Grit can Help You Achieve Your Goals and Overcome Obstacles.

Grit by definition means, "firmness of character; indomitable spirit; pluck."

Now take a good look at yourself. Is grit a quality you possess?

You'd know if you had it. Grit comes from within. It helps us accomplish our goals and achieve long-held ambitions. It gives us persistence and perseverance. Grit also lifts us up when we suffer setbacks.

Yes, grit keeps our wheels in motion. Without it, some people just wouldn't get out of bed in the morning.

Also read: Adopt a Resilient Mindset

If your grit has lost its gusto, or is simply non-existent, here are some great grit-building exercises from the top researchers in the field.

1. Don't give up.

It's tempting to quit when you're tired or discouraged, but when you fail to follow through, you destroy all chances of becoming the achiever you want to be.

2. Surround yourself with gritty people.

Find a culture or group of people who demand the best of themselves - and of you, too. Even a bootcamp style exercise program will give you a taste of grit.

3. Read biographies.

Book stores, libraries, newspapers - they are all filled with stories about people who never took no for an answer. Walt Disney, for instance, went bankrupt several times before he succeeded with his lovable Mickey Mouse character.

4. Be passionate.

In order to have grit, you have to be passionate about what you do and the goals you want to accomplish. Having that passion will keep you moving forward, even in hard times.

5. Learn from mistakes, criticism.

Gritty people seek out and learn from criticism and failure. They know how to handle setbacks and bounce back from them. Grit, in a sense, makes you resilient.

Also read: High Profile Leaders and Ways they Stay Productive

Think of grit as being a shield; a shield against failure, and all things that can bring you down. If haven't found your grit yet, I urge you to dig deep to find it and build it up. Your life's dreams depend on it.

Don't Seek out Confrontation, but Don't Avoid it Either

There are a handful of people who thrive in adverse situations, and then there are those who want to run and hide when confrontation rears its ugly head.

But is avoiding confrontation all of the time a good thing?

Not really.

Sure, I understand that people are concerned about how others perceive them. But sometimes the need for approval and for avoiding confrontation can bring negative consequences. You may appear weak, to be a push-over, or worse - a bad lawyer!

Also read: Body Language that Sends the Wrong Message

The good news is you can change your behaviors to face confrontation with confidence.

You can learn how to handle any situation where, instead of giving in or compromising, you are firm, professional, AND nice.

For instance:

In dealing with client complaints, first take a step back. Analyze all of the things that could have gone wrong in delivering your service to that client. Then, decide what to do to remedy the situation: Rework, refund, discount, discount on future services, etc.

If the client resists a resolution and keeps asking for more, at some point you may have to say, “I'm sorry, but our policy is to... we simply cannot do any more than that.”

Be firm. Stand your ground - politely!

Also read: Think before You Speak

In handling fee negotiations, try creating a detailed price list and then think about potential negotiation strategies. Don't be willing to give into a steep price cut to save a potential new contract. Instead, determine ways to reduce service levels to meet a lower price.

Think about situations you struggle with. Which types of encounters send you running for the door? Which make you feel confident?

As a legal professional, you always want to stay objective, be fair, and make the best decisions possible. Kindly and discreetly, of course.

You May be Losing Potential Income

As they say, time is money; if you're not out movin' and shakin', you might as well kiss your income goodbye.

But time management is a tricky beast. Solo attorneys, especially those with limited funds, can spread themselves TOO THIN, thinking that they must be everything to everyone in order to get the next matter. In reality, you can't be available 24/7. You just can't. If you are, or are trying to be, then you're probably running in an endless loop, and low on steam.

Also read: How to Beat Procrastination

As a lawyer coach, I encourage clients to take a step back and identify some of the time management traps they might have fallen into. I encourage them to track their activities, and pinpoint which ones are actually productive - and lucrative.

Also read: 4 Ways to Drive Distractions Away

If you need help identifying your own time management pitfalls, Marla Tabaka,  a life and business coach who frequently columns for Inc. Magazine, has come up with the following set of true/false statements to see if you have fallen for the traps. They can be applied to lawyers, or other business professionals.

• I give away a lot of my products, services and/or time to convince a prospect to buy.
• I will often break my own rules and take risks that could lead to not being paid on time – or at all.
• I run errands, do housework or take personal phone calls during my 'work day'.
• I get easily distracted on the internet and am taken off-task at least once a day.
• I answer phones, read email and attempt to complete my projects all at the same time.
• When I get a new idea I drop what I'm doing to explore every angle of that idea.
• I rarely assign blocks of time or schedule my tasks/goals.  I just do them as I see fit – or when I can squeeze them in.
• I spend a lot of time and resources to close a sale and I don't keep track of the cost (including my time).
• I feel guilty if I don't answer the phone when my mother or best friend calls during my work day, so I take the call and feel preoccupied the whole time.
• I will drop everything if the opportunity for lunch with a friend or a fun outing presents itself.
• I do everything myself because it's faster than explaining it to my virtual assistant, intern or freelancer.
• I don't bother with self-imposed deadlines because I can never meet them anyway.
• I do all of my own administrative and bookkeeping work because I could never afford someone to do it for me.
• I have two or more revenue-generating ideas that I feel very confident about but can never find the time to implement or explore.
• I don't have time to make 'to-do' lists, they never get completed anyway.
• I often spend time exploring my new ideas but rarely take the time to implement them.
• I go to networking events but rarely find the time to follow up with the people I meet.

How many of these time management traps are true to you?

How to Get Your Marketing Message Seen and Heard - by Everyone!

So let's say you've just launched a dynamite new ad campaign. You have huge hopes for it. You're thinking any minute new clients will be beating down a path to your office. The phones will be ringing off the hook!

You launch the campaign - and then wait. And wait. And wait.

Sound familiar?

Also read: What We Can Learn from Apple's Simple Marketing Philosophy

Everyone dreams of their message reaching the masses. It's called "going viral" - and the good news is - it's not a pipe dream. Whether it's a video, an article, or some other piece of content that is intended to promote your firm's brand - you CAN make it catch on like wildfire.

And here's how.

First, create a WOW! concept - an image, a video, or text that really touches people at their cores. Facebook expert Mari Smith, explains, "When we see a video that moves us, we feel compelled to share."

Second, your message must make people want to take ACTION. If you're promoting your law firm, you don't necessarily have to wax poetic and be inspirational. Instead, create a active message that engages in a very profound and personal way. You want to make people who need your service to pick up the phone and call you immediately.

Third, get your message out on the social networks. Facebook, Twitter, Google +, Pinterest - use all Internet marketing mediums to promote chatter about your brand.

Also read: Top Social Networks for Legal and Law Firm Marketing

Remember that your audience needs an emotional connection to the services you are selling. To achieve that connection it's critical that you are passionate about your vision. These are the keys to going viral. These are the keys to potentially creating a movement.

5 Ways to Meet (and Exceed) High Expectations

No matter how hard you work at it, the challenge of managing expectations can be overwhelming. Falter just a little, and you could lose a client (and his or her referrals) forever. Sometimes there are no second chances, so meeting those great expectations from clients is crucial for the growth of your practice - and your bottom line.

Also read: How to Negotiate with Hardline Buyers

Managing expectations comes in many forms - from picking the right clients, to handling their matters. While you can't always be successful (no one is!), the client must feel like you gave him or her your all.

Here are five ways to do just that:

1. Under promise, over deliver.

When some lawyers are trying to woo a new client, they'll say just about anything to seal the deal. When the pitch is an over-sell, the lawyer may not deliver. It's best to hedge on what you can deliver; under promise so to speak. In the end, you'll hear more of "better than I had hoped for" rather than "that was a disappointment."

2. Weed out the bad clients.

Part of managing client expectations is to rid yourself of the client who will never be satisfied. These are the types of clients who eat up so much time and energy that letting them go will actually open your practice to greater profitability.

Also read: How to Fire a Client

3. Bill appropriately.

Don't nickel and dime your client. Don't bill him or her for a few copies, a phone call, or parking receipts. In other words, don't allow a client to put a magnifying glass to the bill. Instead, provide enough detail, in a timely fashion, that makes the client think "that was worth it."

4. Pick up the phone.

You know you have the client's matter under control... but he or she doesn't know this. Don't assume you're on the same page with the client. And don't make the client feel in the dark! Pick up the phone and touch base. Let your client know the status of their case, even if there isn't much new since the last time you talked. Reassure him or her that you'll call immediately if things change.

Also read: Why Face Time Matters

5. Staffing is key.

Make sure your client knows who is working on what and when. Staffing is also tied to communication and cost— so be sure the client has a clear understanding of the who and what in regard to getting the job done.

Remember,  if the client feels like you gave him/her the best shot of winning, it will lead to greater opportunities.

Your Personal Brand Should Always Align with Your Firm's Brand

Over the years, I've talked a lot about first impressions. You have only seconds to make a good first impression on someone. And while you want that person to walk way with positive feelings about you, you also want him or her to have a good impression of the firm you work for.

Also read: Develop a Dynamite Personal Branding Message

You are an ambassador of your firm. If you look dated, unkempt, or unprepared, you are doing a huge disservice to yourself and your firm.

In other words, identify your personal brand and align it with your firm's.

Let these five common brand-builders by business development consultant Jonathan R. Fitzgarrald be your guide:

Appearance. Your appearance needs to visually convey what you know intellectually. Some attorneys think that as soon as they are able to engage a prospect in conversation, they can effectively convey their expertise and win them over. But this may be difficult to achieve if the prospect is hung up on your looks.

Message. Distill your knowledge and expertise into a single message. How can you add value to the prospect’s business? Keep it simple and concise.

Be relatable. Infuse your business with your personality. And, listen more and speak less. Be more concerned about helping clients meet their business objectives than how they are going to help you meet yours.

Client service. Just because a client continues to employ you doesn’t mean they are happy. Perhaps they are unhappy but have yet to find your replacement. Put effort into the maintenance of the relationship. Periodically spend non-billable time with them--lunch out, a call to check-in, or forwarding an industry article that could add value to their business.

Brand management. Regularly monitor the strength of your personal brand by soliciting feedback from clients, referral sources, peers, and support staff. It is best done person to person. Avoid only using surveys as they may fail to capture the essence of what you need to know.

Also read: Protect Your Brand Online

It may take years to build a healthy brand, but remember - it can take only seconds to destroy it. Present yourself - and your firm - in the best light possible. Always.

Leverage Technology to Carve Out More Time in Your Day

When you're busy, you have no time for redundancy. Repetitive tasks are the LAST things you want to deal with when you have a lot on your plate.

But imagine being able to eliminate those tasks; literally cutting them out of your routine to allow for more productivity in other areas.

Here are five tools to help you do just that.

1. ActiveInbox

This is a helpful tool if you're a gmail or Google Apps user. If most of your to-dos exist within your email, then ActiveInbox allows you to categorize those tasks: Action Items, Waiting On, Someday Tasks.

Other organization features - from basic to super advanced - then become layered within your gmail account. ActiveInbox is also the simplest way to add a personal to-do, like to pick up groceries, is to send an email to yourself!

2. Swype

Need to send a quick email through your smartphone? No more fumbling on those minuscule keypads. Swype bills itself as a record-breaking solution to typing. Instead of touching each letter on your phone to type, just drag your finger from letter to letter. It's known to let users type around 40 words per minute on their mobile phones.

Some say that once you "swype"... you'll never type again.

3. Tungle.me

Think of all of the time that is wasted trying to schedule a group meeting or conference call. With Tungle.me, everyone can easily see your availability (or unavailability) and select options for the time and duration of each meeting. It also incorporates e-calendars from Google, Outlook, iCal, and many others to make scheduling meetings much more efficient and streamlined.

4. Text n' Drive

Stay productive while driving with Text ‘n Drive. Having incoming texts from clients, children, or anyone audibly read to you. This allows you to keep your eyes on the road and help eliminate the dangers of texting and driving.

5. Shoeboxed

Shoeboxed is a receipt tracker and reader.

Just snap a picture of any receipt and the app extracts the data and stores it into an online searchable archive within 1 business day. Your receipt data is securely stored in Shoeboxed.com's Online Document Filing & Management system, available to you whenever you want. You get 5 receipt processing credits each month - for FREE! Pricing varies.

What are your tricks for staying productive? Share what you do with our readers!

3 Important Ways to Nurture Your Network

On the heels of a 1-hour coaching webinar I just conducted on how to successfully work a room, I thought it would be fitting to devote this post to strengthening and building your network.

Your network... your contacts... your business relationships are perhaps the most important assets you have. Lose them and you'll essentially lose your practice. In order to keep your network safe and sound, you must work on fostering it - and getting the most value from it.

Also read: Build on Your Strengths for Big Business

Here are three essential ways to build better business relationships... and keep them blooming:

1. What value can you provide them?

Focus on ways you can help your contacts, NOT on ways they can help you. Think of some ways you can help someone with limited time and resource investment. Doing this will ensure that you'll be top of mind next time this person or someone in their network has a need that fits your area of expertise.

2. Broker new relationships.

This can do wonders for your professional brand. Simply make an introduction between two people in your network who share a common interest or challenge. Think of the new, individual relationships you'll foster!

3. Step away from the wall.

If you're shy about forming new relationships and networking in a room full of people, I urge you to seek help in getting over your apprehension. Stepping outside your comfort zone can ultimately help you form new, productive relationships whenever an opportunity arises. Sure, it's not an easy task - but it's a fruitful one.

Also read: Networking - Craft a Strategy that Works

Invest time in your network. Having high-quality business relationships will pay off in dividends for your personal and professional development.

Do You Appear to Be Lying - Even When You're Telling the Truth?

Making small talk or speaking in front of a large crowd can be rather tricky. Every move you make - intentional or not - is SCRUTINIZED!

And, that means your listeners may mistake you for a liar - even when you're not!

Leil Lowdes, author of How to Talk to Anyone, suggests that this type of problem arises when we're feeling insecure or intimidated. Or, the problem may stem from the environment.

Here's how Lowdes explains it.

"A woman talking about her company's track record to an important client could rub her neck. A businessman who doesn't feel nervous at all could loosen his collar because the  room is hot.

...these fidgety movements give the listeners the sense that something just isn't right or a gut feeling that the speaker is lying."

These are NOT scenarios you want to find yourself in. Alert yourself to this hazard by recognizing signs that send the wrong message.

For instance.

• Don't blink repeatedly or shift your eyes. Fix your gaze on the listener(s).
• Don't put your hand on your face or rub your nose - even if you have an itch.
• Don't let them see you sweat by mopping your brow or forehead.
• Don't loosen your collar - even if it's hot.
• Don't shield your eyes from the sun.

FIDGETING UNDERMINES CREDIBILITY!

The next time you're speaking, try to limit extraneous movement.

Ignore that itch, tickle, or tinge - and make your communication count!

Judgements and Impressions are Based on Visuals

Appearance is everything - especially when it comes to presenting your brand. People's judgements and impressions are all based on visuals - not the words that you speak. And, since looks count, it's up to you to be polished, professional and a stand out.

Also read: Give Your Brand a Powerful Voice

You don't want you and your brand to blend in - you want to be eye-catching in the most tasteful, professional way possible. This is where style comes in. Design of your brand is critical. Buy some new clothes. Take an honest look at how you present yourself - and ask others how they see you. Ask yourself - how do you want to be seen?

The bottom line is you have to create an appearance and image of yourself that will enhance the impression you want to make.  As Machiavelli observed, "Everyone sees what you appear to be, few really know who you are."

Are you a lover of bow ties? Buy them - and wear them. Make bow ties your signature look. People will remember you, and ultimately the services your provide.

Also read: Branding - It's Hip to be Hip

If fashion is not your thing, consider building your brand image on a website. Websites are terrific and affordable marketing tools, and great ways to force you to clearly articulate who you are. With a great-looking site, you look polished and professional and, above all, memorable.

This topic is not trivial nor petty. Appearances matter and the little choices you make will ultimately make big impressions on the very people who'll bring you new business.