankful they have a job in this economy.” I can assure you, in no way, shape or form is this leadership.

Bigstock-Leadership-concept-image-with--53690437In my experience, leadership is charting or changing the course to take a stand for unity. It’s so much more about finding leadership within that will get the work out and the consistent cash flow in. And fast. It is Mindfulness + Self Awareness + Social Awareness + Self Management.

Self-Awareness is showing up on time with empowering energy, and general concern for everyone’s time and experience while they are with you. Social Awareness is supporting your team, showing up focused and present, keeping your word and taking full responsibility for how you show up in the world. Self-Management is showing up prepared, projecting onward motion, without an unstable tone combined with tension demands. Even though most leaders are active, you don’t want to come off harsh, with a self-serving need to push your own agenda. The minute you become disengaged and start pointing at them, you resign from being a leader.

Leadership is not strength or force.  It is not based on “old school” thinking that smart is good enough and that great leaders are tough and can always muscle through – no one can sustain continuous strain. It is not survival of the fittest. Leadership does not manage from a place of control – team has to go along to get along and must stay in the box built. It is not from a place of personal position – sway whichever way, defer decisions or create fear based on authority.

Every great leader touches your head to make you think, touches your heart to make you feel and always gives you something to carry with you later, a walk-away message. The way I see leadership, here are some of the key tenets:

  • Never dehumanizes, but fills up, guides, includes and creates
  • Tend and befriend vs. command and control
    • Willing to live the examined life, a spiritual seeker
    • How we do what we do is just as important as what we do
    • Emotional intelligence
    • Power is used to bring wisdom and clarity for others
    • Not forced, common practice
    • In order to empower, you have to give up your power
    • Of the people, for the people while honoring them for their conviction

Leaders have an ability to get people behind one another and bring out the best in each of them. They identify their own weaknesses, and provide solutions to increase efficiency and productivity. Never “Here’s what’s wrong, now solve it or we’ll be having a different conversation.” They are very much “part of.” They have the ability to be the manager and make sure that tasks are getting completed, with an empowering leadership element in that. It usually is very difficult to be manager/leader at the same time, but true leaders can accomplish this at all times. They can verbalize the “hard” things to say, even when it hurts, because they are accurate and necessary for the growth and success of the company and the individuals in the company – even when they can’t see it. 

A leader is loyal and committed, with a reassuring way that permits people to let go of panic and trust in themselves to accomplish their goals.  A leader has the ability to help individuals sort through a tremendous amount of information and put them on a path of clarity and direction, with specific short-term steps that lead to long-term success.

You know you have great leadership when you have engaged employees who are innovative and empowered to get the job done while never being afraid to use their voice!

Molly L. Hall, Co-Founder, Lawyers with Purpose, LLC, and author of Don’t Be a Yes Chick: How to Stop Babysitting Your Boss, Transform Your Job and Work with a Dream Team Without Losing Your Sanity or Your Spirit in the Process.