BUSINESS DEVELOPMENT AND COMMUNICATION SKILLS FOR ATTORNEYS:
ATTORNEY TRAINING

The legal community is more competitive than ever. There are a large number of well-qualified attorneys out there competing for the same clients. Being a great attorney, returning all of your messages, doing volunteer work in your community, coaching little league, and speaking at your bar association meeting may simply not be enough any more.

Great technical lawyers get passed over all of the time! The best way to win business is to make a prospective client see how you can add value to his or her business. You must be able to speak to that client about the law in terms of how it can help them achieve their business goals. Prospective clients need to feel comfortable with you and believe that you understand and add value to their business better than anyone else. That’s the bottom line.

The most successful business developers in the legal community today network creatively, are focused on their target audience, and know who their audience is. They call up decision-makers, and are able to demonstrate what they can do for a client. These lawyers also know how to communicate in a “user-friendly” way and connect with their potential new clients in a way that these prospective new clients can understand.

You know that the legal profession is extremely competitive. Your firm goes out to hire the best attorneys, from the best schools, who graduate at the top of their class. You are yourself a well-educated and successful attorney. No matter! If your communication skills aren’t at their very best you are not getting as many new clients as you need and deserve, and you are losing business to other firms.

This one-day workshop is the answer and will help you to get more clients and grow your business, increase your batting average with prospective clients, and build rapport and long-term business relationships which will lead to more repeat and referral business.

Here are just some of the things that you will learn in this highly interactive one-day session:

• Searching for new clients and expanding the relationship
• Making clients believe that they are your most important client
• Knowing what advantages you have over other firms
• Winning beauty pageant contests when your business is up for bid
• Cross selling your services to your client’s other business
• How to get your foot in the door and how to work the phone
• Presenting your firm in a unique, useable way
• Making the most of your business cards and the Internet
• Starting the dialogue with any potential new client
• Extracting important information in a consultative way
• Responding constructively to customer questions and inquiries
• Learning to give a brief history/”elevator speech” about your firm
• Paying attention to proper body language
• Learning proper etiquette from discussing other clients to returning calls
• Talking to people in “user friendly” language so they hire you

 Most attorneys have tremendous opportunities for generating new business, but they don’t know exactly how to do it. This seminar has consistently provided all participants with an understanding of what it takes to generate and develop new business. Best of all, this seminar is delivered in a way that takes minimal time away from your billable work.

We understand that time is money, and we want to make this experience as easy and user-friendly as possible, therefore we will gladly come to your offices to deliver our seminar. That’s how we normally do it. We provide all of the equipment and materials. You just show up and keep an open mind. It’s as easy as that. - Please contact us today!

MAKING YOUR CASE:
ATTORNEY TRAINING

All attorneys need to be masters of communication! After many years of working successfully with attorneys on a one on one basis, we’ve finally created a presentation skills class designed specifically for the legal profession by presentation skills professionals and attorneys. Whether it is jury selection, opening statements, witness preparation, direct and cross-examination, or closing arguments, being a master presenter will dramatically increase your chance of winning. Making Your Case provides attorneys, lawyers, and anyone presenting in court with the tools to put their absolute best foot forward! Think about how much time you spend researching and preparing your cases, yet it’s been said that a jury makes up its mind in the first few minutes of opening arguments whether or not they will decide guilty or not guilty, based largely on which attorney they “like” the most. It’s not fair…but it’s true. Think about job interviews and even personal relationships. People deal with people, hire people, and buy things from people they like.

Now let’s get real. Of course evidence, facts, and preparation are paramount in any case. You will be smart and well prepared, but you must look great and sound convincing as well. Give yourself the best of both worlds, and increase your chance of success. There’s too much at stake for your clients and your reputation.

Still not convinced? Let’s consider politics and politicians for a moment. Because the members of a jury aren’t always highly sophisticated they will often times support an attorney they like, NOT necessarily the one who's the smartest. A great example of this in real life was Al Gore vs. George W. Bush in the 2000 Presidential debates. Gore was perhaps smarter and knew more, but the general public doesn’t like people that are the "smartest"-they want to “like” a candidate. That's why Bill Clinton, in spite of his personal setbacks was so effective as a politician. He was smart and had charisma.

Some people question whether Ronald Reagan was very intelligent, yet the large majority of people loved him! Jimmy Carter on the other hand was a candidate who had written books and had a high IQ. But he was perceived as weak and wimpy, even if it wasn’t true.

So, is image important? You bet it is! You spend the bulk of your time preparing the facts and details for your case. Making Your Case will increase your chance of victory by helping you back up your hard work by making you sound and look your absolute best! It may be the best investment you’ve ever made in your career since law school.

This highly interactive class will help you:

• Convey your side of “the story” in a compelling and convincing
• Demonstrate confidence and credibility
• Keep the jury captivated throughout the trial
• Utilize vocal strength to command the courtroom
• Gain trust through natural eye contact
• Establish rapport with the court and jury instantly
• Express yourself genuinely
• Cultivate client relationships
• Successfully negotiate backroom deals
• Implement successful business development and networking strategies
• Increase the chance of attaining fair and balanced media coverage
• Refine your main message for the cameras when everything is on the line
• Increase your ability to relax and maintain focus under pressure
• Determine who in your firm works best for different types of media
• Increase your overall communication skills whether in public or in court

And finally, we understand that time is money, and we want to make this experience as easy and user-friendly as possible. Therefore we will gladly come to your offices to conduct our seminar. As a matter of fact, that’s how we normally do it. We provide all of the equipment and materials. You just show up to your office as usual. It’s as easy as that. - Please contact us today!

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