Over the past few years I have determined that the attitude of the professional determines how much money that we make! That is a powerful statement but it is true of all of us lawyers who are successfully marketing our practices. Clients come to see us because they have nowhere else to turn. If we show them that we are enthusiastic, people will gravitate toward us and reward us handsomely for our positive, enthusiastic attitude about the problems that have been plaguing them for years. You see people don’t care how much you know until they see how much you care! They assume you can fix their problem. It is your attitude that convinces them that you are the one to fix it for them. To repeat a well-worn cliché, your attitude determines your altitude. If you enthusiastically ask for a fair, but high fee, your prospect is much more likely to pay it then if you never ask in the first place.
I have learned that the meaning is in the moment. That life is an adventure and it is more about the journey and less about where one is going. The older I grow the more I learn the impact of attitude on life. Attitude is more important than education, money, circumstances, successes or failures, or what people think, say or do. It is surely more important than appearances or skill. It will make or break a business or a home. The amazing thing is, we all have a choice everyday regarding the attitude we choose to embrace for that day. We cannot change our past or the inevitable, the only thing we can change or control is our attitude. I have come to realize that life is only 10% what happens to me and 90% how I choose to respond to it. And so it is with you also. We are all in charge of our attitudes each and every day. Sometimes it takes work to be positive. Sometimes we have bad days but nothing will cost you more in terms of fees than to meet with a new prospect with a poor attitude.
Becoming a successful practitioner is largely dependant on three distinct characteristics.
*Positive Attitude
*Positive Action
*Positive Control
Attitude: Successful Practitioners view things from a unique prospective with a Positive Mental Attitude (PMA). They look for the inherent good and positive in a situation and choose not to focus on the bad. Never letting failures discourage him or her. Giving failure only the appropriate amount of emotion and then moving on. As Robert Shuller said “I would rather attempt a great many things and fail than attempt nothing and succeed.”
Action: Positive attitude without positive action is worthless. A successful practitioner must act positively and decisively. To be a champion, perform like one, to become busy act busy. Fake it until you make it. Act enthusiastic and you will become enthusiastic.
Control: Successful practitioners must exert positive control over their lives and businesses. Being in control means accepting responsibility and being accountable for your future. Success and failure are directly related to what one does or does not do. The successful practitioner is internally driven, committed and determined.
Enthusiasm can achieve the unexpected. The power of PMA is seen when enthusiasm becomes contagious. Enthusiasm is a magnet; those who need it will gravitate toward those who have it and pay them handsomely for their expertise and enthusiasm. Lack of enthusiasm on the other hand is a dangerous footfall because as enthusiasm is contagious so too is negativism. It can take over an office and crush success.
Enthusiasm has a powerful effect on groups of people. It results in hysteria at football games (such as the recent success of the Tampa Bay Buccaneers in the Super bowl), pep talks and political rallies. However most of our dealings are one-to-one relationships. This is where the level of enthusiasm we can muster is a measure of our power of persuasion. Enthusiasm can be expressed in body language, facial expressions and tone of voice. Nothing is so persuasive as one-to-one enthusiasm. Enthusiasm must begin with you and when you are consumed with enthusiasm those around you cannot help but respond in kind.
Finding enthusiasm can be achieved in many ways. It can be created each day on the drive to work, with a morning ritual of a motivational meeting or daily as you listen to motivational audio material on your morning commute. As you are building your practice and find yourself challenged by the learning curve, it is 80% attitude and 20% aptitude.
May your every day be filled with enthusiasm as you build your PMA and achieve personal success. Remember to be enthusiastic when you ask for the money. Your clients will respond in kind, paying you handsomely for your unusually positive attitude.
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