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The Technician Trap for the New Millenium
by Dustin A. Cole
President, Attorneys Master Class


Are you the classic attorney, caught in the "technician" trap of doing, doing, doing, with no vision of how to make your practice grow? If so, you could be heading for a crash. The Graying of The Profession Today, some 58% of the profession is over 45 and a 25% is over 55. They were taught in law school that if you "just do good work, the business will come to you." For most of their careers, it worked, because there was a basic scarcity and a high demand for attorneys. Until as late as …

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Nine Marketing Keys To Your Best Year Ever
by Dustin A. Cole, President, Attorneys Master Class


Get your new year started with a bang - and set yourself up for your best revenues ever. Marketing doesn't have to be expensive, difficult or complex, and it can be done successfully in a highly ethical, respectful manner. Yellow pages ads, television spots or private referral services are not only expensive, they tend to compromise your reputation - and the worst part is that they're not very effective. They may bring inquiries, but the vast majority will be "D" and "E" clients. In …

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Law Practice Phase Two: Building a Plan for the Next Era of Your Career
by Dustin A. Cole
President, Attorneys Master Class


Dustin Cole is a Master Practice Advisor who helps attorneys and firms develop higher revenues and create financially successful retirement transitions. "In failing to plan their exit strategy well, small firm attorneys throw away the value of their accumulated goodwill and lose hundreds of thousands of dollars in additional income." Businesses are regularly bought and sold based on standard valuation models and facilitated by thousands of business brokers and consultants. But a legal …

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How to Protect Your Practice from Crazy Clients
by Dustin A. Cole
President, Attorneys Master Class


Over the last 20 years, I have worked closely advising dozens of family law clients, so I fully understand how difficult family law can be even under the best of circumstances. As they say, it's dealing with good people - and sometimes not-so-good people - at their worst. Keeping control of good clients who go astray, and making sure you filter out the not-so-good clients is essential if you are to hold on to your sanity. In family law or any practice area, one of my basic rules is that if …

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Four Steps To Building Great Client Relationships
by Dustin A. Cole
President, Attorneys Master Class


Many attorneys believe their next client relationship will be "the luck of the draw" so to speak. To some extent that's true. But it's absolutely possible to build a practice that is virtually free of problem clients and has strong cash flow - if you're willing to refine or redesign your client intake and communications processes. There are four basic steps firms can take to dramatically increase the quality and consistency of their client relationships and help maintain good cash flow. …

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Extricating Yourself From The Stress Trap:
What You Weren't Taught CAN - and HAS - Hurt You
by Dustin A. Cole
President, Attorneys Master Class


Stress takes a huge toll on the profession. Yet most attorneys have a love-hate relationship with it. They deal with it substantively only when serious problems with their health, relationships or finances force them. Otherwise, most simply accept it as "just how it is." Why? Because most attorneys believe, consciously or unconsciously, that stress and money are directly linked. They believe that to reduce stress one must reduce income. Benjamin Sells, PhD., author of "The Soul of the Law," …

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Do's & Don'ts for Staying Safe in Tough Economic Times
by Dustin A. Cole


The May 6, 2010 issue of the Wall Street Journal featured an article entitled "Bar Raised for Law-Grad Jobs." Predictably, it discussed the nearly nonexistent job market for the approximately 48,000 baby attorneys who came out of law school in 2009 with mountains of debt. But that's only part of the story. The economic downturn has hit the entire legal profession hard. Especially hard-hit are the small firms and solo practitioners. While much is being written about larger firms, there is …

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Billing Profitably and Ethically
How to Build Better Client Communications and Increase Your Revenues 10-25%
by Dustin A. Cole
President, Attorneys Master Class


The issue of billings isn't just about revenue. It's also about professional integrity, communications and client trust. Billings are one of the most important avenues of client communication; inaccurate, vague and/or delayed billings can cost more than yesterday's time. It can result in lost trust and future business. At the same time, it has been estimated that attorneys fail to bill from 10% to 25% of their legitimate billable hours due to bad recording habits, overwhelm and disorganization,…

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How to Help Your Firm Survive the "Baby Boom Backlash"
by Dustin A. Cole
President, Attorneys Master Class


How can you help assure that your firm will remain stable - or even continue to exist - as key partners approach retirement? Across the country, a phenomenon labeled "Baby Boom Backlash" by Firm Advisor Dustin Cole, President of Attorneys Master Class, is causing the unexpected demise of a large number of profitable, respected and viable mid-size firms. "The phenomenon begins at the top," says Cole, "as firm leaders, who usually control most of the firm's clients and business origination, …

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