From founders and partners, to law students and newly qualified lawyers and every legal professional in-between.
Meet Your Trainer - Scott Simmons
Trends and the Need for Change
What is Business Development?
Why this is important.
What you will learn in this course.
M.I.R.A.C.L.E. Mindset Acronym
Mindset Introduction
M is for MIND
I is for IMMOVABLE
R is for RISE
A is for ADVANCE
C is for COURAGE
L is for LIFESTYLE
E is for EXECUTION
Summing Up M.I.R.A.C.L.E. Mindset
MIRACLE MINDSET QUIZ
Carol Dweck Wikipedia Link
Atomic Habits by James Clear Link
Introduction to P.R.E.C.I.S.I.O.N. Selling
P is for Pitch - Introduction
P is for Pitch - Ideal Client Type - Exercise
Segmenting Clients Guide
P is for Pitch - Pains, Goals and Outcomes - Exercise
P is for Pitch - Client Stories - Exercise
P is for Pitch - Elevator Pitch - Exercise
P is for Pitch - One Line Opener - Exercise
P is for Pitch - Final Thoughts
R is for Research - Introduction
R is for Research - Initial research
R is for Research - Gap Analysis & Segmentation
Your Guide to Segmenting Clients
Gap Analysis Template
R is for Research - Referrals, Niches & More
R is for Research - Ranking - Exercise
ABC Ranking Guide
R is for Research - Rapport
R is for Research - Your Offering
R is for Research - Ideal Clients - Exercise
R is for Research - Look inside your own legal business
Research Quiz
R is for Research - Final Thoughts
E is for Encounter - Introduction
E is for Encounter - Referrals
E is for Encounter - Cross-selling
E is for Encounter - Inbound
E is for Encounter - Outbound
E is for Encounter - Contact methods
E is for Encounter - Exercise 1
E is for Encounter - Exercise 2
E is for Encounter - Exercise 3
Encounter Quiz
“Today’s session with Scott has been without a doubt the most worthwhile and productive initiative we have undertaken during my time with the firm.”
Jacksons Law Firm, Paul Clark - Partner
“There is no magic to providing legal services, but selling and serving the right clients in the right way is witchcraft, and Scott is teaching at Hogwarts.”
James Struthers, Founder, Macushlaw
“The past 12 months of mentoring with Scott have been transformative for me personally and my business. He's helped me identify and define our niche firms value proposition and begin the progression to a value based model and away from the traditional hourly rate fee structure which our clients have embraced. He has given me the confidence to expand the team, maneuver myself into a business development and leadership role and enhance our offering in a way that is unrecognizable from when we first started working together. I'm so grateful to have found him and excited for the next stage of our journey together. ”
Kirsty McShannon, Founder and CEO - Azorra
“Scott has generously inspired me to clarify my BD priorities at this early and important stage in my career. I would recommend his invaluable insight to any lawyer looking for exponential professional growth. ”
Bernie Rivard - Trainee Lawyer - Travers Smith
“I worked with Scott over the course of several months to learn and apply his precision sales technique. I wasn't new to sales, however I never applied this in the context of selling legal services and was looking for a methodology which would enable me to confidently acquire new clients. Scott’s methodologies are very clear and, crucially, repeatable. Selling legal services isn't quick or easy, but Scott doesn't pretend that it is. Scott's advice and support is paying for itself already. I highly recommend Scott to those lawyers who actually want to understand what it takes to sell legal services and get out there and do it. ”
Matthew Dunne, Co-Founder - Boldr Law
Are you a lawyer looking to take your career to the next level? Imagine a world where selling legal services becomes easy and enjoyable. Welcome to our groundbreaking digital course, where we demystify the art of selling and equip you with simple, yet powerful techniques to elevate your business development game.
We provide a blueprint, a roadmap to transform your legal career.
Scott's 20 years of experience in one place, saving thousands.
Become that 21st Century lawyer and do not get left behind.
Set yourself apart from your peers when it comes to promotions.
They are primarily for lawyers, at any level in their career, who want to learn how to make selling, second nature. The courses are also relevant to any professional services individual, student or marketing professional.
You will learn everything you need to get started on the path to becoming a 21st Century Trusted Adviser, able to nurture relationships, close the sale, keep the client and win more work, without even realising you are doing it.
In all of our courses, each section in broken down into very short videos. You can work at your own pace, at your desk, commuting or anywhere you want.
Whether you like it or not, at some point in your career you will have to sell, or as law firms like to call it, 'do BD (business development). But they are one in the same. Selling is not a dirty word and this course will not turn you into the Wolf of Wall Street. It is a guide, that you can dip into, over and over again, until you become familiar and relaxed with the principals.
The course is approximately 7 hours in total, but you can learn at your own pace, at home or in the office.
