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A Great Four Letter Word

Document Cited in Related
Vincent
AuthorDavid V. Lorenzo
Pages49-50
A Great Four Letter Word §26.
49
§26.
A GREAT FOUR LETTER WORD
Take a moment and think about the law firm you envisioned when first began practicing law.
Did you imagine owning a law firm that produced a seven figure income? Did you think you
would be a partner in a big firm? Did you imagine working on engaging matters that stimulated
you? Did you want to be the person who made new law, the person other lawyers reference in
law school?
What happened?
Maybe you were diverted from this path by a confluence of events. Maybe, after acquiring
significant experience, you decided this path was not for you. Maybe you were wooed into selling
your dream for (what seemed like) a good financial offer from a law firm.
Or maybe it was just too hard.
That is the answer that lies deep within most of the lawyers I meet. It was just too difficult
to master the practice of law while focusing on the business of law. See, in order to grow a law
firm to the point where it produces a good six figure or even seven figure income you have to be
a good business person and a good lawyer.
In working with, and getting to know, a few hundred lawyers, I found that one thing separates
the lawyers who live their dream from the lawyers who do not.
That one thing is a great four letter word: WORK.
Most people cannot stand the sight of that word. They cringe at the sound of it. People do
crazy things to avoid it.
Just look at some of the bestselling books and educational programs on the market today. What
do they promise? They promise money with little or no work. One of the most popular titles in
bookstores offers a promise of working only four hours a week.
Come on now.
But there is a way you can take advantage of the general public’s distain for work. You can
focus on doing the right things and doing them consistently and this will set you apart from your
competitors.
Think about client attraction. Answer the following questions:
• Do you network with potential clients?

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