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Attitude

Learning to Learn

Many lawyers struggle to learn business development skills, in no small part because they don’t embrace the need to get better at it. Try some of these self-talk techniques to help you overcome inertia and get started.

The importance of having a "growth mindset"

Why do some lawyers take full advantage of business development learning and training opportunities, while others pooh-pooh them or delude themselves that it’s not important to improve their knowledge and skills? Why do those who admit that better BD skills are important nonetheless procrastinate forever, promising themselves that they’ll get to it when they have more time?

How to be on time (and raise the odds that others will, too)

Punctuality is a basic social contract. It’s a visible demonstration that you do what you say you’ll do. Or that you don’t. An appointment is a promise to answer your phone or appear at a meeting on a specific date, at a specific time. Not 10 minutes late. Or five. Or even two. At the appointed time. Here's how to guarantee it.

Why Your Prospect Lost Interest Almost Immediately

It’s hard to imagine that anyone places greater importance on the words they choose than lawyers do. However, in business development, successful communication often depends less on the words you say than on your tone of voice.

Shared Qualities of Top Sellers

Selling is a learned skill, which means anyone can become good at it if they commit to it. Like any other skill, some will have more difficulty than others learning it, but anyone can learn. Cultivating these traits and mindsets will accelerate your learning curve and raise the ceiling on how good you can become.