Has Law Practice Growth Hit An Invisible Ceiling?

"I can’t seem to grow my practice beyond where it is now - it’s like I’ve hit an invisible ceiling. The thought of another stagnant year feels suffocating. How do I get unstuck?”

This is a common issue. Something I see a lot in new clients (and why many reach out to me).

What's going on? Why do so many lawyers hit this invisible ceiling?

Typically one or more of the following three things has happened:

Problem 1: A scattered, random approach.

A scattered, random approach where you:

• Send some emails upon occasion.
• Write an article (when asked).
• Speak at an event (again, only because asked).
• Attend networking events you're invited to (without any strategy).
• Post on LinkedIn every so often.

The problem? No real strategy or consistency.

Instead, you're practicing random acts of marketing.

This can lead to some luck going your way. But without consistent, strategic action-taking, it’s impossible to know what is/isn’t working.

And so, you’re spinning your wheels on things that probably had no bearing on why you had success in the past.

Problem 2: Dropping the ball when busy.

Consistency over time is the name of the game. It’s the only way to get long-term, measurable results (which BTW helps you determine what to double down on and what to drop).

But as you’ve gotten busier, you’ve done less and less. Which means your results have stagnated.

Problem 3: You don’t ask for business nearly enough.

The vast majority of lawyers I speak with rarely ask for business.

There’s this belief that when prospects need you, they’ll remember to come to you and ask you to do the work (based on that conversation you had 8 months ago or the emails you sent 2 months ago).

It doesn’t work that way because that isn’t how human beings think (and yes, this even applies when you had a past conversation around how they will absolutely call you the next time something comes up that you’d be perfect for).

You must ask! More than you are currently comfortable with.

People need to be reminded of what you do, how you help and that you're available to them. And don't knock reaching out when you become aware of something you could help (to proactively pitch them on).

I realize that thinking about doing this might make you break into a cold sweat.

But the good news is that you can ask in a way that feels like you - naturally, authentically and with zero awkwardness or pushiness.

[Yes, really].

This leads me into what to do instead.

How to Break Through The Invisible Ceiling

Want to break through the invisible ceiling holding you back (or never get hung up by it)?

Here's what to do:

1. Change your mindset around business development (including networking, marketing and selling).

This might not be what you want to hear, but this is a must-do.

Because without the right mindset, you won’t be able to:

• Identify your best business development strategies.
• Take consistent action.
• Ever make "the ask".

You aren't trying to convince people to hire you, you're helping people. And you do that by marketing in a way that provides value and then asking to take things further (to help by working together) when the time is appropriate.

2. Tailor your plan, strategies and tactics to YOU.

You do not need to do all the things. You just need to be doing something. And the best thing would be what fits your personality, leverages your strengths and is aligned to your goals.

This will help you get motivated, do the work and be consistent. Because "the work" will actually feel good and be more enjoyable.

3. Support yourself.

Despite your lawyer-trained brain telling you that you should be able to come up with the right plan - and then execute on it - without any help, you’ll get better results (more quickly) by getting help.

And there are several layers of help:

• Guidance from experts/mentors to assist with coming up with the right plan. 
• Peer + mentor brainstorming through problems.
• Structural support (via systems, resources and delegation - of both work and marketing).

You are one person and the world is filled with many people (and also tech and other resources) you can utilize to assist you. Use those resources!

This is what prevents you from:

• Wasting time and energy on things you don’t like, want or need to be doing.
• Letting go and getting sidelined from doing any business development (when busy).

Want proof that these three things help?

ELEVATE - my business development mastermind for attorneys - is designed specifically to give participants these three things.

Here is what ELEVATE member Amanda has to say about how this structure helped her have "the best year of her career - in both dollars/cents as well as intangibles":

"The mastermind experience was a 10/10! I resoundingly exceeded my financial goals, and my group served as a reliable touchpoint that kept me grounded through a long, emotional jury trial that kept me away from home for weeks. 

The process of talking with fellow mastermind members helped me better understand my strengths and how to leverage them with clients and within business development. And Heather always brings her A-game, accepting you where you are and helping you set a realistic path towards success. 

If you are motivated, have clear goals and want a buddy system for staying accountable – this is your place.”

- Amanda Cottrell, Partner | Sheppard Mullin

Ready to have your best year yet as a lawyer?

Check out how ELEVATE can help here:

https://www.coursecorrectioncoaching.com/business-development-mastermind/