In this episode, I discuss a disturbing pattern of behavior that I often see in the solo and small firm attorneys community and it's always been there. A lot of us create standards for how we want other people to engage in the world, how we want other people to show up in our lives, how we want other people to behave in our businesses, yet we do not meet our own standards. I wanted to share with you some of my reflections on this topic because I know that the inability to see this pattern is keeping a lot of lawyers stuck where they are.

 

In this episode we discuss:

• The incompatibility between how you are showing up and what you are expecting from others.
• 5 categories of behavior that influence how we interact in our businesses.
• How an economic cost must be associated with value, for you to make that expenditure.
• How when you shift your pattern of behavior, it will influence your prospect to do the same.
• The need to take time off to recharge just as you encourage or require your employees to take their PTO.
• Making your marketing message about the prospect, not all about you, the lawyer.
• Identifying cognitive dissonance between your marketing message and your actual feelings about your business.
• How systems can make the difference between having a job and running a business.
• Guiding a prospect to the understanding that you are the valuable expert that can solve their problem.