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	<title>Seckler Legal Coaching</title>
	<link>http://www.seckler.com</link>
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		<title>In Selling Legal Services, Don&#8217;t Document; Tell a Good Story</title>
		<description><![CDATA[Being thorough is a good quality for a practicing lawyer.  But it may not be the best way to communicate when trying to sell your services as a lawyer.  My latest tip in the MBA&#8217;s Lawyer&#8217;s eJournal.
]]></description>
		<link>http://www.seckler.com/in-selling-legal-services-dont-document-tell-a-good-story/</link>
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		<title>Where Lawyers Fall Down in Selling Legal Services</title>
		<description><![CDATA[Lawyers are actually pretty good at marketing when they make the time.  Writing articles, researching novel issues, giving presentations and serving on relevant committees are all things that many lawyers feel comfortable doing.
These activities are all very important (they help raise the profile of the lawyer and of their firm).  But they don&#8217;t make clients [...]]]></description>
		<link>http://www.seckler.com/where-lawyers-fall-down/</link>
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		<title>Planning Your Goals for 2012</title>
		<description><![CDATA[Read my latest LPM tip in the Massachusetts Bar Association&#8217;s Lawyer&#8217;s e-Journal.  Contact me if you would like to receive some planning tools for 2012.
]]></description>
		<link>http://www.seckler.com/planning-your-goals-for-2012/</link>
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		<title>Open Up During the Holiday Season</title>
		<description><![CDATA[
Originating business requires the ability to look a prospect in  the eye and confidently tell them that you can solve their legal problem.  In sales parlance, you need to be able to &#8220;close&#8221; business if you want  your practice to grow.
In order to close, however, you first need to learn how to &#8220;open up&#8221; [...]]]></description>
		<link>http://www.seckler.com/open-up-during-the-holiday-season/</link>
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		<title>Occupy Wall Street and Building Your Law Practice</title>
		<description><![CDATA[Regardless of how you feel about Occupy Wall Street, you have to give the movement credit for one thing:   the organizers have done a great job of garnering publicity for their cause.  Through a variety of PR devices (including very effective use of social media), Occupy Wall Street (OWS) has managed to capture broad attention [...]]]></description>
		<link>http://www.seckler.com/occupy-wall-street-and-building-your-law-practice/</link>
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		<title>Focus on Your Strengths; Hire for Your Weaknesses</title>
		<description><![CDATA[My latest tip in the MBA&#8217;s Lawyer&#8217;s e-Journal.
]]></description>
		<link>http://www.seckler.com/focus-on-your-strengths-hire-for-your-weaknesses/</link>
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		<title>Practicing Law With Confidence</title>
		<description><![CDATA[It is hard to overstate the important role that confidence plays in building a professional services practice.  Clients generally have no direct way to evaluate the quality of your legal skills.  Instead, prospective clients will either get a referral from someone they already trust or they will look for indirect evidence that you are trustworthy [...]]]></description>
		<link>http://www.seckler.com/practicing-law-with-confidence/</link>
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		<title>How to Give a Great Print Media Interview</title>
		<description><![CDATA[This post provided by guest blogger Marsha Friedman who is responsible for the content.  Although we generally shy away from publishing unsolicited content on CounseltoCounsel, this post seemed like a very useful summary for lawyers who are contacted by the press.

Sometimes I cringe when I hear people talk about “the media.” It sounds as if [...]]]></description>
		<link>http://www.seckler.com/how-to-give-a-great-print-media-interview/</link>
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		<title>What Rainmakers Know About Persistence</title>
		<description><![CDATA[Building professional relationships is critical in selling legal services; and one of the key ingredients in building professional relationships is persistence.
To illustrate this point, one recent study found that on average, corporate counsel need to be asked up to seven times before they will agree to meet with an attorney who wants their business.  Interestingly, [...]]]></description>
		<link>http://www.seckler.com/what-rainmakers-know-about-persistence/</link>
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		<title>“Don&#8217;t Ask, Don&#8217;t Tell” Is a Poor Way to Generate Referrals</title>
		<description><![CDATA[Building a solid referral network cuts down on the amount of effort needed to turn prospects into paying clients.  For starters, leads that come through referrals are already “qualified” (i.e. they have demonstrated an interest in purchasing your legal services).  Similarly, individuals who come to you through a referral are already inclined to trust you.  [...]]]></description>
		<link>http://www.seckler.com/%e2%80%9cdont-ask-dont-tell%e2%80%9d-is-a-poor-way-to-generate-referrals/</link>
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