Getting in the Flow #2

A few things are going really well right now. One is the environment I live and work in supports my creative and reflective abilities - Getting in the Flow #1 Another has to do with how I have been expressing my purpose and value.

That expression has altered both my professional attitude and results.

Introverts and Extroverts Value Their Contacts

Who are you connecting with this week?

My Master Mind groups this month have been focusing on their key contacts for business and relationship development.

It is common strategy for pipeline development to make a certain number of calls weekly, seeking
face time with those in the position to make decisions on the services we offer.

Although it isn't a particularly favorite task of many introverts, picking up the phone to stay in touch is beneficial. Not only does it give us practical skills in conversation development and getting to the point, it helps us exercise our rapport-building strategies while leading to appointment development.

Valoria Hoover, past Ohio Women's Bar Association president and co-founder of the OWBA Foundation, says "An attorney does nothing for themselves. You represent others, so you must know others." Getting outside of our selves and reaching out to others for support, feedback and assistance are key to practice development, no matter your introvert/extrovert temperament.

Staying connected is key. Whether through email or phone calls, we must schedule time with others. While it shows how much we value those we spend time with, it also helps us fine-tune our understanding of their circumstances and needs.

Who are you reaching out to, today?

When it's Time to Uproot

One of the things that shakes my values is the Bible.

This isn't going to be a rant on religion or Christianity - simply a focus on everything being acceptable. I hope you get my point in a few minutes.

 If you are a regular reader, you know that about 5 days ago we moved, because I focused a post on the impact of clutter.

But today I am recalling what it takes to shift from being settled to unsettled and then finding our way back to becoming settled again - until next time.

Getting uprooted is a true test of my values.

Yes, you can gain visibility

As an introverted business professional, I am challenged by the need to be seen. Maybe not by everyone everywhere, yet I need to be seen by those I am most able to help - attorneys. I need to be visible where attorneys are.

Although people who know me question whether I am an introvert, I know the difficulty involved with getting out of my head and into conversation. I may conduct myself well socially, yet I am constantly pushing myself to demonstrate my introvert assets - deep thinking, clear understanding of my expertise and meaningful value. These assets, though valuable, mean nothing unless I am a visible sign of them. Can you relate?

Embracing the Artist

A colleague of mine once said, "My artist side kicked in and gave me survival skills."

She had been sharing her professional journey, alerting me to her distaste for corporate life, and her
need to step out on her own. Mentioning her recent vacation, she was quick to point out her interest in gathering together with friends for walks, visits to parks and enjoyment of the community artists. A bookkeeper, she was pulled to the logic side of her brain during the day and mistakenly thought she should avoid the creative unless she was away from her desk. So she shut down that voice.

Face It

For some of us, success is what we fear. The only real solution is to get over it. And by that, I mean, just Face It. Look it squarely in the eye. Learn what it is that makes us shake and then address it.

Similarly, many of us fear getting in front of groups. Whether introvert or extrovert, we fear we haven't what it takes for the moment.

Results of Synergy

These past 23 days have been the most incredible of my life!

Our last meeting was life-altering!

Of the 4 master mind groups I facilitate, the most recent had members speaking the above words - and that's because they were willing to share their business experiences of what has been working and what are they challenged with. And then, they were willing to ask for and listen for help.

The need for downtime

Tick, tick, tick, tick, tick...your brain is full, the creases are marking your forhead and the To-Do list is growing.

When can you close up shop and head out? Your stomach is growling, the weekend relaxation calls and your family and friends nudge you into distraction.

If you don't say NO, you feel like a dunce. If you don't say YES, you feel irresponsible.

What's a professional to do?

The Introverts Marketing Game Plan: The Do's

Nancy Ancowitz's book, self-promotion for introverts is one of the best reads I've found that helps the introvert understand their strengths while trying to promote business. If you can relate to the introvert, get a copy of this book. I know - business development is the hardest piece for this intelligent, committed individual. Yet if learning some techniques and remembering your strengths is the first step toward getting back in the game, get this book.

Here are a few nuggets you'll uncover:

How lawyers fool themselves

If you don't believe your head is in the sand, (click to read the article by Leadership Freak) you may want to ask yourself a few questions about your ability to focus ON your lawyer business vs. IN it:

Merri's Tips - Part 7

43. Create SMART goals. You're a business owner, I presume, so identify goals that will help you build business. If they are SMART, they are specific, measureable, actionable, realistic and timely. Only then can you assess your progress and stay accountable to what you say you're going to do.

44. Constantly reach out to folks you already know in your industry and your network. Staying top of mind is tough unless you have good experiences with people. Make coffee dates, go for a walk around the building, do what it takes to stay in front of 8-10 or more folks each week.

Quick Tip for Lawyers who want to Build Business

Time is money. In the lawyer world, this doesn't only ring true for committing to the billable hour focus. This is true for working ON business as well as IN it.

If you were to look at your daily task list, somewhere near the bottom you would no doubt find things like - call Mike about having lunch to discuss some referral options, RSVP for the chamber after hours event, return a call/email to ABC prospect.

Why are these tasks at the bottom of the list?

Merri's Tips - Part 2

7. If you're a solo business owner, create a structure for daily affirmations. We all appreciate and/or thrive on recognition, let alone praise. Working solo means we aren't regularly around folks put in the position to give us this. Create it. Write out affirmations daily. (My talents and ideas earn me $___ per month)  Fill in the blank. With a structure like this, our focus goes to what we're good at, blessed in, or wanting to accomplish. This keeps us motivated into action. Face it - solo business owners need motivation!

8. Pay attention to your gut. Not that you need to watch your weight - or maybe you do. Paying attention to your gut means to trust your instincts. They usually indicate caution or opportunity. Even when you can't pinpoint the logic, pay attention to it.

Going with our gut is hardest when we are put in a position to explain our actions. Prepare yourself with a simple plan. You could find yourself saying to someone, "I'm not sure why I'm feeling the need to wait before making this decision. Let me think on it." or "Something I can't put my finger on is troubling me." or "I can't explain this right now, yet I feel the need to move forward."

Guts are measures of our stress.

9. Inconsistency is part of our nature.  If we get frustrated by other peoples' tardiness, we often find we also show up just at the last - or beyond - the last minute. It is not by chance we are in the professions we are in. Something about it is what we need. Accept that you are inconsistent and you'll be easier on others who demonstrate this.

10. If you sell services, put your picture on your business card. This isn't a sign of vanity - instead see it as a form of access to you. When people see your face on your card they remember you much more often. If you face is on an ad, all the better. Bring access to your business referral community and your prospects. And make sure the photo shows how you want to be perceived.

11. When your alarm goes off, be thankful you're still alive! Instead of dreading the start of the day, consider the alternative - the lost opportunity. Get up and get connected to your spirit, your purpose and your relationships. That will awaken you and give you something to smile about.

12. As your week ends, look ahead at the number of appts you have scheduled into your next week. 5 appointments for the business builder is minimum. This allows you to attend networking events, to give presentations, to have follow-up appointments, to meet with your business partners and associates it is best to stay in touch with. For the business builder looking to pick up their pace, schedule 6-10 appointments weekly. Once you know which range to focus on, call/email/visit people daily to keep the appointments scheduled ahead. Before you leave the appointment, ask who your appointee would recommend you meet with next. Then take the steps to put them into your calendar.

Cordell Parvin and Attorney Credibility

I notice today's blog post for attorneys from Cordell Parvin speaks to why credibility matters. He does a nice job of concisely spelling out what it takes to be perceived as credible. Check out the link below to read it for yourself.

http://www.cordellblog.com/client-development/what-is-credibility-and-why-does-it-matter/

Now I will take a stab at answering

Why does credibility matter?

Our Focus Drives Our Results

It's not only in what we say, it's in what we do. Our focus determines our results. Lack it, and those of us business owners who want to get in front of our best audiences will ramble incoherently while others around us scratch their heads wondering how to help us.

The focused and strategic business builder is apt to articulate their needs and get results from listeners. Here's how.

If All the World's Our Stage - Why are We so Unrehearsed?

William Shakespeare said it best,

All the world's a stage, and men and women, merely players.

So why are we so unrehearsed?

Best Audiences for You

Building our visibility is of primary importance when we are in the position to find more business. We have shifted from the need to enhance our credibility - this is already underway with the projects, cases and experiences we have behind us. To advance next, we must build our network, originate our own clients and regularly get some face time in front of key people.

So how do we strategize to build our audiences? Great question. It all starts with developing a plan, preparing to manage it and practicing the implementation until we develop insight on what is and isn't useful. Let's explore the first of these three steps.