Practice Fitness

It's a Competition and I Want YOU to WIN

It's a Competition and I Want YOU to WIN!

In the struggle for survival, the fittest win out at the expense of their rivals because they succeed in adapting themselves best to their environment.
Charles Darwin

If you're attacking your market from multiple positions and your competition isn't, you have all the advantage and it will show up in your increased success and income.
Jay Abraham

You've got to look for a gap, where competitors in a market have grown lazy and lost contact with the readers or the viewers.
Rupert Murdoch

Let's face it, in business we are in competition. It doesn't matter if you are an estate planning attorney or a person that does marketing for estate planning attorneys. We are competing every day. I pulled these three quotes because I think they relate very well to our niche.

 "Survival of the fittest", we have all heard this quote a thousand times. Charles Darwin delivers a little more insight into this quote by telling us that we WIN at the expense of our rivals when we succeed in adapting best to the environment. What is our environment? Let's take a look. First, the economy is down and everybody is feeling it. As an estate planning attorney you are in a great position to help people preserve their assets. Technology has become a HUGE part of our current environment. The internet, email, social media, blogging, search engines. If you think that your clients are not using these tools on a daily basis you are gravely mistaken. You are also mistaken if you believe that your BIGGEST COMPETITION is not using these tools to WIN and compete.

Rupert Murdoch and Jay Abraham advise us that to be competitive and to WIN against our competition we have to attack from multiple angles and look for gaps where competitors have grown lazy. Here is a sticky question, which one are you? Are you the one that is looking for the gaps? Or, are you the one who has grown lazy?

We have recognized where these gaps are. We have developed strategies that are adapted to our new environment and fill these gaps. Basically, we have come up with a plan to WIN. I am working with clients daily that realized they were falling short. They saw the competition doing things that they were not doing and knew that they were losing business because of it. They decided that enough was enough and it was time to start WINNING. Our Essential Solution is a program designed to capitalize on your strengths and exploit the lazy habits of your competition.  

My challenge to you is to realize that YOU CAN WIN TOO. I believe in YOU and I believe in ME. Together we can build your practice into the 800lbs gorilla that your competitors concede to.

I am ready to start kicking some butt, how about you?

Excuses Excuses Excuses

Jennifer and I are on our way back from delivering a presentation to the Orange Coast Estate Planning Counsel on Marketing Fundamentals for Estate and Elder Law Attorneys.  During the presentation Jennifer talked about blogging and mentioned my Practice Fitness Blog. After the presentation I was approached by a number of attendees that all had similar questions.

“How do you find time to work, workout, eat healthy, take care of your family AND post to your blog?”

My answer is simple, I make time. My day begins at 4 am when I get out of bed and have a protein shake. After that I head to the gym to do 45 minutes of cardio and weight train. When I get home I prepare my meals for the day and then get ready for work. I fix my daughter breakfast and play horses with her for 20 minutes before I head to the office and start my day. When the work day is over I take 20 minutes to jot down ideas for the blog. The rest of the night is dedicated to my beautiful wife and daughter and to completing the chores my wife has added to the honey-do list.

There are a few very common reasons why people don’t make positive changes to their health AND business. The biggest one is MAKING EXCUSES. What are the biggest excuses people make?
“I don’t have time”
“I don’t have the money”
“I don’t know what to do”

Personally, I call BS! The reason people make excuses is because they are comfortable where they are.  It’s easy to do the same thing day in and day out. It is much easier to sleep until 7, eat a muffin for breakfast, go to a restaurant for lunch then come home and watch TV until it’s time for bed.

As human beings we are creatures of habit. Therefore YOU NEED TO CHANGE YOUR HABITS!

For your practice start by making 5 outbound phone calls every week to allied professionals to build relationships. Do this EVERY SINGLE WEEK. It will change your practice and become a habit. It will soon become expected from your referral sources as well.  

For better health, start by waking up an hour earlier and go for a walk. Do this EVERY SINGLE DAY. Soon this will become a habit. Eventually you will look forward to it and it will dramatically boost your metabolism and energy levels through the day.

If you would like to consult with me about building your practice and fitness level by establishing good habits please contact me.  I am here for you.

Stop making excuse and start making positive changes. You deserve it.

Remember, Strong Mind, Strong Body, Strong Practice.

Make a Change.

People begin to become successful the minute they decide to be.

-- Harvey Mackay

 

Over the past few weeks I have talked a lot about setting goals and developing a plan to achieve them. Although this is very important, the very first thing we need to do is decide that we really WANT to be successful. Whether we want to make more money, be healthier or just be happier in general, we have to make a decision to make it happen. The only thing that stands between you and what you want from life is simply the will to pursue it and the faith to believe that it is possible. Only your mind sets your limits.

I have had the great pleasure of working with four new clients over the past two weeks and the level of commitment I have seen from them to develop and grow their practice is inspiring. I will use Mike as an example. Mike is an attorney in Arizona and has been practicing law for about five years on his own. He has had some success and has built a good practice. During our intake consultation I was able to learn more about Mike and his practice. I learned that most of Mike’s business comes from professional referrals with whom he has built relationships over the years. He has practically no business from current clients and no business from the internet. This was all great information for me to start developing a plan for him.

But, the best bit of information I got from Mike was when he said these words: “James, I know there is more out there for me than what I have. I know I can help more people and make more money and I am 100% committed to making that happen.”

After hearing that, I instantly knew that Mike was going to achieve his goals. He is committed, 100%.

On the other end of the spectrum I have been working with others who say they want to make a change. They say their practice is virtually drowning. They say they need help and advice to get things moving. During our consultations I laid out for them, proven plans, based on solid historical evidence. Plans based on fundamentals that are proven to work, time and again.

And still, they cannot commit. They are unwilling to invest in their practice success. They focus on the (small) risk, and ignore the potential rewards. They waffle back-and-forth, claiming commitment, but never making one. They are stuck in Analysis Paralysis.

They are like the obese person who goes to the doctor for a check-up because they can’t make up a flight of stairs anymore. The doctor says they have high blood pressure, are borderline diabetic and at risk for heart disease. The cure, the doctor tells them, is to eat healthy and exercise. Then the doctor tells them exactly what to eat, exactly how to exercise, and lays out a plan for them. They tell the doctor ‘Thanks, but I think I’ll ride this thing out a bit longer and see what happens.”

They then go home, sit back down in front of the television, eat a pizza and throw back a few cold ones.

They simply are not ready to make a change. For whatever reasons, they cling to their bad habits and hope for the best.

Unfortunately, change does visit these people … it just is not the change they had hoped for.

Today is a new day. Make a decision right now to grow your practice. Decide to get in shape. If you are ready to be 100% committed to achieve your goals, I am 100% committed to help you.

Strong Mind. Strong Body. Strong Practice.

 

Pixie Dust For Increased Revenue and 6 Minute Abs ... Oh Jeez.

Over the last few days I have received quite a few questions about my new blog. One that I found unique and that relates very well to practice development came from an attorney in Michigan, Dan Marsh. Dan is a former JAG (Army) and was in the USMC Reserve for a while. He is also a full-time practicing estate planning attorney.

Here is the question Dan submitted.
"With all the hype about programs to get your "6 pack abs" how can anyone tell what will really work? How does a 47-yr-old attorney get his abs to be revealed and seen? Any recommendations on programs? Any good "ab" diets?"

I am sure you've read or heard these familiar marketing messages:

 "Get ripped abs in 6 minutes per day with Our Hardcore Video!" -
 "Take this Super Fat Burn Pill and be slim in 30 days!".

As attorneys you have probably heard people make similar claims for marketing "schemes" --
"Learn My Secrets at This Three-Day Workshop And Make More Money Than You Ever Dreamed!" -
"Design Your Own Website Now For Only $300!"

I'm going to let you in on a secret ... "NONE OF THE ABOVE WILL WORK...EVER...REALLY....NEVER"

So what does work?

The first thing that has to be done when devising any strategy for growth or success is to have a well-designed plan that is proven to work, time and time again.

To reveal those 6-pack abs you must
1. Have a goal in mind and a plan to get there
2. Eat fewer calories than you expend
3. Do your cardio
4. Train with weights
5. Do the above 4 consistently, without fail, no matter what. It has to become a lifestyle.


Not surprisingly nearly the same methods hold true to succeed in your practice:
1. Have a goal in mind and a plan to get there
2. Have an optimized website and use a blog and social media
3. Contact your clients and referrals with a marketing message every month
4. Do your personal marketing and networking
5. Do the above 4 consistently, without fail, no matter what. It has to become a lifestyle.

The most successful business professionals and professional athletes alike will tell you that there is no Magic Pixie Dust, No Short Cut, No Quick Fix.

If you want you or your practice to have "6 Pack Abs" you have to do the right things consistently.

If any of you would like for me to give you a strategy for 6 Pack Abs (for your body or your practice) please let me know. I have the formula to help you get both into peak condition!

Until next time. Strong Mind. Strong Body. Strong Practice.

Build Your Core For A Stronger Practice

If you were to ask me which muscle group in your entire body you could work to get the greatest benefits in the shortest amount of time, I would tell you without hesitation, "the core."

Your core supports your entire body. It allows you to strengthen your legs, to work your arms, your back and chest. Do NOT neglect building your core strength or you will have a very hard time making any progress.
 
The same holds true for your building your practice.
 
There are those of you right now who seriously want to build your practice. You want to be stronger, to be healthier, to make more money and grow your business. I like your attitude!

However, others of you are satisfied with where you are right now. Regardless how strong your practice is today, it could be stronger. If you just are not motivated or don’t think it’s possible to build a stronger practice, you're right ... and please don't call me until you're ready to change your wimpy attitude.

So what makes up the core of a successful estate planning practice development program?

1. An Optimized Website so people can FIND YOU.
2. A Blog so people can get to know you and see your expertise
3. Social Media Integration. If you’re not on Facebook or Twitter, you might be the only one left.
4. An E-Mail Newsletter to deliver a consistent message and establish primacy
5. A Hardcopy Newsletter to make A-List clients and referral sources feel valued
6. Support and training to help you pull it all together and keep it going.

Our Essential Solution practice development program includes all of the fundamentals listed above, to build your core strength.  If your practice were to look in the mirror would it see a practice that is in great shape? A practice that can take care of itself and everybody in it? A practice that stands out as the BEST when compared to others around it?

Chances are that if it does, it has a strong core and is doing the things mentioned above.

I want to see you succeed.  I want you to tell me that you're ready build your practice. And I want to help you do it.

Contact me if you would like to take some time to discuss your marketing and how to reach your practice development goals. 

Strong Mind. Strong Body. Strong Practice!

The Fundamentals are Your Foundation

I want to start this post off by answering a few questions I received after announcing the launch of this blog. The first and most common question was "Is that YOU in the banner??"  Of course that's me in the banner! That photo was taken the day after my last contest during a photo shoot for www.musclemayhem.com. I will try to change up the banner from time to time with new pictures to keep things interesting.

Now, onto a REAL question I received from a long-term client and good friend, Bob Hines. Bob wrote

"When you share thoughts, can you suggest thoughts and comments for younger ones (my 2 boys are 12 1/2 and 11 years old).  I want them to have a stronger body than I ever have had (probably too late to expect much from me). "

Bob is such a great dad because he cares enough to give his kids an advantage he didn't have growing up: the knowledge of proper diet and exercise.  When dealing with pre-teen boys the focus has to be on developing "fundamental strength." Instead of focusing one’s efforts entirely on the development of sport-specific skills, aspiring young athletes need to develop fundamental fitness abilities such as speed, strength, power and agility prior to sports practice and competition. Although some coaches and parents argue that early sports specialization is the key to success, research now suggests that the development of fundamental fitness abilities prior to sports-specialization is more related to later sports success than early sports specialization. Emphasizing sports skills instead of fundamental fitness abilities not only limits the ability of boys and girls to succeed outside of a narrow physical spectrum, but also discriminates against children whose motor skills are not as well-developed. Seasoned youth coaches know that long-term success in sports is built upon a strong foundation of fundamental fitness abilities. Most successful adult athletes did not focus on one sport as a young athlete, but rather participated in several sports and recreational activities during childhood and adolescence.

My recommendation would be to get them involved with a local gym or health club that offers classes specifically for this target age group a few days per week. I did some research on-line for you, Bob, and it looks like American Family Fitness is pretty close to your house and offers exactly what I recommend. Here is a link to their site and class schedule http://www.amfamfit.com/aff-schedules/

So, fundamentals form the base of your fitness goals. Your foundation. In my next blog post I will go over what the marketing fundamentals are for a STRONG marketing plan for the estate planning or elder law attorney. Without a foundation built on fundamentals your marketing is left huffing and puffing, struggling to support your practice.

Until next time! Strong Mind, Strong Body, Strong Practice!

How To Obtain Your Ideal Physique

What is your ideal physique? When you close your eyes how do you envision your body?

We have all seen the TV show The Biggest Loser and it is exciting and inspiring to see the first episode of the season and how much weight the contestants have to lose but know that after twelve weeks they will all be merely remnants of their former selves. We ask ourselves “What’s the trick to dieting for these people? They obviously work out hard but there has to be more to it … right?”

But the “trick” to dieting is no “trick” at all. It’s all about knowledge. Knowledge of the effects food has on our bodies. Once we understand what the food we eat does to our bodies it becomes much easier to achieve your ideal physique, whether it is to lose fat, gain muscle or simply maintain a healthy lifestyle. Listed below are some tips for starting a successful diet program and an explanation how food affects our bodies.

Steps for a Successful Diet

   1. Make Sure You Are Ready For Change

         1. Are you willing to make sacrifices?

         2. Are you motivated to make lifestyle changes?

         3. Do you have any major distractions that can inhibit success?

         4. Do you have a realistic goal?

         5. Are you willing to be more active?

   2. Set Goals

         1. Short term – 1-3lbs weight lost per week (example)

         2. Long Term – change lifestyle and not be considered pre-diabetic

   3. Track Your Progress

         1. What gets measured is what gets done.

         2.  www.fitday.com free calorie and food tracker program available on line or use a food journal for at least two weeks

   4. You Are What You Eat So Eat Mindfully

         1. This doesn’t mean you have to have “off limits” foods but be aware of your choices.

   5. Exercise to Raise Your Metabolic Rate (number of calories you use just being alive)

         1. What is your basal metabolic rate and how do you figure it

 i.    Women = 665 + (4.35 x weight in lbs) + (4.7 x height inches) – (4.7 x age)

ii.    Men = (66 + (6.23 x weight in lbs) +12.7 x height inches) – (6.8 x age)

         2. The importance of weight training and cardio

 6. Out With the Old and In With the New

         1. Clean out the cupboard and fridge of all the “bad” food you have and replace it with smart alternatives.

 7. Portion Control

         1. Learn to control your portions. 1 serving protein = size of your palm

         2. Buy a scale and actually measure your food, use measuring cups and spoons. This will make tracking your food easier and ensure success.

8. Eat Smaller More Frequent Meals

         1. Shoot for 5 meals per day. Your basic three with snacks in between.

 9. Learn to Manage Stress

         1. Stress produces cortisol a hormone that eats away at your muscle mass

         2. Stress triggers hunger for sugary foods. Sugar causes the brain to release serotonin (feel good hormone) this is why you crave sweets during stressful moments.

         3. So what do you do instead? Go exercise! Exercise will produce more serotonin than 2 cups of sugar! If you just gotta eat … grab a banana or an apple.

10. Get Plenty of Sleep

         1. Try to go to bed earlier to help avoid late night cravings

         2. Don’t sleep in. Sleeping in makes you MORE lethargic throughout the day

11. Develop a Support System

         1. Try to motivate others by setting the example

         2. Suggest healthy alternatives for work provided meals and snacks

  i.    Veggie and deli trays

ii.    Fruit basket

    iii.    Smoothies from Smoothie King

 Getting Started

  12. Like G.I. Joe said “Knowing is Half the Battle!”

         1. How food affects the body

  i.    Carbs, The Glycemic Index and Insulin.

1.    High Glycemic

a.    Sugar

b.    White Bread

c.    Potatoes

d.    Instant Products (rice, oats)

e.    Cereal

f. Carrots

g.    Bananas

2.    Low Glycemic

a.    Nuts

b.    Fructose (fruit sugar)

c.    Fruit (ONLY peaches, plums, apples, pears, grapefruit, grapes)

d.    Sweet Potato

e.    Oats

f. All-Bran

g.    Fiber rich carbs (Fiber One cereal, Broccoli, Spinach)

ii.    Protein - Protein is made up of amino acids. Amino acids are the building blocks of your muscles and body. Without them, it would be impossible to build, repair or even maintain muscle tissue.

1.    Stick to lean sources and make protein the foundation of each meal

 iii.    Fat – Keep your fat sources to good fats and avoid saturated fats

  13. Golden Rule of Dieting! Calories In VS Calories Out!

         1. You must burn more than you ingest to lose weight

  14. Baby Steps: Some of you need to start slowly

         1. Switch it up! Go from 2% milk to skim, use Light dressing, switch to diet soda

         2. Make better choices at fast food chains. Everybody has a grilled chicken sandwich. Ask them to hold the mayo. Eventually cut out fast food all together

Start Today!

If you have questions to help you reach your Ideal Physique I am glad to help. Please contact me for more information either via e-mail or by commenting here on my blog.

Your Personal Trainer To Build A Stronger Practice.

Practice development tips from a bodybuilder? How the heck does that happen?

I've spoken to many of you over the phone about how to build your ideal practice. We talk not only about marketing, but also about your specific practice development and lifestyle goals. For some of you the ideal lifestyle and practice you had in mind when you decided to go to law school hasn't turned out exactly the way you dreamed it would. What I want to do is help bring your ideal practice and lifestyle to fruition.

We all have goals. We have goals for our career and goals for our personal life both short term and long term. Often times we separate the two, when in reality they go hand-in-hand. "I want to make more money, work less, work with better more qualified clients that are willing to pay for my services. I want to spend more time with my family." Those are GREAT goals to have and the ones I hear most often. I will post to this blog about ways to achieve your goals, not only through strategic marketing but through practice management strategies as well.

I mentioned that I have met many of you over the phone...I also have met a few of you in person. I have noticed that when I meet an attorney in person the questions they ask me are not about marketing or building their practice but are more like "Can you give me a good workout routine? What should I be eating?" and the dreaded "How much do you bench press?"

I get these questions because I am an anomaly in the estate planning / elder law arena. You don't see too many nationally-ranked bodybuilders at the annual NAELA meeting, but you can find one right here on this blog. Competing in bodybuilding is no easy task. It takes months of discipline, a strong work ethic, consistency, and the ability to see a plan through to the finish. These are all traits required to win, to be better than the average bodybuilder. I want to help you develop and hone these same traits in your practice, so that you too can WIN.

My goal is to motivate you to see your own strength and opportunities -- to be better than the average attorney. You do not have to settle for what you have, but you do have to be smart about how to get where you want to be. I will include fitness tips both for your practice and for your health. Feel free to comment or email me with questions pertaining to building your practice or building your fitness and health.