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CLE
Building Your Million-Dollar Practice - And Your Dream Retirement
DATE & LOCATION: May 29, 2008
Oklahoma Bar Center
Oklahoma City
CLE CREDIT: This course has been approved by the Oklahoma Bar Association Mandatory Continuing Legal Education Commission for 8.5 hours of mandatory CLE Credit, including 0 hours of ethics.
TUITION: $225, for early-bird registrations received with payment at least four full business days prior to the seminar date; $250, for registrations received within four full business days of the seminar date. No discounts.
CANCELLATION POLICY: Cancellations will be accepted at any time prior to the seminar date; however, a $25 fee will be charged for cancellations made within four full business days of the seminar date. Cancellations, refunds, or transfers will not be accepted on or after the seminar date.
ON-LINE REGISTRATION: To register on line for the live program click here. Registration will be available up to four days prior to the seminar date.
PROGRAM:
Dustin Cole
Dustin Cole is a Master Practice Advisor and is President of Attorneys Master Class, one of the nation's leading attorney practice development organizations. Mr. Cole has trained over ten thousand attorneys across the United States in how to build more successful practices and develop their dream retirements. He brings more than 35 years of experience in every phase of marketing and management to his work and the legal profession.
**NOTE EARLY START TIME
8:00 Registration & Continental Breakfast
8:30**
Phase One: Building the Operations of the Dream Practice
I. Perspectives
  1. The purpose of your legal business
  2. The succession goal
  3. Understanding the Technician Trap
  4. Switching perspectives: value vs. process
  5. Evolution of a business
  6. The four roles of the attorney in the practice
  7. Moving up the scale of value
II. Focusing Your Practice
III. Planning and Building Your Dream Team
  1. Drafting your organization chart
  2. Managing the team
  3. Team Operation
IV. Managing and Leveraging the Operations
  1. Systems vs. customs
  2. Managing time and team
  3. Key management tools
V. Managing the Client
  1. Selectivity
  2. Team approach
  3. Education
VI. Managing Your Finances
  1. Checkbook mentality vs. business perspective
  2. Accounting
  3. Techniques for investing profit
VII. Questions and Discussion
10:30 Break
10:45
Phase Two: Building the Revenues of the Dream Practice
I. The Goal of Revenue Building
  1. Build practice reputation
  2. Increase personal income
  3. Increase personal net worth
  4. Build a business "legacy"
II. Key Marketing Avenue
  1. Websites
  2. Advertising
  3. Public Relations
  4. Legal referral websites
  5. Personal referral marketing
III. Personal Referral Marketing - What, How, and Why
  1. Most ethical
  2. Cheapest
  3. Most enjoyable
  4. Long term results
IV. The Four Core Principles of Personal Referral Marketing
  1. Talk to the right people
  2. Build trust relationships
  3. Educate about what you do and who you work with
  4. Maintain consistent contact over time
V. Principle One: Talk to the right people
  1. Two groups of referral service
  2. Focus your marketing - avoid MBWA
  3. Develop a database of your referral sources
  4. Know thy referrer
VI. Principle Two: Build Trust Relationships
  1. The people who send referrals
  2. Referred clients are better because the referrer has gained their trust and transfers it to you
  3. Stop "marketing" and focus on building "friend" relationships
  4. Listen!
  5. Know thy referrer
  6. Identify and share common hobbies, interests, commitments & activities
  7. Enjoy the process
  8. Be valuable
12:00 Networking lunch
12:30
VII. Principle Three: Educate About What You Do and Who You Work With
  1. Develop powerful, diplomatic conversational skills
VIII. Principle Four: Maintain Consistent Contact Over Time
  1. The frustration of "Flurry" marketing
  2. Consistency is fundamental to effective referral marketing
IX. INFORMATION is not King. IMPLEMENTATION is.
  1. New actions create new habits
  2. Consistent action over time will begin
  3. Consistent action creates cumulative results
X. Questions and Discussion
2:30 Break
2:45
Phase Three: Building the Succession Plan for Your Dream Retirement
I. The Typical "Succession Plan"
  1. Work hard, hire an associate, hope for the best
  2. Give up on associate, continue to work longer than expected
  3. Sell or close the practice
  4. Identifying the seeds of failure
II. The Successful Succession Play
  1. Build a practice worth buying
  2. Build a business plan for succession
III. The Eight Essential Steps of the Succession Business Plan
V. Step Two: Identification and Grooming of Successor(s)
  1. The cost of an inadequate selection process
  2. How to choose person who can become you
VI. Step Three: Planning for Ownership Transition
VII. Step Four: Planning for Management Transition
VIII. Step Five: Planning for Transition of Leadership
IX. Step Six: Planning for Transition of Business Development
  1. Business origination skills and contacts must be part of transition
X. Step Seven: Planning For Transition of Client Relationships
  1. Assuring that clients remain with the firm during and after the transition is an essential component of transferring the value of the practice
  2. Drawing the successor(s) into the client relationship
  3. Transferring trust
XI. Step Eight: Revision of Compensation System From Subjective to Objective
  1. Structure must be codified to provide objective basis for both owner and successor for compensation
XII. Sample Transition Timetable
XIII. Questions and Discussion
4:30 Adjourn
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