One hundred percent of your prospective clients are going to need your services at some point. But how do you effectively identify and provide excellent service to the right ones? Law school teaches us nothing about how to build and manage a business. No matter how good a lawyer you are, if you can’t communicate your value to your prospective clients, or provide an engaging and useful relationship with your actual clients, you won’t be able to build yourself the solo practice that most lawyers dream of—the ability to work independently, doing work that has real and lasting value to normal people, in a way that can support your other life goals, like raising a family and having a life outside of the law. My son was born the month the first internet bust hit the markets, 2001. And that was the end of my short big-law life. I decided to start my own estate planning practice that spring and haven’t looked back. I’ve spent more than 20 years building my practice and learned a lot along the way. The secret to a successful small practice is simple, but it isn’t easy, especially for lawyers—you have to get really good at finding clients in your practice area: think about it, if a person hasn’t gone bankrupt, gotten a divorce, or been arrested, the odds are they don’t know any lawyers. You want them to find, and trust, you. I’ll teach you how. And once you find them, I’ll help you streamline and automate your internal systems so that the practice doesn’t run you into the ground. In this workshop, I’ll walk you through the key steps in identifying your unique gifts, coming up with a communication strategy that works for you, and implementing a practice that you can scale over time.