Getting a law degree does not mean that a new attorney will have the professional acumen to be able to associate with future clients or other attorneys in your office. It is vital that Law Firms train new associates. A law firms ability to grow is limited by their leadership. If a law firm has continual training on leadership and the development of their staff they will see new heights. Remember also that people attracted to you are not necessarily what you are looking for in an attorney but they will be like you. In other words people are drawn to like minded people. If you look around your law firm and you don’t like what you see then you might want to think about developing yourself into the type of people you want to attract.
John Maxwell talks about the “Law of the Lid” The lid is basically your ceiling or the top potential you can reach given your environment, training, skill set etc. A leader automatically has a lid depending on their level of training and their capability to grow the firm by setting the example. The Marine Corps always teaches that leaders first lead by example. It is not as important what you tell your staff as it is important in what you show your staff by your example.
It is possible to increase your attorneys close ratio when in front of people by simply training them to care for people more than they practice law. People like doing business with people they like. The person setting across your conference table is not looking for the person with the most degrees as much as they are looking for someone who understands them, listens to them and makes them feel everything is going to be ok. I have seen so many attorneys whether they know it or not, come across with a better than you attitude that turns off the future client. Sure they want to see confidence but not arrogance.
A planned training strategy can alleviate a lot of basic problems in your law firm. Training can help set a good culture and working environment and it can close more business. Remember what you put into your staff is what will come out of your staff. Are your attorneys getting the proper input? Are you continuing to put good things into yourself? Raise the bar in your law firm. Develop a training strategy the makes your attorneys better people and continues to grow and stretch them.
