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Producing Breakthroughs in Client Development
It is easy to understand why many lawyers feel that only certain special individuals are blessed with the qualities necessary to be rainmakers. While developing my business development method, it became clear to me that almost anyone willing to develop the qualities necessary can become a rainmaker. Here are the qualities necessary.
Assertiveness
Rainmakers devote a serious amount of time, energy and effort to cultivating their prospects and referral contacts. It's not something they do in a casual way. They are driven by their goals for their firm, family and finances. They give themselves no excuses. They also enjoy the process of networking, making new friends and developing their marketing skills.
Recognizing the costs involved in failing to bring in new clients is also essential since they are numerous. The obvious costs are financial insecurity, a lower standing in one's firm, less personal satisfaction, etc.
Communication
Rainmakers are excellent communicators. They not only get their points across well; they are excellent and intense listeners. They do not interrupt people. They know how to make people feel welcome in their world. They are not critical people, judging every statement made.
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