How To Get Clients For Life

Developing the Next Generation of Rainmakers How to Get Clients for Life As you know, I love reading. One of my favorite books is Clients for Life: Evolving from an Expert-for-Hire to an Extraordinary Adviser  by Jagdish Sheth and Andrew Sobel. I read the book many years ago and still find it valuable. I urge you to read it. In this post I will share just one of the gems from the book. Sheth and Sobel  ask and attempt to answer why some highly skilled professionals have the  opportunity to serve more clients than they have time to serve and other highly skilled  professionals wish their phone would ring. Working hard, being a highly skilled lawyer and  consistently providing high quality work is the price of admission to get into the arena, but it is  not the only thing that makes the difference. Sheth and Sobel provide readers with comments from corporate leaders on their most  important advisors and the role of empathy: I assure you that you will find many other great ideas in the book. When you read it, highlight and ask yourself how you can apply the suggestions in your own practice. I would love to hear your ideas and I promise I will respond. If you find the book valuable, consider also reading Sobel’s book Making Rain: The Secrets of Building Lifelong Client Loyalty. P.S. If you would like me to make more suggestions of books to read, let me know and share with me topics you would find valuable. I practiced law for 37 years developing a national construction law practice representing some of the top highway and transportation construction contractors in the US.