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    Winning Clients
    Winning Clients
    Winning Clients
    Ebook120 pages1 hour

    Winning Clients

    By Jerry Sears

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    About this ebook

    A humorous story about a training school for non-rainmaking lawyers to help them see how their own issues keep them from getting clients. This funny novel uses five different dog breeds in this school as examples, a: Doberman, Spaniel, Poodle, Bulldog and Dachshund. The smallest dog of all; the Dachshund, is the Trainer. The other dogs represent personality types often seen in law practice, and other professional service, firms. This captivating novel creates rainmakers because it overcomes our human difficulty in seeing own faults in other humans. Indeed, if we could see our problems just by looking at others, there would be few human problems left in the world. But we can and do see ourselves in these dogs. Dogs are after all; both endearing and man's best friend. They love us even when we don't love ourselves. This isn't an academic psychological treatise. Nor is it a "how to" of techniques telling the reader "how to manipulate” clients. It is a fun read that delivers a clear solution in an entertaining novel. That solution is about what it takes to become a trusted friend. The novel uses four of the most common lawyer personality blocks in law firms to achieving that goal. Three of the dogs get it and the other one becomes a junkyard dog.

    LanguageEnglish
    PublisherJerry Sears
    Release dateFeb 12, 2016
    ISBN9781311173140
    Winning Clients
    Author

    Jerry Sears

    About 25 years ago I started representing law firms and companies in acquiring law firm practice groups and in-house general counsel. Merging law firms became part of my practice. This book is from my close experience with hundreds, if not thousands, of attorneys over many years. Both the public's and the movie's perception of lawyers is of aggressive, combative, no restraint fighters. But that is actually only a small percentage of attorneys ... mostly the litigators. Those litigators seldom have their own client base, most work temporarily with clients with disputes; which clients are referred to them by the "other" lawyers. These "other lawyers" understand how to develop a recurring client base. That understanding is the subject of this novel. My BA is from Queens College, a good school and the only one I could afford to attend. My MBA is from New York University, a far more expensive school than I could afford at that time. I went into the military like most men of my generation, at the time of Vietnam. My first post military job was with Chemical Bank NY Trust Company, who graciously paid for my MBA at expensive NYU. I had various financial positions there and in the Investment banking world, until I focused on law practice, as an industry. Its been a challenging, and rewarding, field...a field in which the critical nature of a strong client base cannot be over-stressed.

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      Book preview

      Winning Clients - Jerry Sears

      WINNING CLIENTS

      A very funny novel about how lawyers can overcome self-image issues to become big rainmakers- no offense but it uses dog’s personalities to show how to give legal value.

      Jerry Sears

      Copyright © 2016 by Jerry Sears

      Distributed by Smashwords

      All rights reserved. No part of this book shall be reproduced, stored in any retrieval system, or transmitted by any means now in use or to be invented: electronic, mechanical, photocopying, recording or otherwise, without written permission from the publisher. Although every precaution has been taken in the preparation of this book, neither the publisher nor the author assumes responsibility for errors or omissions. Neither is liability assumed for damages resulting from the use of the information contained herein. For information please email jerry@boulderpublishers.com or call 303-499-7070 Mountain Time.

      In this work of fiction: all names, places, characters and incidents are entirely imaginary. Any resemblance to actual events or to persons, living or dead, is entirely coincidental. The opinions expressed are those of the characters and should not be confused with those of the author.

      This book contains the opinions and ideas of its author. They are intended to provide useful, helpful and informative material on the subject matter covered. It is sold with the understanding that neither the publisher nor the author is engaged in rendering professional services in this book. Professional coaching advice is rendered only pursuant to the engagement of the author specifically with respect to the circumstances of the retaining party and/or firm.

      The author and publisher disclaim any and all responsibility for any liability, loss or risk, personal or otherwise, which may be incurred as a consequence, directly or indirectly, of the use or application of the contents of this book.

      Ebook formatting by www.ebooklaunch.com

      To my wife, Ellen, my love, torchbearer, helper, leader, friend and colleague. It is her loving, bright support and compassion that carry me forward.

      Nothing can work me damage except myself. The harm that I sustain I carry about with me, and never am I a real sufferer but by my own fault.

      —St. Bernard (1090-1153)

      CONTENTS

      Introduction

      What Makes Winning Clients So Effective?

      Who Needs it?

      Rainmaking Coaching Sessions

      Meet the Four Non-Rainmaker Types

      Session 1: You May Not Be a Born Biscuit-Getter, But You Can Become One

      Session 2: Improving Your Self-image Gets a Lot More Biscuits Than Improving Your Outside Image

      Session 3: Biscuits Are Given for Respect and Trust — Rarely Out Of Fear

      Session 4: A Big Challenge is Learning to Ask for Biscuits

      Session 5: Asking for Biscuits is a State of Mind

      Learn Why They’re Not Successful

      Session 6: The Five Keys to Why You Can’t Get Clients

      Session 7: The Five Keys Fit Together Naturally, Each Easily Helping the Other

      Session 8: Find Your Impediments and the Biscuits Will Flow

      Session 9: Getting Biscuits is about Being Real and Being Real is about Using these Keys

      Watch as they learn to ‘Make Rain’

      Session 10: Talking Equals Getting Nothing vs. Listening Which Means Getting Biscuits

      Session 11: Positive Equals Getting Biscuits vs. Being Negative Means Getting None

      Session 12: If You Don’t Care about How to Get Biscuits, Then You’re Stuck Without Many Clients

      Session 13: Four Ways To Get New Clients

      Session 14: One of Our Biggest Impediments to Getting Biscuits is Fear of Rejection

      Session 15: The Four Impediments

      Understanding How Behaviors Change

      Session 16: Many of Our Traditions are Impediments to Getting Biscuits

      Session 17: Biscuits Don’t Grow on Your Family Tree, Only in Your Own Garden

      Session 18: Impediments are like Rocks in the River — You Have to Find Them Before You Can Steer Around Them

      Session 19: Not Being Open to Change Limits Your Biscuits

      Session 20: Practice Makes Biscuits

      21 Lessons From The Coaching Sessions

      INTRODUCTION

      Globally more than 3 million lawyers, and other professionals, need to sell their professional services. The successful ones are hired because clients personally trust them to handle their work. Many professional time-sellers, however, lack the interpersonal skills needed to sell themselves, or their trustworthiness, to prospective clients. As a result they have difficulty in getting new business." In the past, not being a rainmaker was acceptable and service partners flourished, but today’s demanding economic environment demands that more professionals make rain. As a result, at least half of professionals are in financial and/or career trouble.

      Winning Clients presents the only effective way to have all possible professionals generate and sustain growth in any professional service practice, even in the face of stiff competition and tough market conditions. This book has distilled the essence of generating clients into a practical step-by-step method. In this fast-paced allegorical story, readers not only eavesdrop on four non-rainmaker-types as they learn about their rainmaking obstacles, but cheer as the non-rainmakers learn to overcome these obstacles—the same ones that prevent many professionals from bringing in new engagements.

      What Makes Winning Clients So Effective?

      Winning Clients tells it like it is. For the first time non-rainmakers are told that interpersonal skills are a successful rainmaker’s most important talent; not creating or implementing marketing plans, however important those marketing tasks might be.

      Winning

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