When you are selling legal services, the goal is to develop relationships with potential clients and referral sources who get to know, like, and trust you. That trust takes time to build. More importantly, legal services by their nature are not needed every day. You need to be in front of your prospects and referral sources over time because it is hard to know when the need will arise.

So, focusing on just a couple of prospects is not a great strategy.

In baseball, batting .300 (getting a hit three out of ten times at bat) means you are a superstar. Venture capitalists are happy if they “hit it out of the park” with one in ten investments (they expect to lose money one-third of the time, break even one-third of the time, and more than make up for that with the remaining investments—but in many cases, only one of those investments will generate significant returns).

Similarly, if you have a prospective client or what you think could be a great referral source, don’t put all your eggs in one basket. Diversify your “investments.” You don’t know which ones will produce results.

The same is true for job hunting.  To read more, check out my article in the ABA’s GPSolo eReport.  When it Comes to Business Development and Job Hunting, Monogamy is Not the Best Policy.

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