The problem, for the majority of lawyers who've always found selling uncomfortable, is that they've never been given the key to the castle – access to a fool-proof method for bringing in clients without selling...and without investing significant marketing dollars on largely ineffective advertisements, websites, directories, and collateral.
The problem, for the small population of rainmakers who've always enjoyed selling, is that the legal service world has now become hyper-competitive, and what was successful for the past 15 years is simply NOT working anymore.
Yet, 99% of lawyers are still marketing and selling their services the same traditional way. I mean, really, what's the point of using outdated methods that clients have now heard a million times...and that the vast majority of lawyers continue to find distasteful?
How One Lawyer Won $500,000
In New Business In Six Months.
Using A Proven Process That Gets Clients To Come To You...Without Leaving Your Office -- A Process That Has, Until Now, Only Been Available To 1% Of All Lawyers.
The reaction from most lawyers, upon hearing this, is, “Wait a minute. I’ve been out there pounding the pavement for years, and all along I could have been bringing in clients from my desk? Why was I never given this information? Is this some sort of conspiracy?”
I promise you; there’s never been a plot to keep this knowledge out of the hands of the “99%.” It's merely been a matter of cost and availability. As a former big law client said, “In the past, we were paying Mike O’Horo to teach these secrets to our lawyers, yet even we were forced to exclude the majority of them. Unfortunately, when Mike was teaching this program one-on-one, he just wasn't ‘scalable.’ To do it effectively, he could only train 20 lawyers at a time.”
And -- at $200,000 per group of 20 -- only the big law firms could afford to pay me. But I'll talk more about that later.
Here's what we proved with the lawyers I coached...
...You'll NEVER AGAIN have to spend money on costly ads and directories, and you'll certainly NEVER AGAIN have to persuade...cajole... convince...or pitch to land new clients.
All it takes is some time and effort at your computer, and a strategic approach that requires only the skills that already make you a successful lawyer. Whatever personality your clients already like while you’re performing legal work will also serve you incredibly well in attracting legal work.
For The First Time This Proven Process Is
Available To You, RISK-FREE, Through Our
Virtual Training Environment!
WHILE OTHERS ARE LOSING CLIENTS
YOU CAN BE INCREASING YOUR ANNUAL REVENUE!
Think about the business problems that create the kind of work that really gets your juices flowing. The matter or case for which you’re qualified, that you find really challenging and intellectually stimulating, and for which you can bill at a healthy rate that the client pays happily.
Prospects with such problems are out there, and they need a lawyer like you –
but they just can’t find you.
If you don’t provide them with an effective way to associate you with their particular problems, they’ll never know that they need you, specifically.
That’s what the lawyers we’ve trained experience every year, and what you’ll learn with RainmakerVT.
What if:
...a high percentage of those prospects had a reason to pay attention to you, got to know how you think, and developed a virtual relationship with you – long before they needed to hire you?
...you were the first lawyer prospects thought of, and contacted, when the problem you love to solve first arose for them?
...prospects reached out to you to discuss their problems – before conducting any lawyer-selection activity? How would being the “insider” with whom they consult about this problem affect your odds of being chosen to solve it?
RainmakerVT teaches you a guaranteed method for standing out from the crowd
You want prospective clients to know who you are and to associate you with a specialty. You’ve probably tried communicating that message to your audience through traditional media, social media, or articles on your website about a recent legal development. You’ve also probably done a Google search a few days after your article appeared…only to find that hundreds of lawyers around the country had written articles very similar to yours. Why does this happen? It’s because…
Most lawyers write and speak about the wrong things
The topics with which you’re trying to associate yourself almost guarantee that you’re going to disappear into the crowd of lawyers attempting to do the same thing. RainmakerVT teaches you to look at your subject matter differently, and broadcast it in a way that reliably distinguishes you from the crowd.
Wouldn't you like it if:
...you could be the first lawyer in the country writing about a problem that inescapably will lead to a massive amount of legal work?
...you could quickly develop such a strong association with a novel problem that you created “first-mover” advantage that separated you from the rest of the lawyers who move into that niche?
...your perceived expertise in solving this problem causes prospects you’ve never met to contact you and add you to their “short list” of lawyers being considered to handle their matter(s)?
...you were considered worth more than your fee, and clients paid you fully, quickly and gladly?
That’s what the Getting Found section of RainmakerVT is all about. It shows you simple, sensible, and strategic tweaks you can start implementing immediately. Many lawyers we’ve trained have responded by calling this approach “genius.” What they’re actually thinking, however, is: “This is so simple, and makes so much sense. How is it that I never thought to do this before?”
Getting Found by prospects on a regular basis is exciting, but you still have to convert prospects into paying clients. The dynamic will have changed, now that prospects are coming to you, but you'll still have to take sales calls, attend meetings, and win “beauty contests” in order to secure their business. While you'll never again have to attend networking events in the naked pursuit of clients, inevitably you'll be invited to industry events filled with potential clients. It's imperative that you learn a simple process for navigating these events comfortably and efficiently, and producing worthwhile results.
That’s the essence of ourGetting Chosen section — a private, virtual world where you learn to master each client-procurement scenario by doing, not by merely reading or listening. And the beauty of ourGetting Chosen process is that you'll NEVER AGAIN have to persuade...cajole...convince...or pitch new clients.
All you have to do is ask a sequence of questions. In fact, you'll be so comfortable with the RainmakerVT process that you'll never have to say "Hire me" again. The best news is that, as a lawyer, you ALREADY Have Every Skill You Need To Succeed.
Add to that our Proven Process that shows you how to help potential clients make informed, self-interested, confident decisions before they hire you -- in exactly the same way you help clients make sound decisions after they retain you.
If that sounds like a lot of hype...
...you're about to see why you'll never have to utter the words "hire me" again.
Because, even after showing thousands of lawyers with no business how to build $50k - $500k...even multi-million dollar practices...
...and, in one year, growing a lawyer's client by $1,000,000 (and getting hired for two new service categories) despite the client declaring a flat legal budget for that year...
...and even after...turning my unique system for gaining clients into the highest-value offering process (EVER) in legal services marketing...
...the solution was both simple and obvious.
WHY NOT USE THE SAME METHOD
TO GAIN CLIENTS AS YOU DO TO PRACTICE LAW?
Our process precisely mirrors the Socratic method that all lawyers learned in law school. We know you hate the idea of qualifying, pitching, and closing each potential client. The RainmakerVT system eliminates the need to do these things that you hate to do.
Where are you more competent, comfortable, and confident--behaving like a pitchman, or behaving like the successful lawyer you are?
Unfortunately, lawyers have been socialized to believe that selling their services involves persuading, cajoling, and pitching....all of which are COMPLETELY UNTRUE.
Because of this belief, the minority of lawyers who actually enjoy "schmoozing" sell in a way that CLIENTS ABHOR, while the majority of lawyers have trouble even getting out there because they DESPISE THE IDEA of pitching their wares. It’s one thing to explain that your “lawyering” skills are all you need to get business, but you’ll still need some guidance as you begin to apply those skills to this new purpose. Over time, you could probably figure it out well enough, but why struggle when help is so handy?
Professional athletes, actors, musicians and other performers have coaches and trainers. Anyone trying to perform and compete at the highest level of any activity (vs. hobbyists) have trainers.
Who needs a business development trainer? YOU do.
You may have expert knowledge in your legal field, but what separates topic experts from true professionals is experience and practice, not mere knowledge. There are countless lawyers who can quote sophisticated litigation strategies in their sleep, but never log the hours in front of a judge to be considered true litigators. Just look at baseball. Did you know that professional baseball players take thousands of practice swings each year -- just to get to the major leagues and stay there -- and that the top hitters take an average of 15-20,000 practice swings each year? Every year, however, hundreds of players with the talent and "smarts" to make the major leagues get cut loose -- largely because they don't put in the same practice time as the professionals.
You can't just read about something and get good. A popular book title reminds us, You Can’t Teach a Kid to Ride a Bicycle at a Seminar.
As the saying goes...practice makes perfect. How often do you practice your business development skills? Most lawyers admit that it's only an hour or two each week. More important is how you practice. All practice is not equal. Studies show that it takes "focused practice, coaching and feedback" to hone your skills. To continue our baseball metaphor, RainmakerVT's virtual world is your business development batting cage, where you can take enough practice swings to get into a confident groove -- and with your batting coach providing timely, relevant feedback instantly.
WHY DOES TRADITIONAL SALES TRAINING
GUARANTEE FAILURE?
One of the many problems with traditional sales training is that it uses language that describes the seller acting upon the prospective client, rather than with the prospective client.
Think about words like "qualifying," "presenting," "closing," and "overcoming objections." How have you reacted when sellers have done that to you? How did it feel to be qualified, presented to, closed and have your objections overcome? We experience those things as "pressure," and we don't like it at all.
Such an approach NO LONGER WORKS for the legal profession.
Twenty years ago, when I began coaching lawyers, I quickly saw the parallels between how lawyers interact successfully with clients and how people prefer to make important decisions (such as hiring a lawyer). Soon, it became clear that they were identical. Ethical "lawyering" was identical to ethical selling. Same skills, applied in the same sequence.
The direct correlation reminded me of the famous "wax on, wax off" scene in the original Karate Kid movie, where Mr. Miyagi teaches Daniel to apply the wax in a clockwise motion with his right hand, and polish it off in a counter-clockwise motion with his left hand. Later, when Daniel is in a karate competition, those identical motions, performed exactly the same way, were called "blocking." Same action, performed the same way -- applied to a different scenario and purpose.
Because my specialty is legal marketing and sales, I partnered up with a practicing lawyer who is also an award-winning legal marketer to develop this process to...
Gain Clients Without Leaving Your Office
And Increase Revenue
By Using The "Lawyering Skills" Method
Combining my experience training thousands of lawyers with the skills and perspective of an attorney who was a legal marketing ‘insider', we developed a proven process tailored specifically to lawyers.
Here's our outside/inside "dynamic duo"...
Mike O'Horo
Innovator:
Craig Levinson, Esq.
Great, so we develop this proven process, but had no way to share it with more than a few hundred attorneys per year. The big "A-ha!" moment came when I discovered a software platform that would enable us to deliver powerful training to all lawyers. Our goal was to do so conveniently and cost-effectively -- without requiring lawyers to travel to time-consuming lectures or seminars. What we developed was RainmakerVT, a virtual training environment that's yours for about a cup of coffee a day.
So Mike, What Exactly Do I Get with RainmakerVT?
Rainmaker VT teaches you two proven processes:
1) Attracting prospective clients without leaving your office
2) Replacing “selling” to potential clients, with simply "asking" a series of questions that help them make informed, self-interested, confident, comfortable decisions
That’s it. Simple.
Key for Prospects: “Comfortable with...
When asked why they hired a certain lawyer instead of another, clients often answer simply: “I was ‘comfortable with’ him/her.” But before it matters that they’re comfortable with you, they must first get comfortable with the idea of making a decision at all.
RainmakerVT is a reliable path to getting clients “comfortable with” the idea of making a decision, and subsequently hiring you.
It’s exactly the same process you use to help clients make decisions they’re “comfortable with” after you’ve been hired. It uses the exact same skills, in the exact same sequence, as when you practice law. The only difference?
You’ll help them decide whether or not they’re comfortable with hiring you.
RainmakerVT is a practical method grounded in the real world (not theoretical). It’s based upon 20 years of one-to-one training and a coaching process used by more than 6,000 lawyers, who collectively won $1.75 billion in new business.
RainmakerVT is a detailed, specific “how to do,” program, not just the vague “what to do” that lawyers find so frustrating. As you progress through realistic scenarios and dialogue, making decisions about what you’ll say or do next, you’ll learn by doing, not by merely watching, reading or hearing. [RainmakerVT supports all learning styles: auditory (hearing), visual (seeing), and kinesthetic (doing).]
Our unique “Practice Mode” lets you review, refresh and gain confidence in just a few minutes immediately before you go out into the real world to apply the skills you’ve learned in the virtual world.
Everything is measurable. With RainmakerVT, you can track your progress and see for yourself where you excel, and what areas could use a little more work. Our exclusive “Ready Mode” measures skill progression and expertise, and lets you prove that you’re ready for whatever you encounter in the real world.
What’s best is that it’s Private and Safe. Here, you can make mistakes in the private “virtual” world where nobody can see them. The real world only sees the skilled you.
RainmakerVT is convenient -- and available 24/7 from your laptop. You can learn on your schedule, whether early in the morning, at night after the kids are in bed -- whatever works for you. And, you have the flexibility to learn whenever you can carve out small chunks of time -- 10, 15, 20 minutes at a time. Plus, you’ll always have unlimited usage of RainmakerVT for one low fee.
RainmakerVT is organized into three logical categories:
1) Getting Found:
Most marketing programs fail because they depend on outdated concepts such as Targeting, which doesn’t match how human beings behave. Nobody wants to be someone else’s sales target. They only want to talk to you when they need you, and you have no way to know when that is.
Instead, RainmakerVT teaches you how to use the power and credibility of trusted media to position yourself as an expert on a business problem that clients must solve, and are already talking about.
You’ll learn how to:
Define your “Door Opener.” Associate Yourself with Issues That Open Doors for You and Drive Demand.
Your “Door-Opener” is the high-impact business problem or challenge that you love to solve, that really gets your juices flowing in the morning, and that you’re superbly qualified to solve. This problem’s importance literally opens doors to conversations with decision-makers whose job it is to explore solutions to these high-impact problems. Now, instead of trying to interrupt someone’s job with a pitch or other sales activity, you’re now a welcomed contributor to their job.
Profile optimal prospects
Too many lawyers, thinking “I can help almost any business,” try to pursue everyone, which isn’t possible. Why not pursue more clients that are just like your best client ever?
In this RainmakerVT experience, you’ll learn how to model and profile the clients that:
These aren’t fantasy clients, but real clients just like one or more that you’ve already had (but not as often as you’d like). These are the clients who, if your practice was made up mostly of clients just like them, would make you the happiest, most successful lawyer on Earth. Unless you think that that one great client you had was the only one in existence, there’s no reason why you can’t logically profile them, identify industries where they’re found in greater numbers, and insert yourself into their problem discussion as a welcome contributor.
Use PR to penetrate markets
The power of established trade media is undeniable. They’ve already earned the “eyeballs” of your optimal prospects, they maintain a vibrant discussion of the most relevant topics, and when you appear in them, you borrow their credibility. I may not have heard of you before, but if your article or quote appears in Wireless Monthly, you must be legit, right?
Expand Your Network from Your Desk
Who says you have to go to networking events to build up a contact list or referral network?
Does it make sense to maintain some face time with your optimal prospects? Sure. To build up a sizable network, however, the face-to-face process is too slow, too expensive, and most lawyers find it very uncomfortable. Instead, using this process, you’ll manufacture a vibrant network of contacts who match your optimal prospect, a network interested in your ideas, because of your relevance to their businesses -- all this without leaving your desk, and without regard to geography.
There’s no need for you to be limited to your local area. You’ll find that many clients care more about how much you understand their problem than where you’re located.
Conduct a Media Campaign
Learn how to get the maximum impact and value out of the limited time you can spend interacting with the media.
Don’t know how to hire a PR agency to help you?
Confused by all the emerging acronyms around website promotion, such as SEO, PPC, etc.? Leery of the outlandish (and often conflicting) claims by self-proclaimed experts in the Wild West field of social media?
No worries. Inside RainmakerVT, practicing professionals will teach you how to sort through the BS, separate the wheat from the chaff, and find the right advisor that matches your style and budget. Even better, if you can’t afford (or prefer not to hire) a pro, our experts will teach you the nuts-and-bolts secrets of do-it-yourself PR, and how to get the most out of social media such as LinkedIn, Facebook, Twitter and others.
Draft a Crystal Clear Message that Attracts Prospects and Repels Time-Wasters
If you sort through the wordsmanship of most lawyers’ advertising and other external communication, it boils down to some form of: “I’m a great lawyer. I had great grades at a great law school. I’ve been doing this a long time. I know a lot of cool stuff about this area of the law."
Who is going to notice you if you sound like every other lawyer?
We’ll teach you how to create a crisp, human, credible message that resonates with real people, and sets you apart from the estimated two million other English-speaking lawyers in private practice around the world. Even better, it automatically filters out and keeps away the people who can’t and won’t hire you -- saving you the time, expense and frustration of learning that truth by interacting with them one-on-one.
2) Getting Chosen (from among those found)
Getting Found by the right prospects, for the right reasons, at the right time, is a huge advantage, and a foundational concept and skill. It’s necessary, but not sufficient. Until a prospect makes a decision to hire you, you don’t have work, billings, and revenue. RainmakerVT teaches you that getting hired isn’t about the product (which is you); rather, it’s about facilitating a decision, quickly, reliably, in a way that buyers prefer.
We’ll share verbatim quotes from legal service buyers, who reveal how much they loathe traditional sales pitches -- and how much they prefer our “lawyering” method.
How many times have you made a pitch to a prospect, then waited anxiously for weeks, hearing nothing from them, and not knowing how to recontact them to find out where you stand? Should you call? Send email? Do nothing and wait? It doesn’t matter which you choose. If you’re on the outside looking in, that’s where you’ll stay. Not anymore.
First, you won’t be making any pitches. Remember: Buyers hate pitches.
Instead, you’ll learn how to manage a reliable process that motivates buyers to include you in the decision process and actually help them make their decision. In fact, because so few people even have a decision process of any kind, you’ll usually be the one leading the process. How much more confident would you be operating from the inside, actually managing the hiring decision, instead of waiting on the outside, wondering when they’ll make one?
You’ll preserve your integrity, and dignity, too. No more begging for business and cringing at the prospect of rejection, which is what most pitch-and-follow up routines unnecessarily entail.
You’ll eliminate rejection from your experience forever, because there’s no proposition to reject. You’re merely helping clients make a decision that’s good for them.
How much more would you enjoy operating from the confident position where you speak the simple truth: “It might be a great idea to hire me; it might be a bad idea to hire me. Neither of us knows right now, so I can’t tell you whether or not to do it. Instead, let’s find out which it is. Together, we’ll investigate your problem and all that goes into solving it within the confines of your industry, company, and culture. If it turns out that it’s a great idea to work together, we’ll both want to do it. However, if our mutual investigation reveals that it’s a bad idea to hire me, I’ll know pretty quickly, and I’ll refer you to someone who better suits your needs. We’ll shake hands and get out of each other’s way.”
Remember, traditional sales training fails because it uses language that describes the seller acting upon the prospect, rather than with the prospect.
I should have said “prospects,” plural. We all know that it’s rare for a single person to make a company decision alone. There is almost always more than one person with a stake in the decision, so we’re generally dealing with groups of decision “stakeholders,” even if the group is as small as two.
RainmakerVT teaches you a proven process to help these groups of buyers make informed, self-interested, confident, comfortable decisions -- in exactly the same way you help clients do that after they hire you...and you'll do it by using the exact same skills, in the exact same sequence, as when you practice law. Where are you more competent, relaxed, and confident -- behaving like a pitchman, or behaving like the successful lawyer you are?
You’ll learn how to:
Identify the Company-Specific Flavor of Your “Door-Opener”
Your Door-Opener is industry-specific, i.e., it reliably describes a particular problem commonly faced by a particular type or subset of companies within an industry. To help an individual company, you must learn how people within that company describe their version of the industry problem, and the degree to which this problem affects the company and stakeholders with whom you're speaking.
You can’t do this from the outside; no amount of research will get you trustworthy intelligence. The only way to do so reliably is to learn it directly from those most likely affected. This simulation gives you experience in doing just that.
Define the “Cost of Doing Nothing”
Did you know that your biggest competitor is not another lawyer or solution-provider? The most frequent winner is “no decision.” That’s right. In roughly 30% of supposed selling opportunities, nobody wins. Believe me, no firm or lawyer has a 30% market share.
You’ve been there. After all your work, all the calls, research, favors called in, meetings, presentations, proposals, follow-up and expense, the prospect goes dark and silent.
What happened? The prospect decided not to decide.
Why? Because they can.
People only make the decisions they must make. The Prospect’s choice not to decide meant that the resulting consequences (cost of doing nothing) were acceptable.
You can’t change the actual cost of doing nothing; however, done properly, you can expand the prospect’s awareness of the kinds of costs that other, similarly-situated companies have recognized. Most importantly, you can assess this early, and spot a no-win situation before you’ve invested too much.
Facilitate “Stakeholder Alignment”
“Stakeholder Alignment” is just an expression that means “getting a decision.” More accurately, it means “getting everybody on the same page and comfortable making a decision.” (There’s that word, “comfortable,” again.)
This critical skill is the difference between getting a decision and merely being helpful.
Even when a problem's impact absolutely demands a solution, the inability of those with a stake in the problem to align, i.e., reach a decision of any kind, creates a tar pit that consumes many otherwise promising sales.
This inability to decide is not due to stupidity or intransigence. It’s always the result of lacking a reliable decision process.
You’ve experienced this yourself. Your firm, or a civic- or social group, has endless meetings “brainstorming” a problem and arguing about the merits of different ways to solve it. Little by little, committee members disengage; some stop showing up. Rather than waste their time, they abandon the decision. (Hmm. There’s “no decision” again.)
The good news is that this is a fairly simple process that merely requires learning it, practicing it and applying it with humility and discipline. By relieving prospects of their decision frustration, you’ll deliver more value before you get hired than most lawyers deliver doing the work that they’re hired for. I promise that your prospects and clients will thank you.
You’ll never experience the “no decision” black hole again.
3) Toolbox
You know that life isn’t neatly organized. Stuff happens when it happens. There are a number of skills that don’t fit neatly into a sequential process. You need them when you need them, which means “now.” The Toolbox is where you find solutions to your business life’s equivalent of pop-ups.
You’ll learn how to:
Gain Access to Decision-Makers
How many times have clients, prospects and contacts (some of whom you know well) cancelled calls, meetings or lunches? Why do they do that?
It’s simple. It’s about “today.”
They perceive that what they’ll get out of that time spent with you today won’t sufficiently help them do their jobs better, improve operations, reduce cost, raise profitability or make them heroes to their bosses. It’s not that they don’t want to see or speak with you.
It’s that they can’t justify allocating the time today. If spending time with you takes them away from what they have to deal with today, it means that you’re not relevant to their jobs today, so it won’t happen. Make that “can’t happen.”
They’re not free to indulge themselves in the luxury of having lunch with someone whom they merely like and respect. Lunch today is a big block of time in their day. They’re obligated to reserve that much time for those who are likely to make a difference in their problems today.
RainmakerVT will teach you how to move up the value chain reliably, to where your contacts cancel their ‘other’ appointment to be available for you today.
Transform Social Contacts Into Business Contacts
Most lawyers know -- and often have close personal relationships with -- a lot of people who are in a position to hire (or strongly recommend) them, but so far haven’t.
For years, lawyers told us how reluctant they were to risk these friendships by trying to get business from them. That’s a good instinct that you should continue to trust and honor.
RainmakerVT teaches you how to replace your frustration with a reliable way to add a business component to personal relationships without endangering the friendship.
Maximize Your Return on Time Invested in Events
Lawyers spend the bulk of their marketing time hosting or attending receptions and other business events such as conferences and trade shows, where they hope to network and make contacts that will lead to getting business. Most, however, come home tired, empty-handed and discouraged. Worse, they feel guilty for having wasted yet another evening away from their families for nothing.
In RainmakerVT’s virtual world, you’ll learn to maximize your return on networking events by managing an avatar through a series of decisions at a simulated networking event, receiving
context-sensitive coaching at each decision point. You’ll progress from standing alone, paralyzed with fear and doubt, through a confident “Hello” and, ultimately, to having found someone with a Door-Opener problem that would require them to hire you, and they’ve agreed to a call or meeting with you in the next few days to discuss it.
Earn the Right to Advance: The “Next Steps” Meeting
Here's two scenarios RainmakerVT users encounter all the time:
1) You successfully applied what you learned in the Getting Found section. A business owner, who's read your articles and heard your name bandied about her industry, contacts you to ask you about a problem she has with a recent acquisition. Congratulations.
2) Out in the real world, you applied what you learned in the networking event simulation, and it worked. A business owner has agreed to speak with you next week about a problem he has with a recent acquisition. Congratulations.
Now, how do you manage these sales calls most effectively?
RainmakerVT has anticipated all the challenges you’ll face in this situation, and created a simulated sales call. As with the networking event, you’ll manage an avatar through a series of decisions about what to say or do next. Following each decision you make, you’ll get context-sensitive coaching so you’ll know why that choice was or wasn’t optimal. You’ll see that, as with the law, these interactions are filled with subtlety and nuance.
You’ll learn:
(There’s a surprise twist at the end that you’ll recognize as part of the reality that you must deal with.)
How to Maximize the Value of a Speaking Engagement
Lawyers understand the importance of public speaking as a way to earn credibility and face time with their markets. Too many, however, guarantee failure and frustration by speaking in front of the wrong people about the wrong topics.
Within this RainmakerVT experience, you’ll learn how to:
Most important, you’ll learn that the speaking gig isn’t the culmination of this marketing investment, but the beginning. The greatest impact is available to lawyers who know how to make the aftermath magnify their stature.
RainmakerVT will teach you the secrets that have helped many lawyers use public speaking to earn “rock star” visibility.
Find a Point of Entry: Identifying Less Obvious Stakeholders in Your Door Opener
Who is the best person to meet with to pursue business with a company?
OK, that wasn’t fair; it’s a trick question. There is no single right answer, no single “best” contact.
While your competitors are wasting their time and getting frustrated waiting around forever for an audience with Mr. Big, you’ll have learned about all the others who’ll not only get you in the door, but who’ll also become valuable intelligence sources and guides through the often byzantine world that makes up the prospect’s culture.
There are many more ways to get in than most lawyers are aware of, and many more people who want to help you get in – because it's good for them! You’ll mobilize this internal cadre to make your life easier.
Win a “Beauty Contest”
Competitive hiring processes, or “beauty contests,” are expensive, time-consuming, draining, and often a waste of time. Unfortunately, they're also growing in popularity among companies eager to reduce legal costs.
These “hiring tournaments” are a specialized form of Stakeholder Alignment, usually involving a larger number of stakeholders, that require much greater finesse and skill.
Once again, in a learn-by-doing simulation supported by context-sensitive coaching, you'll master how to:
Create a Marketing Plan That's Actually Useful
If you had a dollar for every article, blogpost or conference speaker talking about creating marketing plans, you wouldn’t need RainmakerVT. For that matter, you wouldn’t have to practice law, either. You’d already be wealthy.
Few topics have generated as much vacuous, pointless blather as does this one. Most plans boil down to broad, useless aphorisms that are the equivalent of “Eat right, exercise, avoid stress.” Can’t argue with that, but how, specifically, do you do any of that?
For most lawyers, the lack of “how” advice frustrates them to no end, so they give up.
After coaching lawyers for 20 years, we’ve seen literally thousands of lawyers’ marketing plans. Most are little more than pro forma laundry lists of random, vague actions, such as “Get involved in XYZ Bar Section” or “Write four articles” or “Visit six clients” and so on, ad nauseam. Sound familiar?
RainmakerVT will give you a detailed, specific, actionable 16-step process whose practicality and usefulness we proved more than 6,000 times with lawyers in firms and practices of every possible size and specialty, in every area of the U.S. (and parts of Europe).
Conduct a Collaborative Approach to Pricing
In recent years, clients have pushed lawyers to eliminate some of the uncertainty surrounding the cost of large matters such as litigation or transactions by providing project estimates. Lawyers respond with “It depends.” Clients say, “That may be, but I can’t tell that to the boss. I’ve got to budget this and I don’t want to look like a fool by being way off base. Give me something I can count on.”
Let’s say you estimate that, depending on certain factors, the case could cost between $50,000 and $100,000. You already know the problem. The client heard “$50,000” and you heard “$100,000.”
Then there’s the competitive dilemma: If you tell the client the truth, that it could cost as much as $100,000, a competitor is likely to say $50,000 and get the business. Later, when the case bills soar past $50,000, the client is pretty much stuck with the lawyer who low-balled the estimate. On the other hand, if you quote $50,000, you’re almost sure to have an unhappy client when the actual cost is much higher.
There’s no need to be in that position ever again.
RainmakerVT teaches you an interactive process by which the client and lawyer each contribute unique knowledge about the factors influencing how much the matter will cost. By collaborating, they co-author the estimate and share the risk of its accuracy. The relationship-enhancing aspect is that they can both now make smaller adjustments throughout the span of the matter, eliminating any major surprises at the end.
Refresh Your Practice
All products and services have a life-cycle, and law practice is no exception. At some point, every legal problem ages, and becomes uneconomic for both the buyer and the seller. Many matter types from which lawyers used to derive an important percentage of their revenue have effectively gone away, at least in economic terms. You’ve seen this with bank loan documentation, insurance defense litigation and, likely very soon, employment law.
Not if, but when, all or part of your practice begins to fade away, you’ll need to reinvent yourself. Don’t wait for the lights to dim. Instead, master this RainmakerVT process and keep your practice relevant and your rates up where they belong.
Lawyers who’ve already mastered the Door-Opener, Expanding Your Network From Your Desk and other Getting Found concepts will recognize this as a sophisticated integration of a number of those.
Write Articles With Greater Impact, Faster
Lawyers love to publish, and it’s an important component of marketing communication and Getting Found. Unfortunately, many lawyers struggle with this, writing lengthy legal tracts that take forever, and that the business media won’t publish.
RainmakerVT offers a proven framework that will let you write a high-impact 500-word draft in 30 minutes, one you can easily expand to a 1500-word article or speech, or shrink to a blog post or soundbite quote.
OK Mike, So How Much Is This Incredible System,
With All The Training, Going To Cost Me?
I used to charge $10,000 to train and coach each lawyer...
...and THOUSANDS of lawyers have used this process to add $50,000, $100,000, $500,000...even millions of dollars in new client business. (What would you pay for that kind of revenue bump?)
But I’m not charging $10,000…not even $5,000…
I’m pricing RainmakerVT in a way that makes it a complete “no brainer” for any lawyer ready to take serious action right away.
So for a limited time you can get your hands on everything I’ve described here, which includes more material, simulations, and the innovative “Practice” and “Ready” functions (which were not a part of my previous individual training) for an investment of only $175 per month with absolutely NO RISK.
Your RainmakerVT subscription includes not only the practice-building simulations and experiences we just described, but also includes everything that’s in the works for coming releases. This includes more than a dozen proven solutions we’ve previously used in our training workshops and coaching, that we’re now adapting for the virtual world.
Here is just some of what will also be added to your RainmakerVT subscription:
And remember, RainmakerVT’s innovative set of learning, training and practice experiences offers these unique tools today:
Invest With Confidence
100% Money Back Guarantee For A Full 90 Days!
That means if at any time in the first three months for any reason (or no reason at all) you’re not absolutely thrilled with RainmakerVT, all you have to do is sign in, click on the "Cancel Subscription" icon, and I’ll refund every penny you paid, on the spot. No hassles, no run-arounds, and no excuses.
You’ll need to move on this right now, though – this invitation is only available for a limited time.
Here’s how to order and get instant access right now:
Yes! Mike – I’m clicking the “Order Now” button to get instant access to RainmakerVT training and more than a dozen lessons!
I understand this is the absolute BEST TIME to get in on this rare opportunity to learn a proven process that will show me how to use my lawyering skills to gain clients…
..and to PROVE to me that this is really as easy as it sounds, I understand that I’m even getting a THREE FULL MONTH guarantee in case I change my mind or don’t like this program for ANY reason.
Just $375... $275... $175! per month
If you still haven’t clicked the “Order Now” button to get started yet…
And if you take action now…you can make this the year you forgot all about the usual “struggles” of the legal profession – and all the pressure of “How will I maintain my business?” and “Where will I get clients from?” began to feel like a distant memory.
Here’s what you’ll get with your subscription if you ACT NOW:
1) Getting Found
2) Getting Chosen (from among those found)
3) Toolbox
-PLUS, you’ll get everything we have on the slate for the future including:
-And don’t forget, RainmakerVT’s innovative set of learning, training and practice experiences offers these unique tools today:
For 20 years, lawyers paid up to $10,000 each for this type of training…
Now with “The (Virtual) Coach” you don’t have to wait.
And you can learn it all from your office computer or laptop! Practice in our virtual environment then take that new confidence out to the real world.
You don’t need to learn new skills. Instead you’ll learn how to use the “lawyering” skills that you’ve mastered, that have already made you a successful lawyer, and to which you know clients respond positively and respectfully.
Why set aside all your years of practice and attempt to reinvent yourself as the salesperson you never wanted to be in the first place? It’s completely unnecessary.
Order the RainmakerVT system today at a price that BEATS any sales training seminar you will ever attend. We GUARANTEE it will show you how to capitalize on your lawyering skills, bring in new clients, and increase your annual revenue.
Q & A:
Q: Can I do this all from my computer? (Or do I need to attend a training seminar?)
A: Yes you can learn it all from any computer! Remember, you’re far too busy to attend training seminars. With our practice simulations, you can make mistakes and learn from them so you don’t repeat them in the real world.
Q: Is there a scheduled time I need to be on my computer to do the training?
A: No. The program is available 24/7 from any computer. You can do it in the early a.m. or at night after the kids are in bed.
Q: Do I have to sit through an entire video lesson at a time, or can I break it up?
A: No, you don't have to sit through an entire video lesson. You can learn in small chunks, e.g. 10, 15, 20 minutes at a time.
Q: Once I go through a learning experience, will I still be able to access that lesson again?
A: Yes. With your subscription you get unlimited usage. We believe time, practice and repetition will help you become skilled and confident at revenue generation. Think of this as your virtual “batting cage” or “practice range.”
