1.0 Other, Office Management CLE Credit A/V Approval # Recording Date December 15, 2017 Recording Availability February 16, 2018

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1 1.0 Other, Office Management CLE Credit A/V Approval # Recording Date December 15, 2017 Recording Availability February 16, 2018 Meeting Location Date Time Topic King County Bar Association 1200 Fifth Avenue - Suite 700 Seattle, WA Friday, December 15, :00 PM to 1:00 PM Five Ways to Work Less, Make More, and Have Happier Clients! AGENDA 12:00 PM Presentation: So You Want to Be Five Ways to Work Less, Make More and Have Happier Clients!, by Christopher Small, CMS Law Firm, LLC and Building a Law Firm How to free up several hours per day to focus on tasks that actually matter. An easy way to stay in touch with clients without having to do ANY work. My secret process that gets me at least two new clients per month without doing any extra work or spending any money marketing. How to eliminate mistakes, sleep easy at night, and put an end to having to "put out fires." The number one time killer in your day and how to eliminate it forever. 1:00 PM Adjourn SPEAKER BIOGRAPHY Christopher Small, CMS Law Firm, LLC and Building a Law Firm Christopher Small knows the business of law firms. The owner of CMS Law Firm LLC and Building a Law Firm, Christopher has both built successful law firms and coached law firm owners to grow their own firms. He started his first law firm in 2009 (Emerald City Law Group), built it up into a successful law firm, and then sold it in 2015 to go and start another in a completely different practice area. And his passion for the business of building law firms is so great he started talking about and teaching what was working for him (and what wasn't) so other law firm owners could achieve the same success.

2 HOW DO I EARN CREDIT FOR SELF-STUDY OR AUDIO/VISUAL (A/V) COURSES? For pre-recorded A/V (self-study) programs, although the sponsor should apply for accreditation, lawyers need to report the credits earned for taking the course. To add an approved course to your roster, follow the procedures below: Go to the "mywsba" website at Log in. Click on the "Access MCLE" link in the "MCLE Info" box on your home profile page. Click on "Add Activity." Search to find the approved course in our system. (See search suggestions on the screen.) Adding a Recorded Course Select Recorded Course from the Add New Activity screen. This will prompt you to search for the activity in case the activity has already been accredited in the MCLE system. You can search by Activity ID or by specific Activity Details. For the Activity Details search, you can use keywords for the title, sponsor name and date. After entering your search criteria and selecting Search at the bottom of the screen, a list of possible activities will be provided. You can select the correct one by clicking the Activity ID. This will take you to the specific activity. Entered the date(s) on which you began and ending viewing this recorded activity. Then claim the correct credits for which you attended this activity in the Credits Claimed fields and click the Submit button at the bottom of the page. You will receive a confirmation message at the top of your screen stating, The activity has been added to your roster.

3 Presents... 5 Ways to Work Less, Make More Money, and Have Happier Clients And actually do the thing that you LOVE inside of your business... Who This is For? Law Firm Owners Future Law Firm Owners Rainmakers What Would Your Life Look Like If you could get everything done in a day that you needed to and be out of the office by 5 pm?...you could walk into your office every morning knowing EXACTLY what you were doing that day, and it actually happened like that?...your law firm was a source of pride and honor instead of a job where you work harder and make less? 1

4 In The Next 45 Minutes I m going to show you how that life is possible for you (it s a lot easier than you think) How to free up several hours per day to focus on tasks that really matter How to make more money by working less The number one time killer in your day and how to eliminate it forever... In The Next 45 Minutes An easy way to stay in touch with clients without having to do ANY work. My secret process that gets me at least two new clients per month without doing any extra work or spending any money on marketing How to eliminate mistakes, sleep easy at night, and put an end to having to put out fires What Makes This Different? I M USING THIS RIGHT NOW......You Get A Look Into What Makes MY Law Firm Growth Go From Stagnant to Supercharged... 2

5 Question Are you tired of working an entire day, looking back, and feeling like you ve gotten nothing done? Have you done the math and realized that the only way you can make more money is to work more hours (and that every hour you aren t working is literally money out of your pocket)? Question Do you wonder whether or not you ve just created a job for yourself that you re going to hate showing up for every day in the near future? Do you think and research and plan and research and plan and look up and find yourself exactly where you were before? Does it feel like everyone else out there knows some secret to success that they just aren t letting you in on? Question 3

6 This Is Why You Should Stick Around If any of this feels like you none of these things are the REAL problem. These are symptoms. The REAL problem is that you haven t yet made the 5 essential shifts I m going to show you today. More on these 5 shifts in just a minute... They Will Open Your Eyes To A Brand New World Increased income. Predictable revenue. Amazing clients that are happy to pay for your services. 4

7 Seizing control of your time so you decide who you work with, how you work with them, and how much you charge. Utilizing systems and automation to make more and work less That feeling of relief of knowing you don t have to worry about paying the bills every month but instead focus on managing the growth of your firm. What You Need To Know: These are five simple upgrades that will give you your time back, will allow you to make more money, and will have clients lining up to work with you Who I Am I m Christopher Small I m a law firm owner and a law firm consultant. I ve started three successful law firms and helped many other law firm owners do the same. My specialty is making the phone ring consistently with great potential clients and getting them to sign up. 5

8 Discovery: The Five Shifts ONE THING: YOUR NICHE CHOOSE TO BE THE BEST IN THE WORLD AT ONE THING. Stop with the multiple practice areas This is the biggest mistake lawyers make and the one primary reason they fail 6

9 Stop with the multiple practice areas You can t be great at everything Generalists NEVER make as much as specialists, people who are masters at their ONE THING It makes it impossible for you to let the world know who you are and what you do. When You Get This You go from talking to a million different people about a million different things, and Wasting hours and hours learning about practice areas you don t like and won t ever work on again, to... Sitting back and watching your perfect potential clients come to you again and again, desperately in need of the solution to the ONE problem you know how to solve better than anyone else... When You Get This MYTH: BEGINNERS think they are limiting their options. TRUTH: Real pros and those who practice client attraction understand that the more they hone in their focus the easier it is to become a market leader, a true expert, and a high priced producer 7

10 Legal Services are NOT a commodity. There is a place for the best of the best. And you get paid based on your order in the pecking system. When you aren t clear about this you end up repelling your best clients, undercharging for your services, and teetering on the edge of burn out THROW AWAY THE CLOCK STOP BILLING BY THE HOUR AND GET PAID FOR VALUE. Get OFF Of The Treadmill When you bill by the hour the only way you can make money is by working. You turn family time into a reverse counting machine. 8

11 Get OFF Of The Treadmill Vacations are impossible because everything stops. You are dis-incentivized to work on the truly valuable components of your business marketing systems and work product systems. The more productive/efficient/better you get the LESS you make When You Get This MYTH: BEGINNERS think they are selling their time. TRUTH: Real pros, masters, understand that they better they get the LESS their time will matter and the more their expertise and experience will drive their fees. You Are NOT Selling Your Time You are selling specific results. And you get paid based on the value of those results. When you aren t clear about this you end up repelling your best clients, undercharging for your services, and teetering on the edge of burn out 9

12 But what about the risk My question back to you is this if I am a client and you can t predict how long something is going to take and what it s going to cost, are you really that good at what you do? A Simple Solution 1. Flat fee what you KNOW happens all the time. 2. Insert an hourly clause/a la carte clause for unique issues that arise. 3. Be HONEST with yourself and your clients when/if those issues arise. 4. Suck it up in the one out of every 25 cases that you have to work more on than you thought you would. TWO NEW CLIENTS A MONTH CREATE A SIMPLE SYSTEM THAT WORKS FOR YOU. 10

13 Does this sound like you You work really hard to create a referral relationship and someone actually sends you a potential client! You follow up once or twice, never hear back, and you just assume they weren t interested. #TRUTH People are busy. You are not at the top of anyone s priority list. The gold is in the follow up. The problem. If you re doing it right, you re getting referrals every day. You don t have the time to send out a follow up to the entire list as it grows. 11

14 The solution? A system that follows up fast at first and then continues to reach out forever WITHOUT YOU HAVING TO KEEP TRACK OF EVERYTHING. What Does This System Look Like? 1. autoresponder (I use ActiveCampaign) 2. Create an automation that follow up after a referral 3. Create a weekly newsletter that continues to reach out forever What Does This System Look Like? Your Marketing Team Always Working For You 24/7 Lead Generation Grow Your Business AND Have More Time (more on this soon ) 12

15 END THE FIREFIGHTING ELIMINATE MISTAKES AND CREATE AMAZING EXPERIENCES. What You Do IS Process Driven MYTH: Beginners think legal services are an art form with each case taking on its own life and requiring its own specific attention. TRUTH: Real pros, masters, can see the patterns across the work that they do and implement systems and processes and procedures to create efficient, productive, RELIABLE, results. Imagine Signing up a new client, plugging them into your system, and sitting back and watching as your law firm machine takes care of everything. No fires. No emergencies. No angry clients. How excited would you be to show up to work every day? 13

16 How I Created My Systems 1. Get a notepad. 2. Write the type of case that you want to create a system for (basic estate planning documents). 3. Write the #1 on the notepad. 4. Write what should happen first (IN GREAT DETAIL). 5. Write the #2 on the notepad. 6. Write down what should happen second. 7. Rinse and repeat. What Makes Systems So Appealing? Dependable. Consistent. Scalable. Systems Create Dependability Everything is laid out step-by-step. Everyone knows their role AND their responsibilities (excuses are elimated). When something needs to be done it is done. 14

17 Systems Create Consistency Great work done on time all the time. When you promise to get something to a client by a certain date it happens. Clients feel like they are being given the 5 star treatment (auto-follow ups and easy ways to communicate) Systems Create Scalability Each new case simply takes its place in the system. If someone leaves the firm it s easy to plug a new hire in and get them up to speed quickly. A sudden influx of clients is a GOOD thing because you have the bandwidth to handle it. What Makes Systems So Appealing? The BEST thing? As you get better at it your costs go DOWN and your profits go UP! Translation: you spend less to service more clients 15

18 TAKE CONTROL OF YOUR DAY ONE SIMPLE SHIFT WILL CHANGE YOUR LIFE. Facts There is no such thing as multi-tasking. Every time you are interrupted it takes you at least 10 minutes to get back on track. The biggest source of interruptions are Facts Office Mates. Phone Calls. 16

19 How To Take Your Time Back Create an environment where people understand the value of your working time a a system to ensure you are never interrupted again. #TRUTH My phone never rings. #TRUTH I am rarely, if ever, interrupted. 17

20 How To Take Your Time Back Step 1: Tame the telephone. The only time your phone EVER rings is if it s an emergency (i.e. someone is going to DIE. Everything else? Scheduled on your calendar. How To Take Your Time Back Step 2: structured work time. Before people come into your office they check your calendar. If you ve got something scheduled they don t interrupt you. How To Take Your Time Back Step 2: structured work time. The key is your calendar. You work 50 on 10 off (called the Pomodoro Method). On your 10 off is when people talk to you. 18

21 How To Take Your Time Back Your success with taking your time back is directly relational to your ability to remind everyone around you how the system works Results? No interruptions Exponentially more focused work time... More money in less time... Today I Promised How to make more money by working LESS. How to free up several hours per day to focus on tasks that actually matter. An easy way to stay in touch with clients without having to do ANY work 19

22 Today I Promised My secret process that gets me at least two new clients per month without doing any extra work or spending money marketing. How to eliminate mistakes, sleep easy at night, and put an end to having to put out fires. The number one time killer in your day and how to eliminate it forever. Now You Have A Choice To Make Door Number One Take what you ve learned today and do NOTHING. 20

23 Door Number Two Pick at least one of these strategies and implement it in your law firm by the end of the year. When you re done with the first, move on to the second Want More Help? Private Facebook Group Law Firm Owners ONLY FREE Facebook, then search Building a Law Firm THANK YOU! QUESTIONS? 21

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