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Section A

About This Book and How to Use It

How to most effectively use the information in the book to have a successful practice. Marketing skills are learned, not genetic. The book contains tools. Tools must be properly used to be of value. (more...)

Part I

Getting Started
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Section B

Why & How the Lawyer Must Consider Practice Development

Planning for successful practice development. Winners plan. Losers take whatever walks in the door or calls on the telephone. Understanding yourself and what you want and understanding the clients you want. Make your practice more fun and more profitable. (more...)

Part II

Getting Located
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Part III

Getting Equipped
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Part IV

Getting Clients
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Section C

The Lawyer in the Office

How to turn down a case and keep the turned down client as a source of future work. Step by step checklist on how to conduct the client interview. (more...)

Part V

Setting Fees
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Section D

The Lawyer's Conduct Out of the Office

How to conduct yourself in public places and meetings to get clients. How to “Work a Room” of total strangers to meet and get clients. Joining clubs, banks and bankers, clothing, responding to inquiries, personal appearance, teaching, speaking, political activity, attending conventions, handling people who don’t like lawyers, press releases, typical lawyer license plates, what to call yourself or your firm, and other topics. (more...)

Part VI

Managing the Law Office
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