How I Discovered the Secrets of
America's Wealthiest Rainmakers

 

After interviewing thousands of lawyers over the last few years, I've discovered hundreds of different ways of attracting clients -- and building a dream law practice.

 

Here's how it all began...

 

I started my own law firm right out of school.  As I often joke, I was either very courageous, or very crazy.

 

  While my peers toiled away for slave-driver partners in the "white shoe" firms downtown...  I had the opportunity to work my own hours, to choose my own clients, and to earn a lucrative income...  or so I had thought.

 

Of course, reality soon came knocking.  And so did the credit card company, my landlord, and the phone company...  I needed money, fast!

 

So in the first 6 months of practice, I took almost every crazy client that walked through the door -- you name it, I took it.  If you've been practicing for awhile, you know what I mean by "crazy" client.  I had to put up with:  lawsuits for "revenge," checks "in the mail," conspiracy theories, telephone calls twice a day to "check up on everything."

 

I remember working 100-hour weeks... nights, weekends, holidays... every day!  Yet, for all those hours of work...  I made very little money.

 

I barely paid the bills.  My daily meals consisted of Cheerios for breakfast, peanut butter and jelly sandwiches for lunch, and something off the McDonald's "dollar menu" for dinner.  Yuk!

 

To help pay the bills, I took a part-time job at a legal advertising agency, cold-calling lawyers around the country. 

 

And, something wonderful happened.  While cold-calling, I started asking lawyers how they got clients... 

 

And, I discovered something very unusual.  The poorest attorneys all used different ways to get clients... and the wealthiest attorneys all used similar ways to get clients.

 

The poor attorneys did have some creative ideas, I must admit... like:

• The man who asked his clients to photocopy his business cards onto "sticky-back" paper, and place these stickers all over town.

•  The woman who wore string bikinis in newspaper ads.

• The guy who wore T-Shirts that read: "Free Legal Advice!  Ask Me Now!" in shopping malls.

But, these generated low-fee clients... and they had just as many "crazy" clients as I had...

 

The wealthy attorneys, on the other hand, used very different ways of generating clients... and, oddly they all used the same basic concepts.  It was as if every "superstar" attorney had read the same book, and were spouting the same lines to me.  Funny enough, I soon discovered that there was a book that they had all read...

 

I Just Knew There Was a Secret
Book That Revealed the Rainmaking
Secrets of "Star" Lawyers!

 

Lawyers simply referred to it as "the Mr. X book."  I had a tough time finding it, until a sympathetic attorney told me that the real title was Money-Making Secrets of Marketing Genius Jay Abraham and Other Marketing Wizards.

 

So -- being a good lawyer -- I investigated the only clue that I had:  the name Jay Abraham.  After researching the LEXIS-NEXIS article database and the newspaper archive in the law library...

• I found Jay Abraham's name lavishly featured in over 45 different newspapers, including USA Today, Los Angeles Business Journal, and The New York Times.   

• Forbes ran a two-paged feature that named Jay "the real thing." Jay was only one, out of five executive business coaches, Forbes said could "...turn an under performing corporation into a marketing and sales whiz."

• Investor's Business Daily ran two of its largest stories -- ever -- on Jay in their prestigious "Leaders & Success" section.  One appeared right after Bill Gates. The other appeared right before Jack Welch. Then they hired Jay. 

In case you're one of the few attorneys that hasn't heard of the "Mr. X Book," it's a really interesting story:

 

Jay Abraham helped a past client -- nicknamed "Mr. X" --  take a fledgling company from $300,000 in gross sales to a peak of $500,000,000.  After the relationship ended, Mr. X decided (for some crazy reason) to compete against Jay Abraham in the consulting business. 

 

The result was that he took everything Jay had ever shared privately with him -- every document, every recording he shared with him of private consultations with past clients, every expensive seminar (Jay did over twelve different programs ranging from $15,000 to $40,000) and put it into an extraordinary "knock off" book of Jay's best marketing strategies.

 

When Jay found out, he threatened litigation.  This Mr. X came to his senses, and Jay took ownership of the manuscript.  And then he read it.  It was great.  Jay said the guy -- to his credit -- was a masterful organizer and could articulate Jay's $5,000 per hour (no, that' s not a misprint) strategies extremely well. 

 

I Knew Right Then and There
That I Had to Get This Book!

 

Of course, there was one small problem:  the book cost $467 on www.abraham.com.  A lot of money for a starving lawyer who happened to know that $467 equals 614 peanut-butter & jelly sandwiches.  The fact that I had even done the math was sad.

 

So, I bought a used copy on eBay for the dirt-cheap price of $47.  That was the best purchase of my entire life.  In the years that followed, I wasted a great deal of money on brochures, announcement cards, networking group dues, and even $17,000 on a crazy Internet idea.  This $47 book beat all of that -- hands down.

 

If you can find it on eBay, I suggest that you grab it.  If you do get it, the first thing you should do is read Chapter 17 ("Marketing for Professionals"), which covers dignified marketing (as opposed to "ambulance-chaser" marketing)... that simply works.  It doesn't really cover anything that you don't already know... rather, it spins traditional marketing concepts and applies them in unusual ways.  And...

 

These Concepts Helped Me
Discover a "Secret Society" of Lawyers!

 

In my cold-calling job, I soon learned to start my conversations with the name Jay Abraham.  If the attorney already knew about him, then I could build rapport discussing Jay's concepts.  It was like talking to another member of a secret society.  We'd get giddy with delight while talking about the Mr. X book.

 

And, if I called an attorney who didn't know about him, I could teach some of Jay's basic concepts... and gain rapport that way.  I couldn't lose.

 

While I had previously hated my cold-calling job, I now eagerly looked forward to speaking with attorneys -- I even closed my law firm to cold-call full time! 

 

You may have received a call from me or my company.  We're the people who call you up and say, "I'm calling from an organization that receives hundreds of requests for attorneys every day, and we're looking for representation in [your city/town].  Can your law practice handle an extra 3-4 clients per week?"

 

I'm not going to name the company I worked for, because I quit when I found out that I was selling an Internet scam.  (The company's directors were very clever in the way that they had convinced all of us that lawyers were happy... when in fact we were being sued.)

 

But, I didn't know that at the time.  And so, I became a cold-calling machine.  That's when I discovered...

 

A Goldmine of "Insider"
Lawyer Marketing Secrets

 

Just when I thought I knew it all (having read the Mr. X book from cover to cover), I was "wowed" again. 

 

Let me explain:  One of the schemes I had tried as an attorney was something called the "Stealth Bankruptcy Machine" program.  You may have seen their outrageous ads in your local bar journal.  I forget the actual ad, but they send you a "free report" (i.e. "glorified advertisement") entitled:

 

"How I Make $30,000.00 Per Month
Helping New Clients File Bankruptcy!"

 

Right.  So, being a desperate attorney, I ordered the course.  It was published by an outfit called The American Bankruptcy Alliance, and I had actually seen their ads before.  This time, though, I was desperate.  $30,000.00 per month sure sounded good to me.

 

What I ended up getting was a basic course on marketing and some practice books.  It was fine, but I felt cheated.  If they had advertised their course as a way to add on another area of practice, then I would have actually been happy with the materials.  But, no -- they implied that I would make $30,000.00 per month, and that's not what happened...

 

That's not what happened at all. 

 

Instead, I got more crazy clients...  this time with hardly any money (they did, after all, have to file bankruptcy).  I felt stupid.

 

Anyhow, before I quit the "Stealth Bankruptcy Machine" program, I did get access to a list of all of the other attorneys who had joined the program along with me.  I thought that these attorneys would be prime prospects to cold call, since they had already indicated their interest in making more money. 

 

That's when I unearthed a goldmine.

 

See, I discovered that many of these attorneys who had been roped into this "Stealth Bankruptcy Machine" program also bought other courses, hired expensive "practice building" consultants, subscribed to weird newsletters, and attended "invitation-only" seminars.  And, of course, most had either bought or heard about the "Mr. X Book."  They were "marketing maniacs!"

 

And, their enthusiasm was contagious.  So, after quitting my cold-calling job,  I opened my law firm again -- this time with more knowledge about how to build a law practice.  However -- out of habit -- I started my mornings cold-calling... not to sell anything, but to speak with lawyers.  See, I had discovered a "secret society" of lawyers... and I was addicted to learning from them!

 

The reason I call them a "secret society" is because we have our own language.  We speak of things like: Host-Beneficiaries, A/B Tests, creating a U.S.P. (not a U.S. Patent, but a "Unique Selling Proposition"), 3-Way Barters, Backends, and other things that most attorneys don't talk about or don't know about...

 

And, There's More...
(Lawyers' Dirty Little Secrets)

 

After speaking with attorneys at length, I discovered that super-star attorneys all crafted their own unique strategies based upon the basic philosophies of Jay Abraham.  I call these strategies "dirty little secrets" because attorneys were reluctant to share them with me.  Fortunately, I discovered that when I shared my secrets, they would share theirs.

 

I also learned that I could apply Jay Abraham's concepts to the crazy ideas that "poor" lawyers (read: "desperate" lawyers) used...  to create unusual marketing methods that no one had ever seen before.

 

From these attorneys, I also learned about techniques that are very different from Jay's, along with every type of ethical -- and unethical -- rainmaking trick in the book.  I also learned the real scoop about the legal marketing gurus... people like Larry Bodine, David Ward, and Trey Ryder ... along with some consultants you probably never heard of... people like John Rubio, Michael Mack, and Anthony Comparetto.

 

So, I decided to hire a lot of these consultants, and I decided to buy their products.  I also sought out some of the "inner circle" practice-building wizards that attorneys only share through word-of-mouth... and whose methods, quite frankly, are too powerful for most attorneys.

 

Today, I have a thriving practice, and work as an acquisitions strategist -- I help people buy and sell companies.  ( I like the fact that I can charge up-front non-refundable retainers... something I wasn't ethically allowed to do as an attorney).  Although I practice law only 10% of the time, I use many of the same marketing methods that I have learned over the last few years from cold-calling lawyers.

 

And because I don't have to worry about competition anymore (at least in the field of law), I've decided to share what I have learned on this website... so that you can learn some of these methods, too.

 

I invite you to read the complimentary articles on my website -- I think you'll learn some unique ways of growing your law practice.

 

All I ask is that you take action.  One of the things that wealthy attorneys do (as opposed to poor attorneys)... is take action.  In fact, the superstar attorneys try anything that they think might work.  (I've been shocked by some of the stories I've heard.)  Most things don't work... but the few that do... work well -- extremely well.

 

So please implement the strategies that you read.  And visit this website again -- I'll be updating it from time to time.

 

Thank you for visiting my website, and I wish you a profitable career!