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Any time you engage with a prospective new client, or an existing or former client about a new matter, there are 3 steps to follow.

First, you need to find out the PROBLEM—what happened and what they need or want. They tell you their situation and you ask questions to find out the details and

When a client doesn’t sign up, you need to find out why. Because it might not be too late to get them to change their mind, and because you need to know if there’s something you need to fix for the next client. 

Was it something you said or did? Something you didn’t say or do?

How’s your marketing? Let me guess—some things you do work better than others, some don’t work at all, some strategies you enjoy, some you won’t touch with a ten-foot pole. 

The Pareto Principle, aka The 80/20 Rule, can help. 

The idea is to examine all of your options, do more of what works, and eliminate

Everyone uses lists to record information and convey that information to others in a way that’s easy to follow. We use lists in our work, for research, opening and closing files, and every step in between. 

We give our clients lists of things to do, and things to avoid, and lists of the steps we will

You post content on your blog or newsletter or on social. But you don’t have enough of it. 

I’ve previously talked about re-writing your old content—updating the law, explaining what’s happened since you last wrote about the subject, adding a new example, “changing your mind” about the subject, and otherwise updating or refreshing what you

Your client is upset. Angry, frustrated, accusing you of (something). What should you do? 

Well, was it your fault? Did you mess up? Fail to tell them something? Charge more than they expected? 

If it was your fault, let them vent, tell you how they feel and what it will cost them, and what they

Want to know how to succeed? Figure out how to fail and do the opposite. That’s the premise of a process called Inversion Thinking. And while it sounds simplistic, I think there’s a lot to say for it. 

Especially if you have too many options and can’t decide what to do or the best way