Are you a solo attorney or principal in a small law firm responsible for marketing your law practice? Are you wondering when the next client will walk through the door? Nationally recognized attorney coach Nora Riva Bergman outlines "5 Rainmaker Habits" that, if practiced with regularity, will make it rain, even in drought. Read more about Nora's attorney coaching and consulting services at http://reallifepractice.com/attorneys/marketing/ or call toll free: (866) 662-0993.

1. You can make it rain . . .
even i a d
in drought.
drought.
h
Nora Riva Bergman g
Practice Advisor, Atticus

2. Tomorrow morning,
your ideal client walks
through the door.
Who is she?

3. 5 Atticus Rainmaker Habits
1. Three marketing
contacts each week.
week
2. Asking for referrals.
3. Adding names.
4.
4 Thank you habit.
habit
5. Sharpening the Saw.

4. You Can Make It Rain
You can learn to be a
“natural” marketer.
Marketing is a process to
be mastered.
One size does not fit all.
You can continue to market,
even if you’re busy.

5. You Can Make It Rain
Know what’s unique about
you and your firm.
Know who your “A” clients
are and where they come
from.
from.
Stop wasting time on “D”
clients.
clients
Have a plan.

6. Client Development Basics
1. Who to talk to
2. What to say
3. How & when to
3 H h t
say it
4. Track your results

7. Remember: The 80/20 Rule!
GOOD BAD
A&B C&D
TIME
INCOME

8. Remember: The 80/20 Rule!
100 Clients = $100,000
20 A Clients = $80,000
80 Others = $20,000
Increase A clients
by 25% - that’s
25% that s
5 add’l “A” clients = $20,000

9. Stop taking “D” Clients!

10. The Laser Talk
• I support (Specific description of client)
• In their desire to (Benefit or value statement)
• By means of (How one delivers those benefits)
• And what is unique about my practice
is. . . (Often what you might consider a weakness)

11. 5 Atticus Rainmaker Habits
1. Three marketing
contacts each week.
week
2. Asking for referrals.
3. Adding names.
4.
4 Thank you habit.
habit
5. Sharpening the Saw.

12. 1 Three Marketing Contacts a Week
Plan on one hour
Lunch or dinner
Building rapport
Relationship, Relationship, Relationship

13. 2 Asking for Referrals
Let your best referral sources know that
the practice thrives on referrals from
people like them.

14. 3 Adding Names
Add at least five new contacts
each month to your list.

15. 4 Thank You Habit
Thanking your referral sources
every time they send a referral will
reinforce your referral base.
This is vital to maintaining your
referral relationship.
p
Make the thank you personal.

16. 5 Sharpening the Saw
Read a marketing book, article, or
attend a workshop once per quarter
quarter.
Sharpening the Saw keeps you
in action and motivated to
promote your firm
firm.

17. You can make it rain . . .
even i a d
in drought.
drought.
h
Nora Riva Bergman g
Practice Advisor, Atticus