Stephen Seckler – Seckler Legal Consulting and Coaching

As lawyers, we are trained to ask good questions. But when it comes to marketing our services, we somehow think that good presentation skills are the key to success. In truth, asking good questions and listening to the answers…more

Learning how to "close" business is an important skill that lawyers need to learn. But long before you ever have the chance to "close", you need to learn how to "open". And the holiday season provides a lot of good…more

It is hard to overstate the important role that confidence plays in building a professional services practice. Clients generally have no direct way to evaluate the quality of your legal skills. Instead, prospective clients…more

Successful rainmaking requires effective relationship building and effective relationship building (i.e. relationship building with clients, prospective clients and referral sources) takes persistence. But how persistent should…more

Building a solid referral network cuts down on the amount of effort needed to turn prospects into paying clients. For starters, leads that come through referrals are already “qualified” (i.e. they have demonstrated an interest…more

Giving someone your undivided attention is a great way to build your business relationships. But what is undivided attention in a world filled with digital distractions?…more

One of the best ways to generate referrals is to make referrals to your own referral network. Letting someone use your name or offering a lead to one of your contacts are both good ways to get the attention of your own referral…more

Success in legal marketing requires you to build a pipeline. But don't expect every prospect in the pipeline to become a client. Instead, think like a venture capitalist…more

Walk into any Starbucks and you know you can get a cup of light roast or dark roast coffee. While Starbucks sells many other things besides coffee, most of their branding efforts have gone into promoting their coffee…more

Crafting a focused message, reinforcing your reputation and building relationships with referral sources are all important parts of marketing your practice. But don't ignore the non-verbal ways that you are communicating. Does…more

What is coaching and how can it help lawyers to marketing their services more effectively? What issues are suitable for coaching? How do I hire a coach? These are some of the questions asked and answered in an article which…more

If you want to build strong business relationships with prospective clients and referral sources, be persistent. Add a dose of sincere flattery and be specific about how you want to connect. The combination of the three will…more

Giving referrals to professionals who serve the same clients is a great way to get referrals. But finding opportunities to give good referrals is not a passive activity. You have to be on the lookout to find leads for other…more

The practice of law is changing rapidly and with that change, law firms need to adapt their training programs. In this book review, Steve Seckler reviews The Art and Science of Strategic Talent Management in Law Firms and…more

Lawyers and marketing professionals see the world through very different lenses. While an ability to identify and manage risk is essential to practicing law, it can become a liability in marketing a law practice. What are some…more