How Often Have You Heard This Excuse for Not Marketing ? “I can only call 3 people.”

How often have you heard this excuse for not marketing,  “If I made 3 calls a day, I’d run out of people to call in 2 weeks?”  Too many lawyers spend so much of their time working for one client that they spend almost no time building client succession planning, moving suspects to prospects and prospects to clients.

Firm leaders need to focus on ensuring that closing skills and marketing begin with the first contact and involve following up, building relationships, understanding a prospects business, brainstorming and offering ideas.

View this as a firm underutilized asset and get them going.