Being YOU and attraction

Now this will work very well in your personal life, but I'll put forth my proposition in a business sense. Being yourself will get you more clients and more of the right kind of clients for you.

This is a wake up call and a challenge to all of us who try to become what we think our customers want. When I was a litigator, I found some of my clients wanted a combative, retribution oriented person much of the time (towards others, not them :)). If you are not familiar with the practice of law, despite outward appearances, most cases are settled in a very civilized manner. Some of my clients that caught on to this didn't like it at all. For a while, I tried being more combative, and sure enough, my bills got paid more quickly. Bear in mind, I didn't get any better results and was risking the good will that allowed me to get those earlier settlements . . . Well, of course this wasn't right for me. The clients who needed combative lawyers really needed to go to someone else. We weren't right for each other and I was betraying who I was. I really regretting some of the clients I attracted to myself. Now, to clarify, I had no compunction about "going after" lawyers and parties to lawsuits that were misbehaving, I just don't like the idea of needlessly being nasty to people.

Later in my practice, I started telling people my thinking about the law and my style of practice very clearly up front. They could accept me as I was or they could find someone else. It was very freeing.

Along that evolutionary line, think about this. It isn't just about being consistent with your own values in your core business. It is about applying your values and attitudes in your professional development, networking and personal life. People will sense your consistency and want to do business with you if you are a good match for them. The relationship will be much easier because the person they met at the club, social event or in the office is really the genuine you. The reverse is true. You will repel people if you are inconsistent. You are meticulous with your clients' accounts, yet you sneak out of your continuing education classes and take credit for them. You are a great mediator at work, but at home, you are fighting with the neighbors. You are a wonderful church member, but nasty all day long at work. Would you hire you?

Now it is true that we change over time as we become more mature both personally and in our professions. We may even decide actively to change ourselves. I am not arguing against that at all if you are at peace with those changes and they are consistent with your values. The point is to know who you are or who you wish to be and be consistent with yourself and you will attract the best clients for you.

Be Well,
Shaun

Shaun Jamison (c) 2005 All Rights Reserved