7 habits lawyer_north qld 201
TRANSCRIPT
![Page 1: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/1.jpg)
Presented by Matthew Brannelly
![Page 2: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/2.jpg)
Current Environment
• Property market/conveyancing – 1980 levels
• SME’s – inactive
• Changing staff expectations – work/life Gen X and Y
• Higher consumer expectations
![Page 3: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/3.jpg)
1. Belief (be proactive)
2. Self Confidence (begin with end in mind)
3. Empathy (think win win)
4. Communication (understand then beunderstood)
5. Team Player (synergise)
6. Rejuvenates (sharpen the saw)
7. Execution (first things first, implement, follow through)
7 Habits of Success
![Page 4: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/4.jpg)
Areas most legal practitioners challenge to master as they transform their business to meet the demands of today’s marketplace.
Practice BuildingChallenges
![Page 5: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/5.jpg)
Why are we here?
• Break out of sea of sameness
• Not reaching full potential
• To break into new markets
• Learn from the success of others (The 7 Habits)
• Increase productivity and profitability
• Grow your practice
![Page 6: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/6.jpg)
Today we showyou how to use the 7 Habits to grow your practice.
![Page 7: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/7.jpg)
Practice Growth Program
UnderstandingYour Ideal Client1.
Your Value Proposition2.
Branding &Your Message3.
Find the Diamonds4.
C.O.I’s & StrategicAlliances5.
Become an Expert6.
Accountability7.
The 7Steps
![Page 8: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/8.jpg)
YOUR IDEALCLIENT
![Page 9: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/9.jpg)
High ValueClient
YourIdealClient
=
![Page 10: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/10.jpg)
Your Ideal Client
• Optimal value• Your service offer (value proposition)
aligns to clients needs and wants• You enjoy working with them• They can afford your service
Marketing is the process used tointroduce you to prospects in yourIdeal Client Universe …
![Page 11: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/11.jpg)
• Now versus the future
• Clarify – target / align services
• What do your ideal clients want or need
• Segregate clients and focus on the high value clients – target prospects from the same profile
• Find diamonds in client base – low hanging fruit
Your Ideal Client
![Page 12: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/12.jpg)
2
YOUR VALUEPROPOSITION
![Page 13: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/13.jpg)
Concept
• Clear statement of the tangible experience a client getsfrom using your services
• Allows your business to clearly enunciate what you dofor your clients
• Defines what value a client will receive• What is it you provide a client that sets you apart• Defines what’s special about what you do
2 Your Value Proposition
![Page 14: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/14.jpg)
The Right Direction
![Page 15: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/15.jpg)
2
We are in the business of … Our service provides … Unlike … other practices, who provide … a range of services… Our insights … are used to create and implement…
How to Create
Your Value Proposition
![Page 16: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/16.jpg)
• Create your 1 minute elevator pitch … what is special about what you do!
2 Your ValueProposition
![Page 17: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/17.jpg)
3
BRANDING &YOUR MESSAGE
![Page 18: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/18.jpg)
3
• Branding ObjectivesCredibility expertise
Differentiation your service offeringPositioning value proposition
message
• Marketing collateral must be consistent and on message
Branding Strategy
![Page 19: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/19.jpg)
Branding Strategy
Before After
![Page 20: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/20.jpg)
Branding Strategy
Before After
![Page 21: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/21.jpg)
3
Research done by Executive research Consulting 2010
Branding Strategy
If you are recognised as a brand leader by your target audience, you are able to charge higher fees.
No Brand Leadership* With Brand Leadership*
![Page 22: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/22.jpg)
3 Branding Strategy
• Firms recognised by target audience achieve higher fees/revenues/profits
• You do not need to be big (M.R / S.G) and be all things to all people
• But you do need a recognisable brand, where people know that you are the go-to people for …
Build your brand and you’ll build your business.
![Page 23: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/23.jpg)
4
FIND THEDIAMONDS
![Page 24: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/24.jpg)
4
• Optimise value from client base
• Cross selling opportunities – other products or services (e.g. of a C.O.I or S.A)
• Implement program to communicate offers to all client categories A to C
Find the Diamonds
![Page 25: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/25.jpg)
• Show you care
• Be personal
• Remember the family or business relationships • Systemise • Remain top of mind and relevant
4 Effective Communication
![Page 26: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/26.jpg)
• Goal – create and maintain relationships,Clients and Advocates – COI’S
• Client segmentation • Defined service levels and systemise • Communication and Contact program-lifetime
value of a client.
4 Relationship Management
![Page 27: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/27.jpg)
• Your highest value activity?
• Developing relationships
• Relationships = Advocates
• Roles – Business Builder and Lawyer - the balance
4 Relationship ManagementImportance
![Page 28: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/28.jpg)
5
CENTRES OFINFLUENCESAND STRATEGICALLIANCES
![Page 29: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/29.jpg)
5
Highest value prospects.
Referrals
![Page 30: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/30.jpg)
Your current ideal clients and COI’S will lead you to others.
5 Referrals
![Page 31: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/31.jpg)
C.O.I refersideal clients to you.
Create Pipeline
5 Centres of Influence
![Page 32: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/32.jpg)
Identify who are your ideal C.O.I’s(Financial Planners, Accountants, R.E. Agents).
5 Centres of Influence
![Page 33: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/33.jpg)
What are their drivers?
5 Centres of Influence
![Page 34: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/34.jpg)
Give more thanyou receive.What’s in it for them?
5 Centres of Influence
![Page 35: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/35.jpg)
• Research the industry
• Understand their business and needs
• How can you help them
• Prove your expertise
5 Strategic Alliances
![Page 36: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/36.jpg)
• Show how you can assist them
• Joint marketing initiatives
• Become part of the family – build a relationship
5 Strategic Alliances
![Page 37: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/37.jpg)
6
BECOME ANEXPERT
![Page 38: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/38.jpg)
6
• QLS Accreditation
• Create credibility with prospects, C.O.I, S.A
• Research • Meet people active in the industry/sector
• Ask questions about concerns, needs,costs and benefits
Become An Expert
![Page 39: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/39.jpg)
• Write white papers
• Supply articles to industry publications
• Get testimonials
• Publish / promote in corporate material – newsletter, websites etc.
6 Become An Expert
![Page 40: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/40.jpg)
7
ACCOUNTABILITY
![Page 41: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/41.jpg)
7
• Philosophy and systems
• Each role – job description,goals, K.P.I’s and reward
• Execution Bond
Monitor Results / Accountability
![Page 42: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/42.jpg)
MARKETING OPTIONS
HOW…
![Page 43: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/43.jpg)
Having selectedyour ideal client and business goals, you can then decide on the most appropriate marketing strategy for both clients and prospects… to help you build more and better relationships.
Which ones are right for you?
![Page 44: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/44.jpg)
Your Priority Matrix
![Page 45: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/45.jpg)
Profile Building - C.O.IExisting Clients - Referrals
Pipeline ofProspects
PIPELINE OF PROSPECTS…
YOUR CLIENT BASEFOREVER AFTER
Your Service Selling Process Must• Improve the Relationship• Complete your logistics and paperwork• Deliver a memorable experience• Meet process standards
Personal Level• Top of mind• Builds a brick wall• Stronger relationship
Professional Level• Referrals• Loyalty• Additional income
BEFORE
DURING
AFTER
![Page 46: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/46.jpg)
PRODUCTIVITYCHECK-UP
NOW…
![Page 47: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/47.jpg)
To be an effective business builder/leader: • Do more of …• Do less of …• Stop doing …• Start doing …
Commit and take Action!
Practice v Business
![Page 48: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/48.jpg)
Successful businesses growby improving upon what they do well – not just by correcting weaknesses.
Focus on what you do well
![Page 49: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/49.jpg)
Momentum
![Page 50: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/50.jpg)
The 7 Habits of Success
![Page 51: 7 habits lawyer_north qld 201](https://reader035.vdocuments.net/reader035/viewer/2022062905/544180d48d7f7250708b5213/html5/thumbnails/51.jpg)