Playing the Ultimate Game of Chess: Putting All the Pieces Together Before Trial Brings Attorney and Client to... Lawyers, Nail that Meeting with Your Prospective Client: Aprospective client has identified three lawyers whom she believes possess the expertise... One Simple Calendar Trick High Achievers Don’t Want You to Know: Billionaires, millionaires, and the middle class all have one thing in common: 24 hours... California Case Summaries Monthly™ Organized Succinct Summaries of New California Civil Cases: CALIFORNIA SUPREME COURT - Landlord-Tenant - Dr. Leevil, LLC v. Westlake Health Care... Pro Tip for Lawyers: 3 LinkedIn Business Development Resolutions that will Pay off in 2019: Like me, you probably have a list of goals that will help you achieve your personal and... What Is the Average Pay Raise?: When you employ law firm employees, the question often arises about what is the kind of... 2019 New Year’s Resolutions Attorneys Don’t Want Their Bosses to Know About: 2018 was a crazy year in the law firm universe, filled with associate raises, summer and... Is Succession Planning on Your Firm’s 2019 To-Do List?: Succession and succession planning are hot topics in the legal profession. One statistic... Community News – March 2019: Snell & Wilmer is pleased to announce that Orange County attorney Chariese R. Solorio... Extending the Meaning of Family Business: Married Attorneys Build Extended Family in Real Estate, Trust and Estate Planning, and...
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RSSAuthor Archive for Mike O'Horo

Mike O'Horo is a serial innovator in the law business. His current venture, RainmakerVT, is the world's first interactive online rainmaking training for lawyers, by which lawyers learn how to attract the right kind of clients without leaving their desks. For 20 years, Mike has been known by lawyers everywhere as The Coach. He trained more than 7000 of them, generating $1.5 billion in new business. Mike can be reached at mikeohoro@rainmakervt.com

Lawyers, Nail that Meeting with Your Prospective Client

Lawyers, Nail that Meeting with Your Prospective Client

A prospective client has identified three lawyers whom she believes possess the expertise and standing to solve her problem. The good news is that you’re one of them, and 10 minutes from now she’ll be sitting in your office to interview you. The less-good news? You don’t know much about her beyond whatever dry information a […]

California Case Summaries Monthly™ Organized Succinct Summaries of New California Civil Cases

California Case Summaries Monthly™ Organized Succinct Summaries of New California Civil Cases

CALIFORNIA SUPREME COURT Landlord-Tenant Dr. Leevil, LLC v. Westlake Health Care Center (2018) _ Cal.5th _ , 2018 WL 6597341: The California Supreme Court reversed the judgment of the Court of Appeal. The Supreme Court ruled that an owner of real property that acquires title to property under a power of sale contained in a […]

Law Firm Business Development: “Plans Are Useless, but Planning Is Indispensable…”

Law Firm Business Development: “Plans Are Useless, but Planning Is Indispensable…”

“In preparing for battle I have always found that plans are useless, but planning is indispensable.” – Dwight D. Eisenhower Lawyers detest creating business development plans. They delay and resist as long as possible, and when their firm finally brings down the hammer, too often they create something pro forma that lets them check the […]

The Future of Law Firm Business Development Belongs to the Bold

The Future of Law Firm Business Development Belongs to the Bold

Ultimately, the meek may, indeed, inherit the earth. But history suggests that, in the meantime, meek salespeople will waste time, money and energy and miss out on the opportunities awaiting those with the vision and courage to take bold action. By now all but the most resolute of ostriches have accepted that the embryonic law […]

20 Traits of the 100%- Capable Rainmaker

20 Traits of the 100%- Capable Rainmaker

What does it take to be a great rainmaker, able to generate millions of dollars in business each year, reliably? As with every great accomplishment, there’s much more than you can see. The Winter Olympic broadcasts featured background stories about how athletes became among the best in the world at their sport. Before those stories, […]

20 Traits of the 100%-Capable Rainmaker

20 Traits of the 100%-Capable Rainmaker

What does it take to be a great rainmaker, able to generate millions of dollars in business—each year, reliably? What’s actually involved in the rainmaking sausage? As with every great accomplishment, there’s much more than you can see. Many lawyers, observing their rainmaker peers, likewise see only the most visible things they do versus the […]

Critical Success Factors. The Key to Exposing Demand.

Critical Success Factors. The Key to Exposing Demand.

Let’s get the new year started off on the right foot by simplifying what many lawyers struggle with. There’s a lot of confusing advice out there for lawyers who are trying to learn how to get clients. Let these three basic questions be your guide to simplified business development: What? Why? How? What problem, situation, […]

Make Time for Business Development With TIME-SHIFTING

Make Time for Business Development With TIME-SHIFTING

For the 25 years I’ve been coaching lawyers, their #1 excuse for not being more serious about business development (BD) has been “lack of time.” During our planning sessions, after you declare your goal, I ask how much time you’ll commit each week to achieve it. This is the “no matter what,” “never fall below,” […]

Networking: How To Disengage From a Dead-End Conversation

Networking: How To Disengage From a Dead-End Conversation

We’ve all found ourselves trapped in a dead-end conversation at a networking event. Someone drones on about a topic in which you have no interest. Or, it’s simply someone you don’t like. Or, there’s nothing wrong with the topic or the person, but you can’t spend that much time with any one person. You need […]

Convert Unhappy Clients into Fans

Convert Unhappy Clients into Fans

Clients can become upset with us for many reasons, some of which are within our control, and others that aren’t. We make mistakes, forget things, have bad days, or simply get overwhelmed by the unexpected. Such is life. However, what happens afterward determines the future of that relationship, and countless other potential relationships that that […]

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