A Hands-On Approach to Attorney Referrals: A Successful Strategy for this Southern California Family Attorney - There’s no better... Speaking from Experience: When it comes to personal injury cases, Sean S. Vahdat speaks eloquently from education,... 19 Secrets That Increase Response to Print Ads: Have you ever purchased a display ad in the newspaper and then not received a single... The Introvert Lawyer’s Guide to Networking: A few years ago, a meme that I found hilarious circulated the internet. It read... Build It or Change? Making Culture Tangible: 30,000 feet. Long-haul travel. I am tired but intrigued about what I am observing. - Not... 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... The “If-the-Market-Knew-My-Story” Approach to Business Development: There is a basic principle in communication theory—shared experiences form the basis... Community News – September 2018: Carothers DiSante & Freudenberger LLP (CDF), an award-winning employment, labor and... MILITARY TRAINING Brings Peace of Mind to Legal Clients: Court proceedings and legal negotiations are often framed in military terms in which... Is There Gold in Your File Cabinet?: How to really help your clients and make money— where you're not trading your time for...
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RSSAuthor Archive for Tom Hopkins

Tom Hopkins is world-renowned as America’s #1 sales trainer. For over 30 years, he has helped millions of professionals around the world serve more people through proven-effective skills. His books have sold in the millions, and hundreds of thousands of people benefit from his recorded audio and video programs every day. For more information, contact Tom Hopkins International by calling (800) 528-0446 or visit his website at www.tomhopkins.com

Is Your Vocabulary Costing You Money?

Is Your Vocabulary Costing You Money?

When we give a presentation to a future client not only do our appearance, visual aids, and body language relay a message, but the words we use create pictures in their minds. When we hear a word, we often picture a symbol of what that word represents. We may even attach emotions to some of […]

Self-Discipline, the Foundation of Self-Improvement

Self-Discipline, the Foundation of Self-Improvement

What is the one thing you must have in order to succeed? It’s a little thing called self-discipline—something that’s little only in the sense that it’s yours any time you choose to employ it. In its effect on your life, having self-discipline makes a tremendous difference—a difference too great to measure. It’s not something you’re […]

7 Steps to Getting Referrals

7 Steps to Getting Referrals

The easiest lead to close is a referred lead. Unfortunately, not many mortgage brokers have mastered the art form that the process entails. I’ve developed a simple, seven-step process to obtaining referrals that will give you so much more success in developing your referral business that you will make it an automatic part of every […]

Understanding People’s Natural Fears

Understanding People’s Natural Fears

Think for a moment about what the greatest enemy is to the process of helping people decide to use your legal services. What is it that jumps in and brings presentations that were previously sailing smoothly along to a screeching halt? You may think it’s the financial aspects of your offering. Perhaps you think it’s […]

How to Handle an Angry Client

How to Handle an Angry Client

Too many attorneys, when faced with clients who range from dissatisfied to down right angry, choose the loser’s path by postponing handling the situation. This results in one of two things happening. Either the angry client decides the problem isn’t worth the aggravation and cools down (what every attorney wishes would happen, but like many […]

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