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Everybody’s Swimming Upstream

by with 2 Comments Uncategorized

During our weekly marketing meeting recently, our social media strategist shared that she was having problems getting information from one of our vendors; “They say they can’t give us access because….” Without skipping a beat, our CRM extraordinaire blurts out, “So sad, everybody’s swimming upstream.”  Living in a world of scarcity = if I give you access to X, then you may no longer need me.

Bigstock-Salmon-Jumping-Up-The-Brooks-F-54555656Once I got involved, it was like magic – we had the information we needed in less than 15 minutes. I couldn’t help but incessantly think about this over dinner and, honestly, well into the night. OK, I lost sleep over it. How could a vendor we are doing business with (paying) not give us what we are paying for? 

One of my favorite authors, Brené Brown, sums it up beautifully: “We each have a choice in any setting to step back and let go of the mind-set of scarcity. Once you let go of the scarcity mind-set, we discover the surprising truth of sufficiency. Sufficiency is an experience, a context we generate, a declaration, a knowing that there is enough and that we are enough.”

It got me thinking about the law firms I work with every day.  From the first implementation call, we are pumped to get on the team’s side because “here we are to save the day,” we have systems and processes to make your life so much easier and efficient. Over the past 17 years, fewer and fewer teams are stoked about the promise of systemization. They fear they will become irrelevant, that they will eventually be out of a job. They think, I’d rather swim upstream day in and day out than gamble with the possibility of becoming unnecessary.

We all want to be needed. Scarcity creeps in when it comes time to give up that special X that only you do or have.  But the honest truth is that people will continue to pay you over and over, and never think twice about it, if they feelsafe, heard and appreciated.  Integrity, compassion and character cannot be systemized or replaced – especially in the personal services industry.

So the next time you feel that bit of panic when someone asks you to systemize what you do or train so and so to do what you do or provide us with the passwords to X, dig deep. Check in, and if your integrity, compassion and character are in place, nothing but opportunity and growth is waiting on the horizon for you. If you lead with creating a safe environment where people feel heard and appreciated, you have nothing to worry about.  Those “job functions” are few and far between.

One of the first homework assignments we give to our members and their team is listenting to "The Attorney / Team Mindset To Create An Extraordinary Practice."  We highly recommend you carve out 1 hour of time – with your team – and give it a listen.  We promise, it WILL change your mindset day in and day out and the way you all communicatea nd function as a team moving forward.

If you want to learn more about Lawyers With Purpose join us at our Asset Protection, Medicaid & VA Practice With Purpose Program October 20-22nd in Phoenix, AZ.  Register now.  Seats are filling up quickly. If you are already a member and want to attend Practice With Purpose, contact Angela in Member Services at acrowther@lawyerswithpurpose.com

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The NEW Lawyers With Purpose Estate Planning Process™ Binder

by with 2 Comments Systems & Processes

If you have not yet noticed, the entire LWP Estate Planning Process™ has been revised with new documents and support tools.  Go to the LWP Processes Tab, click on the first tab (LWP Estate Planning Process), and check it out.  The first folder – “Estate Planning Process Full Binder” – contains a single link that will enable you to print out 90% of the contents and should replace the 2012 binder you have been using.  There are 229 pages of great stuff in there.

Bigstock-We-Guide-You-Through-Every-Ste-48455321The Five Key Focusers™ have been updated to enable your firm to capture additional important information and are available to you in both Word and Excel formats.

The Workshop Outline has additional information about free publication for your workshops, and a detailed but concise follow-up process with supporting letters.

Check out the “Appendices” tab in particular as that contains updated and revised tools for your firm.  The organization mirrors the process, so you can easily locate what tools you need for each step of the process. 

For example, if you want to figure out what goes into a Vision Meeting™ folder, all the pieces are together, in presentation order.  Simply click, insert your firm logo and print.

There are 18 letters that support the process, from workshop enrollment to file closing. 

In Appendix “F” we have revised versions of the design templates that more closely mirror the design software. 

In Appendix “G” we have included sets of inserts for your client estate planning binders that provide an overview of each document, plus additional client planning pieces such as Memorial Instructions.

In addition, videos and webinars that support each step of the process are in the process of being relocated so that members can more easily educate themselves on specific steps in the process. 

As we continue to develop additional tools for our members, they will be search indexed, and added into the appropriate steps of the processes. 

I’m personally very excited about these changes, and would love to hear your feedback!  Email me directly at ncatale@lawyerswithpurpose.com.  And, if you're a member you have access to "How To Fully Implement The LWP Process" webinar on the members website.

If you want to learn more about the Lawyers With Purpose Estate Planning Process, please join us in Phoenix on October 20-22nd for our Practice With Purpose Program.  Click here to register now and reserve your spot.  Seats fill quickly so register today!

Nedra Catale – Coaching, Consulting and Implementation, Lawyers With Purpose

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Rules of Vacation

by with No Comment Coaching & ImplementationSystems & ProcessesTeam Building

I’ve had a few implementation calls with a team that is 100% committed to reaching their revenue goal.  They’ve got all they need in their pipeline, marketing is producing leads, workshops are getting filled, production is keeping up as much as possible with the growth, etc.  They have such determination to reach goal that it’s been inspiring to participate in their conversations, anchor them to the LWP tools and support them.

Bigstock-Happy-couple-on-the-beach-of-s-49742783At this point, the key to their success lies in creating and committing to the old 40-40-20 time split.  You know, the “40% lead generation/lead conversion, 40% revenue-producing activity, 20% firm development” ratio.  The hardest part is the reality of making it happen AND holding each other accountable that they are doing what they committed to on their time template.  So, to make sure they were on the same page, communicating and setting standards and ensuring that their intentions were set in stone, they created their firm's “Rules of Engagement.” 

This had such an impact on the team that they decided to take their rules a step further.  When talking together and planning for the upcoming vacation for the attorney, the team created some “Rules of Vacation” to make sure he took some much-needed time away without having to worry about the office during his absence.    

What’s great about it is they had fun, but they also set standards for what will and will not take place on vacation.  They gave permission to check in with the office, but only at certain times and for specific reasons, and that leads to boundaries and standards.  The rules also make certain that he is present with his family during the time away.  My favorites are #’s 7 & 8:

ATTORNEY RULES OF VACATION 

  1. Vacation means vacation – trust your team – you have the right people in the right places – they have your back when you are in the office at all times – they will have your back when you are out of the office at all times!!!
  2. Vacation begins at 5:01 P.M. on ________, 2014.  Your spouse has permission to call at 5:02 P.M. to make sure you are on your way home.  You have permission to work until 9:00 P.M.  on the day prior to your vacation starting, if you choose, in order to “clear the decks.”
  3. Attorney may not call the office unless it is in response to a 911 text, email or voicemail from the team.
  4. Attorney may check and respond to emails at assigned times approved by spouse once in the morning and once in the evening so that they don’t have anxiety about it throughout the day. 
  5. Attorney MUST at all times be on vacation.A
  6. ttorney MUST at all times have fun.
  7. Attorney MUST at all times be present to the family.
  8. The family MUST make attorney put on either Mickey Mouse ears or a princess crown and send that picture to the team for future blackmail and accountability purposes.
  9. Attorney MUST tell himself or herself every day that this vacation will not be a repeat of any dreaded prior vacations and remember what a great workplace we have created to permit such a vacation. 
  10. Attorney MUST not call the office 100 times a day!
  11. The family MUST hold attorney accountable for any deviation from items 1 through 10 and attorney MUST be willing to accept and suffer the consequences for breaking any of the rules.  (The team suggests letting the grandchildren make grandpa into their favorite princess, including putting on make-up, and sending those pictures to the team to provide ample incentive to obey rules 1 to 9.)
  12. Attorney MUST get the initials of family members as proof that they  went over the Rules of Vacation together and had fun doing it.

I, _________________, acknowledge that I have read and understand the above Rules of Vacation. 

Attorney signature ______________________________

I know we are winding down vacation season and headed back to school and then quickly into the holidays. But grab onto these rules and make them your own and empower your team to communicate so you can power down on that next get away – whenever it is!

If you want to learn more about Lawyers With Purpose and how we can help you take your next vacation AND generate revenue, join us October 20-22nd in Phoenix, AZ, for our Practice With Purpose Program. Click here to register today!  Seats are filling fast and October is right around the corner so grab your seat now.  If you're a member and would like to come to the Practice With Purpose Program, please contact Angela directly at acrowther@lawyerswithpurpose.com.

Roslyn Drotar – Coaching, Consulting & Implementation, Lawyers With Purpose

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Speeding Through Life

by with No Comment Team Building

So, this morning on the way to work I got a speeding ticket and as I sit and think about my actions it is bringing much to mind.  How often do we speed through life…through our days…going from one thing to the next?  We rush into our days, through our days, and then back home to rush through our evenings and our time spent with family and/or friends.  

Bigstock-the-light-trails-on-the-steet--40546429We say yes…we say no…But are we really giving the questions the proper thought, time and energy?  Are we asking the right questions to ensure that what is being asked of us is going to be carried out in the best way possible and we are the best person to be doing so?  Are we being present in our jobs…during our meetings….at home during dinner with our loved ones…putting our children to bed…or are we just passing through the fastest way possible to get to the next thing that has to be done?  Are we "checking out" and driving in the fast lane with no absolute destination and not giving attention to all the beautiful little moments in between that really mean so much?

Amazing the thoughts that one (not so) little speeding ticket can bring to mind!  We all need to remind ourselves of the value we bring every day…in taking the time to do every little item in our days with intent, purpose and our true being.  Driving in the fast lane is not all it's cracked up to be…you miss so much…you lose so much…you can even lose yourself.

Being present in the moment is what is calling to me right now…in life…in work…in my family.  Be present and be true…and don't let the temptation of the fast lane pull you in…there is so much you will miss along the way.

I challenge you all to take stock…look at your life, your loves, your work, your passions.  Make sure you are present to what is happening every day…make decisions based on knowledge, asking the right questions, and the all-important "gut check".  Become the owner of your life and your decisions…don't be that driver speeding by just trying to get to the next checkpoint the quickest way possible.

If you are interested in learning more about Lawyers With Purpose and want to experience first hand the impact it can have on your estate or elder law practice, join us in Phoenix October 20-22nd for our Practice With Purpose Program.  If you're an existing member and want to attend, please contact Angela at acrowther@lawyerswithpurpose.com.

Marci Otts – Director of Operations, Lawyers With Purpose

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Planning Anxiety

by with One Comment Uncategorized

How many times have you found yourself anxious about change – no matter how big or how little – simply because the uncertainty ahead appears daunting? Many of us make up a colossal fact pattern in our heads with anticipated upset (emotionally, financially, organizationally, etc.)  involved in the final outcome. In my experience, when you take the plunge and dive into the deep end of the pool versus easing into the shallow end, you find it wasn’t as rattling as you expected. 

Bigstock-Self-Developement-Concept-55844918Two weeks leading up to heading east from Colorado to New York, I had an unnecessary amount of anxiety about making the “big trip.”  I was scripting an elaborate story about how hard it was going to be to walk into the family home of 43 years that my parents built when I entered this world (child #4 of 6). The last time I was there was in February, when my mom passed away in our family living room.  It was one heck of a year for 35 Cannas Court: Mom and dad both passed away eight months apart, leaving our family home for the final time.

Truth be told, the moment I walked into my folks' back yard – where the in-ground pool (encircled with my father’s master gardening) was traditionally overflowing with my nieces and nephews, parents and  siblings on any given Sunday afternoon – I instantly felt a calm come over me. I knew this was exactly where I needed to be. It felt very healing. I knew I was not only going to get through this, I could learn and grow from my time here.  I would be better for it. There would be therapy in helping my sisters pack up the home and get it ready for the escrow closing at the end of the month. Cutting my father's grass, though not as well as he would have, would help me to properly say goodbye. 

I quickly remembered the most accurate definition I think I’ve stumbled upon for the term  “anxiety.”  “The root of all anxiety comes from lack of information.” The only information I had in preparing for the trip was from everyone else’s perception. “Wow, that’s going to be really hard,” they told me. “I don’t know how you are going to get through packing up your childhood home.”  And many other renditions of the fear of the unknown, the fear of change and the fear of goodbye. 

I hear attorneys and team alike spout the workplace version of this  every day: “I am nervous to add another person to the bus, I don’t know how I will pay for them.” “If I let him go, everything is going to crumble.” “I really would love to X but I fear Y.”  And as we all know, yet must forever relearn and remember, every time we move forward we find that the dread was worse than the actual change. 

“When you take a deeper look at all the things that you fear, notice that fear is an emotion that exists only in regard to the future,” says Ariane De Bonvoisin, author of “The First 30 Days: Your Guide to Making Any Change Easier.” “Worry and anxiety come from imagining terrible scenarios that could occur in the future instead of focusing on what is actually happening in the present moment.”

Making a move (change) in life is absolutely daunting, especially for those who have lived in an area/situation self-imprisoned by the mental fear of the worst-case scenario. But making the actual move (change) is worth every step versus the alternative of living in the planning anxiety phase, the lack of information (guarantee) about the outcome. The breakthrough is always just on the other side of the breakdown.

Where in your life or practice are you living in planning anxiety?

If you want to experience what Lawyers With Purpose has to offer, join us in Phoenix AZ, October 20-22nd for our Asset Protection, Medicaid & VA Practice With Purpose Program.  If you are currently an LWP member and are interested in attending the Practice With Purpose Program, please contact Angela Crowther at acrowther@lawyerswithpurpose.com to obtain registration information.

Molly L. Hall, Co-Founder, Lawyers with Purpose, LLC, and author of Don’t Be a Yes Chick: How to Stop Babysitting Your Boss, Transform Your Job and Work with a Dream Team Without Losing Your Sanity or Your Spirit in the Process.

 

 

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Congratulations to Peggy Timmel, LWP Member Of The Month

by with No Comment Asset ProtectionEstate Planning Drafting SoftwareLegal MarketingMedicaidSNTVA

What is the greatest success you’ve had since joining LWP? 

Organization + Confidence = Increasing Success.  That’s the formula we now have in place.  Sure, we still are working through some of the processes, making them our own and getting the kinks worked out when and as needed.  Not all clients initially expect the process to be as involved, but there is no doubt that our efforts are appreciated. 

PhotoWhat is your favorite LWP tool?

LWP Meeting Focuser (the green sheet) – it may sound strange to some members, but that sheet is reviewed at the end of client meetings so that tasks are delegated and the next meeting with the client put on the calendar.  I’ve been using it for cases that are pre-LWP or non-LWP, like guardianships.  It keeps our team more focused and allows us to move our clients through the entire process more smoothly.

How has being part of LWP impacted your team and your practice? 

We get to travel three times a year and always come back with something to improve our practice.  It has been incredibly helpful to have the support system that LWP provides.  The members provide a great community of support and the LWP systems and processes give us a great foundation to continually improve our practice.

Pipeline

It’s Time To Report!

by with No Comment Coaching & ImplementationLegal MarketingSystems & Processes

As a former school teacher I’ve had ample opportunity to be on both sides of reports cards – both getting grades, and giving them.  When we were children, report cards are handed out primarily for our parents’ benefit.  The further we go with our education, the less grading is for parents, but to give us as adults, a means to measure our successes … or failures.

Even though most of us have finished our formal education, and few of us measure our progress through life with grades, we continue to use numbers to measure our successes and achievements.

“How many pounds have I lost on this diet?  How many days have I gone without smoking?  How many miles did I walk?  How much did I earn this year compared to years past?”

We know that an essential key to success is writing down one’s goals.  But those who are successful also document their progress in a consistent way, so that their path to success can be adjusted if need be.

The Pipeline Focuser™, one of the LWP Five Key Focusers, provides a format to document weekly progress by tracking: 1) the number of initial or vision meetings scheduled each week; 2) the outcome of each of those meetings; and, 3) the total dollar amount of engagement agreement value for the week.

The Pipeline Focuser™ is probably the least understood focuser of the Five Key Focusers.  But the information it captures documents an important aspect of your firm’s growth and is directly reflected in your monthly revenue.

PipelineTake a look at the sample, completed through the end of the week.  Note how the focuser reflects the meetings on the firm’s calendar.  This focuser is ready to be reviewed by the team in their weekly staff meeting, together with the focuser for next week, which will show the potential new clients and matters for next week.  It will also indicate which prospects did not engage, and what further action may be needed (see the Follow-up Focuser™).  Here is your firm’s weekly report card.

If your firm is not currently tracking this information, either through the Pipeline Focuser™, or some other system, I hope you will make this a part of your firm culture going forward.  

If you want to learn more about Lawyers With Purpose and are interested in attending our Practice With Purpose Program to learn more about Medicaid, Asset Protection and VA, click here to register today to reserve your spot.  We'll see you in Phoenix in October!

Nedra, Catale – Coaching, Consulting & Implementation, Lawyers With Purpose

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I Have No Clue What She Does All Day

by with No Comment Coaching & ImplementationTeam Building

How many of you have truthfully cried out, “I have no idea what she does all day” about your Director of First Impressions as you juggle client appointments, synergy meetings, internal meetings, document reviews and “emergency” calls with your teenage kids while on summer break? I personally hear this no fewer than 20 times a week from entrepreneurs across the map.

Bigstock-beautiful-businesswoman-asleep-16933931Such unfortunate hallway comments are not meant to be a criticism or judgment about the employee. The intent is not to imply that the employer believes she/he is messing around on Facebook all day. The truth of the matter is that when a business owner has that feeling of “I don’t know what she does all day,” it is indicative of a business that is not operating with an organizational structure that relies on job descriptions with weekly tracking and accountability. It’s actually because the business owner is behind closed doors all day in back-to-back meetings, painfully aware of the insane schedule, with little hope of addressing a growling stomach, an overloaded inbox and pressing family obligations.

If you have that sinking feeling about any of your team members, chances are it is not the person but a training and communication matter. Fortunately, this is a very easy fix. And within 30 days you will know if it is actually a case of wrong person, wrong role and how to course-correct. Your CC & I coach can help you create a path and plan to review the employee’s job description, the CC & I suggested 90-Day Training Plan and how to track and measure for weekly effectiveness, all in one hour. Together, you will also conduct a communication analysis to compare each person on your team’s Kolbe, Strength Finder and Languages of Appreciation to determine how to establish consistent, effective communication to ensure you never have that sinking feeling again.

So, if you’ve found yourself saying, “I have no clue what she does all day,” contact ncatale@lawyerswithpurpose.com to schedule your LWP CC & I member call to support your communications efforts.

If you want to learn more about Lawyers With Purpose and what we have to offer, please join us in Phoenix October 20th – 22nd for our Asset Protection, Medicaid and VA Practice With Purpose Program.  Register today, seats fill up fast!

Molly L. Hall, Co-Founder, Lawyers with Purpose, LLC, and author of Don’t Be a Yes Chick: How to Stop Babysitting Your Boss, Transform Your Job and Work with a Dream Team Without Losing Your Sanity or Your Spirit in the Process 

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Does Your Car Have A Name?

by with No Comment Coaching & ImplementationSystems & Processes

The “Fact-Finder” in me was interested to learn that Nationwide Insurance surveyed more than 1,000 car owners last September and discovered that nearly 25% of us have named our cars.  In fact, women are significantly more likely to have a nickname for their cars than men (27% vs. 17%).

Bigstock-Cartoon-Car-4797277Next week my “Bessie” has an appointment with our mechanic for a going over.  She’s getting a new timing belt (ouch!), a change of transmission fluid, and I think he mentioned something about a 38 point check.  When I get my Bessie back, she will be thoroughly checked out.  I’ll find out from the experts if there is anything else that I need to be concerned about.

Did you know that LWP offers a similar service for you and your team? Our Implementation Coaches have a point-by-point checklist where we can “check you out” and identify holes in your processes, areas where you may want additional coaching, and even pinpoint potential problems you may not see coming.

Some of our members have asked for an overview of the training and support provided by the Implementation Coaching team. This can be found on the LWP member website, under the last tab – Implementation—in the Introduction folder. In fact, the entire Implementation tab has been reorganized to provide immediate and direct access to the tools needed to progress through the learning path.

Each Module has been set up to support the work that your Implementation Coach does with you and your team.  If you’ve not been on the website in a while, I hope you’ll make a point of checking out the reorganization and addition of new tools.

And please – let us know your thoughts!  We value your feedback.

If you are interested in attending our Practice With Purpose Program, register and reserve your spot today! This event always sells out and will teach you all you need to know to run an efficient and successful estate planning / elder law practice.  We look forward to seeing you in the room. 

Nedra, Catale – Coaching, Consulting & Implementation, Lawyers With Purpose

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The Truth About Your Future Employees

by with No Comment Uncategorized

Interviews don’t have to be painful. Honestly. Most interviews are painful because of the quality of questions you are (or are not) asking. Most people are easily seduced by an impressive resume, so most interviewers ask the customary questions: “Why did you leave your last job,” “What are your strengths, weaknesses, etc.”  It’s pretty hard to raise any major red flag in this manner. 

Bigstock-Truth-Torn-Paper-52352908This morning I was supporting an attorney in conducting phone interviews for a paralegal position. In reviewing the candidate's resume, I was pumped – with her current company for 12 years, previous company for seven years and the bullet points describing each position were beautifully crafted to articulate leadership and self-direction. 

Ten minutes into the phone interview I was feeling so hopeful for the attorney. The candidate spoke of how she is financially free, house paid off, husband successfully running the family business. Sweet, I thought, the money conversation should go fairly smooth, since she’s not afraid to talk money and clearly is not primarily motivated by it.  “Fantastic”, I said, “You have such an impressive financial outlook. You’re leaving a company after 12 years and your husband and father are doing well running the family businesses.  I’m hearing that money is not a primary motivator for you; what about coming into the estate & elder law industry excites you enough to make an industry shift, if not solely for the money?”

An awkward long pause. And then LOTS of choked up tears. “I don’t appreciate you saying I am wealthy and spoiled,” she replied. “I take huge offense to this and I am hanging up on you now.” CLICK. Clearly I triggered something BIG for her.  It's amazing how people show their true colors when the questions have some heft and depth to them. It is very hard to have canned answers for how to respond. Google won’t come up with questions like these on the Top 10 Interview Questions lists.  I had never been so happy to be hung up on when I began to visualize how this gal would have handled the first challenging call from an upset, scared, confused baby boomer client who pushed buttons she didn’t even know she had.

To say the attorney was happy when I followed up with my notes is an understatement. The truth is very seldom revealed when we are asking safe, standard questions.  To request  a free copy of “The 5 Minute Phone Interview” script, please contact me at mhall@lawyerswithpurpose.com

If you are interested in attending our Practice With Purpose Program, register and reserve your spot today! This event always sells out and will teach you all you need to know to run an efficient and successful estate planning / elder law practice.  We look forward to seeing you in the room.

Molly L. Hall, Co-Founder, Lawyers with Purpose, LLC, and author of Don’t Be a Yes Chick: How to Stop Babysitting Your Boss, Transform Your Job and Work with a Dream Team Without Losing Your Sanity or Your Spirit in the Process.