Want to Make Rain? Practice, Practice, Practice


A lawyer I coach asked me what was the most important client development skill I worked on to perfect. I did not hesitate, answering:

Presentation skills

I know I attracted more new clients by my presentations than any other thing I did. Why? When I was presenting, potential clients could easily evaluate my knowledge, my ability to make the complex simple and my personality. But, here is the most important point: I practiced presenting, over and over again. When video cameras first became available, I taped myself presenting.

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DISCLAIMER: Because of the generality of this update, the information provided herein may not be applicable in all situations and should not be acted upon without specific legal advice based on particular situations.

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