How Did This Happen?

• Author: David V. Lorenzo
• Pages: 8-9

§5. Client Attraction Secrets for Lawyers

8

§5.

HOW DID THIS HAPPEN?

If you spend any time watching the cable news television channels, you will recognize the success

strategy they employ. The political leanings of the station are unimportant because they all follow the

same formula.

The station hires talking heads with impressive credentials and then encourages them to

advance extremist theories. They tout their solutions as a panacea for the issues of the day leaving

little room for doubt or disagreement. When their candidate makes a decision and it goes bad, the

talking heads all shout the phrase: “How did this happen?”

It would be comical (and highly entertaining) if only the people actually running the govern-

ment were not following the same script.

Before you start nodding your head in agreement, take a quick glance around your own law

firm or circle of professional colleagues.

There are lots of lawyers out there looking for the ONE solution to help solve their client

attraction problems. They reach for Search Engine Optimization, Social Media, Directory List-

ing/Matching Services, Pay for Placement SuperDuperElite Lawyer Awards and every shiny new

object they can find, hoping against hope that this ONE thing will get them twenty new clients

this month.

Eventually, when they realize they spent $20,000 on an electronic billboard that nobody reads,

they blame the billboard sales guy.

You should not blame these hucksters for your lack of new clients. It’s not about them. It’s

about YOU.

In reality, you need one specific thing in order to grow your law firm…

Personal responsibility.

You read that correctly. You need to take personal responsibility for the success of your firm.

This means you must deeply believe that you and only you are responsible for your success.

Not your clients.

Not your website developer.

Not the economy.

The only person responsible for your success is the guy in the mirror.