The Secret To Successful Rainmaking

Motivated.

Gung-ho.

Ready to get started.

But then life happens. The thing you intended to get done goes by the wayside. And you even (gasp!) procrastinate doing that thing.

***

This happens all the time.

It’s why so few people who set goals actually achieve them. And why so few attorneys are rainmakers.

What separates the rainmakers from the non-rainmakers isn’t what you think.

It’s not about personality. It’s not about who they know. It’s also not about knowing more (or being “natural” at it).

Because...

• Rainmakers do not have a set personality type.
• Simply knowing people won’t grow your business (and anyone can create a network).
• You’re smart, and can learn what you need to learn.

So, what makes the difference?

Rainmakers prioritize rainmaking activities.

Not what you wanted to hear, was it?

Rainmakers are consistent, persistent and patient.

They do NOT:

• Cancel lunch with a prospect because work suddenly got busier.
• Forget to post on LinkedIn when slammed.
• Spend most of their time (when attending conferences) working inside their hotel room.

And they don't immediately write off a potential client just because they said "no" to sending a new deal/project their way.

So, how to deal with the (very real) issue of being slammed and not having a lot of time? And what can you do when your brain starts spinning with all the reasons why you shouldn't bother or should just give up?

A couple of quick notes...

• It’s okay if you can't do everything you planned to get done.
• Law (and life in general) can get busy.
• You aren't in a race and aren’t behind (this last note is the most important one to keep in mind).

But that doesn't mean you can’t do something about it.

It’s time to support yourself.

What should that support look like? It depends on where the breakdown is occurring and why.

Here’s where I recommend getting started:

#1: Build The Right Mindset

A strong, growth-oriented mindset is what:

• Empowers you to do the hard work despite worries, doubts and fears.
• Keeps you motivated when you’re not yet seeing results.
• Enables you to quickly bounce back when things don’t go as planned.
• Allows you to learn from mistakes and mishaps.

And note: no one is born this way. This mindset takes practice and work (you cultivate it through use of proven tools like my Legal Mindset Mastery Toolkit ).

This is your starting point because it builds the foundation for what must come next…

#2: Get help.

Delegate all that can be delegated - whether to administrative or marketing staff (or even other lawyers).

Then, get outside help where needed. This will depend on your firm, practice and the type of growth you’re looking for but could include one or more of the following:

• Hiring new support/marketing staff.
• Hiring a digital marketing company.
• Working with a business coach/consultant.
• Purchasing new software or tech.

Do not shy away from getting help. Because you can't do it all (nor do you truly want to - it's overwhelming and exhausting).

#3: Create appropriate systems/processes.

Systems are what help with delegation efforts by ensuring:

• Deadlines are met.
• Results are consistent.
• Everyone involved knows what is going on.

This is key for proper collaboration. And note: I have an entire podcast around this topic (go here to listen ).

To sum up…

Don't beat yourself up for being human and life getting busy.

Do take time to support yourself. So that you can get the things you want to get done - you know - done.

You do not need to do everything yourself. And you aren't built to go solo (no human being is, no matter how high-achieving).

Get the support you need. It's the smart - and necessary - thing for achieving all the things you want.

XO,

Heather

P.S. Ready for customized support from an expert to help you build your ideal legal practice around the lifestyle you actually want? Here's how I can help .