Jordan missed shots failure.jpg

This morning, I stumbled across an interesting new blog, The Personal Branding Blog. One particular post, I’m Going to Fire You, by Nancy Rosen, caught my eye. Ignoring the title, here’s the relevant excerpt:

The greatest predictor of success is failure. That’s true whether you are quitting smoking, shooting free throws or taking on a new function at work. Competence and reliable performance are born from learning why one route is a mistake and finding which micro changes of action and thought or macro alternatives of mindset and presence manifest achievement.

We call this the gift of lifelong learning. If you don’t keep learning, you’ll eventually feel miserable, experience burnout, and become guilty of over-posting on Facebook.

Lawyers who aspire to revenue independence must first accept that generating their own revenue is not a nice-to-do, but a survival requirement.  Then, they must embrace some fundamental conceptual logic:

  • Learning is a continuum, not an event
  • Skill development is an experiential process
  • Effectiveness is a product of experience
  • Experience can only be gained by doing, by seeing many different scenarios, and by failing
  • Law practice affords a very limited number of real opportunities to gain marketing/sales experience
  • Failure in real-world sales experiences comes at a high cost
  • The virtual world is the only place where lawyers can get unlimited experience without risk

Position players who start for Major League Baseball teams get roughly four at-bats per game. Really disciplined hitters see around five pitches per at bat, of which they may swing at only two or three. Over a 162-game season, that’s around 1600 real-world swings per season.  That sounds like a lot, but consider that they also take batting practice every day during the season for 10 minutes or so, likely taking more than 50 swings per session, or 12,000 swings in simulated at-bats.  Add off-season work and the total soars.

Consider, too, that MLB players have natural advantages: they’re elite athletes, and typically have 20/13 vision.  They’ve been playing the game, receiving expert coaching and practicing for their entire lives.

If professional athletes with all these advantages, who are already expert at the fundamental skill of hitting a baseball, recognize the importance of practicing every day, how could a lawyer with little-to-no previous marketing or sales experience possibly entertain the fanciful notion that they’ll somehow develop revenue-generation skills by attending a retreat session or seminar, or by going through a simulation once?

How do you get to Carnegie Hall? Practice, practice, practice.

It’s all about getting enough real or virtual practice to acquire and maintain your needed skill level.

Mike O'Horo

Every RainmakerVT business development training simulation offers a safe virtual environment that lets you learn, make mistakes, get coaching, practice, and gain virtual experience to prepare you for the real world.