Personal Injury Marketing News of the World Style for Solicitors

I revisited one of
my old contacts who has a couple
of lead generation websites this week.

And boy are they different to most solicitors
websites that market.

Read more...

Referral Systems For Solicitors

Here's the short video on
referrals. (And a challenge later on).

http://screenr.com/KAA

Nothing is better than getting a pre-sold
prospect to call you after being referred
by one of your best clients.

So if there's nothing better why not
try and increase the number of referrals?

Here are the categories of businesses you should get referrals from;

Accountant | Financial Adviser | Printer | Web Design | Banking | Mortgage Broker | Graphic Design
Computer Support | Telecoms Provider | Office Supplies | Photographer | Insurance Broker |
Electrical Contractor | IT Consultant | Marketing Consultant | Florist | Builder | Security Products | Architect | Cleaning Services | Signage Company | Travel Agent | Decorator | Business Advisor | Promotional Gifts Company | Interior Design | Surveyor | Telephone Systems | Car Sales | Computer Sales | Car Sales | Internet Services | Public Relations Company | Alternative Therapists | Events Organiser | Health Insurance Broker | Plumber | Office Machinery | Office Furniture | Car Servicing | Health and Safety Consultant | Will Writer | Estate Agents Residential | Commercial Letting Agent | Caterer | Landscaper | HR Consultant | Hotel | Employment Agency | Carpet Cleaner | Utilities Broker | Couriers | Car Hire | Car Leasing | Gardening Services | Wine Importer-Merchant | Mobile Phone Retailer | Jeweller | Book-Keeping |Removals/Storage | Secretarial Services |Personal Trainer | Hypnotherapist | Dentist | Private Doctor | Private School | State School

Want a copy of the letter that gets referral partners on board
for one of my property clients (not a law firm)?

Send me a video testimonial and I'll send it to you.

Ok to do a video testimonial type some nice words
on to a Powerpoint slide. Go to ScreenR.com
Sign up for a fr-ee account. Place the screen capture
box over the Powerpoint slide. Record yourself reading
the words on the Powerpoint. (You need a microphone
on your computer or external microphone plugged in)
Save the video and send me the link. (Now you can do videos).

Just like this which took me 30 seconds!

http://screenr.com/z8F

Go on...practise on me! (If you get stuck
then let me know I'll help you.

Or just use the webcam feature on You Tube and send
me the link when you've done it.

Read more...

Employment Solicitors Use Facebook Stories To Get New Business

Here's another story to repurpose
if you are an employment solicitor.

http://goo.gl/BMSUJ

Remember you can swipe news stories
and repurpose them in many ways...

Your website/press release/email to clients
newspaper/ radio/direct mail/audio/video

Read more...

Marketing Ideas - Joint Venture For Easy Profitsmarketing

Joint Ventures with marketing partners are
a goldmine waiting to be discovered.

Thompsons solicitors do it with the teachers' union
NASWT. And they are on to a good thing.

You see someone else has paid for
the marketing to get clients for Thompson (the NASWT)

They've developed a trusting relationship. (NASWT news)

They are ready to endorse you.(NASWT mailing)

So all Thompsons do is make it easy, make it profitable
and guarantee a benefit.

Check this out and swipe it for yourself.

http://www.greatlegalmarketing.co.uk/solicitor_joint_ventures

You may not be ready to take on a 200,000 strong union
but you might be able to work local/regional partners
without batting an eyelid. And a warning...don't have one partner
and expect 100 new clients a month.

Get 50 partners and expect 2 new clients a month from each.

It's realistic, it means not all eggs are in one basket and
for most firms it'll mean gradual growth which is more
manageable.

Who has clients like your best clients? Talk to them
and maybe make it reciprocal...it's F-ree marketing.

Read more...

Google Places Changes - What to Do?

Ok, by now you may be getting more website visitors. Or fewer.

That’s because Google changed the way it delivers search results for local listings.

For businesses that have a local angle, (like yours) the Google search results are now a blend of sponsored listings,

(at the top) Google Places and organic results.

If you’ve seen a decline in your rankings you need to get back into the game by adding to your online strategy.

Much of what you do now has to be part of a strategy and one that you keep reviewing.

Here are some things you should do.

* Make sure you are listed in as many of the directories that Google takes information from as possible.

* Get links from quality local websites that feature in your locality.

* Utilise a broad spectrum of social media. Video, articles, and quality content to create a deep internet profile.

* Include relevant Places categories in your listing. E.g. Conveyancing, Wills, Probate, Divorce etc

* Utilize long and short tail keywords, while avoiding duplication of keywords.

* Create customized fields and informative business descriptions that utilise relevant keywords for your Google Places Listing.

* Use photos and videos on your Google Places listing.

* Fill out all applicable fields, including Hours of Operations, Payment Methods, and Service Areas.

* Utilize Google Places Posts to keep information fresh and relevant.

* Encourage online customer reviews (be aware of what sites are feeding reviews for solicitors into Google Places).

* Respond to Google customer reviews through Google Places.

* Ensure that your Google Places flag is located in the proper spot.

* Add coupons to your Google Places account

* Try out Google Adwords if you haven’t already and start small and track results.

* Check your Google Places quality against the guidelines Google gives (link below)

http://www.google.com/support/places/bin/answer.py?hl=en&answer=107528&rd=1

What Else Should You Be Doing?

Reviews of business are now on view so make sure you manage your online reputation.

What to do: Build your reviews as soon as possible.

Initiate a customer testimonial scheme on various online profiles.

Monitor your profiles regularly and respond to any issues that arise;

Come up with a strategy to improve your online reputation and profile, even if it’s already great.

Search for your keywords e.g. solicitors Reading

See who is ranking well. Where are their reviews from?

Get your clients to review you in the same places.

You may want to have a computer in your reception for all your clients.

They can then rate you on various different review sites such as Google/Qype.

Strike while the iron is hot.

PS here's a great book I recommend

Read more...

Google Places Just Changed The Ball Game For Solicitor Marketing

.is Google bringing in Google Places info
into the organic rankings? It looks like it.

http://www.greatlegalmarketing.co.uk/Law_Firm_Marketing_Videos_Resources

Watch the video

Maybe this is a Google test or maybe it's permanent.
This has just changed the ball game if it's permanent.

Next week I publish your action plan.

PS my top colleagues in the US said to me..
"we're still thinking about the implications."

Read more...

Solicitors Must Market In Sequences So People Buy When They Are Ready

I have several clients that are not solicitors.

And one of the biggest transformations in their
profits happens when they

market in sequence.

Even if you only have an email marketing
sequence you will find it highly profitable.

That's because people buy when they want to buy,
not when you want to sell.

The thought of a marketing sequence may daunt
you, (or not) depending on your experience.

But let me tell you that it is possible to do
a basic (email) marketing sequence for a service
relatively iinexpensivey yourself.

This is why it is so important you watch
the two videos I have recorded for you.

Marketing Sequences Videos are on the website.

If you want more information on this subject
let me know.

Remember there's always more at
www.GreatLegalMarketing.co.uk

Read more...

New Tool From Google Helps You Shorten URL's for Twitter

There's a new tool from Google.

It's http://goo.gl/

It will help you shorten URL's you want to post in Twitter
and elsewhere.

It's going to be a shorterner that's likely to stay working
for a long time. And you can also get some analytics on how
many time the shortened URL is clicked (linkalytics?)

Personally I'll be using it.

It makes this solicitors firm from Bournemouth's website http://www.SolicitorsInBournemouth.com into
http://goo.gl/Oqop

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Do People Like You Enough To Buy From Your Law Firm?

When you asked your significant other half out on a first date
what was the most important thing?

Was it whether they liked you?

Or whether they trusted you?

And how about your prospective clients?

To read more and maybe review the way you sell?

http://www.greatlegalmarketing.co.uk/sitedata/Misc/Do-People-Like-You.pdf

Read more...

Yellow Pages Adverts For Solicitors - Make Them Great

You've heard the news about Pre-Nuptial agreements?

It's all over the place. Radio, TV, online.

If' I'm thinking of a pre-nup because of all the media
exposure and I type into Google

Prenup + Solicitors + YourTown

Would I get you?

It took me 7 minutes to swipe the story from the Telegraph,
rewrite it and put it on a law firm website.

It would probably take you about 10 minutes to do the same.
(or get someone else to do it for you).

Even better - do a video you might make it to page one on Google.

And then you can send it to the local media as a press release
too.

What get's me is that the highest ranking real solicitor for the Google
search pre nuptial agreement solicitors is none other than
Bishops Law...a subscriber to this newsletter.

This systematic use of big stories and putting a local spin on things
can really pay dividends. Google loves local and original content.

It takes a few minutes to do it as most of the hard work has been done
for you by journalists elsewhere.

Hope this helps...

Read more...

Co-operation not Competition works for Law firms

Just put an idea about making more from conveyancing.
(For conveyancing solicitors it's here http://www.greatlegalmarketing.co.uk/free_legal_marketing_ideas

My daughter came home from school (she's 4 and a half)
upset she hadn't won a prize in a drawing competition.

In her words, she had lost.

And it's not just 4 year olds that are made to feel like losers when
they don't get something.

"Why should I bust a gut, I'm not a legal partner
so I ain't gonna earn more out of doing this!"

That's something you hear in all firms.

It made me think of the "up or out" system within law firms.

If you are good enough you make partner and share in the success.

If not, you're part of the "rest".

At least that's how it seems to many people that work as lawyers or as
support.

If there's a “them and us” culture in your firm it means that people are not co-operating.
It's more likely that they are competing.

Many people assume wrongly that competition brings out the best in people.

And the Darwinian "survival of the fittest" is often
used as a scientific justification of this type of approach.

But does competition really help your law firm internally?

When someone wins - someone loses.

And 99% of people have been taught they
if they are not winners they are losers.

And if you lose how does it affect you and your staff?

If the answer is negatively then you are duty bound to find an alternative.

And that is co-operation.

* Co-operation is win/win.
* It's coaching staff so that you can transfer knowledge
* It's finding best practise and disseminating it,
* It's scheduling work so that everyone gets interesting things to work on.
* It's not having favourites
* It's saying someone is different not better,
* It's helping not hindering.

Think about how Amazon allows co-operation between store owners and buyers.
Or how Linux allows programmers to co-operate on open source software.
Or how Betfair lets punters bet against each other.

There's an old football saying that there is no i in team.
So if you aren't referring internally, working with business as partners
or simply taking the time to help each other
then you are probably over-competing.

Try a bit of un-learning.
Try a bit more co-operation in your law firm.

Put on your next management meeting the words...

How Can We Co-operate More In Our Firm
And Externally With Partners To Make Our Business Win Win?

And make sure you invite all staff to contribute with
their ideas as to how you can market your solicitors firm better.

PS It is not the case that Darwin coined the term "survival of the fittest".

When you think about it, his theories demonstrated that by co-operating
in distinct niches animals had the best chance of surviving.

It was the exploitation of these niches that was observed.

What co-operative niches can you law firm thrive in?

Read more...

Conveyancing Tips from Bournemouth Solicitors

I like the way that this Solicitor from Bournemouth has
started to use video.

He's quickly ranked on Google for Solicitors Bournemouth and made
his text come to life by recording a screen cast.

Read more...

Yellow Pages Mistakes

Lots of firms are re-examining Yellow Pages budgets.

I’m sure you’ve read this page on my website about Yellow Pages adverts.

http://www.greatlegalmarketing.co.uk/yellow_pages_mistakes_lawyers_make

And you've read this page

http://www.greatlegalmarketing.co.uk/lawyer_advertising__getting_results

Leet me ask you.

Have you done a Yellow Pages advert in the past?

What response do you get?

What cost per lead is it giving you?

If it’s good then safe to stick with the advert if all is well.

But if you don't track your response - PLEASE start doing it with all leads you get.

But if you're looking at your first YP advert or you aren’t happy with your existing advert here are some quick thoughts.

You probably need a better headline than the one you have and ideally a unique one.

For example, I recenlty looked a a firm's website and advert and could only find one unique point.

It was hidden away.

And it was to do with evening appointments and the offer of convenience.

So you could do a main headline..

Who Else Wants A Solicitor That Visits Your Office Or Home?

That Let’s You Try Before You Buy.

With a sub headline....

And Guarantees You Can Meet Up When You Want To,

(not squeezed in to your lunch hour!)

Which could then have some body copy...

At XXX Law we know that our clients want fast results. But they don’t want to be rushed.

We’re not your usual nine to five solicitors that are difficult to get hold of on the phone (and then charge you for every minute we help solve your problems.) We know you come to us because you have to. Which is why we will arrange to see you at home, at your office or in the evening . Basically when it’s convenient for you.

__________________________________________________________________

You probably need better images in your ad.

Their images didn't really do anything. They were typical handshake, keys, house artwork.

I suggested they'd be better off using any logos such as APIL, SRA, Law Society etc. Or use a picture that relates to time and convenience.

Or publicise a confidential 24 Hour Divorce Information Line.

(Here's an information line number for a newspaper I did

Call 0843 218 3542 to listen)

_____________________________________________________________________


They had no guarantee in the ad. You ideally need a guarantee – although No Win – No Fee could be used better and bigger and made into something.

______________________________________________________________________

They had simple spelling mistakes.

You probably need someone to check the spelling (or read it backwords to do this yourself)

__________________________________________________________

They needed at least one testimonial that was relevant and “XXX Law saved me £17,000” variety rather than the good guy variety. Read this page on testimonials...

http://www.greatlegalmarketing.co.uk/testimonials_where_to_use_them

_______________________________________________________________

They needed to have a call to action highlighted which could be...

30 minute consultation worth £147 free when you mention this advertisement.

I hope they get a better advert designed. And track the response.

PS if you want a trackable phone number let me know. It's vital to monitor
the success of otherwise of your marketing channels.

The company I use are http://www.admeter3.co.uk/
Once again..if you give them my name you'll get special rates
because they want to have a few solicitors on board as
testimonials.

Read more...

Solicitors Can Market Even When Not At Work

I'm deliberately sending this out on Wednesday at 11.50am

It's the best time to get emails opened.

When I send out on Friday I get mainly out of office emails..

Out of office emails. Don't you just love 'em?

A they a great marketing legal marketing tool?

Not if this is anything to go by.

* I am out of the office today the 13th September. If the matter is urgent please contact...

This says to me, "I couldn't be bothered to stamp my personality
on my emails or at best, I hadn't thought about it."

But then I got this reply from Richard Davies and thought
ah...there's someone that's taken a bit of time and effort...

_______________________________________________________________

Thank you for your e-mail. Please note I will be out of the office until 6th September.

I will be checking e-mails periodically during this period but in the event of any urgent matters please e-mail one of the following:

For general and conveyancing enquiries e-mail Irene Campbell - irene at rbmdavies.com

For divorce and family law matters e-mail Jane Young - jane at rbmdavies.com

For probate, wills and Court of Protection matters e-mail Andrew McLoughlin - andrew at rbmdavies.com

or telephone the office on 0151 336 6611.

Richard B M Davies
RBM Davies & Partners LLP
__________________________________________________________

And here's something from Fishers, it's a mini
events guide on their out of office emails...

WHAT'S ON:

Sunday 19th September 2010

The Melbourne Festival - Fishers Solicitors continue their partnership with the Melbourne Festival. Running from the 11th to the 25th of September, the festival brings together performances of music, drama, poetry and comedy with the best local art and architecture. Fishers will be hosting a stand on Sunday 19th during the Art and Architecture Trail, come along and say hello and join us for a glass of wine.

Thursday 30th September 2010

Leicester Business Event 2010 - Fishers will be exhibiting at LBE10 at the Walkers Stadium. Visitors get free entry so why not take the opportunity to come along and chat to some of our lawyers.

Thursday 30th September 2010

Ashby Trade Fair - Fishers will exhibiting at the Ashby Trade Fair. This is a great opportunity to meet other local businesses in the Ashby de la Zouch area. If your business is based in Ashby come along to Hood Park Leisure Centre between 12pm and 7pm and meet some of the team.



Can you try something friendly...

_________________________________________________________________

Thanks for emailing me. I'm with clients
all day helping them with their divorce cases.

If you want an update on yours feel free to call me
between 4pm and 5pm Monday to Friday on 0844 502 1631

If it's really urgent and can't wait
then please text me a short message with
what's urgent on 0795 1284875.

If you want to know anything about the divorce process
and how I can help you please download my free guide here

Remember to change your Will when you get divorced.

For other legal solutions please get in touch with...etc.

______________________________________________________________

If you have 10 out of office emails a week that's 500 ways
to cross sell other services a year. Multiplied by how many members
of staff you have. And it's gratis.

I would be gobsmacked if you don't pick up at least ONE
NEW CLIENT.

PS, please do this...it is so easy. And change it from
time to time so you sound human!

PPS is it Yellow Pages renewing time? Are you going to need
a trackable phone number (you must). Get one from me - just ask!

Read more...

Solicitors In Bournemouth

I saw this rather good solicitors website. It's one of the first to use a trackable phone number that I've seen. If you want a good example of someone doing something different check out this solicitors in bournemouth website.

Read more...

Direct Law founder talks about online legal services

Remember the days when you used to call
a local insurance broker?

And they'd call around looking for some good car insurance
or house insurance for you?

Or when you used to call the airline
and ask about flights by phone?

Seems a long time ago. But it isn't.
Probably less than 10 years.

(check out today's interview here)

Imagine then that someone calls you
and you don't offer the prospect the option
of completing their Will online?

You've had a chat on the phone
and you know they just need a simple
Will...and all they have to do is fill in the blanks.

Are you still going to send them a paper survey, or spend
time on the phone going over the details?

When you can fix the price for them, capture their email,
send them a link where they can log into your secure
website, fill in the blanks, and pay their money.

In about 3 minutes.

And still charge what the client is prepared to pay.

I've had a chat with Grahame Cohen, CEO of Direct Law.

I've put it on the website. Right here on
Solicitors Marketing Ideas Might be worth taking a look.

Because you don't want to miss this opportunity
for someone in your firm to become an expert
in delivering legal services in the way that
a large portion of your prospects want them delivered.

Read more...

3D accident showreels for personal injury cases

Video is massive and you need to use it
as much as you can.

Take this great service from
http://www.3daccidentreconstruction.com/3d-accident-reel/

What they do is reconstruct car/motorbike
accidents in 3D.

The outcome is a dramatic representation
of what was alleged to have happened.

How useful is this service?

Justin Adams of LA Media says that insurers
often settle before the case comes to court.

I'm not surprised. Ranging between £3.5 - £2k
these videos are powerful influencers
(already being used by top QC's).

It's a young company, but one which is going to be
big.

Check them out here

To email Justin use justinadams@LAmedia.co.uk.
They're based in Scotland.

PS remember that before and after video
in personal accident cases is also very powerful.

Read more...

Google Places - You Must Have The Right Categories Listed

Read more...

Solicitor Marketing Ideas By Spying On Other Firms.

Here are a few really practical
tools which can be useful on a day to day basis.

For spying on other law firms websites
so you can see their keywords and adverts
they are using on Google you can use Keyword Spy

Just as I did in this video http://screenr.com/cin

This is another cool tool

http://www.web2pdfconvert.com/

You can plug in any website URL
address and it transforms the website
into a PDF.

How cool is that? You can email your
website to clients!

Great for times when you want a hard
copy of a website to read on a train,
in bed (sadly) or on a plane. (Remember
you need to prepare to sell).

http://www.greatlegalmarketing.co.uk/LawyersThatPrepareWin

Another great tool is http://screenr.com/
as it allows you to produce screen casts
easily and for free. It's great for producing
You Tube videos which you can then embed
on your website.

Video is a great way for people
to understand what it is you solve.

Check out www.fsp-law.com
who use video to get them to the top
of the search engines and to help clients
see and hear what they do.

An alternative way of creating screencasts is
http://www.jingproject.com

I'd focus on the video stuff myself.

Here's how and why

http://www.greatlegalmarketing.co.uk/sitedata/Misc/10-Tips-for-Making-the-Mos.pdf

It'll work to get you new clients.

Hope it helps. More useful tools coming up in a few days.

Let me know how you get on.

Read more...

Google Instant Gives Solicitors Marketing Ideas

Google has rolled out an instant search mode that will display the top 10 search results as you type.

This is probably going to cause some changes in the way people use Google.

I played around with a "live" just to see what it does

check it out here http://screenr.com/Lin

Here's Google's reason for doing it and their video

http://www.google.com/instant/

If you see changes in your website traffic in the coming months, this could be the main reason.

As you can see the results when you type in the words, instead of scanning through the search engine result page (SERP) after each search, you are more likely to look at the top 3-4 results and then refine the search until they find what they want.

Might be worth optimising your website for some of the instant search phrases.

Here's my vid http://screenr.com/Lin

Read more...

Solicitor Marketing - There's Riches in Niches

It's always great to see a law firm
targeting a niche and understanding
that the more you give the more you get when it
comes to legal marketing.

Take a look at this lawyer in the US.
http://www.bedsorefaq.com/bed-sore-resource-center/

He focuses on care home negligence.

One of the specialities he has is
bed sore claims.

This web site is a fantastically detailed resource
for anyone that wants to know about bedsores.

Who are you going to use to make your
claim if you have a relative that has suffered
from bedsores?

Someone that knows their stuff or an amateur?

If I were a civil litigation solicitor or personal
injury solicitor I'd be tempted to register
pressuresore.org and do the same with a UK
website...

And I'd be looking at niches you can exploit because
if you have two clients of any one kind, i.e. charities,
schools, Supremely affluents etc then you
can create your own legitimate niche.

As Shaw Taylor (Police 5) said..

"Keep 'em peeled"

Read more...

Professional Indemnity Insurance Solicitors And Life Changes

I know that indemnity insurance costs have risen...in case you
didn't see it there's a new insurer on the market and the Law
Society have produced a guide to the subject...

http://www.lawsociety.org.uk/newsandevents/news/majorcampaigns/view=newsarticle.law?CAMPAIGNSID=419346

One member of this newsletter has used Connect2Law
http://www.connect2law.co.uk/
to successfully get P I Insurance. Might be another route for you?

Obviously insurance is a major issue for you. But what are major
issues for your clients?

Because major life changes can help you to market..

Things like;marriage, divorce, kids, buying a house,
retirement, selling a business etc.

Most people are going through these at any one time.

And they don't know that there are legal consequences.

So there's the opportunity to enter their "theatre of the mind".

This means that you enter the conversation that is
already going on in their heads.

It's much easier than butting in where you are not welcome.

Just make sure it's a laser targeted headline or
selling phrase you use when you engage them
by email, on the phone or by letter.

It still amazes me that solicitors don't make an offer for a new Will
with conveyancing EVERY TIME. Perhaps you might wait a few weeks/months
to sell the Will because a new house takes up most of
someone's brain for a while.

But plant the seed and then nurture it with a marketing sequence
over a few months and I bet
you'll get their Will sorted.

And if you find this difficult to systemise
why not automate the whole process?

A friendly letter/email and sms text twice a year
highlighting legal solutions to major life changes
would cost pennies but it's a nice reminder
and your clients will thank you for it.

If a garage can send an sms about an MOT
and a dentist can send a reminder about a check-up
couldn't you do the same twice a year about a
legal check up?

The more you help your clients the more they will
trust and like you. And the more they will buy.

And the principle applies to commercial clients
as well as private clients. The more you know about
their business the more you can provide solutions.

But if you don't ask regularly you will never know.

PS remember people buy when they want to buy, not when
you want to sell. That's why you have to be in constant
contact efficiently, in a valuable way, and systematically.
Ask me how if you want to! Visit Solicitor Marketing

Read more...

Online Legal Services - Is The Time Now?

I've been looking at how firms can offer something to sell to visitors to their websites.

After all, why not make money 24/7 right?

One thing that you can do is offer "backsourced" products such as Wills, where the client fills in the details and you check it over. It's how most of the car insurance industry now works.

(For an example of who does use it in the legal world visit www.Nelsonsonline.co.uk

Personally, online legal services are right for me as a consumer and I think there is a big market for them.

And I asked Tim Bishop, (who runs the Salisbury Solicitors firm Bonallack and Bishop) his views on the matter. (Tim's website is worth checking out - he know's where he's headed).

These are Tim's thoughts on online legal services

What do you think about online legal services Tim?

"I suspect it's likely that this method of delivering some legal services will become increasingly popular. However it's early days. I'm a great believer in not adopting a radical new method first I prefer to wait and see and let others go through the expense, the pain and the learning curve -- and if it looks like a winner then I'll happily come on board at the forefront of the second wave, learning from others' mistakes."

Do you see it happening soon?

"If this method of delivering legal services does take off -- I suspect it won't be tomorrow but the day after tomorrow. Law firms are a conservative market."

What mistakes do you envisage people making?

"I've spoken to at least one firm who just started taking this route -- I'm not sure that they have even the basic pricing right however. If I recall correctly they were doing wills the traditional way for about £95 pounds and online wills, with very little input from lawyers, for about £85 ."


" I don't see many clients choosing to go down the technological route, at their own risk when for another £10 they could get a lawyer to take the risk and do all the hard work. In my view to make this offer attractive, there clearly has to be a much bigger differential. But the problem for this particular firm I think is that they are significantly undercharging for wills in the first place."

What are the important things to consider?

"If the market is not ready for mass adoption of these sorts of services -- all we are doing in the short-term is cannibalizing our own market. I appreciate the risk is that non-lawyers to come into the market.

Here however I think is the crux of the matter. It is not so much delivery of service but control of the source of work. If solicitors can control the source work than they can, to a certain extent, control the rate of change in service delivery. Equally if the likes of, say Which, take control over the source of work for wills, that will allow them to start controlling the means of delivery.

How are you preparing for the future at Bonallack and Bishop?

"The central plank of my personal role [I no longer run legal cases] is finding ways of controlling the sources of work -- We will continue to deliver wills for the time being locally and in the traditional manner -- in fact we're coming up with various initiatives to significantly increase the number of wills we are doing and therefore getting people onto our private client database -- a critical move."

"The other issue is that I'm personally concerned about commoditized services -- where profit margins will be driven down and down again and the only way eventually of delivering them will be on a massive scale -- simply beyond most small and medium firms of solicitors -- more suited to the likes of Which or large insurance companies. My target is therefore the niche areas of law which are more specialized and labour-intensive where we are, as solicitors, much more likely to be safer from the likes of Which etc, and where we are likely to be able to continue charging a premium in at least the medium term."

Thank you to Tim for sharing his thoughts.

Tim's words about getting local people on to their client database is very
interesting. This is where online "backsourced" wills and working with
joint venture partners, such as schools, charities and media owners locally can be combined.

Are you looking at online legal services as a way
to capitalise on your website?

Let me know what plans you have or why you won't be doing it any time soon...

Read more...

Turn Negatives Into Your Positives For Solicitor Marketing

I was away for five weeks and
I only managed to get stung by a jellyfish once.

Now I have a free souvenir of my time in France.

I like to turn negatives into positives. It works well
away from the beach too.

Here's your new scenario....

It uses the law of Compare and Contrast.

It goes like this...a prospect has picked you out
of Google Local (he's searched conveyancing in Bristol)

"Hello just checking on Conveyancing Mr Smith, I've been
recommended to use Countrywide Lawyers by my Estate Agent
but I wanted another option. Could you tell me what you do.?"

"Sure, but first let me send you this link to the Countrywide reviews...http://www.ciao.co.uk/Reviews/Countrywide_Property_Lawyers__5658256

And here's a link to our videos.....

And by the way....we're independent of the estate agent
which means we work Exclusively FOR you."

Now let me tell you 3 things about us which make us unique...."

Do your staff answer the phone like this?

Remember....

To get someone to buy your conveyancing team you only have
to do the following;

Get someone to like you.
Be positive. Be friendly. Be Enthusiastic.

Get them to trust you.
Give them overwhelming proof, video, audio, written testimonials.

Help them understand what they'll get.
Explain clearly, give them guides and videos. Make
your service understandable.

Ensure they know it's a fair price.
Tell them everything you do for them, don't leave
anything out, even if everyone else does it, you've
got to tell 'em because they don't know.

Remember these are the reasons that people buy.

I like the seller

I understand what I am buying

I perceive a difference with this company

I believe the seller

I have confidence in him

I trust him

I feel comfortable

The price seems fair

I perceive this product will work for me.

I believe this sales person wants to help me so he can build his business.

Work your script around making someone feel great
about these things and you'll convert 50% more leads.

Read more...

How can Law Firms Come Up With New Ideas?

New ideas are a great way to compete.

New ideas are not about money. They are about innovation. And no-one has the patent on innovation.

Most of the business concepts we have are handed down.This means we are limited in our ideas by tradition.

But anyone can create a new world. It’s all in your imagination.

Let’s imagine you are going to be making a presentation about handling a large University property account.

You believe that you will have a good chance of winning the business if you really know what the client is thinking so that you can handle any objections. So you decide to use a prop that ensures the buyers WILL tell you what they are thinking.

You give the panel gavels that they can bang down whenever they have an objection or question.

You say to them, “You be the judge, if you have an objection or question, bang the gavel!”

* You get a clear signal that you have to communicate better or more or prove what you are saying.
* The audience don’t feel embarrassed about asking.
* They get a clear understanding and banish their doubts.
* They enjoy the process.
* They buy.

You can probably think of a hundred different analogies you can use in your law firm like this.

You don’t have to use all the ideas, (pick the best,) but the more you have, the better those you choose to implement.

Here's an example.

Imagine if all estate agents in your town would give a free will to all buyers and sellers written by your firm.

This free will is offered when the buyer/seller gets a conveyancing quote from you.

It’s promoted in every advert that the estate agent places and in every communication with buyers/sellers.

The solicitor gets more conveyancing, gets a relationship with the buyer/seller, sells more family law services via a marketing sequence and gets publicity paid for by the estate agent.

The Estate Agent gives extra value to potential clients.

All the solicitor does is provide the marketing materials to the estate agent. (Got to do some work you know).

Remember your imagination needs nourishment. Stand back once in a while from your day to day work.

Here’s another way to come up with ideas.

Check out this page

Do you know Einstein imagined what it would feel like to be a light particle travelling through space? He came up with the theory of relativity based on his feelings and imagination.


PS, I’ve mentioned it before. Michael Michalko’s Book “Thinkertoys”
is a book that helps feed the imagination.
If you have children or an enquiring mind you will love iit.

Read more...

Solicitors - Have You Protected Your Relationship with Agents?

Some people are worried about
Tesco Law and the Co-op stealing
business away.

But there's probably a different threat.

Complacency.

You see a company is signing up estate agents in your area
and getting their conveyancing leads. They might
only be at 2.5% of the English market but I expect
that to rise.

What are you doing to protect your leads from Estate
Agents and mortgage brokers. Are you complacent?
Do you know enough about what
your agents want? Are you proactive?

Could you outsource your conveyancing to this growing firm?

Find out what commercial director of myhomemove.com said
when I interviewed him earlier this week.

Here's the interview

http://www.greatlegalmarketing.co.uk/sitedata/Misc/myhomemove_interview.pdf

Read more...

Niches for Solicitors - Can you exploit yours?

It's always great to see a law firm
targeting a niche and understanding
that the more you give the more you get.

Take a look at this lawyer in the US.
http://www.bedsorefaq.com/bed-sore-resource-center/

He focuses on care home negligence.

One of the specialities he has is
bed sore claims.

This web site is a fantastically detailed resource
for anyone that wants to know about bedsores.

Who are you going to use to make your
claim if you have a relative that has suffered
from bedsores?

Someone that knows their stuff or an amateur?

If I were a civil litigation solicitor or personal
injury solicitor I'd be tempted to register
pressuresore.org and do the same with a UK
website...

And I'd be looking at niches you can exploit because
if you have two clients of any one kind, i.e. charities,
schools, Supremely affluents etc then you
can create your own legitimate niche.

As Shaw Taylor (Police 5) said..

"Keep 'em peeled".

Read more...

Solicitors market to the theatre of the mind...

I love it when someone ACTS.

Not as in the thespian way, but in the
genius way.

Remember I talked about I-Sold (Tesco)
using handwritten postcards to target
house sellers?

(It's here)

One of the Great Legal Members
didn't do what I suggested (try the same
for conveyancing) but did do an alternative.

He's selling Wills by recognising that the
house seller is having a major life-change
and it's a good time to get a new/updated will.

Do you systematically market to people undergoing
major life changes?
Things like;marriage, divorce, kids, buying a house,
retirement, selling a business etc.

Most people are going through these at any one time.

So there's the opportunity to enter their "theatre of the mind".

This means that you enter the conversation that is
already going on in their heads.

It's much easier than butting in where you are not welcome.
Just make sure it's a laser targeted headline or
selling phrase you use when you engage them
by email on the phone.

It still amazes me that solicitors don't bundle a Will
with conveyancing EVERY TIME.

But maybe you do?

Read more...

Useful Tools for Solicitors to Market and Sell With

Here are a couple of really practical
tools which can be useful on a day to day basis.

http://www.web2pdfconvert.com/

You can plug in any website URL
address and it transforms the website
into a PDF.

How cool is that?

Great for times when you want a hard
copy of a website to read on a train,
in bed (sadly) or on a plane. (Remember
you need to prepare to sell).

http://www.greatlegalmarketing.co.uk/LawyersThatPrepareWin

Some people even download all my website
and read it offline to find out how to do things or
come up with new ideas.

Another great tool is http://screenr.com/
as it allows you to produce screen casts
esily and for free. It's great for producing
You Tube videos which you can then embed
on your website.

Video is a great way for people
to understand what it is you solve.

Check out www.fsp-law.com
who use video to get them to the top
of the search engines and to help clients
see and hear what they do.

An alternative way of creating screencasts is
http://www.jingproject.com

If you want to work with things
which make your life easier here's a
good resource where you can find information.

http://www.c4lpt.co.uk

There's a list of the top 100 tools.

I'd focus on the video stuff myself.

Here's how and why

http://www.greatlegalmarketing.co.uk/sitedata/Misc/10-Tips-for-Making-the-Mos.pdf

It'll work to get you new clients.

Hope it helps.

Read more...

Be Your Own Solicitor Firm Or Law Firm Marketing Consultant

One of my members went through my website and found
47 things he could do to improve his business.

Which is why one of the first things I teach lawyers
is to be their own consultant and give as
much as I can so that you can do this

You see hiring in a consultant to help with marketing can be
expensive.

Because not all of them are value for money.

So why pay someone when all you have to do
is put on a fresh pair of eyes and see your law firm as a
prospective client?

Sounds common sense.

But as Oscar Wilde said, “the trouble with
common sense is that it is not that common.”

But here are some easy things you can do that will
help you identify and make changes for the better.

* Go through my website www.GreatLegalMarketing.co.uk
* Do an audit on your firm by downloading this and using it
* Ask all your clients how you can improve
* Ask all your staff how you can improve
* Swipe the best ideas from companies you like dealing with
* Make a general enquiry by email to 10 law firms in your area and compare responses and follow up.

You'll probably get 100 ideas.

Pick those that are best.

And are free.

Implement them and measure the results.

Read more...

Solicitors Market With The News

Here's something you can swipe and deploy
from last week.

It's a good example of how to combine
current news..i.e. recession with legal service i.e. divorce
and come up with an angle the local media like...

(remember local media like "if it bleeds it leads" stories.

You can easily rewrite this in about 20 minutes and email
it to your local newspaper and BBC local radio station.

Once you've got one story in - keep 'em coming
and pretty soon you'll be the legal expert for your town.

Why is it good to be the expert? Check this out.

http://www.greatlegalmarketing.co.uk/sitedata/Misc/How-To-Position-Yourself-A.pdf

Here's the story... below.


http://www.businessdorset.co.uk/90721/8247183

Cheer up! Things may be bad but at least it's a good time to get a divorce

Now could be the time for entrepreneurs to get divorced.

That’s the unusual advice from Ianthe Slinger, head of the family team at Letchers Solicitors in Ringwood, who says that the poor economic climate means that it’s cheaper for people who are in an unhappy marriage and who run their own businesses to untie the knot.

“If you’re going to get divorced, now is the time to do it – any divorce lawyer will tell you that,” said Ianthe, who read law at Cambridge and specialises in financial settlements for business people.

“If you’re a businessman with property, prices are down, borrowing is difficult – you’re more likely to keep your business. It’s an asset. If there is no value the wife cannot have it. If it has value who will buy it and how will they finance the purchase?” asked Ianthe.

Pointing out the financial benefits, she explained: “The court will look at income generating rather than value. When a husband wants to get divorced the wife looks to take half his business. But she will get maintenance. She can’t have both. This scenario happens in this economic climate.

“If a husband says his income is lower than it actually is then a judge will say sell the business.”

She added: “I open two to three cases a week – I have done 60 to 70 divorces so far this year.”

Ianthe, who has been practising for 11 years, trained in Salisbury and then became a partner at Frettens in Christchurch.

She says that in recent years the introduction of collaborative law “where people get round a table” combined with mediation have helped lower the cost of a traditionally expensive divorce.

____________________________________________________________________________

And if you can't think of ways to combine stories then get
creative with this article...http://www.greatlegalmarketing.co.uk/Ideas_For_Marketing_Legal_Companies

Or just buy Michael Michalko's Thinkertoys book

Read more...

Solicitors and Lawyers Use Compare and Contrast To Sell

Here's your new scenario....

It uses the law of Compare and Contrast.

It goes like this...a prospect has picked you out
of Google Local (he's searched conveyancing in Bristol)

"Hello just checking on Conveyancing Mr Smith, I've been
recommended to use Countrywide Lawyers by my Estate Agent
but I wanted another option. Could you tell me what you do.?"

"Sure, but first let me send you this link to the Countrywide reviews...http://www.ciao.co.uk/Reviews/Countrywide_Property_Lawyers__5658256

And here's a link to our videos.....

And by the way....we're independent of the estate agent
which means we work Exclusively FOR you."

Now let me tell you 3 things about us which make us unique...."

Do your staff answer the phone like this?

Remember....

To get someone to buy your conveyancing team you only have
to do the following;

Get someone to like you.
Be positive. Be friendly. Be Enthusiastic.

Get them to trust you.
Give them overwhelming proof, video, audio, written testimonials.

Help them understand what they'll get.
Explain clearly, give them guides and videos. Make
your service understandable.

Ensure they know it's a fair price.
Tell them everything you do for them, don't leave
anything out, even if everyone else does it, you've
got to tell 'em because they don't know.

Remember these are the reasons that people buy.



I like the seller

I understand what I am buying

I perceive a difference with this company

I believe the seller

I have confidence in him

I trust him

I feel comfortable

The price seems fair

I perceive this product will work for me.



I believe this sales person wants to help me so he can build his business.

Work your script around making someone feel great
about these things and you'll convert 50% more leads.

Read more...

Solicitors That Market Persistently Win Profitable Business

Thursday, 15th July. St Swithins Day.

My birthday. Again. I'm taking one year off my age every year from now. So today I am 41.

My mother phoned today of course. And told me...

"If at first if you don’t succeed, try again." And that made me think...

Persistency is one of the qualities you must have if you want to be great at marketing.

Because although you are trying to create a marketing system which gives you predictable and profitable results it will take time, effort and testing to get you there.

But don’t despair if your first efforts don’t pay off. Learn from them.

Just as Thomas Edison said, “I got it wrong 9,999 times in trying to invent the lightbulb...but I learned from every failure.”

The main thing about marketing is to know that just testing, tweaking and persisting in marketing will get results.

And sometimes changing the positioning of your service or product can have dramatic effects. Which is another reason to try new things out.

And inventing new products by amalgamating old products, or changing their name or offering them to a different niche.

You might take heart from the fact that well-known brands such as Timex, Kleenex, Q-Tips, or 7UP haven’t always been successful...

• Timex was a failing company until their cheap watches were put on sale in, of all places, pharmacies. Their success is based on the fact that they tested new places to sell their products!
• In the 1920s, Leo Gerstenzang saw his wife clean out their baby's ears with cotton balls stuck on toothpicks. He then got the idea to design cotton buds, which he originally called "Baby Gays" in 1926.
  
  But it wasn't until he discovered that people were using his buds for different uses other than cleaning baby ears that he decided to change the name to "Q-Tips." After that, sales skyrocketed!
• Kleenex was originally advertised to be used to remove make-up. But when it was discovered that people were using it to blow their noses, they changed their marketing and sales exploded almost instantly.
• 7UP was originally a means of settling infants' upset stomachs and then, as an adult hangover remedy. But when the makers turned it into a soft drink, it sales rocketed!

Testing is part of being committed to marketing. And marketing is about finding, getting, keeping and growing your clients.

So why is it that very few solicitors firms are members of the University of Marketing Stickability?

Remember most prospects have to hear about you, like you, and trust you even before they consider buying from you. And that takes time.

One way of using time well is by persistently offering high quality information that allows prospects to make an informed choice. This will help you convert prospects to buyers.

Some time ago I did a video about “marketing sequences” which is another way of saying persistent marketing.

You can see those videos here.

Part One - click here

Part Two - click here

It’s still relevant. And it will always be relevant.

Because most law firms give up after a couple of goes trying to sell.

People don’t buy when you want to sell. They buy when you are ready. And you had better be top of their mind when that happens.

One way of doing this automatically is by offering a free report on whatever subject interests your prospects. You get their email address and send a series of 5, 10, 20, or 50 emails with video explanations, testimonials, examples, offers , diagrams, recordings – a whole multi-media "preponderance of proof" that you are the right firm to solve the prospects problems.

Too hard for others to do? You bet.

Too hard if you’re not persistent? Golly gosh yes.

Too hard for you to do...? Maybe.

But if you want to be persistent with your prospects keep in touch with them with quality information...

Just like me...;-)

And if you got this far down congratulations on your persistency.

Read more...

Legal Services Subscriptions - Solicitors Kill Bill By Hour

I'm always on the lookout for
things you can swipe and deploy.

Here's one

http://www.boysandmaughan.co.uk/cms/document/EmployAssure_Flyer.pdf

It's simply a fixed fee employment law service
for small businesses.

Katie Marsh from Boys and Maughn who operate it told me,

"Each client proposal is bespoke and dependent upon factors such as their industry, length of trading and track record.

However, the annual premium is rarely more than 1% of payroll"

And

"One other local firm offers a similar scheme, but they lock their clients in for a minimum 3 year contract. We are so confident in our scheme that we only ask clients to sign up for 1 year at a time. "

Small businesses have to deal with employees.
They don't really have the expertise or time or money
to do it properly. And this is their "take my headache away" solution.

It's easy to promote this service.

PR in the local paper (every paper has a business
section), small adverts in the classified trades
section, Federation of Small Business, Chamber
of Commerce, direct mail to local small businesses
with 10 employees or less, radio spot, on your own
website, via Business Banking managers, accountants,
financial advisers....the list is endless.

Why not record an audio CD with information
on your service, testimonials and some great advice
and give it to the local business banking manager.

Tell them you'll co - brand it if they give it
to all their business clients.

And the great thing is that you can offer almost
all the documentation small firms need on line
which makes offering a subscription very profitable.

Even if you don't do employment law can you do
the same for other services by offering subscriptions?


Here's Tessa Shepperson's subscription site
for Landlord Law...
http://www.landlordlaw.co.uk/

How about Business Law, Property and even Family Law...

Is there a way you can do this?

Read more...

Conveyancing Solicitor Goes Football Crazy and Scores

Conveyancing Solicitor Marketing Again...

How can you get free publicity for your firm?

By making a boring subject a bit more interesting!

Thought YOU might like this story.

Here's the link...

http://www.cluttoncox.co.uk/site/ourservices/spurs_champions_league_.html

Those of you who have read Paul Hajek's profile will see that his ambition is for Spurs to win the Champions League within the Perpetuity Period ( a legal definition equivalent to 80 years)

I seem to remember he got publicity from the World Cup too.

Check it out here.

He just emailed the story to all the major news outlets in one email...job done.

Read more...

Legal Marketing Partnerships with Schools

I met up with a CEO of a law firm
a couple of weeks ago
and we discussed partnerships to get more
business.

I particularly like partnerships for marketing
because someone else promotes your services
and you simply return a fee or gift (only if successful).

So it's really low risk. (SRA dictats apply!)

And if most of the marketing work is done by the
partner then how about the legal work
also being "backsourced".

It could make for a really efficient, low cost
option of legal service, being promoted for practically
nothing and instantly profitable.

Let's take an example..(one that is being explored by one law firm.
(And one that I exploited locally for a French Language company).

Imagine going to every school in your county.
Getting them all to put an advert on their bulletins.
That says something like...

Do You Know What Happens To Your Children If You Die Without A Will? Find Out By Calling Our Free 24 hour Recorded Message on 0844 502 1631 or visit www.yourlawfirmwebsite.co.uk

and each school had a
trackable phone number.

The caller hears a recorded message
and leaves their contact details.

And these callers are then sent an email/text
inviting them to a website where they can
do an online Will.

And these Wills were sold and completed online.

And the price was £47.

And £17 went to the school.

And you built up a Will Bank of 1000 clients
(10 per school).

(And got your picture in the local paper and on radio
handing over cheques).

And these 1000 people bought

100 conveyancing
10 probate
10 divorce

services each year.

And you did it for 10 years.

1000 Conveyancing = 500,000
100 probate = 100,000
100 divorce = 100,000

That's 700,000 Pounds.

And each of those clients referred one
other person over 10 years...(I expect a lot more).

That's another 700,000 Pounds.

£1.4M

And all because it's easy to promote with direct online sales.

Where the client does the work.

As Danny Zuko (Grease) sang...

"I've got chills...they're multiplying..."

PS, You repeat this process with charities,
large employers, local authority etc.
Once you have a system in place
it's replicable. -

Want me to help you?
I will if you want to give this a go.

Read more...

Swipe and Deploy Tesco marketing for legal marketing success

Can You Swipe And Deploy Tesco Marketing?

I live in Reading and Isold – the virtual estate agency from Tesco have started to market through the local newspapers.

They have taken a direct marketing approach that will work with some house sellers.

They have used handwritten-style notes to entice vendors to find out more.

The handwritten note is genius.

Not for the handwritten font...but the fact that they are doing it.

Because action is genius.

It's something you can copy.

The SRA ethics guys said it was ok to do...
(I phoned them).

The cards and the story is here...

http://www.greatlegalmarketing.co.uk/free_legal_marketing_ideas

Read more...

Selling Legal Services online

I met up with someone yesterday and
we thought about partnerships to get more
business.

I particularly like partnerships for marketing
because someone else promotes your services
and you simply return a fee (only if successful).

So it's really low risk.

And if most of the marketing work is done by the
partner then how about the legal work
also being "backsourced" (a term coined by
Graham Cohen).

It could make for a really interesting, low cost
option of legal service, being promoted for practically
nothing and instantly profitable.

Let's take an example..(one that is being explored by one law firm.
(And one that I exploit for a French Language company).

Imagine going to every school in your county.
Getting them all to put an advert on their bulletins.
That says something like...

Your Children Can Be Put In To
Care If You Were To Die Today
Without A Will.

And each school had an affinity code
or trackable phone number.

And Wills were sold and completed online.

And the price was £47.

And £17 went to the school.

And you built up a Will Bank of 1000 clients
(10 per school).

And these 1000 people bought

100 conveyancing
10 probate
10 divorce

services each year.

And you did it for 10 years.

1000 Conveyancing = 500,000
100 probate = 100,000
100 divorce = 100,000

That's 700,000 Pounds.

And each of those clients referred one
other person over 10 years...

That's another 700,000 Pounds.

£1.4M

And all because it's easy to promote with direct online sales.

Where the client does the work.

As Danny Zuko sang...

"I've to chills...they're multiplying..."

PS, You repeat this process with charities,
large employers, local authority etc.
Once you have a system in place
it's replicable.

Read more...

Be The Best Sales Person at Your Law Firm

I met with the CEO of a major law software company

last week. They are the company that allow

law firms to make money while they sleep.

(If you want to be introduced let me know).

The best thing that Grahame said to me was...

“Boyd, you’re a salesman!”

On the way back from London on the train I thought

a lot about this comment and decided to share my thoughts.

It makes me proud to be a salesman.

Because until someone sells something, nothing in this commercial

world actually happens. There's no marketing, no finance,

no law firm!

How are you as a salesperson?

• Do you enjoy it?
  
• Do you study how to do it?
  
• Or, like me, do you just try your best and then hope that people buy?

Because, being your best and hoping that people

buy isn’t such a crazy idea.

In striving to be your best you generally get smarter and better

than other people. Because most people really don’t reach

half of their potential.

• You see they give up learning.
  
• They give up studying.
  
• They aren’t self motivated.

What I love about you is that you took the

time to sign up to this newsletter.

(And many have been with me for 12 months now - thank you.)

You demonstrated that you are motivated enough to learn.

So I want to share with a like-minded person my list of what

I do to be as great as I can be.

Here’s what I focus on.

Smart. – I try to be smart. Flexible enough to think on my feet

rather than trotting out the same old stuff as everyone else.

Self-motivated. Nobody has to tell me what to do.

I know what to do and why I am doing it. I work to learn and earn every day.

Great Attitude. How much of my success is attributable to attitude?

10% No. 40% No. 90% Yes. Everything starts with a positive attitude.

Excellent Communication. I want to be compelling.

I want to tell stories that resonate. I want to be believable, clear and concise.

Physically and Mentally Fit. I want to exercise my body and my brain.

I want both of them to be fit to take on the day whatever it’s going to bring.

Mental and physical press-ups are required to live to the full.

Computer Skilled. I can’t have the excuse that “It’s all too difficult to keep up”.

The Internet rules the economic world.

Ignore this fact and in 10 years you’ll be unemployable.

Goal Driven. Having a goal is basic to success.

Devising and persisting with a plan to get there is key to success.

Action is genius and I need to act on getting to my goal.

Dedicated to Success. I want to achieve something every day.

It keeps the momentum going. It keeps me dedicated to my goal

with visible progress.

Past Success. Every time I do something successfully I

imprint it on my memory by squeezing my left index finger.

Those memories give me confidence. I can access that

success feeling any time I want by pressing on my finger.

A Career, Not a Job. It’s not about how much I earn this

week or this month. It’s about how much return I get on what

I am investing in. Give me a pound and 50% commission rather

than £2 and 10% commission.

I’m more interested in personal development and

success than money. I dedicate myself every day to becoming better.

As a result people value me more.

Lifelong Student: Accept I don’t know, then learn.

I know I don’t know everything. I accept it.

And I will never be someone that knows everything.

I am a "lifelong learner."

I love helping others. There’s nothing better than

helping someone become successful.

There’s probably something missing from the list.

Ah...Sales Skills.

But do you know what? It’s better to have a positive attitude

and brains than selling skills.

Because selling skills can be learnt.

Whereas being smart, happy and striving to be the best I can be is totally up to me.

Where do I get help to help me think?

Books. And I surround myself with positive people.

If you have never read anything about personal development try a couple of books

out and let me know how you get on. Take a look at these on Amazon.

Psycho-Cybernetics by Maxwell Maltz MD

The Strangest Secret by Earl Nightingale

Think And Grow Rich by Napoleon Hill

Power of Positive Thinking by Norman Vincent Peale

You can get all these books for £12 or so second hand.

Take them on holiday and read them. Read them instead

of watching TV. Read them on the train instead of trash

news.

I guarantee it's money and TIME well spent.

and for a taster of personal development books

try clicking here

http://www.greatlegalmarketing.co.uk/sitedata/Misc/01---The_7_Habits_of_Highl.pdf

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