If you haven’t read the book Start with No, by the late Jim Camp, I recommend picking up a copy. Jim was a fearsome negotiator with legendary skills, and he had a reputation for wiping the floor with his foes. If you’re interested in a counterintuitive system for negotiating any deals in all kinds of situations, I think you’ll love it. Interestingly enough, the most significant takeaway I got from the book wasn’t about negotiating at all.
It was more about mindset and success. Jim explained how a lot of people walk around with a “win-win” mentality. But, contrary to popular belief, it doesn’t give them power, it actually makes them a mark.
Why? Because deep down in our bones, we human beings are all predators. It’s written in our DNA. We’re literally wired to exploit weakness.
The point is:
Floating through life with a “win-win” mindset is fine if you’re a snowflake millennial, and you want to hang out in the dorm on your Silicon Valley “campus” – lounging on beanbags, brainstorming about rainbows, and waxing poetically about unicorns.
But that’ll get you slaughtered out in the real world. The reality is, the legal profession is now one of the most competitive sectors of the economy. It’s definitely not a “win-win” environment.
That means, if you want to thrive as an attorney, you need to embrace your inner predator. More specifically, you need to think like a marketing predator so you can exploit other firm’s weakness, and eat their lunch before they get away with eating yours. That brings us to my second book recommendation. My Secrets of Attorney Marketing book shows attorneys how, with just a few hours of work a week, they can become a marketing predator.
If you want to push your firm to the top of the food chain in your metro/practice area, it will supply you with the plan.
Just click the link below, and I’ll send a complimentary copy of Secrets of Attorney Marketing out to your office:
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