When you set goals for your marketing, make them specific! So, instead of saying “I’m going to meet with 35 new clients a month” say “I’m going to meet with 2 new clients a day, for four days per week = 32 new clients.”
Then share your goal with everyone in your firm. Let your receptionist, legal assistant, funding coordinator, associate attorney (aka – everyone in the firm) know. And begin your planning path to success on how your going to get it done, one step at a time. Have our team help you meet your goals by keeping track of your progress. It helps keep the goal on track.
Another thing, have fun with it. Offer an incentive to your team to help you reach your goal. For example, give the person in the firm that gets the most people into your workshop a Starbucks or iTunes gift card. Maybe the person with the most by the end of the week gets "Free Lunch Friday!" You’d be surprised how much people want to help and it can be fun! Or another thing you can do is have a team member look through your database and pick up the phone and get your clients to opt into your newsletter to keep up with the latest and greatest in the estate planning arena to all your respective referral sources. Offer the team an incentive to come together as a group and get it done in a certain time frame and then maybe work a half day Friday once the task is complete.
Another example of specific goals would be “I’m going to schedule 1 hour on my calendar every Friday afternoon to post three times to my blog next week” rather than “I’m going to start blogging.” If you just throw your goals out there without being specific and without sharing them with people who will hold you accountable, they will more than likely never happen. Be S.M.A.R.T with your goals…ALWAYS. Don’t underestimate that! Attainable and specific goals have a better success rate.
When talking with our clients that have success with their marketing they typically pull their team together, share their S.M.A.R.T goals and then implement a plan of attack, thrive and succeed. They empower their team to hold them accountable, and help make things happen! Being specific and sharing helps make them do-able, they become more realistic with support and less overwhelming.
Roslyn Drotar
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