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MAY
2004
- COACHING
- BRAD'S STORY
- BUSINESS PLANS
- EQ
TESTS
- BROADCASTS
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This
month LATERALS is one year old. Our new title,
LATERALS. RAINMAKERS. MENTORING. says it all.
Mentoring professionals is the focus of our practice. Our web
site, www.mentoringpros.com
has a Media Center with our broadcasts, articles and achieved
Newsletters. After reflecting on the articles and
topics that are of interest to a significant percentage of
readers, we're going to offer many more rainmaking articles
and broadcasts in the coming months. The first article reflects our emerging
practice trend: coaching. We've begun to coach those partners
who want have asked us to spend time with them on the phone.
Learn more, below. Jerry
Sears | |
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PERSONAL
RAINMAKING COACHING VIA
TELEPHONE
Do
you remember the story of the quiet, withdrawn analytical
grinder who becomes a happy, gregarious, open, warm and
successful rainmaker? No, you don't remember that
story? That's probably because it isn't told very
often. When it does happen, people want to forget how
they ‘were', in favor of how they are now.
But I remember lots of them. I remember
them because I participated in bringing about their change.
It's what I do. After 25 years as an attorney headhunter, I've
heard every possible reason why law firm partners can't, won't
or don't, make rain. I understand these reasons because I
personally had to overcome many of the same obstacles to build
my practice. Based on this knowledge I've coached countless
partners overcome their personal rainmaking impediments.
With this experience, several excellent online
assessment tools and the telephone, I'm pleased to
announce that we're offering a one-on-one Rainmaking Coaching
Program to law firm partners seeking help in
overcoming their personal obstacles to rainmaking. And, I'm
offering the Program with a Money Back
Guarantee, that's how confident that I am that, if we
work together, you can make rain.
Our three month program includes an evaluation
of your personal rainmaking impediments using one of the
country's leading assessment tools and once a week coaching by
phone. We'll work in total confidence. We'll talk about
why you don't seem to get new clients, and when you do meet
them, why they don't retain you. It's a complex task, but with
simple steps. I'm confident that I can help you develop your
business plan and help you make more rain than you ever
imagined...
FOLLOW
THIS LINK TO LEARN MORE ABOUT THE PROGRAM, ITS COSTS AND MY
MONEY BACK GUARANTEE.
Or, call my direct line -
561-638-4750 or send me an email for more
information.
Jerry | |
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"WHO STOLE MY PARTNER?" By Jerry
Sears
Chapter 7: WILL
BRAD LATERAL TO A NEW FIRM?
For those who
don't remember the close of last month's adventure, here it
is:
Brad said, "There's also a few other key
issues ... like what kind of support I am going to get? ...
who can come with me from the old firm? ... if I'm going to be
out there selling ... whose going to do the work? ... also,
how fast you can move on this? ... but other than that, we're
in good shape."
Paul said, "Do you want answers to all that
right now?"
Brad looked at his watch and said, "No,
tomorrow's OK ...because I have a client meeting in about ten
minutes."
Paul said, "I can answer your
question about how fast. It depends on whether you want to
come in as an equity partner. That takes a vote of the
partnership. If you are willing to come in initially as a
non-equity partner, we can push it right
through."
Jerry asked, "What's
your time period if he's going to be an equity
partner?"
Paul said, "It takes
about three weeks, if it's on a fast track, and that's after
the Executive Committee proposes him to the
partnership."
Jerry said, "We
might have to act faster here. There's some possibility that
his old firm might throw him out, on the same day they find
out. How about a middle ground where he comes aboard as a
non-equity, but with the understanding that he will be put up
for equity within a month?"
Brad said, "I don't know about that, Jerry. I want to lateral
as an equity partner. It's important to my clients, present
and future, that they're dealing with a partner. But, I've got
another problem at this moment. I have to get back for my
client meeting."
Dave said, "Look
Brad, there's little doubt that you would eventually be
elected, It's just that there's a certain way the Firm does
things. You've got to respect
that."
Jerry could see, by Brad's
expression, that he was beginning to have a rebirth of his
doubts about both what was being said and about his earlier
concerns about Dave, so he said, "Brad, do you remember
conservative Dave, the man who puts established routine ahead
of everything?"
FOLLOW
THIS LINK FOR THE REST OF THE
STORY>>>
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ONLINE AUDIO
BROADCASTS
Each of the following Broadcasts is only
3 to 6 minute. They're easy to listen to with your computer's
MediaPlayer or Real Audio Player or, in some cases, with
Powerpoint. You can download and listen to them directly from
the Newsletter, or by visiting our Media Center at http://cl.extm.us/?fe871d777767017b7d-fe241c7072650079721c74.
Read
our four year study entitled, "Rainmaking in the Legal
Profession. Are Rainmakers Born or
Made?"
Each of the following
links to listen to topics of interest to all law firms
and partners - originating new business.
PERSONAL RAINMAKING
COACHING PROGRAM
OVERCOMING YOUR OBSTACLES TO MAKING
RAIN
1. YOUR
FIVE PERSONAL OBSTACLES TO MAKING RAIN
2. OVERCOMING
YOUR INABILITY TO HELP YOURSELF
3. OVERCOMING
YOUR OWN FEARS
4. OVERCOMING
YOUR CLIENT'S FEARS
DEVELOPING YOUR
RAINMAKING SKILLS
5. SUMMARY
OF RAINMAKING SKILLS
6. THE
CORE SECRET TO MAKING RAIN
PROJECTING YOUR BOOK OF
BUSINESS
7. THE
LAWYER'S BUSINESS
PLAN
8. FANTASY
VS. ACTION IN MAKING PROJECTIONS.
9. PROJECTIONS
THAT MAKE RAIN
10. MAKING
PROJECTIONS COME
TRUE
If you missed any of
the previous issues of LATERALS, you can get them right
here:
APRIL
2003, MAY
2003, JUNE
2003, JULY
2003, AUGUST
2003, SEPTEMBER
2003, OCTOBER
2003, NOVEMBER
2003, FEBRUARY
2004, MARCH
2004, APRIL
2004.
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HOW WILL
UNDERSTANDING YOUR RAINMAKING IMPEDIMENTS HELP YOU MAKE MORE
RAIN?
Take a look at the following links. See
what they say about you. See if you can tie in
their reports with your rainmaking
frustrations.
The following
links take you to sites that deliver short and in most cases
free personality assessments which quickly allow you to assess
your Emotional Intellgence, or EQ. Daniel Goleman, one of the
most prolific writers in the field, and the author of
Emotional Intelligence in the Workplace, describes EQ as your
ability to get along with others.
EQ
At Work - subscribe to
their newsletter, it's first class
EQ
At Work Emotional Intelligence
Quiz
Institute
for Health and Human Potential - EQ
Quiz
Utne
Magazine's EQ QUOTIENT
QUIZ | |
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© 2003.
2004. Sears & Associates. All rights reserved.
Laterals is published monthly by
Sears & Associates, a national attorney search firm since
1979.
About Laterals and your
subscription:
Sears & Associates has selected the
recipients of this newsletter, which is published monthly,
from among our existing client base and others who have
expressed an interest in subject materials of the type
contained in this periodical newsletter. If for any
reason you do not want to receive this publication, click on
the unsubscribe link below and we will immediately remove your
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we fully respect your privacy.
Executive Editor: Jerry Sears
jerry@mentoringpros.com
Publisher: Ellen Caravello ellen@mentoringpros.com
Copy Editor: Judith Sanchez, Mentoring Pros, Inc.
judy@mentoringpros.com
ePublishing Manager: Deb Daufeldt, Second Story Solutions,
LLC deb@mentoringpros.com
Technology Evangelist: Mark Margaretten, Second Story
Solutions, LLC mark@mentoringpros.com
WebMaster: Chris Pelosi, e-techStrategies LLP webmaster@mentoringpros.com
Sears & Associates
RECRUITING AND DEVELOPING
RAINMAKERS SINCE 1979
Delray Beach,
FL USA
(561) 638-4750 phone
(561) 637-6585 fax
Web
Site: www.mentoringpros.com
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