The Red Velvet Lawyer

Bargaining Between  Sophisticated Negotiators I've decided to replace my 2005 Nissan Murano with a newer model, used car.  I applied all the rules of interest-based and distributive bargaining that I teach in my course.  I plan to blog about the experience over the next several days.  Background: People hate shopping for cars.  We are not a "haggle" culture.  It's the reason that Saturn's "no-dicker-sticker" proved to be such a popular selling technique.   Studies show that U.S. buyers tolerate about 3 or 4 rounds of bargaining.  In contrast, people living in haggling cultures will engage in 10 to 15 rounds of bargaining.  Guess who typically gets the better deal? Because we lack experience in bargaining for small things like food and clothing, bargaining for an expensive car brings great anxiety to most people in the U.S. But, I teach negotiation.  In fact, I am one of the very few law professors in the U.S. to teach how

Make a List. Do it Twice. In my last post , I described the first steps in finding clients for your products or services.  Today, I promised to talk about the sources of clients.  Christine Kane, in her business coaching programs , suggests we consider three sources of clients: People you know; People other people know; and People "who gather." People You Know Selling yourself to people you know if by far the easiest place to start.  After all, if you have lived and acted appropriately, these people love you, respect you, and care about your success.  Quite simply: "People buy from people they know, like, and trust," says Christine.   These folks, however, need information about what you offer, how you work, and whom you want to serve before they can refer ideal clients to you, including themselves.  Make a List So, list one hundred people that you know.  Yes, sit down with two blank pieces of paper and put one name on eve

Strategies,  Not Hope! So back to the 3-day conference held by Christine Kane for clients in her UpLevel Your Business, Gold Mastermind, and Platinum Coaching programs --- The last element of the first day of coaching covered "How to Get Clients."  ASL graduates and other lawyers:  Pay Attention! So, what are the mistakes we make? Your only strategy is HOPE. You drank the social media Kool-Aid.   You think on-line marketing means never having to deal with actual people. "Hey, if I'm good, clients will just find me. The one-and-done approach. So, what shifts can you make to improve your ability to attract ideal clients? Think clearly and develop a marketing strategy. Then, implement the marketing strategy authentically and consistently. Build your business or practice by working one-on-one with clients, serve them very well, and then use them as referral sources. Use social media as one vehicle while you set up an easier a

100 Mediators  to Help  Those Still Suffering I don't often republish an article in its entirety, but for this one, I have made an exception.   The Third Branch News released the story. Eastern District of New York Looks to Mediators to Expedite Sandy Cases (June 26, 2014) Related Links: Eastern District of New York, Hurricane Sandy Cases   In 2012, Super Storm Sandy destroyed an estimated 650,000 homes and affected over 300,000 businesses along the Atlantic seaboard. Affected homeowners and businesses have filed over 1,000 Super Storm Sandy-related insurance coverage actions in the Eastern District of New York. That number is expected to double or even triple in the coming months. The district has developed a special program to expedite those cases. “Most of our cases involve property damage or business interruption claims filed against insurance companies by homeowners and businesses hit by Sandy. For cases brought under the National Flood Insurance Progr

Identifying and Successfully Communicating with Your ideal Client A lot of ink has been used to print books helping business owners identify, communicate with, and successfully serve their ideal clients.   In a post some time ago, I discussed the “long tail” even entrepreneurs can identify and serve.   The U.S. is no longer one big market.  It’s a multitude of micro-markets finding support, service, and products through the web. If you deeply understand the micro-market you want to serve, you can then have a conversation with those ideal clients in a way that attracts them to your services and products.  Christine Kane , my business coach, suggests our ideal clients are looking to resolve or avoid these frequent sources of pain: Lack of harmony. Stress on relationships. Damaged relationships. Stressed communities. As a conflict resolution professional, I find this list compelling.  As human beings we yearn for connection, peace of mind, and healt

Holding the  Promise for my Students During one part of the three day UpLevel Your Business conference presentation in Atlanta, one of Christine Kane’s statements really struck a chord with me.  She said: “You must see your students as more successful than they can see themselves.  You can see where they are meant to go.” As I mentioned in an earlier post , I launched my new business – Mediation with Heart: Web-Based Training for Change Agents the same week as the conference in Atlanta.  It offers the first web-based training for mediators in the U.S. and perhaps in the world.  With respect to all my students, I know where they will be at the end of the 40-hours of training.  They will be empowered, reflective, highly-motivated, and anxious to begin using the skills they have learned to change the world.  Two of the students are Presbyterian ministers who plan to use the skills to intervene in intra-congregational conflict -- primarily in disputes inv

Shifts  that Create Space  for Growth This week, I've been describing the conference I attended the first week of June as a member of Christine Kane's Gold Mastermind program.  The three-day conference offered about 300 heart-centered entrepreneurs  many ways to think about the businesses  were creating.    On the first morning, Christine, our coach, suggested a shift in mindset.   As part of the shift in mindset, Christine encourages her clients/students to abandon limiting beliefs, actions based in fear, inertia, or waiting to act when  . . . .    Instead, she encourages her clients to substitute a belief system that encourages growth and business development.   The core truths she advocates are: I have unlimited income in my business. I am at CAUSE in my business. My challenges contain the raw material for my highest-level solutions. Marketing creates value and energy.  Marketing is the only way to spread my message and grow my business. It i