Take a Chance -- Say Hello to Someone You Do Not Know

Some habits are hard to break... like hanging out with whom we know at an event with hundreds of new relationship opportunities.

Tonight was the first ever Orange County Business Journal General Counsel of the Year Awards gala. To the credit of Executive Editor Rick Reiff and Publisher Richard Reisman the attendance was stellar and thank you for recognizing the rock stars behind the scenes that make the wheels go fast (i.e. general counsels).

The habit I witnessed at the event this evening is our propensity to migrate and remain within the circle of relationships we already have. In a room filled with unknown people (decision makers we should get to know) we sought out any person that provided a safe haven -- no risk, nothing uncomfortable. In a room filled with opportunity we choose not to take a chance at a cost of $150.00 per ticket.

I know most of us (me included) are not extraordinarily extroverted people and feeling safe is important... but if I could encourage you to meet just ONE new person when you venture out. It really is worth it.

Bringing It vs Winging It

I have worked with a lot of professionals at all points of their careers. Some exceeding all expectations and others just getting by on their effort. Along the way I've formed a few thoughts about who is authentic and who is not. That the basis of the list below. What I hope for is to work with professionals that know how to bring it -- and not endure people that are winging it.

1. People who bring it don’t worry about anything. They have truly done everything they can do, so worrying is a complete waste of time. People who just wing it constantly wonder what they could have done better, or what they need to do tomorrow to make up for today’s shortcomings.
2. People who bring it may be scratched, beat up, bruised, or bleeding, but they go to bed knowing that they truly fought their best fight, and they are at peace as a result. People who just wing it are masters at coming up with reasons (excuses) for why they didn’t make an all out effort.
3. People who bring it live up to their personal integrity every single day, even if it means a lack of security, or if it means taking a risk. People who just wing it always take the safe route, and they die just a little bit inside each time they give up what they truly want in order to settle for what they believe they can have.
4. People who bring it realize that every 60 seconds of their life is another 60 seconds that they can take action towards their goals. People who just wing it always have reasons (excuses) for why they haven’t yet finished a project, or accomplished a goal.
5. People who bring it understand that their position of power is something that they create internally, and that it has nothing to do with the outside circumstances. People who just wing it can always justify their willingness to give up control of their lives with lots of “real world” reasons for why it’s all out of their hands.
6. People who bring it also know that they are bringing it, and even if they live in a cardboard box, their cardboard box is the best one on the block because it was built with confidence and pride, not lack and despair. People who just wing it are well aware of the fact that they are winging it, and no matter how successful or unsuccessful they are, the voice in the back of their mind never stops reminding them that their life isn’t what it could be. They are also quite proficient at ignoring that voice.

Look People in the Eye

I have met thousands of men and women for the first time on countless business occasion. Whom I've remembered is a pretty short list. To a person whom I remember are the individuals that looked me in the eye as we spoke -- they were focused on me. Even more importantly, they made me feel like I was the most important person in the room in that moment.

A simple thing like eye contact made all the difference.

If you can develop this one skill, looking people in the eye as you speak, you will be amazed at how quickly you gain new friends and business allies.

No Compromise = Change

The business of creating change is an uncomfortable place to live... and exciting as all get-out!

Working at a law firm I witness the attorneys of my firm accomplishing incredible change for their clients almost every day. The lawyers of my firm push innovative ideas, dismantle old beliefs and make risking everything seem easy... and it works!

So, when I can bring the lawyers at my firm to a similar point in marketing related ways I am elated! It means I have brought them to the brink of change. Either my attorneys will take a new (marketing) step forward or choose to retreat back into their comfort zone.

This is the risk I accept as a marketer at a law firm. If the attorneys accept the challenge of change I have much to do. If my attorneys retreat toward a comfort zone I had better start considering my longevity.

My challenge for myself, and for all law firm marketers, is that I/we never stop challenging our firm to move forward, in the same way my lawyers never stop challenging our clients.

Can we do anything less?

Being the Lawyer People Expect to Meet

When meeting someone for the first time we have nanoseconds before we are judged and cataloged. We either fit his/her expectations and have an opportunity to continue toward a relationship, or we did not fit... and the relationship has already failed.

Attorneys face a double whammy! First, a lawyer is judged as a person and in that same nanosecond, judged and cataloged as a lawyer.

Most attorneys I've ever known are incredible people and in most cases will pass the first test with flying colors. Unfortunately, many I know do not pass the second -- the reason will surprise you.

Growing up in a media age your clients and prospects eat a continual diet of images and personalities via television, media outlets and movies that leaves an imprint of whom a lawyer is, performs and acts. It's a stereotype. Whether you project the stereotype, or not, will impact first impressions -- the nanosecond before judgment.

In general, everyone who is not a lawyer expects you (the lawyer) to act like a lawyer. What that looks like is this:

• Composed
• Eloquent
  
• Serious
• In control
• Successfully attired (fitting to the occasion)
• Appropriately opinionated
• Poised
• Aggressive
• Smart
• Successful
  

In other words, a leader with class and distinction.

None of this whole stereotyping stuff is fair, but it's real and everyday. If you wish to succeed as a lawyer I encourage you to act like one!

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Never Say, "I'll Give You a Call."

Here's the scenario: I'm at a business mixer meeting, greeting and doing the schmoozing thing. I engage in a conversation with someone I've never met and determine this a nice person and all, but not really anyone I need to connect with beyond this evening. We exchange cards and as we part I state, "It was great to meet you, I'll give you a call."

The truth is I probably won't (You do it too so don't get on your high horse!). At business mixers we say a lot of stuff to be nice and we have to stop doing that.

What I should have said as we parted is, "It was great to meet you."

Long story short -- If I will actually follow up with a call then I should do that without the impromptu promise. But if I say I will call and I do not then I may be creating a reputation problem.

Long story shorter -- You will meet lots of people you're not interested in engaging further. Be real and be honest, just move on with no fake promises or niceties.

Never say, "I'll give you a call."

Social Networking, #LMA10 and Law Firm Marketing

I did not attend the 2010 Legal Marketing Association Conference in Denver this year, but I definitely know what was going on there and more importantly, I learned some of the key bits of knowledge being transferred there by expert speakers and panelists.

The conference planners created #LMA10 via Twitter -- throughout the conference attendees were tweeting live about what they were witnessing, experiencing and learning. The share was awesome and I learned along with them! Certainly it was not as robust an experience as being there in-person but I caught enough to find real value.

I am not sure what lesson to take away from this experience that will be relevant to creating opportunities for my law firm, but there HAS to be a gem in this moment.

Being part of the (social networking) conversation absolutely matters... how social networking will create opportunities for my lawyers still remains just outside my grasp. But I am working on it... my epiphany is moments away.