How to Get and Keep Good Clients, 3rd edition

Word Count    Chapter

101 words      E-6A   MARKETING AND CROSS MARKETING OPPORTUNITY CHART

110 words      K-15   SAMPLE LETTER TO CLIENTS TELLING THEM YOU HAVE NOTHING TO REPORT ("NO ACTION" LETTER)

123 words      D-23A THE WORD "LAWYER" IN FOREIGN LANGUAGES

131 words      G-17   HOW TO INCREASE YOUR INCOME FROM REFERRALS

150 words      M-3    HOW YOUR LIFESTYLE CHANGES WHEN YOU HAVE GOOD CLIENTS

167 words      D-25   SAMPLE LETTER TO BE SENT AFTER GIVING TESTIMONY TO A FEDERAL OR STATE COMMITTEE OR COMMISSION

170 words      D-23   LEARN TO SAY "LAWYER" IN FOREIGN LANGUAGES FOR YOUR CONTACTS WITH FOREIGNERS

172 words      B-4     INCREASING YOUR NET PROFIT BY GETTING MORE CLIENTS AND CASES

178 words      D-26   SAMPLE PRESS RELEASE AFTER GIVING TESTIMONY BEFORE A STATE OR FEDERAL COMMITTEE OR COMMISSION

180 words      B-6     WORK GENERATES WORK GENERATES WORK (FOONBERG'S THIRD RULE)

185 words      E-7     THE S.E.X. APPROACH OF INCREASING YOUR PRACTICE

187 words      I-9      KEEPING LEGAL FEES AT LESS THAN COURT-AWARDED INTEREST PLUS COURT-AWARDED ATTORNEY'S FEES AS AN INCENTIVE FOR A LARGE CORPORATION TO USE YOU

191 words      J-15    CONSIDER RELOCATING TO GET CLIENTS

192 words      G-2     WILL MARKETING RESULT IN BACKLASH ON EXISTING CLIENTS?

207 words      I-11    BE REALISTIC WHEN YOU MARKET FOR BIG COMPANIES

212 words      K-10   HOW TO CREATE BUSINESS AND KEEP CLIENTS HAPPY WHEN YOU READ ADVANCE SHEETS AND TECHNICAL JOURNALS

213 words      E-8     FOONBERG'S UPSIDE DOWN PYRAMID OF CLIENT RECOMMENDATIONS

215 words      G-16   CLIENT SECRETARIES AND ASSISTANTS AS A SOURCE OF BUSINESS

218 words      D-5A   SIXTY-FOUR WRONG WAYS TO ANSWER THE QUESTION, "WHAT KIND OF LAW DO YOU PRACTICE?"

222 words      N-9     NETWORK THE NETWORKERS

225 words      C-6     CLIENT PERSONAL DATA FILE

225 words      M-24   "CARS CAN'T RUN WITHOUT GASOLINE"

227 words      A-7     HOW TO START AND BUILD A LAW PRACTICE

240 words      K-11   SAMPLE LETTER WITH ADVANCE SHEETS

242 words      J-13    PHOTOCOPYING SETTLEMENT CHECKS AND JUDGMENTS

243 words      N-19   SIMPLE, LOW-COST SEMINARS WHICH SMALL FIRMS CAN PRESENT

245 words      B-2     WHY PRACTICE DEVELOPMENT IS ESSENTIAL

246 words      N-15   MISCELLANEOUS CLIENT PERKS FOR USING YOU AS COMPANY LAWYER

247 words      O-18   MARKETING DIFFERENCES BETWEEN MALE AND FEMALE LAWYERS

248 words      H-8     CONFORMING TO ETHICAL REQUIREMENTS FOR MAILINGS

251 words      E-5     CROSS MARKETING

251 words      L-4     THE "NO-BILL" BILL

253 words      D-9     HOW DO YOU LOOK FROM BEHIND?

259 words      O-22   HOW A FEMALE LAWYER CAN HANDLE THE REACTION ‘‘YOU'RE A LAWYER?"

260 words      H-1     COMMUNICATING ETHICS AS A FACTOR IN GETTING CLIENTS

260 words      K-4     USE YOUR CARD TO COMMUNICATE THAT YOU'RE A LAWYER

262 words      G-14   SAMPLE THANK-YOU LETTER FOR A REFERRAL

266 words      D-2     YOU MUST TELL PEOPLE YOU'RE A LAWYER

270 words      J-14    SIMPLIFIED GENERAL DESCRIPTION OF MARKETING COMMITTEE OR MARKETING DIRECTOR

274 words      D-27   NAME TAGS

274 words      N-7     ANALYZE WHERE YOUR GOOD CLIENTS COME FROM WITH A CLIENT-INTAKE FORM

275 words      O-16   SAMPLE LETTER ADVISING OF AVAILABILITY FOR MINORITY WORK

277 words      F-8     GETTING CLIENTS FROM NON-LAWYERS IN THE OFFICE

278 words      I-5      BE SURE YOU UNDERSTAND AND ADDRESS THE CLIENT'S PHILOSOPHY TOWARD THE USE OF OUTSIDE COUNSEL

288 words      I-10    BE PREPARED TO EMPHASIZE USE OF NON-LAWYERS AND TECHNOLOGY IN YOUR OFFICE, AND HAVE YOUR RATE SCHEDULE AVAILABLE IF NECESSARY

294 words      K-14   SESSION LAWS AND "CLIENT ALERTS"

299 words      G-11   GETTING WORK FROM BIG FIRMS

299 words      K-5     HOW TO START A CONVERSATION AND PRESENT YOUR CARD WITHOUT APPEARING PUSHY

303 words      N-8     SPLIT UP FIRM MEMBERS AT PROFESSIONAL AND SOCIAL MEETINGS WHEN THE FIRM PAYS THE BILL(SEPARATE TABLES FOR FIRM MEMBERS)

306 words      I-2      RECOGNIZE THAT JOB PROTECTION MAY BE A FACTOR FOR THE PERSON WHO CHOOSES OUTSIDE COUNSEL FOR A LARGE ORPORATION

309 words      I-4      ESTABLISHING CONTACT WITH THE TARGETED LARGE POTENTIAL CLIENT

313 words      M-5    PEOPLE ARE MORE WILLING TO PAY FOR WHAT THEY NEED AND DON'T HAVE THAN TO PAY FOR WHAT THEY ALREADY HAVE

316 words      M-15   USING LAWYER DEMOGRAPHICS TO SET OR JUSTIFY FEES SETTING A FEE IN SPECIALTY WORK

316 words               M-17   SUPPORT BAR-RECOGNIZED LEGAL AID OR POVERTY LAW CENTERS AND SEND THEM THE CASES THAT DON'T BELONG IN YOUR OFFICE

323 words      D-1     EVERY PERSON YOU MEET IS A POTENTIAL CLIENT OR POTENTIAL RECOMMENDER OF A CLIENT

324 words      F-5     DOES YOUR COMPENSATION SYSTEM OR WORKLOAD ASSIGNMENT DISCOURAGE FIRM MEMBERS FROM BRINGING IN NEW BUSINESS?

326 words      M-4    FOONBERG'S RULE OF CASH UP FRONT

330 words      L-5     DISCOUNT BILLING FOR PROFESSIONALS WHO CAN OR DO REFER WORK TO YOU

334 words      K-1     ALWAYS HAVE PROFESSIONAL CARDS WITH YOU

336 words      D-7     GENERAL PRACTICE VS. FULL SERVICE

336 words      E-11   PERSONAL QUALITIES CLIENTS DISLIKE IN LAWYERS

341 words      N-18   SUCCESSFUL SEMINARS FOR RECOMMENDERS OF CLIENTS AND POTENTIAL RECOMMENDERS OF CLIENTS

342 words      D-10   WEARING JEWELRY

342 words      G-10   LAW PROFESSORS, LAW SCHOOLS, AND OTHER EXPERTS AS A SOURCE OF CLIENTS

345 words      J-7     AVOID LOSING A PROSPECTIVE CLIENT THROUGH BAD TELEPHONE TECHNIQUES WHEN YOU'RE NOT IN

346 words      F-9     THE LAWYER AS A NOTARY TO ATTRACT BUSINESS

348 words      F-2     MARKETING IS A LEARNED SKILL FOR THE ENTIRE FIRM

353 words      I-6      ANTICIPATING HOUSE COUNSEL AS BEING EITHER A FRIEND OR AN OBSTACLE TO USING YOU

353 words      J-16    SMALL TOWN AND RURAL PRACTICE DEVELOPMENT

360 words      C-5     OFFICE CHECKLIST FOR CLOSING THE DEAL WITH NEW CLIENTS AND CASES

364 Words     M-14   USING THE CLIENT'S CURVE OF GRATITUDE TO INCREASE CASH FLOW (348 words in Chapter + Chart)

364 words      O-9     DIRECTORY LAW LISTS AS A SOURCE OF BUSINESS

365 words      J-19    NEVER LET THE SUN SET ON A NON RETURNED PHONE CALL

369 words      E-16   TELL YOUR CLIENT WHEN YOU ARE WORKING NIGHTS AND WEEKENDS ON HIS OR HER CASE

371 words      J-17    CHOOSING OR CHANGING YOUR FIRM NAME

372 words      O-21   HOW THE FEMALE LAWYER CAN DISTINGUISH HERSELF FROM NON-LAWYER FEMALES TO AVOID AWKWARD INCIDENTS

373 words      N-11   GETTING AND KEEPING CLIENTS THROUGH ASSISTING WITH JOB GETTING

374 words      J-21    GET A STAR RECEPTIONIST AND GIVE HIM OR HER THE TOOLS TO DO A SUPER JOB

383 words      O-15   GETTING MINORITY WORK AND MONEY

386 words      H-3     USING ETHICS AS A TOOL IN PROMPTING A POTENTIAL CLIENT TO CHANGE LAWYERS

389 words      N-1     THE DIFFERENCE BETWEEN SOLE PRACTICE AND SMALL FIRM PRACTICE DEVELOPMENT AS OPPOSED TO LARGE FIRM MARKETING

390 words      D-15   GETTING ADMITTED TO MULTIPLE COURTS AND JOINING "PRESTIGIOUS" LEGAL SOCIETIES

390 words      G-6     NON-BAR SPONSORED LAWYER REFERRAL SERVICES AS A SOURCE OF CLIENTS AND FEES

391 words      K-19   CHRISTMAS CARDS IN JULY

394 words      K-9     PRESS RELEASES

398 words      B-5     WHY YOU SHOULD UPGRADE YOUR PRACTICE

400 words      F-1     MARKETING IS NOT HARD TO DO IF SOMEONE ELSE HAS TO DO IT

402 words      K-20   SEND YOUR CHRISTMAS CARD TO AS MANY PEOPLE AS YOU CAN

404 words      K-2     THE $55,000 BAR ASSOCIATION HANDSHAKE (MORE THAN $100,000 IN 2007 DOLLARS)

405 words      D-16   GOING BACK TO WHERE YOU CAME FROM

408 words      L-7     CREATE A SENSE OF URGENCY ON YOUR BILL

413 words      O-4     TREATING OTHER LAWYERS AS "COMPETITORS"

414 words      D-4     BE VISIBLE TO YOUR BANKER

420 words      A-2     MARKETING - AN ACQUIRED SKILL WHICH YOU MUST LEARN - YOU CAN DO IT!

424 words      N-3     HOW A PROFESSIONAL CONSULTANT CAN HELP YOU

429 words      N-1A   ADVERTISING YOUR FIRM DURING EMPLOYMENT INTERVIEWS

437 words      C-3              HOW TO HANDLE THE FRIEND OF A GOOD CLIENT WHEN THE FRIEND HAS NO MONEY FOR LEGAL FEES

446 words      M-9    CLIENT COSTS AS A FACTOR IN ACCEPTING OR REJECTING A CASE

447 words      E-20   WHO WILL HANDLE THE CLIENTS CASE WHEN YOU ARE SICK OR ON VACATION

449 words      G-12   GETTING WORK FROM LAW SCHOOL CLASSMATES

453 words      B-7     THE IMPORTANCE OF PLANNING OR "WOODSMAN, SHARPEN YOUR AX"

454 words      N-16   DON'T LOSE CLIENTS THROUGH IMPROPER DELEGATION DELEGATE FOR HIGHER PROFITS - DON'T ABDICATE

458 words      J-20    VOICE MAIL SYSTEM

461 words      E-3     UNDERSTANDING HOW CLIENTS FIND A LAWYER THE IMPORTANCE OF BEING RECOMMENDED

462 words      M-12   SAMPLE LETTER TO DROP A BAD CONTINGENCY CASE

467 words      M-20   THE CLUSTER CONCEPT OF EVALUATING THE PROFITABILITY OF AFFILIATED CLIENTS, RECOMMENDERS OF CLIENTS AND TYPES OF CASES

470 words      A-3     THIS BOOK IS BASED ON ACTUAL SUCCESSFUL EXPERIENCES OF MYSELF AND OTHERS

472 words      O-17   TIPS FROM WOMEN LAWYERS

474 words      J-11    GETTING THE KIND OF BUSINESS YOU WANT BY OFFERING "SAME-DAY" AND "NEXT-DAY" SERVICE FOR ROUTINE MATTERS

479 words      D-8     PERSONAL HYGIENE AND CLEANLINESS

490 words      E-18   HOW TO LOSE CLIENTS BY BEING TOO COMPETENT OR TOO EFFICIENT

497 words      D-31   VISIT OTHER LAWYERS' OFFICES

503 words      D-14   HOW TO MAXIMIZE THE EFFECTIVENESS OF SPEAKING ENGAGEMENTS

508 words      D-30   PERSONALIZED LICENSE PLATES FOR LAWYERS

509 words      N-5     HAVING AN OPEN HOUSE TO ATTRACT CLIENTS

514 words      A-6     MORE ON WHY THIS BOOK HAS BEEN WRITTEN

515 words      O-2     PRACTICE DEVELOPMENT FROM THE INNS OF COURT TO THE CONCORDE

516 words      L-6     TELL CLIENTS AND POTENTIAL CLIENTS WHEN THE BILL IS OR MAY BE TAX DEDUCTIBLE

519 words      K-6     WHAT TO DO WITH THE PROFESSIONAL CARDS YOU RECEIVE

526 words      B-3     PRACTICE DEVELOPMENT LEADS TO A HIGHER LEVEL OF PROFESSIONAL PRACTICE

528 words      K-21   SURVEY YOUR CLIENTS FOR FEEDBACK

530 words      K-8     TELL YOUR OLD CLIENTS ABOUT YOUR NEW SERVICES AND NEW PERSONNEL

530 words      L-3     DISCOUNT BILLING FOR FRIENDS AND RELATIVES

534 words      O-23   COURTROOM DEMEANOR FOR MEN AND WOMEN LAWYERS

535 words      I-7      ANTICIPATING OUTSIDE GENERAL COUNSEL AS BEING EITHER A FRIEND OR AN OBSTACLE TO USING YOU

538 words      O-5     YELLOW PAGE ADS WORK, MAKE YOUR AD UNIQUE

544 words      E-4     HOW TO GET RECOMMENDED AND USED FOR LEGAL WORK THE BARBARA CURRAN REPORT AND THE TEMPLE UNIVERSITY REPORT

548 words      E-1     THE IMPORTANCE OF BEING AVAILABLE

551 words      F-4     DO YOUR PARTNERS BRING IN BUSINESS? IF NOT, WHY NOT?

556 words      E-6     MARKETING AND CROSS MARKETING OPPORTUNITY MATRIX - GETTING STARTED

558 words      D-3     JOINING CLUBS AND ORGANIZATIONS TO GET CLIENTS

563 words      B-1     USE MARKETING TECHNIQUES THAT YOU ARE COMFORTABLE WITH "IF IT IS FUN, IT WILL GET DONE"

587 words      G-7     "BUYING" A LAW PRACTICE

589 words      M-13   UPGRADING YOUR PRACTICE BY GETTING RID OF LOSERS, USING THE 100 PERCENT REFUND (DUMP THE DOGS)

594 words      N-2     DIRTY ESPIONAGE TO STEAL MAJOR CLIENTS

610 words      N-14   OTHER CLIENT "PERKS" FOR USING YOU AS COMPANY LAWYER - CLUBS AND RESTAURANTS

612 words      M-18   FEEL GOOD, NOT BAD, ABOUT DOING FREE LEGAL WORK

613 words      F-7 G  ETTING BUSINESS FROM ASSOCIATE LAWYERS ASSOCIATES CAN BE TAUGHT

619 words      B-8     ANALYZE YOUR EXISTING PRACTICE STRENGTHS, WEAKNESSES AND CLIENT SOURCES AND WORK ON THEM

621 words      E-2     ASK YOUR PRESENT AND PAST CLIENTS WHY THEY DO OR DON'T REFER YOU NEW CLIENTS

630 words      O-6     COST-EFFECTIVE CLASSIFIED LAWYER MEDIA ADVERTISING

637 words      M-1    WHAT IS A "GOOD" CLIENT? A GOOD CLIENT IS: "A CLIENT WHO PAYS HIS BILLS TO ME SO I CAN PAY MY OFFICE AND PERSONAL BILLS"

642 words      G-9     SEND THANK-YOU LETTERS TO JUDGES, WITNESSES, COURTROOM PERSONNEL AND JURORS

642 words      M-11   BE CAREFUL WHICH, IF ANY, CONTINGENCY CASES YOU ACCEPT OR KEEP

646 words      O-1     THE ETHICS AND DEVELOPMENT OF MARKETING AND PRACTICE DEVELOPMENT

656 words      M-19   BARTER IS HALF A MOOSE A FAIR PRICE FOR A WILL?

662 words      D-18   POLITICAL ACTIVITY AND RUNNING FOR POLITICAL OFFICE TO GET CLIENTS (AND EXPERIENCE)

665 words      K-7     WHY CLIENTS LIKE TO GET LETTERS AND INFORMATION FROM LAWYERS

669 words      D-28   WHY YOU SHOULD TRAVEL FIRST CLASS

669 words      E-12   MAKE SOMETHING HAPPEN NOW - THE INSTANT GRATIFICATION APPROACH TO IMPRESS A NEW CLIENT

674 words      G-1     YOUR PRESENT GOOD CLIENTS AND REFERRERS ARE YOUR MOST IMPORTANT MARKETING ASSET

678 words      G-15   BUYING OR SELLING CASES FOR REFERRAL FEES

680 words      D-22   USING FOREIGN LANGUAGE ABILITY

681 words      E-10   WHY CLIENTS CHANGE LAWYERS

684 words      E-13   BUILDING A MULTI-MILLION DOLLAR BUSINESS BY OFFERING "SAME DAY" AND "NEXT DAY" SERVICE FOR ROUTINE MATTERS

684 words      O-13   HOW TO GET INTERNATIONAL CLIENTS

688 words      I-3      GETTING WORK FROM LARGE CORPORATIONS

688 words      M-10   CASH UP-FRONT FOR CLIENT COSTS ON CONTINGENCY CASES

694 words      I-1      SOME DIFFERENCES BETWEEN GETTING BUSINESS FROM PUBLICLY HELD BUSINESSES AND CLOSELY HELD BUSINESSES

699 words      F-11   SAMPLE LETTER TO CLIENTS AND OTHERS RE AVAILABILITY OF NOTARIAL SERVICE

701 words      O-19   HOW A WOMAN LAWYER CAN TAKE ADVANTAGE OF BEING A WOMAN IN GETTING SPECIFIC TYPES OF CLIENTS AND CASES

722 words      J-3     THE PERIODICALS IN YOUR RECEPTION ROOM

723 words      O-20   HOW WOMEN LAWYERS CAN TAKE THE INITIATIVE WITH MALES TO AVOID SITUATIONS OR INCIDENTS

730 words      M-7    TEN KINDS OF BAD NEWS CLIENTS TO BE AVOIDED

731 words      A-5     DEFINING PRACTICE DEVELOPMENT AND LAWYER MARKETING

733 words      J-6     HOW TO HANDLE TELEPHONE CALLS FROM POTENTIAL OR NEW CLIENTS

738 words      M-23   HOW TO GET A PAYING FEE FROM SOMEONE WHO TRIES TO GET FREE LEGAL ADVICE AT A PARTY

751 words      N-7A   FALSE TELEPHONE AND MAIL SURVEYS TO GET NEW CLIENTS

764 words      C-4     HOW TO TELL A CLIENT HE OR SHE HAS LOST THE CASE (OR HAS NO CASE) AND STILL KEEP THE CLIENT

764 words      D-12   ATTENDING OR TEACHING CLASSES TO GET CLIENTS

764 words      N-12   GIVING GIFTS TO CLIENTS AND THEIR EMPLOYEES AS AN INCENTIVE FOR USING YOUR FIRM

767 words      E-15   WHEN TO BE A MEAN, ROTTEN S.O.B. WITH A POTENTIAL CLIENT

768 words      J-5     THE IMPORTANCE OF YOUR TELEPHONE NUMBER IN GETTING AND KEEPING CLIENTS

776 words      J-10    THE IMPORTANCE OF ON-TIME COMPLETION OF WORK

778 words      J-18    HISTORICAL AND ETHICAL PROHIBITIONS AGAINST MARKETING OF LEGAL SERVICES

799 words      J-1     YOUR STREET ADDRESS, YOUR POST OFFICE, YOUR BUILDING AND PUBLIC TRANSPORTATION FACILITIES AS FACTORS IN ATTRACTING BUSINESS

799 words      J-6A    HOW DO YOU SOUND ON THE TELEPHONE?

801 words      O-14   BUILDING MINORITY AND ETHNIC CLIENT BASES

812 words      D-17   BE CAREFUL ABOUT GOING TO FUNERALS, HOSPITALS OR ACCIDENT SITES

819 words      G-8     NAMING YOURSELF OR A BANK AS EXECUTOR OR TRUSTEE, OR ALTERNATE EXECUTOR OR TRUSTEE, TO GET ADDITIONAL LEGAL AND NON-LEGAL INCOME

826 words      N-13   CLIENT "PERKS" FOR USING YOU AS A LAWYER FOR THE COMPANY

836 words      G-3     GETTING CLIENTS AND CASES FROM FRIENDS AND RELATIVES

851 words      L-2     TEN WAYS TO ANTAGONIZE AND LOSE CLIENTS WITH BAD BILLING PRACTICES

865 words      O-3     WAYS THAT WIN: LAWYER MARKETING IN THE 19TH CENTURY

867 words      K-13   "FOR-YOUR-INFORMATION" LETTERS, EMAILS AND FAXES AS "PRODUCTS" (479 words in Chapter + Sample Forms)

872 words      K-22   SAMPLE QUESTIONNAIRE TO SURVEY YOUR CLIENT FOR FEEDBACK

876 words      M-6    RATE YOUR CLIENTS ACCORDING TO CASH FLOW ­ - PRIORITIZE YOUR WORK

888 words      F-3     HOW TO CONVINCE YOUR PARTNERS TO TRY MARKETING AND PRACTICE DEVELOPMENT

894 words      D-24   GIVING TESTIMONY TO FEDERAL OR STATE COMMITTEES OR COMMISSIONS TO ESTABLISH YOURSELF AS AN EXPERT WHO HAS GOOD CONNECTIONS AND INFLUENCE

894 words      J-9     HOLDING ON TO MINUTE BOOKS, WILLS AND OTHER CLIENT RECORDS TO GET BUSINESS

897 words      F-10   HAVING A SECRETARY AS A NOTARY AS A SOURCE OF CLIENTS AND CASES

902 words      D-19   GOING TO CONVENTIONS AND TRADE SHOWS WHEN YOU ARE NOT THE PRINCIPAL SPEAKER

938 words      E-17   GETTING A GOOD CLIENT WHEN YOU HAVE NO EXPERIENCE IN THE LEGAL AREA

945 words      A-1     WHY THIS BOOK HAS BEEN WRITTEN

979 words      I-8      A METHOD OF ACCOUNTING FOR LEGAL FEE EXPENDITURES BY CAPITALIZING YOUR LEGAL FEES TO MAXIMIZE PROFIT

984 words      E-14   WHAT TO DO WHEN A GOOD CLIENT NEEDS A BIG JOB YOU CAN'T HANDLE

1,041 words      D-11   GETTING AND KEEPING BUSINESS CLIENTS AND OTHER CLIENTS BY VISITING THE PROSPECTIVE CLIENT'S PLACE OF BUSINESS OR SCENE OF AN ACCIDENT

1,042 words      J-2     FIRM NAME AS A FACTOR IN PRACTICE DEVELOPMENT

1,043 words      C-1     DO IT RIGHT - HOW TURNING DOWN MY FIRST CASE LED TO 19 CASES (836 words in Chapter+ Charts)

1,054 words      K-17   EXPAND YOUR PRACTICE USING RESEARCH MEMORANDA AND PUBLISHED ARTICLES BY "USING INK"(THE RUBBER AIRPLANE TECHNIQUE)

1,063 words      D-21   HOW TO EXPLAIN DEFENDING CRIMINALS TO CLIENTS AND POTENTIAL CLIENTS

1,069 words      D-20   HOW TO HANDLE PEOPLE WHO HATE LAWYERS OR THE LEGAL SYSTEM

1,070 words      M-21   AN ACCOUNTING SYSTEM TO HELP YOU ANALYZE AND INCREASE CLIENT AND CASE PROFITABILITY

1,073 words      M-25   HOW TO REDUCE A BILL IN A FEE DISPUTE AND STILL KEEP THE CLIENT HAPPY

1,074 words      J-4     INTRODUCE YOUR STAFF TO THE CLIENT (PART OF OFFICE TOUR)

1,078 words      M-26   HOW TO ADJUST A BILL OR WRITE OFF AN UNCOLLECTIBLE BILL WITHOUT LOSING THE CLIENT

1,109 words      H-5     FORM LETTERS FOR FEE AGREEMENTS TO COVER CONFLICT OF INTEREST PROBLEMS

1,113 words      D-34   WHAT TO CALL YOURSELF - ATTORNEY? ADVOCATE? LAWYER COUNSELOR? ESQ.? J.D.? SHARK? OR WHAT?

1,114 words      D-33   LAWYERS CONDUCT OUT OF THE OFFICE

1,120 words      M-16   INCREASING YOUR CASH FLOW AND REDUCING UNCOLLECTIBLES BY MATCHING YOUR BILLING TO YOUR CLIENT'S CASH FLOW

1,163 words      G-13   GETTING AND INCREASING REFERRALS (FOONBERG'S RULE: NETWORK THE NETWORKERS)

1,165 words      M-8    CASES THAT SHOULD BE TURNED DOWN

1,170 words      F-6     FEE ALLOCATION FORMULAS TO ENCOURAGE MARKETING

1,170 words      O-12   ESTATE PLANNING FOR FINANCIALLY CATASTROPHIC ILLNESS - LETTERS TO SEND UPON CLIENT'S OR CLIENTS PARENT(S) ATTAINING AGE 65

1,206 words      J-8     EXPLOIT YOUR CLOSED FILES CLOSED FILES CAN BE A GOLD MINE OF FUTURE WORK MINE YOUR INACTIVE FILES, SET UP A 20 - YEAR CALENDAR

1,225 words      N-6     FIRM BROCHURES AS A MARKETING AID AND THEIR WEBSITE REPLACEMENTS

1,312 words      K-16   DO-IT-YOURSELF MANUALS FOR CLIENTS AND POTENTIAL CLIENTS (1,197 words in Chapter + Sample Forms)

1,319 words      D-29   HOW TO HANDLE A POTENTIAL CLIENT WITH A GOOD CASE WHO ALREADY HAS A LAWYER

1,351 words      H-4     HOW TO AVOID LOSING CLIENTS AND FEES WHEN YOU HAVE CONFLICTS OF INTEREST

1,361 words      K-18   WHY YOU SHOULD SEND CHRISTMAS OR SEASON'S GREETINGS CARDS (1,304 words in Chapter + Sample Form)

1,382 words      O-8     DIRECT MAILINGS TO STRANGERS

1,397 words      E-19   GETTING CHOSEN BY THE CLIENT USING THE FIVE A'S OF LAWYER MARKETING

1,405 words      O-11   FOUR NEW MARKETING TIPS (286 words in Chapter + Sample Letters)

1,418 words      O-10   MAINTAINING AND USING MAILING LISTS (745 words in Chapter + Sample Letters)

1,433 words      D-6     THE ROLE OF CLOTHING IN MARKETING YOURSELF

1,452 words      J-12    PRACTICING IN A LAW SUITE TO GET CLIENTS AND CASES BY REFERRAL FROM OTHER LAWYERS

1,515 words      M-22   SHOULD YOU ACCEPT SMALL CASES AT A LOSS OR LOW PROFIT TO GET OR KEEP A GOOD CLIENT?

1,524 words      E-9     ASK YOUR CLIENTS WHAT THEY WANT FROM YOU BEFORE YOU SET YOUR FEES

1,542 words      N-4     THE LAW FIRM MARKETING ADMINISTRATOR FROM A TO Z

1,558 words      K-3     WHAT SHOULD BE ON YOUR PROFESSIONAL CARD?

1,579 words      M-2    PUT YOUR FEE AGREEMENT IN WRITING

1,658 words      D-5     THE IMPORTANCE OF CORRECT VERBAL IDENTIFICATION ("WHAT KIND OF LAW DO YOU PRACTICE?")

1,701 words      D-13   SPEAKING ENGAGEMENTS

1,749 words      P-1     TAKING CLIENTS WHEN LEAVING A FIRM HOPE FOR THE BEST - PREPARE FOR THE WORST

1,765 words      D-32   HOW TO "WORK A ROOM" AND MAKE SMALL TALK TO GET NEW CLIENTS

1,767 words      Q-2     CHECK LIST FOR CREATING AND IMPLEMENTING AN EFFECTIVE MARKETING PLAN

1,816 words      R-1     FOONBERG'S RULES FROM A TO Z FOR INTERNET MARKETING

1,844 words      L-1     YOUR INVOICE AS A MARKETING TOOL

1,877 words      N-17   SUCCESSFUL SEMINARS

1,887 words      H-7     SAMPLE ETHICS PAMPHLET (TO BE GIVEN TO A CLIENT WHEN ANOTHER LAWYER HAS BEEN UNETHICAL)

1,907 words      H-6     MATERIALS FOR STANDARD ETHICS LETTER TO CLIENTS AND POTENTIAL CLIENTS (TO BE EXCERPTED FROM AS APPROPRIATE)

1,958 words      G-5     BAR ASSOCIATION LAWYER REFERRAL SERVICES ARE A PROFITABLE SOURCE OF CLIENTS AND FEES

2,120 words      C-2     THE IMPORTANCE OF THE CLIENT INTERVIEW IN MARKETING YOURSELF AND YOUR FIRM

2,176 words      G-4     THE SPOUSE'S ROLE IN PRACTICE DEVELOPMENT

2,297 words      K-12   SENDING COPIES OF CLIENTS' MAILINGS AND CORRESPONDENCE TO POTENTIAL CLIENTS AND POTENTIAL RECOMMENDERS OF CLIENTS (727 words in Chapter + Sample Letters)

2,380 words      N-10   GETTING AND KEEPING CLIENTS THROUGH INPLACING AND OUTPLACING

2,572 words      H-2     OFFICE CONFIDENTIALITY AS A MARKETING TOOL

2,695 words      Q-1     FOONBERG'S FAVORITE SEVENTY RULES OF GOOD CLIENT RELATIONS FOR THE BUSY LAWYER AND THE BUSY LAW FIRM

2,718 words      P-2     HOW TO PREVENT PARTNERS AND ASSOCIATES FROM TAKING GOOD CLIENTS WHEN THEY LEAVE THE FIRM

2,747 words      O-7     COST-EFFECTIVE LAWYER MEDIA ADVERTISING

3,346 words      R-2     ANTICIPATING THE FUTURE

4,821 words      A-4     PARTIAL LIST OF SPONSORS OF PROGRAMS WHERE I HAVE PARTICIPATED TO LEARN THE TECHNIQUES OF THIS BOOK