Consumer Bankruptcy Journal Summer 2016 - Page 26

4 Keys to Breaking the 7-Figure Barrier By Stephen Fairley, CEO Rainmaker Institute B ankruptcy attorneys have it pretty tough right now. Bankruptcy filings are at historically low levels which means more attorneys are fighting over fewer clients. Many bankruptcy attorneys are struggling to grow their practice, yet some law firms are growing faster than ever. How are they doing it and what’s their secret? At The Rainmaker Institute®, we have personally trained over 18,000 lawyers on how to manage and market their law firms more efficiently and effectively. We have probably helped more attorneys break the 7-figure barrier in revenues than anyone else. I’m not sharing this to impress you, but to impress upon you that there are specific strategies )…¹½µÁ•±±¥¹œ­•ǻѡ•ä…É”ÕÍ¥¹œÑ¼)‰É•…¬Ñ¡”€Üµ™¥Õɔ‰…ÉÉ¥•È¸()Ñ¡•´Ý½É¬…±°Ñ¡”Ñ¥µ”½È™½È…±°ÁɅÑ¥”)…É•…́½È™½È•Ù•É䁅Ñѽɹ•ä¸]”¡…Ù”)…Ñѽɹ•ǻݡ¼‘¼É•…±±äÝ•±°Ý¥Ñ M<°)½½±”AA °Á…äÁ•È±•…°‘¥É•Ð)µ…¥°°¥Ù¥¹œÝ•‰¥¹…É́½È±¥Ù”Í•µ¥¹…ÉÌ°)…¹QX…¹É…‘¥¼…‘̸]”…±Í¼¡…Ù”)±¥•¹Ñ́ѡ…Ё¡…Ù”™…¥±•…Ё…±°½˜Ñ¡½Í”)µ•Ñ¡½‘̸Q¡•É”¥Ì¹¼Í¥±Ù•È‰Õ±±•Ð½È)µ…¥ŒÍÑɅѕäÑ¡…Ёݽɭ́•Ù•ÉäÑ¥µ”)™½È•Ù•Éå½¹”¸áÁ•É¥µ•¹Ð°Ñ•ÍЁ…¹™¥¹(̴ԁ‘¥™™•É•¹ÐÝ…ǻѡ…Ёݽɬ™½Èå½Ô)…¹Õ͔Ñ¡½Í”µ•Ñ¡½‘́½Ù•È…¹½Ù•È)……¥¸¸9½Ð•Ù•É䁅Ñѽɹ•äÝ¥±°‰”„Ñ½À)I…¥¹µ…­•È°‰ÕЁ•Ù•Éå½¹”¥¸Ñ¡”™¥É´)…¸‘¼Í½µ•Ñ¡¥¹œÑ¼É½Ü…¹µ…É­•Ð)¡¥Ì½È¡•ÈÁɅÑ¥”¸()M…±•ÏŠQÑ¡”ÁÕÉÁ½Í”½˜Í…±•Ì¥ÌÑ¼±½Í”)Ñ¡”‘•…°½ÈÍ¥¸ÕÀÑ¡”±¥•¹Ð¸=¹”å½Ô)ÍхÉЁ•¹•É…Ñ¥¹œ±•…‘́å½ÔµÕÍЁ‰•½µ”)‰•Ñѕȁ…Ё•ÑÑ¥¹œÁɽÍÁ•Ñ́ѼÍ¥¸ÕÀ™½È)å½Õȁ͕ÉÙ¥•Ì¸…ȁѽ¼µ…¹ä…Ñѽɹ•åÌ(Ä» €IÕ¸å½Õȁ±…܁™¥É´±¥­”„‰ÕÍ¥¹•ÍÌ» €¡…Ù”¹•Ù•È±•…ɹ•¡½ÜÑ¼½Ù•É½µ”)ÁÉ¥¥¹œ½‰©•Ñ¥½¹Ì…¹±½Í”Ñ¡”‘•…°¸)e½ÔÍÑՑ¥•Ñ¡”±…܁…́„¹½‰±”A•É¡…Á́ѡ•ä™••°Õ¹½µ™½Éх‰±”½È)Áɽ™•ÍÍ¥½¸°‰ÕЁѼ‰É•…¬Ñ¡”Í•Ù•¸™¥Õɔ‰•±¥•Ù”¥ÓŠéչÁɽ™•ÍÍ¥½¹…°Ñ¼…ͬÁ•½Á±”)‰…ÉÉ¥•È°å½ÔµÕÍЁÉÕ¸å½Õȁ±…܁™¥É´±¥­”„Ñ¼ƒŠqÍ¥¸½¸Ñ¡”‘½Ñѕ±¥¹—Št‰•™½É”Ñ¡•ä)‰ÕÍ¥¹•ÍÌ» €́„Í½±¼ÁɅÑ¥Ñ¥½¹•È½ÈÑ¡”±•…Ù”Ñ¡”½™™¥”°‰ÕЁ¥˜å½ÔÝ…¹ÐÑ¼‰Õ¥±)½Ý¹•È½˜„Íµ…±°±…܁™¥É´°å½ÕȁÁÉ¥µ…É䁄µ¥±±¥½¸‘½±±…ȁ±…܁™¥É´å½Ô¹••Ñ¼‰”)™½Õ̀´´…™Ñ•È…¥¹¥¹œ½µÁ•Ñ•¹ä…́ÑɅ¥¹•½¸¡½ÜÑ¼Í•±°å½Õȁ͕ÉÙ¥•Ì¸)…¸…Ñѽɹ•ä€´´¥ÌÑ¼Õ¹‘•ÉÍх¹Ñ¡”­•ä)ÁÉ¥¹¥Á±•Ì½˜‰ÕÍ¥¹•Í́‘•Ù•±½Áµ•¹Ð°M•ÉÙ¥•ÏŠQ½¹”å½Ô¡…Ù”‰•½µ”)½Á•É…Ñ¥½¹Ì°™¥¹…¹•Ì°µ…¹…•µ•¹Ð°Áɽ™¥¥•¹Ð…Ё•¹•É…Ñ¥¹œ±•…‘́…¹)…¹“ €±…܁™¥É´µ…É­•Ñ¥¹Ÿ €…¹Ñ¼…ÁÁ±ä±½Í¥¹œÑ¡”‘•…°°¹½Üå½ÔµÕÍЁÁ•É™½É´)Ñ¡•´•Ù•ÉäÍ¥¹±”‘…丁Q¡•É”…É”Ñ•¸Ñ¡”…ÑՅ°Í•ÉÙ¥•Ì™½ÈÑ¡”±¥•¹Ð¸]¡•¸)µ…©½ÈÁ…ÉÑ́•Ù•ÉäÍՍ•Í͙հ±…܁™¥É´å½Ô™¥àå½Õȁµ…É­•Ñ¥¹œ°Ñ¡•¸å½Ô¡…Ù”„)½Ý¹•ÈµÕÍЁ™½Ṍ½»ŠQ¥¸Ñ¡¥Ì½É‘•Èè)ͅ±•ÌÁɽ‰±•´¸]¡•¸å½Ô™¥àå½Õȁͅ±•Ì)Áɽ‰±•´°Ñ¡•¸å½Ô¡…Ù”„Í•ÉÙ¥•Ì)5…É­•Ñ¥¹ŸŠQÑ¡”ÁÕÉÁ½Í”½˜µ…É­•Ñ¥¹œÁɽ‰±•´¸M•”¡½ÜÑ¡¥ÌÝ½É­Ìü)¥ÌÑ¼•¹•É…Ñ”±•…‘̸Q¡•É”…É”„Ý¥‘”)مɥ•Ñ䁽˜Ý…ǻѼ•Ðµ½É”±•…‘̸Mх™›ŠQÝ¡•¸å½Ô‰•½µ”ÍՍ•Í͙հ)±µ½ÍЁ…±°½˜Ñ¡•´Ý½É¬°‰ÕЁ¹½Ð…±°½˜…Ёµ…É­•Ñ¥¹œ…¹Í…±•Ì°•Ù•¹ÑՅ±±äå½Ô(ÈØ() =9MU5H 9-IUAQ d)=UI90()MÕµµ•È€ÈÀÄØ$$$()Ý¥±°…±Í¼¹••µ½É”Íх™˜Ñ¼‘¼Ñ¡”Ý½É¬¸)e½Ô…¹¹½Ð¡¥É”©ÕÍЁ…¹äÍх™˜°Ñ¡•äµÕÍÐ)‰”Ñ¡”É¥¡ÐÍх™˜™½Èå½Ô¸]¡…Ё­¥¹½˜)Õ±ÑÕɔ‘¼å½ÔÝ…¹Ðå½Õȁ™¥É´Ñ¼¡…Ù”ü)]¡¼Ý¥±°‰•ÍЁ™¥ÐÑ¡…ЁÕ±ÑÕɔü•Ù•±½À)„±¥ÍЁ½˜ÅՅ±¥Ñ¥•Ì…¹¡…É…Ñ•É¥ÍÑ¥Ì)å½Ô¹••å½Õȁѕ…´µ•µ‰•É́Ѽ¡…Ù”¸)$É•…±±ä±¥­”Ñ¡”‰½½¬Q½ÀɅ‘¥¹œ‰ä) ɅMµ…ÉЁ™½È‰•ÍЁÁɅÑ¥•Ì¥¸¡¥É¥¹œ¸)MåÍѕµÏŠQÁ½±¥¥•Ì°Áɽ•‘Õɕ́…¹)ÍåÍѕµÌ…±±½Üå½ÔÑ¼Í…±”Ñ¼Ñ¡”¹•áÐ)±•Ù•°¸]¥Ñ¡½ÕЁÝÉ¥Ñѕ¸ÍåÍѕµÌå½Ô)…¹¹½ÐÍ…±”å½Õȁ‰ÕÍ¥¹•Í̸e½ÔÝ¥±°)¡¥Ð„‰É•…­¥¹œÁ½¥¹Ð¸%Ёµ…䁉”…Ё¡…±˜„)µ¥±±¥½¸½Èµ½É”°‰ÕЁ•Ù•¹ÑՅ±±äå½ÔÝ¥±°)•áÁ•É¥•¹”„±½Ð½˜Õ¹¹••ÍͅÉäÁ…¥¸)…¹Íՙ™•É¥¹œ‰•…Õ͔å½Ô‘¥‘»ŠeЁ¥¹Ù•ÍÐ)¥¸É•…Ñ¥¹œÝÉ¥Ñѕ¸Á½±¥¥•Ì°Áɽ•‘Õɕ̰)…¹ÍåÍѕµÌ™½Èå½Õȁ±…܁™¥É´¸e½Ô)¹••ÝÉ¥Ñѕ¸ÍåÍѕµÌ™½È•Ù•É䁵…©½È)Á…ÉЁ½˜å½Õȁ‰ÕÍ¥¹•ÍÌ쁙ɽ´µ…É­•Ñ¥¹œ)…¹¥¹Ñ…­”°Ñ¼µ½¹•ä…¹µ•ÑÉ¥Ì°¥Ð…±°)µÕÍЁ‰”±½¥…±±äÝÉ¥Ñѕ¸‘½Ý¸Í¼•Ù•¸)„‰É…¹¹•ÜÑ•…´µ•µ‰•ÈÝ¡¼­¹½ÝÌ)¹½Ñ¡¥¹œ…‰½ÕЁå½Õȁ‰ÕÍ¥¹•Í́…¸™½±±½Ü)¥Ð¸)MÁ…—ŠQ…™Ñ•Èå½ÔÍхÉЁ¡¥É¥¹œÑ¡”É¥¡Ð)Íх™˜‰•…Õ͔å½Ô¡…Ù”µ½É”±¥•¹Ñ́Ѽ)͕Éٔ°•Ù•¹ÑՅ±±äå½ÔÝ¥±°¹••µ½É”)½™™¥”ÍÁ…”Ñ¼¡½Õ͔Ñ¡•´¸…ȁѽ¼)µ…¹ä…Ñѽɹ•ǻ•Ð…՝¡ÐÕÀ¥¸É•¹Ñ¥¹œ)„µÕ ‰¥•È½È¹¥•ÈÍÁ…”Ñ¡…¸Ñ¡•ä)…¸…™™½É¥¸…¸…ÑѕµÁЁѼƒŠq­••ÀÕÀÝ¥Ñ )Ñ¡”)½¹•Í•ÏŠt½È¥Ù”½™˜Ñ¡”…ÁÁ•…É…¹”)½˜‰•¥¹œµ½É”ÍՍ•Í͙հÑ¡…¸Ñ¡•ä…É”¸)Q¡”Á±•…ÍÕɔå½Ôµ…䁝…¥¸™É½´¡…Ù¥¹œ)„™…¹ä½™™¥”¥Ì¹½Ñ¡¥¹œ½µÁ…É•Ý¥Ñ )Ñ¡”Ý½ÉÉ䁽˜µ…­¥¹œÑ¡½Í”‰¥œµ½¹Ñ¡±ä)Á…嵕¹ÑÌ» €½»ŠeЁÍÑɅÀå½ÕÉ͕±˜Ý¥Ñ )ѽ¼µ…¹ä™¥¹…¹¥…°½‰±¥…Ñ¥½¹Ì…¹‰”()9…Ñ¥½¹…°Íͽ¥…Ñ¥½¸½˜ ½¹ÍÕµ•È …¹­ÉÕÁэäÑѽɹ•åÌ((0