making time for client development

1Cordell M. Parvin

http://www.cordellparvin.com

Time Management

How to Make Time for Client Development

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Self Motivation

Attitude

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Attitude

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Attitude

“The pessimist (less successful lawyer) sees difficulty in every opportunity. The optimist (successful lawyer) sees the opportunity in every difficulty.”

5More Successful

Attitude

Yes, but

Sure, how

Less Successful

6More Successful

My problem

is My opportunity

is

Less Successful

Attitude

7More Successful

I need to

I want to

Less Successful

Attitude

8More Successful

I am not willing to be successful

if it means . . .I can be

successful and . . .

Less Successful

Attitude

9More Successful

I will try my best to . . .

I will achieve

Less Successful

Attitude

10More Successful

I want goals to be

realistic I want my goals to

challenge me

Less Successful

Attitude

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Self Motivation

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-Napoleon Hill

“There is one quality which one must possess to win, and that is definiteness of purpose, the knowledge of what one wants, and a burning desire to possess it.”

32Start Strong

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When you first start something IT IS FUN!

Self Motivation

And then the Dip Happens

The Dip

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You run out of time (and quit)

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You run out of money (and quit)

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You get scared (and quit)

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You’re not serious about it (and quit)

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You lose interest or enthusiasm or settle for being mediocre

(and quit)

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You focus on the short term instead of the long (and quit)

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You choose the wrong thing at which to be the

best in the world (because you don’t have the talent)

Self Motivation

Why Do We Lack Motivation23

Why Do We Lack Motivation

No Answer to “Why” Question24

Why Do We Lack Motivation

Involves Hard Work and Energy25

Why Do We Lack Motivation

Want Instant Results . . . with Minimal Effort26

Why Do We Lack Motivation

Easier to Stay in Comfort Zone27

Why Do We Lack Motivation

Change - Desperate / Necessity28

Surviving 2009

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30What – Major Definite Purpose

Why Important

How – Steps to Achieve

Core Values

Roles

2009 Plan

Projects

My Approach Tasks

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David Allen’s Approach

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Five Step System

Collect

Process

Organize

Review

DO

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Stephen Covey’s

Approach

How did you take control of your time?

ChristyCrider’s

Approach

10 Steps I Took To“Take Control Of My Time”

#10 Figure out priorities and make a list

10 Steps I Took To“Take Control Of My Time”

#10 Figure out priorities and make a list

#9 Plan time around priorities

10 Steps I Took To“Take Control Of My Time”

#8 Follow the plan which means saying no firmly, yet graciously

10 Steps I Took To“Take Control Of My Time”

#8 Follow the plan which means saying no firmly, yet graciously

#7 Multi-task

10 Steps I Took To“Take Control Of My Time”

#8 Follow the plan which means saying no firmly, yet graciously

#7 Multi-task

#6 Don’t do any non-billable firm tasks that someone else should be doing for me.

#5 Get creative in how time is planned (choose activities that meet multiple priorities)

10 Steps I Took To“Take Control Of My Time”

#5 Get creative in how time is planned (choose activities that meet multiple priorities)

#4 Maximize the day by starting it early and staying on task during the day

10 Steps I Took To“Take Control Of My Time”

#5 Get creative in how time is planned (choose activities that meet multiple priorities)

#4 Maximize the day by starting it early and staying on task during the day

#3 Bill a lot of time out of the office (it feels better)

10 Steps I Took To“Take Control Of My Time”

#5 Get creative in how time is planned (choose activities that meet multiple priorities)

#4 Maximize the day by starting it early and staying on task during the day

#3 Bill a lot of time out of the office (it feels better)

#2 Make it count – Do less and do the things that are important in a BIG way

10 Steps I Took To“Take Control Of My Time”

10 Steps I Took To“Take Control Of My Time”

#1 REWARD YOURSELF! This is a marathon, not a sprint.

What Approach Do You Take to Establish Goals?

Goals! Make a List

My Physical/Financial GoalsBe the best Long-Term Care Attorney in the country.

Make Baker Donelson the best firm in the southeast.

Sleep 8 hours a day.

Eat healthy.

Buy a beach home.

My Mental Growth GoalsLearn Yoga

Live in the moment

Learn to scuba and dive the Great Barrier Reef

My Emotional/Relationship Goals

See my three best friends in person every year.

Be there every time my children need me and most times when they want me.

Be a mentor and role model for other lawyers.

My Spiritual/Core Value Goals

Raise children who love God and respect others.

Be grateful.

Live each day apportioning time to my core values: spiritual, family, health, work.

What Rules About Attitude Have You Set for Yourself?

DavidWalton’s Approach

Attitude

• Rule #1 -- Be a franchise

• CONTROL = BOOK + EXPERTISE

• Rule # 2 -- Market urgently• 5 years = 1826 days

• 10 years = 3652 days

• 20 years = 7305 days

Attitude

• Rule #3 – Think BIG; focus small

• Have BIG goals and look for BIG rewards

• Do something small everyday

• Rule #4 – Don’t confuse your goals with the reward

• The goals is to develop and work the plan

• Believe you will get a reward for working the plan

Attitude

• Rule #5 – Self-promotion is not a dirty word

• Self-promotion is not negative so long as it’s done with character

• Rule #6 – Be selfish

• We have all devoted a lot to the profession, but we need to ask ourselves: how can the Law fuel the way I want to live my life?

Attitude

• Rule # 7 -- Never take a backseat to anyone

• Never hold yourself back

• Don’t buy into the “you’re too young” attitude

• The only way to control your own destiny is to have your own clients – never lose sight of this

• When in doubt – act “as if”

• Rule #8 – Don’t fear mistakes; don’t try to be perfect

How Do You Set Goals?

Goals

• Think Big

• Step 1: Put down anything at first – just brainstorm

• Step 2: Get specific for each item; state the goals in a way you can objectively measure

• Step 3: Develop an Action Plan for each goal

• Step 4: Assign due dates – be flexible

• Step 5: Monitor, Revise and Adapt

Goals

• Goals aren’t perfect

• The key is work a plan – any plan – because it may lead to something you never expected

• Don’t place any limits on yourself

How Do You Breakdown

Your Activities?

Monthly Action Items

• Use annual goals as the basis

• List action items for the month – link to your annual goals

• Plan as much as possible

• Carry forward any unfinished items

• The list is dynamic – add items that you think of in the middle of the month

Daily Log

• “Aspirational”

• Think about marketing everyday

• Write down anything and everything you did for marketing – no matter how big or small

David Walton

What Are Examples of Client Development

Activities You Do Each and Every Day?

Christy Crider

66Cordell M. Parvin

http://www.cordellparvin.com

Time Management

How to Make Time for Client Development

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