"If all of the LMA speakers are similar to today's Rainmaker panel, then I definitely need to keep coming back."
We agree! On July 9, LMA Southern California's Rainmaker Panel was an absolute success. With over 80 attendees in the beautiful Pacific Club in Newport Beach, we heard from panelists Marc E. Hankin from Hankin Patent Law, Michael D. Mortenson from K&L Gates, and Tamara DeVitt from Haynes and Boone, with moderator James Stapleton, Co-Founder of LEAP Legal.
6 Rules for Continuing/Building Relationships
James Stapleton discussed Six Rules for Continuing/Building Relationships. Right before meeting with someone, James likes to first visualize the encounter and figure out in advance what he wants to happen. Second, he orders the six steps, usually in this manner:
1. Express interest in them personally (as something other than a fee-generating vehicle). Typically, ask a question that leverages off of a prior conversation as it takes it a step forward.
2. Learn something new about them (do this first, be a great listener).
3. Teach them something new about yourself (could be personal or professional, depending on the situation).
4. Bring them something of value. This is the most critical step, the one that lasts longest in their mind.
5. Get them to make a decision, preferably one that affirms your relationship. This is the most difficult step for attorneys because they have to be a little bit vulnerable, they are putting themselves on the line.
6. Build a bridge to the next contact; e.g., "May I call you on..." Relationships either move forward or they don't. This helps the other individual signal his/her inclination to move the relationship forward.
James is happy to answer any questions; feel free to email him at jstapleton@leaplegal.org or call him at (408) 204-6656.
Key Takeaways from the Panelists
The last question of the afternoon: what is one key takeaway from today's panel you would like the audience to have? Here is what they said:
Michael: Understand there is going to be a lot of rejection even with great contacts. Just stay on top of it and keep at it. Stay positive!
Tamara: Figure out what works for you and do that, but work toward figuring it out sooner rather than later, as it will be more enjoyable. For example, I love one-on-one dialogue.
Mark: Number of touches. Getting together and see people more often - that's how you develop relationships. If we like them, we think of them. Get in the game. If you lose a client, have a de-brief with yourself to ask what you could have done better, so you can avoid mistakes in the future.
Thank you and we're looking forward to our next event!
