Got ya, huh? I speak with an average of 15 attorneys a week, and more often than not they reveal that they are in dire need of a system for getting clients in the door. But honestly, they need a system but are wanting tips and tricks. I find it amazing that most people would typically pay double the cost for tips (quick and easy) versus systems (slow and solid). I have always struggled with this.
But I finally got it. Last Tuesday I received a call from a well-established estate and elder law attorney who has belonged to virtually every organization in the EP industry. He phoned me to “pick my brain” on his investing in marketing bullet X. A day later I received the following email from him: “Hey Molly, Thanks for your time yesterday. Your systems are quite impressive, intentional and very well thought out. Regrettably, I don’t have the time to spare right now. I know you said on average it will take approximately 120 days for me to fully implement your systems, if I do exactly as you say and put the time in to do my homework between our CC & I calls. Honestly, I don’t have the leisure of time. I have made the decision to invest in the newsletter we spoke of as it will be fairly quick, easy & will get my phone ringing today. Again, thank you for your time.”
I pulled up my CRM to update his record and noticed that this prospect's initial contact was May 28, 2012. I then pulled up the notes from the initial contact, and almost word for word his “reasons” for not creating the space was that he didn’t have the time to stop and produce an intentional recourse. It wasn’t quick and easy enough. He didn’t have 120 days to “wait.” That was 772 days ago.
I love what Laurie McCabe, an expert at AMI-Partners in providing insights and solutions for small and medium businesses, has to say on this: “To keep pace in an increasingly competitive world, your business needs to run as efficiently as possible. Sooner or later, any company not operating efficiently (systemless) will be out of business.” Efficiency is even more important for small- and medium-sized businesses, McCabe adds, because their resources are limited compared to large global companies.
I couldn’t agree more.
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Molly L. Hall, Co-Founder, Lawyers with Purpose, LLC, and author of Don’t Be a Yes Chick: How to Stop Babysitting Your Boss, Transform Your Job and Work with a Dream Team Without Losing Your Sanity or Your Spirit in the Process.