If Not Now, When?

• Author: David V. Lorenzo
• Pages: 10-10

§6. Client Attraction Secrets for Lawyers

10

§6.

IF NOT NOW, WHEN?

“The timing is not right.”

This is one of the excuses I hear most often from lawyers. This excuse is used to justify a lack of

action. Sometimes the lack of action is related to making a staffing change within their firm. Some-

times the lack of action is related to firing a problem client. Most often the lack of action is related to

developing systems and processes related to client acquisition.

If you have ever felt this way, I have good news for you…This is the perfect time to take

control of your future.

Take a few moments and write down your goals for your personal income for the next 12

months.

Next think about how many clients you will need to work with and how much (on average) they

will need to pay you, to help achieve that goal.

Finally make a list of things you must do each day to find, engage and develop relationships

with these clients.

If you do nothing else, for the rest of the year, review this information daily.

I have shared this exercise with hundreds of people over the years and the results have been

nothing short of amazing. This works because, at a subconscious level, your mind begins to find

ways to help you achieve your goals.

Over time you will find the things you do each day to bring you closer to your income goal

will change. This happens because your subconscious mind guides you to test new client acqui-

sition strategies over and over. You may not even realize you are doing it. That is the power of

setting a goal and linking it to daily activity.

Of course there are other things you can do to help yourself. Things like following a system

that has been successful for other lawyers. Things like modeling the behavior of some of the

most successful people in your profession. Things like having someone hold you accountable

for taking action.

But none of those things will make a difference if you do not take the first step.

That first step is to decide that the timing is right; actually the timing is perfect, for you to take

action. Do not wait another second. Take that first step right now.