Phyllis Sisenwine - Master Certified Coach, Motivational Speaker, Author, and "The Lawyers Coach"

WEBVTT

1
00:00:00.080 --> 00:00:03.279
The topics and opinions expressed in the
following show are solely those of the hosts

2
00:00:03.319 --> 00:00:06.000
and their guests, and not those
of W FOURCY Radio. It's employees are

3
00:00:06.040 --> 00:00:10.160
affiliates. We make no recommendations or
endorsements radio show programs, services, or

4
00:00:10.199 --> 00:00:13.919
products mentioned on air or on our
web. No liability, explicit or implied

5
00:00:13.919 --> 00:00:17.399
shall be extended to W four CY
Radio or its employees are affiliates. Any

6
00:00:17.480 --> 00:00:20.879
questions or comments should be directed to
those show hosts. Thank you for choosing

7
00:00:21.000 --> 00:00:33.320
W FOURCY Radio. Churchill said,
those who failed to learn from history are

8
00:00:33.399 --> 00:00:38.840
condemned to repeat it. Kevin Helenan
believes that certainly applies to business. Welcome

9
00:00:38.880 --> 00:00:44.759
to Winning Business Radio here at W
four CY Radio. That's W four cy

10
00:00:44.920 --> 00:00:53.920
dot com and now your host,
Kevin Helenair. Thank you everyone for joining

11
00:00:53.920 --> 00:00:58.079
in again today. I'm Kevin Hallanan
and welcome back to Winning Business TV and

12
00:00:58.240 --> 00:01:03.759
Radio on W four metery dot com. We're streaming live on talkfour tv dot

13
00:01:03.759 --> 00:01:07.159
com in addition to Facebook and that's
at Winning Business Radio, and of course

14
00:01:07.159 --> 00:01:12.719
we're available in podcasts after this live
show on many platforms including YouTube, iHeartRadio,

15
00:01:12.799 --> 00:01:17.599
Spotify, Apple, pretty much wherever
you listen to your favorite podcasts.

16
00:01:18.400 --> 00:01:22.560
The mission of Winning business radio and
TV, as regular viewers and listeners know,

17
00:01:23.120 --> 00:01:26.000
is to offer insights and advice to
help people avoid the mistakes of others,

18
00:01:26.120 --> 00:01:30.719
right to learn, best practices,
the how to's, the what tos,

19
00:01:30.799 --> 00:01:34.519
the what not tos, to be
challenged, and certainly and hopefully I

20
00:01:34.560 --> 00:01:37.920
say, to be inspired by the
successes of others. But you know,

21
00:01:38.040 --> 00:01:42.280
virtually every successful person I've ever talked
to has had some form of failure in

22
00:01:42.319 --> 00:01:45.719
their lives and careers. So while
we all have to get our knees skinned

23
00:01:45.760 --> 00:01:49.239
once in a while, I'm driven
to keep those scrapes from needing major surgery.

24
00:01:49.400 --> 00:01:52.680
Let's endeavor to learn from history so
we don't repeat it today. My

25
00:01:52.719 --> 00:01:57.519
guest is Phyllis Sisenwine, Master's Certified
Coach, motivational speaker, author, and

26
00:01:57.760 --> 00:02:00.959
the Lawyer's Coach. Here's her bio. Phyllis is a Master's Certified coach,

27
00:02:01.040 --> 00:02:07.280
the highest designation bestowed by the International
Coaching Federation Certified excuse me. Masters Certified

28
00:02:07.280 --> 00:02:13.560
coaches represent the top four percent of
all of the fifty thousand credentialed coaches.

29
00:02:14.240 --> 00:02:17.080
Before turning her talent to business and
life coaching. She achieved success as a

30
00:02:17.120 --> 00:02:23.280
sales representative working in the office supplies
industry. Phyllis sorry works with individuals and

31
00:02:23.479 --> 00:02:29.120
organizations on business and personal development.
In addition to her coaching work, she's

32
00:02:29.159 --> 00:02:32.520
an author of frequent radio and TV
guest and is a nationally known motivational speaker.

33
00:02:34.080 --> 00:02:38.319
She earned the international reputation as the
Lawyer's Coach. For over twenty five

34
00:02:38.439 --> 00:02:43.919
years, she's helped lawyers and law
firms improve performance and increase profitability. She's

35
00:02:43.960 --> 00:02:47.680
committed to helping those lawyers and has
become a trusted adviser to attorneys. She's

36
00:02:47.719 --> 00:02:51.199
married to Sam. They live in
Florida. They have two grown children,

37
00:02:51.280 --> 00:02:53.680
Marnie and Joel, a four year
old sheep whoof I said that right named

38
00:02:53.719 --> 00:02:58.439
Duchess Phyllis. Welcome to Winning business
radio and TV. And thank you for

39
00:02:58.479 --> 00:03:00.719
being here. Thank you. It's
great to be here. Oh, I

40
00:03:00.719 --> 00:03:04.759
appreciate it. I appreciate it.
By the way, I love the tagline

41
00:03:04.759 --> 00:03:09.560
on your Facebook page which says inspiring
excellence in you meaning the viewer or the

42
00:03:09.599 --> 00:03:15.639
reader. Love that. Absolutely everybody
has excellence. We just have to help

43
00:03:15.680 --> 00:03:17.360
them to get it all out.
Oh. I like that. I like

44
00:03:17.439 --> 00:03:20.840
that. All right, let's get
a little bit of background. Tell us

45
00:03:20.879 --> 00:03:25.759
where you grew up actually, Philadelphia, Philly. What can I tell you?

46
00:03:25.879 --> 00:03:30.840
Phillis. I'll never forget that.
Yes, I'm Phillis from Philly.

47
00:03:31.240 --> 00:03:35.840
I lost you, we lost your
video. There, there you go.

48
00:03:35.840 --> 00:03:43.680
I'm from Philadelphia and moved to Florida
about fifteen years ago. But I still

49
00:03:43.719 --> 00:03:46.479
have a house in Long Beach childand
New Jersey. Some one of the lessons

50
00:03:46.560 --> 00:03:51.639
that has a seasonal business. I
can, you know, work virtually and

51
00:03:51.680 --> 00:03:53.280
I have a house and Long Beachild, New Jersey, and then Florida in

52
00:03:53.360 --> 00:04:00.680
the winter. Awesome, Awesome.
What were your early interests. I always

53
00:04:00.719 --> 00:04:05.000
loved high school college, business,
business, business. I mean it's funny

54
00:04:05.000 --> 00:04:10.960
how I was always selling something or
looking into business, and my friends were

55
00:04:10.960 --> 00:04:14.960
all teachers, and I wanted to
be in business. Business. I even

56
00:04:14.960 --> 00:04:19.600
had a business years ago called Individually
Yours, and I took you know,

57
00:04:20.040 --> 00:04:24.879
long sleeved T shirts, and I
had one of those hot iron presses that

58
00:04:24.920 --> 00:04:28.399
you see on the boardwalk. Sometimes
we can pick out a transfer and put

59
00:04:28.399 --> 00:04:30.560
it on a T shirt. Well, I had all these different letters and

60
00:04:30.600 --> 00:04:34.279
you could get your name down your
sleeve, and they actually had people doing

61
00:04:34.319 --> 00:04:39.279
house parties, kind of like a
Tupperware party where they would sell T shirts,

62
00:04:39.279 --> 00:04:42.199
come back the next day with all
these orders, and I would be

63
00:04:42.240 --> 00:04:46.680
in my house with my hot iron
machine putting all these letters on their sleeves.

64
00:04:46.040 --> 00:04:50.079
So I was always an entrepreneur.
I love it. I love it.

65
00:04:50.839 --> 00:04:56.040
I love sales and business. So
to that point, you spent time

66
00:04:56.040 --> 00:04:59.160
in the sale in sales in the
office supplies industry. As we read in

67
00:04:59.199 --> 00:05:02.319
your bio, what are two or
three key lessons learned from that experience so

68
00:05:02.360 --> 00:05:05.360
you'd like to share with the viewers
and the listeners today, Well, it's

69
00:05:05.399 --> 00:05:11.959
all about relationships. I sold pens
and pencils and paper clips. Everybody needed

70
00:05:12.000 --> 00:05:15.759
that, why not buy from me? But I built relationships. I made

71
00:05:15.800 --> 00:05:21.560
the person who was in charge of
stocking the stock room ordering the supplies,

72
00:05:23.000 --> 00:05:27.120
I made them look good. I
would come into the stock room in this

73
00:05:27.240 --> 00:05:30.439
law firm or hospital or any big
company, and I would organize the shelves

74
00:05:30.480 --> 00:05:34.639
and label them. It looked like
a vending machine. Blue pens, red

75
00:05:34.720 --> 00:05:40.000
pens, paper paper clips. It
looked so great that when I would come

76
00:05:40.000 --> 00:05:43.160
at every week or two to get
an order it was so easy to see

77
00:05:43.199 --> 00:05:46.800
where the inventory was low, and
it made the person in charge of the

78
00:05:46.839 --> 00:05:49.800
stock room look good. They never
ran out of anything. So that was

79
00:05:49.839 --> 00:05:55.199
the one thing. Always get added
value, did great customer service. That's

80
00:05:55.240 --> 00:05:58.399
what it's like, you know,
from sales. It's just being a little

81
00:05:58.399 --> 00:06:03.560
better than the competition. That's good. So how and why I'll break this

82
00:06:03.680 --> 00:06:06.439
up in a moment. How and
why did you transition into coaching? The

83
00:06:06.439 --> 00:06:10.600
first I want to know the why? Why did you decide that coaching was

84
00:06:10.639 --> 00:06:14.560
the place for you? Well,
it worked out that my office supply sales

85
00:06:14.639 --> 00:06:18.279
job, Staples bought the company I
worked for. Well, okay, everything

86
00:06:18.439 --> 00:06:21.959
changed. I was on straight commission. I did very well. They wanted

87
00:06:23.040 --> 00:06:26.720
call reports, you know, keep
a record who are your prospects? Who

88
00:06:26.759 --> 00:06:29.639
are you seeing tomorrow? Who did
you see yesterday? And it was like

89
00:06:29.839 --> 00:06:31.959
I just didn't want to do that. I was kind of a very experienced

90
00:06:31.959 --> 00:06:35.040
I had won a lot of contest
salesmen in the year and all of that,

91
00:06:35.240 --> 00:06:39.480
and it was just very different working
for Staples, and I thought,

92
00:06:39.480 --> 00:06:43.000
this isn't going to be fun anymore. And when I was in sales,

93
00:06:43.199 --> 00:06:46.519
if one of the other salesmen would
lose an a camp, phillis, let's

94
00:06:46.519 --> 00:06:48.399
go to lunch. I need a
little motivation, And I would say,

95
00:06:48.439 --> 00:06:51.560
okay, you're lost in a camp. Who's your next prospect? You know,

96
00:06:51.680 --> 00:06:56.959
always looking at the positive. So
when Staples bought the company and stopped

97
00:06:56.959 --> 00:06:59.839
being fun, somebody said, Phillips, you've got to become a coach.

98
00:07:00.319 --> 00:07:02.639
You know, you're already coaching all
the other salespeople. When they're having a

99
00:07:02.680 --> 00:07:08.600
bad day, they look to you
for motivation. Coaching twenty five years ago.

100
00:07:08.920 --> 00:07:13.199
What was a coach? So I
checked into it and I found coach

101
00:07:13.240 --> 00:07:17.439
a couple of coaching schools. Coach
you. I took thirty six courses and

102
00:07:17.519 --> 00:07:21.480
got certified. And while I started, while I was in school, I

103
00:07:21.560 --> 00:07:26.839
was also networking and I thought I'd
be a sales coach. My first business

104
00:07:26.879 --> 00:07:30.800
card that somebody made up for me, you know, very very informally,

105
00:07:30.839 --> 00:07:34.079
it said sales coach. But my
third client was a lawyer, and my

106
00:07:34.240 --> 00:07:38.959
fourth client was a lawyer, and
I thought, you know what lawyers need.

107
00:07:39.079 --> 00:07:44.839
Sales You don't learn in law school
business development. So I thought,

108
00:07:44.879 --> 00:07:48.000
I have a couple of lawyers as
clients. Why not seize that opportunity?

109
00:07:48.240 --> 00:07:53.759
I got the domain name the lawyers
coach dot com. Yeah, I imagined

110
00:07:53.800 --> 00:07:56.120
that you have to have to have
had that for a long time. I

111
00:07:56.160 --> 00:08:00.560
got that a long time ago.
And I actually mentor coaches who are also

112
00:08:00.720 --> 00:08:03.000
coaching lawyers, and they have great
ones as well, but I have the

113
00:08:03.079 --> 00:08:07.319
Lawyer's Coach. I wrote a book
on marketing for lawyers. It's a little

114
00:08:07.399 --> 00:08:13.160
tip book, and just when spoke
at bar associations and other places where lawyers

115
00:08:13.240 --> 00:08:18.000
hung out. And that's how I
became known in the legal field for someone

116
00:08:18.040 --> 00:08:22.959
who could help others to reach their
billable hour goals and get more into networking.

117
00:08:24.360 --> 00:08:26.560
I was just talking to somebody today, a networking buddy of mine,

118
00:08:26.680 --> 00:08:31.720
and he said, lawyers don't learn
in law school how to get business.

119
00:08:31.080 --> 00:08:37.840
Fact, and now more than ever
they need more billable hours. I coached

120
00:08:37.879 --> 00:08:43.759
several intellectual property attorneys. They go
their chemists, they're engineers. They definitely

121
00:08:43.799 --> 00:08:48.840
don't have a natural sales ability,
not that some of them aren't great at

122
00:08:48.840 --> 00:08:52.120
it, but in general the engineer
is not the networker. So I work

123
00:08:52.200 --> 00:08:56.720
with them to gain some confidence,
to give them some tips on how to

124
00:08:56.840 --> 00:09:01.320
network comfortably. So it's really worked
out very well. To become the lawyer's

125
00:09:01.360 --> 00:09:07.759
coach outstanding. Was it later that
you became master certified and that was that?

126
00:09:07.840 --> 00:09:13.039
I actually interesting, Yeah, I
got it very quickly. Twenty over

127
00:09:13.120 --> 00:09:20.080
twenty years ago, I went for
certification. There's associate coach, professional coach,

128
00:09:20.279 --> 00:09:22.399
and a Master coach, which is
the highest level. I became a

129
00:09:22.440 --> 00:09:26.080
Master's certified coach. You had to
have certain number of coaching hours, you

130
00:09:26.159 --> 00:09:31.799
had to be supervised. Truthfully,
it's much harder today and I'm kind of

131
00:09:31.799 --> 00:09:35.559
grandfathered in in certain ways. But
every three years I have to have it

132
00:09:35.639 --> 00:09:41.399
renewed. And what happened with me
is this past December, it was expiring,

133
00:09:41.159 --> 00:09:43.440
and it's like the lawyers. You
know, I asked myself, the

134
00:09:43.480 --> 00:09:50.080
lawyers really care if I'm certified,
but it's a lot of fifty two hours

135
00:09:50.080 --> 00:09:54.559
of continue education and money. And
I said, you know what, it's

136
00:09:54.600 --> 00:09:58.759
a big deal in the coaching world. It is. It is. I

137
00:09:58.799 --> 00:10:01.879
did it. It is, so
I went for it. I got renewed

138
00:10:01.879 --> 00:10:07.039
in December just a few months ago, and that kind of really motivated me

139
00:10:07.080 --> 00:10:11.039
to even get out there more and
you know, even build my business more

140
00:10:11.080 --> 00:10:15.120
than I had because now I got
it renewed. Why not? And also

141
00:10:15.440 --> 00:10:20.080
COVID. Really, I didn't realize
until a couple of months ago how much

142
00:10:20.200 --> 00:10:24.799
COVID affected me. I loved to
network. Many of us get energy from

143
00:10:24.879 --> 00:10:31.360
other people. I loved to speak. I did nothing for four years except

144
00:10:31.440 --> 00:10:37.279
keep my existing clients and maybe a
few referrals. But everything changed. My

145
00:10:37.399 --> 00:10:41.720
lawyers were working remote. They took
a bedroom and turned it into an office.

146
00:10:41.200 --> 00:10:46.919
They weren't networking, they weren't out
there, and it was really a

147
00:10:46.039 --> 00:10:52.200
challenge. I didn't realize how much
I missed it until in January. Actually,

148
00:10:52.200 --> 00:10:56.360
a few months prior to that,
I got out there. I'm networking,

149
00:10:56.440 --> 00:11:01.399
I'm speaking, and I'm getting the
energy that I really during their several

150
00:11:01.480 --> 00:11:05.679
years. So I'm really glad that
I went for my MCC renewal, and

151
00:11:05.720 --> 00:11:09.679
it motivated me to even get out
there more and to speak more and network

152
00:11:09.720 --> 00:11:11.960
again. And I love it.
That's fantastic. The other thing that COVID,

153
00:11:13.000 --> 00:11:16.159
I mean, COVID did a lot
of things right, they're almost all

154
00:11:16.200 --> 00:11:22.799
negative, but you know, it
minimized and in some cases eliminated mentoring at

155
00:11:22.799 --> 00:11:26.559
a law firm. Right, Younger
attorneys weren't learning from the more senior attorneys.

156
00:11:26.679 --> 00:11:30.559
Right, Absolutely true, Kevin,
because when you're in a big firm,

157
00:11:31.080 --> 00:11:37.080
the seasoned professional partners do help,
and they're very busy, but they

158
00:11:37.080 --> 00:11:41.919
do find time to mentor the associates
or the newer lawyers. And you're right,

159
00:11:41.960 --> 00:11:45.879
you're not in a law firm together, it's very difficult to watch your

160
00:11:46.000 --> 00:11:52.039
seniors perform successfully. So you're right
that really did hurt the mentoring business,

161
00:11:52.080 --> 00:11:54.720
which is really what coaching is a
substitute for. It's not the same,

162
00:11:56.159 --> 00:12:00.480
but it definitely helps a lot to
just have somebody that you can support on

163
00:12:00.519 --> 00:12:03.360
your journey. All right, One
more question before our first commercial break,

164
00:12:03.399 --> 00:12:09.080
believe it or not, is you're
really a pioneer in the coaching business and

165
00:12:09.120 --> 00:12:11.600
that doesn't I'm not calling you old. I'm simply saying you've been doing this

166
00:12:11.600 --> 00:12:16.360
for a long time. I'm proud
of it. Nobody knew what the coach

167
00:12:16.440 --> 00:12:18.320
was. They asked they was sports? What sports? Was I coaching?

168
00:12:18.840 --> 00:12:22.399
I am a pioneer in the coaching
world. Absolutely, I'm proud of it,

169
00:12:22.679 --> 00:12:28.000
and it's changed now there's one hundred
and fifteen thousand coaches at least,

170
00:12:28.399 --> 00:12:31.559
because anyone can call themselves a coach
but I mean, there's a lot of

171
00:12:31.600 --> 00:12:35.440
coaches out there today very different from
how it was twenty five years ago.

172
00:12:35.840 --> 00:12:39.440
And I would venture, I guess
I think I'm right. You tell me

173
00:12:39.759 --> 00:12:45.840
there were probably of you were probably
a minority in terms of being female versus

174
00:12:45.879 --> 00:12:50.080
the male coaches as well. Am
I right there too? Passively? Possibly?

175
00:12:50.440 --> 00:12:54.639
I was a founding member of the
Philadelphia International Coaching Federation with another a

176
00:12:54.679 --> 00:12:58.200
man and a woman. They did
more than I did. It was a

177
00:12:58.320 --> 00:13:03.080
Ken Abrams and Nancy Baker. They
worked harder at really building the chapter.

178
00:13:03.159 --> 00:13:05.919
But I was a founding member with
them, and I think there was a

179
00:13:05.960 --> 00:13:09.519
pretty maybe there were more women at
the time, in other words, now

180
00:13:09.919 --> 00:13:13.480
now now? Maybe not right?
Yeah, you're right right. We're going

181
00:13:13.559 --> 00:13:18.200
to take our first one minute commercial
break. We'll be back in just a

182
00:13:18.279 --> 00:13:26.360
minute with phyllisism one. Thanks.
You're listening to Winning Business Radio with Kevin

183
00:13:26.360 --> 00:13:31.919
Helenet on W four CY Radio.
That's W four cy dot com. Don't

184
00:13:31.919 --> 00:13:37.360
go away. More helpful information is
coming right up right here on Winning Business

185
00:13:37.440 --> 00:13:43.000
Radio. Have you ever dreamt of
being on the radio, Well, now

186
00:13:43.120 --> 00:13:46.879
is your chance. Be a radio
show guest on the number one ranked Internet

187
00:13:48.000 --> 00:13:52.320
radio station and promote you and your
business for free. Yes you heard it,

188
00:13:52.559 --> 00:13:56.759
free business advertising right here on W
four cy dot com. Call five

189
00:13:56.799 --> 00:14:01.240
six one five zero six four zero
three to one now to get booked on

190
00:14:01.240 --> 00:14:07.120
one of our shows. That's five
six one five zero six four zero three

191
00:14:07.159 --> 00:14:15.720
to one. Get your free advertising
now. And now back to Winning Business

192
00:14:15.840 --> 00:14:20.480
Radio with Kevin helenan presenting exciting topics
and expert guests with one goal in mind

193
00:14:20.879 --> 00:14:33.840
to help you succeed in business.
Here once again is Kevin Helena. We

194
00:14:33.960 --> 00:14:39.360
are back with phyllissists and wine Master, certified coach, motivational speaker, author

195
00:14:39.480 --> 00:14:43.679
and the lawyer's coach. Okay,
you do a lot of public speaking and

196
00:14:43.720 --> 00:14:48.399
presentations to groups and organizations, and
I just summarized this for the audiences,

197
00:14:48.440 --> 00:14:52.799
the viewers and the listeners. It's
an impressive list. I believe financial institutions,

198
00:14:52.840 --> 00:14:58.519
bar associations, law firms, business
and trade associations, CPA organizations.

199
00:14:58.559 --> 00:15:01.279
I noticed the State Department of It
to name a few. What are some

200
00:15:01.440 --> 00:15:07.159
of the presentations that you give and
can you give us some highlights from that

201
00:15:07.399 --> 00:15:11.000
or those presentations? Sure? Thank
you. When I speak at bar associations,

202
00:15:11.000 --> 00:15:18.480
it's building your practice improving client relations. They want to get CL credits,

203
00:15:18.200 --> 00:15:22.399
So in order to get CL credits, you need to speak about ethics,

204
00:15:22.639 --> 00:15:24.320
and you need to speak about certain
things so that they can get their

205
00:15:24.360 --> 00:15:30.399
continuing legal education. Sometimes I'll speak
so women in the profession and they don't

206
00:15:30.440 --> 00:15:33.600
really care about the continuing education credits. They just want a good speaker at

207
00:15:33.639 --> 00:15:39.480
once, and they I'll speak about
networking skills or how to get clients from

208
00:15:39.519 --> 00:15:45.039
speaking. But networking is so important
and many lawyers, as many professionals in

209
00:15:45.080 --> 00:15:48.000
any field, really don't know how
to network, you know, they are

210
00:15:48.080 --> 00:15:54.399
uncomfortable. So I do speak about
networking, just really business development in general.

211
00:15:54.799 --> 00:15:58.679
But one thing about speaking, Kevin, when I started building my business,

212
00:15:58.919 --> 00:16:00.639
one of my coaches said to me, Phyllis, you've got to start

213
00:16:00.679 --> 00:16:04.480
speaking. When you're the speaker,
you're the expert, and you meet everyone

214
00:16:04.480 --> 00:16:07.440
in the room. If you're just
going to a networking event, you might

215
00:16:07.480 --> 00:16:12.399
meet five or six people, be
the speaker and you meet everyone. So

216
00:16:12.480 --> 00:16:18.000
I took his advice and I started
speaking at rotary clubs, chambers of commerce,

217
00:16:18.320 --> 00:16:19.440
anybody that would have me, and
of course, as I said,

218
00:16:19.440 --> 00:16:23.600
to bar associations and every time I
spoke. I did get clients. I

219
00:16:23.679 --> 00:16:26.399
had a strategy. You do need
a strategy. You don't just show up

220
00:16:26.440 --> 00:16:30.440
and speak and expect the phone to
ring. I do have a strategy,

221
00:16:30.440 --> 00:16:33.559
and I could certainly share some of
that with please do please don't have people.

222
00:16:33.679 --> 00:16:37.440
But one thing before I go into
the strategy of that, somebody said

223
00:16:37.480 --> 00:16:41.399
to me phyllis, what do you
charge to speak? Charge you want to

224
00:16:41.440 --> 00:16:45.000
pay me for this? Okay?
It was a marketing strategy. So I

225
00:16:45.600 --> 00:16:51.279
joined the National Speakers Association. I
joined NFA and I became a paid speaker

226
00:16:51.360 --> 00:16:56.000
with just a bonus, because there
is a budget for speakers in most associations

227
00:16:56.000 --> 00:16:59.000
and organizations. So I started to
do a lot of speaking, and I

228
00:16:59.039 --> 00:17:02.840
became an NSA member. And the
funny thing was I ended up coaching the

229
00:17:02.919 --> 00:17:07.359
speakers because they had helped they needed
help in business development, and many of

230
00:17:07.359 --> 00:17:11.920
the speakers are trainers, and trainers
can go into a big company and you

231
00:17:12.039 --> 00:17:15.799
train people and then you leave and
nothing happens. They go back to their

232
00:17:15.839 --> 00:17:22.720
old ways. So they decided to
add coaching to their training offers. So

233
00:17:22.759 --> 00:17:27.559
I ended up coaching and helping them
become coaches who were trainers in the NSA

234
00:17:27.680 --> 00:17:33.039
organization, So that was fun.
So I did a lot of speaking as

235
00:17:33.039 --> 00:17:37.079
a professional. But then now I'm
no longer an MSA member and now it

236
00:17:37.240 --> 00:17:41.039
is just marketing and just really having
fun with the audience. But as far

237
00:17:41.079 --> 00:17:45.319
as a strategy, sure, I'm
happy to share you go early, but

238
00:17:45.880 --> 00:17:51.039
that's networking. Just a couple of
real quick networking tips. Always go early

239
00:17:51.279 --> 00:17:55.279
because I have lawyers that I've worked
with, they're so uncomfortable walking into a

240
00:17:55.359 --> 00:17:57.759
room of strangers. For most of
us, if you walk into a room

241
00:17:57.759 --> 00:18:02.359
with fifty people, you can be
a little on the uncomfortable side for sure.

242
00:18:02.640 --> 00:18:04.960
People are in clusters talking and who
do you talk to and what do

243
00:18:06.000 --> 00:18:08.799
you do? If you go early
and you're one of the first people there.

244
00:18:10.160 --> 00:18:14.279
As people enter the room, you
introduce yourself to them, it's a

245
00:18:14.319 --> 00:18:18.000
lot more comfortable. So I'd always
recommend in going early, and then of

246
00:18:18.000 --> 00:18:22.079
course wearing a name badge so people
can read your name, and not a

247
00:18:22.200 --> 00:18:26.079
sticky that you can't read with a
black magic marker that falls off your jacket

248
00:18:26.119 --> 00:18:30.359
anyway, So have it magnetic or
a pinle and name tag on your right

249
00:18:30.400 --> 00:18:33.759
shoulder. That's where people look when
they shake your hand, and of course

250
00:18:33.880 --> 00:18:37.480
always have business cards with you and
know what pocket yours are. And people

251
00:18:37.480 --> 00:18:41.160
have given me somebody else's cards.
When I ask them for theirs, they

252
00:18:41.200 --> 00:18:44.640
had them all their stuff in the
same pocket. And then of course you

253
00:18:44.839 --> 00:18:48.759
follow up. People meet people in
a networking event and they say, oh,

254
00:18:48.759 --> 00:18:52.319
if you have to get together,
let's do lunch sometimes and nobody ever

255
00:18:52.400 --> 00:18:56.000
follows through. And then business as
you know, not just the networking,

256
00:18:56.039 --> 00:19:02.079
but you must follow through. So
somebody goes to a networking event and you

257
00:19:02.160 --> 00:19:04.440
see a few people, that's me
for lunch, that's me for coffee.

258
00:19:04.640 --> 00:19:10.640
Perhaps we can refer to one another
follow up reach out, send them an

259
00:19:10.680 --> 00:19:14.200
email, make a coffee date with
em oral lunch date. So it's really

260
00:19:14.279 --> 00:19:18.599
important. And before I speak at
an organization, if I'm the speaker,

261
00:19:18.240 --> 00:19:22.559
I ask the meeting planner if I
can speak to a few people that are

262
00:19:22.680 --> 00:19:27.119
signed up to go to the events, I speak to the people. If

263
00:19:27.160 --> 00:19:32.960
you can get the meeting list in
advance, the guest list, that's wonderful.

264
00:19:33.440 --> 00:19:37.799
Some speakers actually send an email to
everyone on the list of attendees,

265
00:19:37.160 --> 00:19:41.000
looking forward to meeting you next week
when I speak. But if not,

266
00:19:41.519 --> 00:19:45.440
I ask a few people for names, and I speak to two or three

267
00:19:45.480 --> 00:19:48.799
people that are going to be in
my audience and I ask them, who

268
00:19:48.799 --> 00:19:52.880
are some of your better speakers?
Like what do you want to walk away

269
00:19:52.920 --> 00:19:56.559
with next week? So I kind
of ask them what they want to hear.

270
00:19:56.359 --> 00:19:59.960
Now, most of the time I
have my speech, but i'll serve

271
00:20:00.359 --> 00:20:03.680
modify it if there's something specific that
they want to walk away with. So

272
00:20:03.720 --> 00:20:07.000
I meet people before I even show
up. So when I get to the

273
00:20:07.039 --> 00:20:11.279
event and always go early, people
will can fill us. I'm the one

274
00:20:11.319 --> 00:20:14.319
you spoke to on the phone the
other day, So you're building a round

275
00:20:14.359 --> 00:20:18.119
poor with the audience before you even
show up. Yeah. I love that.

276
00:20:18.240 --> 00:20:22.480
So before you give a speech,
so if possible, reach out to

277
00:20:22.559 --> 00:20:27.720
your audience, and while you're speaking, weave in success stories so people can

278
00:20:27.759 --> 00:20:30.559
relate to it. If I'm speaking
to lawyers, I'll say, yes,

279
00:20:30.599 --> 00:20:34.000
I had a lawyer who wanted to
get more business, and we talked about

280
00:20:34.240 --> 00:20:41.039
networking and referral sources and this was
the success that he had read in success

281
00:20:41.079 --> 00:20:44.839
stories. And then of course at
the end, follow up with everyone who

282
00:20:44.960 --> 00:20:48.680
was in your audience. I always
gave a free coaching session or a free

283
00:20:48.720 --> 00:20:53.000
book. So I collected all of
their business cards. At the end of

284
00:20:53.039 --> 00:20:56.839
my program, here's a little basket. Put your business card in. I'm

285
00:20:56.839 --> 00:21:00.920
going to pick out a few winners. You'll get a free book, or

286
00:21:00.920 --> 00:21:03.839
you'll get a coaching session. Actually, I offered a coaching session to anyone

287
00:21:03.880 --> 00:21:08.400
in the room. A free month
was my prize. And if they didn't

288
00:21:08.440 --> 00:21:12.079
have a business card with them,
I took three by five cards and I

289
00:21:12.119 --> 00:21:15.920
would cut them in half. So
I gave them a card. They had

290
00:21:15.000 --> 00:21:18.119
no excuse that they didn't have a
business card with the nice yep. I

291
00:21:18.400 --> 00:21:22.640
collect their business cards and I let's
say to them, right on the back

292
00:21:22.680 --> 00:21:26.359
of your card coaching, if you're
interested in the coaching session, right speaking,

293
00:21:26.519 --> 00:21:30.759
if you know of another organization that
might want me to come and speak,

294
00:21:30.759 --> 00:21:33.519
so to speak. And I have
a newsletter, sign up for my

295
00:21:33.599 --> 00:21:37.599
email newsletter, and everybody signed up
for my newsletter. So it's a marketing

296
00:21:37.640 --> 00:21:42.599
strategy. I got coaching clients,
I got newsletter subscribers, and sometimes I

297
00:21:42.640 --> 00:21:45.839
got another speech if that's what they
wrote on the back of their card.

298
00:21:47.240 --> 00:21:48.839
So there really has to be a
strategy. You can't just show up,

299
00:21:48.920 --> 00:21:55.400
speak and lead and expect results.
So two follow ups, who were your

300
00:21:55.519 --> 00:22:00.920
or what kinds of organizations are your
favorites to speak in front of? And

301
00:22:00.960 --> 00:22:03.960
I'm asking because I'm hoping the audience
will respond, thank you, som truthfully,

302
00:22:04.480 --> 00:22:10.240
any motivated group, any organization I'm
speaking. It's funny. I am

303
00:22:10.279 --> 00:22:14.119
the lawyer's case, but financial planners
are very similar to law as far as

304
00:22:14.160 --> 00:22:18.599
it's really building relationships. I'm speaking
on a Zoom presentation in May for the

305
00:22:18.640 --> 00:22:25.000
Advanced Planners conference. It's a Chicago
leading and I'm going to be speaking from

306
00:22:25.079 --> 00:22:30.920
Florida, but I'm speaking to advance
planners. Financial planners and lawyers have very

307
00:22:30.960 --> 00:22:40.880
similar goals, business relationships, referrals
creating good strategic partnerships. They work together

308
00:22:41.000 --> 00:22:45.200
very well. You know, lawyers
and financial advisors have similar clients. So

309
00:22:45.519 --> 00:22:51.119
I'll really speak at most groups where
if they're interested, I'll do some charity

310
00:22:51.200 --> 00:22:55.079
speeches as well if it's an organization. And look, I'm giving a speech

311
00:22:55.119 --> 00:22:57.279
a week and a half from now
on choices. You are what you choose

312
00:22:57.599 --> 00:23:03.480
to a women's group and it's their
closing meeting for the season, and I'm

313
00:23:03.480 --> 00:23:07.920
going to speaking on choices and it
will be fun to help these women to

314
00:23:07.039 --> 00:23:12.119
realize that many of them are retired, but they have choices and they can

315
00:23:12.160 --> 00:23:15.720
write a book, they can play
the piano. You know. That's kind

316
00:23:15.720 --> 00:23:19.640
of life coaching and kind of fun
for me to help this group. And

317
00:23:19.680 --> 00:23:23.079
it's not a business group, it's
a women's group. But I will speak

318
00:23:23.079 --> 00:23:27.160
to them and give them some suggestions
on how this can be a great year

319
00:23:27.200 --> 00:23:32.359
for them and hope to motivate them
to do something that they've always wanted to

320
00:23:32.359 --> 00:23:34.960
do. Excellent. I love that. The second part of that follow up

321
00:23:36.039 --> 00:23:41.680
is what encouragement would you have in
terms of provide some successes through your newsletter

322
00:23:41.720 --> 00:23:45.079
effort? How much time does it
take and what do you see as a

323
00:23:45.079 --> 00:23:48.160
result. Obviously you're touching people many
times over months and perhaps years. I

324
00:23:48.160 --> 00:23:52.200
think a newsletters great and I've had
it for like twenty years. I write

325
00:23:52.240 --> 00:23:56.799
my newsletter Dear Readers, a power
for two like up to the minute,

326
00:23:56.880 --> 00:24:02.920
and then I have had the pleasure
of having thirty six articles published in one

327
00:24:03.000 --> 00:24:07.480
magazine, and then I have Fixy
altogether, so I have a lot of

328
00:24:07.839 --> 00:24:11.960
content and I can use those articles, I can edit them and modify,

329
00:24:12.640 --> 00:24:17.720
and I can share them again and
they're relevant. So I do have a

330
00:24:17.799 --> 00:24:22.119
newsletter that goes out and I get
goods, I get comments often, and

331
00:24:22.160 --> 00:24:26.200
I get speeches from it because you're
in their inbox every month. But now

332
00:24:26.240 --> 00:24:32.079
that I got back on track in
January, after I got my certification again,

333
00:24:32.200 --> 00:24:37.799
I got involved more in social media
and I'm not a natural at it,

334
00:24:37.960 --> 00:24:41.559
but I delegate. So I have
LinkedIn comes, visit my LinkedIn profile,

335
00:24:41.680 --> 00:24:45.400
Philo system line, and I have
a video that I'm posting every week,

336
00:24:45.799 --> 00:24:49.720
and I have an article in my
newsletters and tips for my book.

337
00:24:51.240 --> 00:24:55.279
But I believe in doing what you
love to do and delegating what you're not

338
00:24:55.440 --> 00:25:00.640
great at. So if somebody else
post on LinkedIn, somebody else, does

339
00:25:00.640 --> 00:25:04.119
you know, actually sends my news
that are apps. I write it,

340
00:25:04.400 --> 00:25:08.880
but they distribute it. So I
like to speak, I like to coach,

341
00:25:10.160 --> 00:25:12.720
and I like to write, but
I do believe in delegating things that

342
00:25:12.759 --> 00:25:17.880
are challenged for me and somebody else
loves to do. Yeah, Frankly,

343
00:25:17.960 --> 00:25:22.319
if you if you're doing the mechanics, you're not making money exactly in front

344
00:25:22.319 --> 00:25:25.559
of your client exactly. And that's
what I advise my clients too. As

345
00:25:25.599 --> 00:25:26.519
a matter of fact, I don't
know if we have time there or after

346
00:25:26.559 --> 00:25:30.039
the next s break. But I
have a couple of tips that I've helped

347
00:25:30.079 --> 00:25:34.559
lawyers with for the last twenty five
years. That's I've actually got that question

348
00:25:34.839 --> 00:25:37.839
on my list. Good, Okay, hang out of that one one more

349
00:25:37.920 --> 00:25:41.880
before this break. Sure. I
understand you're an author. You mentioned that,

350
00:25:41.319 --> 00:25:45.160
and I saw that you co authored
with Barbara Nelson Market you Must for

351
00:25:45.279 --> 00:25:52.359
Lawyers fifty two proven strategies to get
you into action today, right, ab

352
00:25:52.759 --> 00:25:55.000
So there's the question right there.
I didn't know, is that soon?

353
00:25:55.359 --> 00:25:59.799
What are some of those tips that
you could share with the audience? Absolutely,

354
00:26:00.079 --> 00:26:02.960
you want me to share it right
now? Great? Yes, go

355
00:26:03.079 --> 00:26:07.000
for it for its great. The
reason I wrote this book was because when

356
00:26:07.000 --> 00:26:10.359
I speak, I give that little
signs from part of my speech, and

357
00:26:10.400 --> 00:26:14.759
one sign might be nurture your network. And that's what we talked about networking.

358
00:26:14.880 --> 00:26:17.480
But you have to nurture your networking. You can't just show up and

359
00:26:18.039 --> 00:26:21.799
you know and don't be a secret. Does everybody know what you do?

360
00:26:22.039 --> 00:26:26.039
Does your neighbor know what you do? Does everybody know what you do?

361
00:26:26.039 --> 00:26:29.440
Don't be a secret. If you're
a lawyer, if you're a financial advisor.

362
00:26:29.480 --> 00:26:32.640
Whatever your profession is, people are
happy to refer to you, but

363
00:26:32.680 --> 00:26:34.079
they might not even know what you
do. Do you go to your kids

364
00:26:34.160 --> 00:26:37.599
baseball game, You're sitting on the
bench talking to other parents. Do they

365
00:26:37.640 --> 00:26:41.200
know what you do? So my
book is a simple book of little tips.

366
00:26:41.400 --> 00:26:45.680
And I did interview fifty two people, very successful lawyers, and they

367
00:26:45.759 --> 00:26:49.480
gave me their tip which I matched
up with my tip, and that's my

368
00:26:49.640 --> 00:26:53.920
coaching in every page. So it's
an easy book and I do use these

369
00:26:53.960 --> 00:26:57.920
for my LinkedIn posts. I interviewed
the fifty two people and it's really been

370
00:26:57.960 --> 00:27:02.240
fun. But it was I was
motivated by my clients who said, take

371
00:27:02.279 --> 00:27:04.599
all of those little signs you give
that and turn it into a book,

372
00:27:04.599 --> 00:27:08.839
which I did. Do a couple
more. Two more then then we'll take

373
00:27:08.839 --> 00:27:15.400
the commercial break. There two more
tips. Okay, Well, the biggest

374
00:27:15.440 --> 00:27:22.960
tip that I want to share that
every one of my lawyers is minimize interruptions.

375
00:27:22.960 --> 00:27:26.640
It takes eighteen to twenty minutes to
get back on track if you're writing

376
00:27:26.720 --> 00:27:30.480
something, you're in the middle of
a business project, and you get interrupted,

377
00:27:30.720 --> 00:27:33.559
do I'll want to check my email, I'll'll get a cup of coffee.

378
00:27:34.680 --> 00:27:41.079
It takes eighteen to twenty minutes to
get back on track. Three interruptions

379
00:27:41.119 --> 00:27:45.119
a day, you've losted an hour. Whether you're a lawyer or whatever you

380
00:27:45.240 --> 00:27:48.079
do, an hour a day is
a lot of time to lose. We

381
00:27:48.119 --> 00:27:52.039
don't realize it got a minute.
That minutes turns to eighteen minutes. This

382
00:27:52.079 --> 00:27:57.000
has been proven by time management experts. Every interruption takes eighteen to twenty minutes.

383
00:27:57.279 --> 00:28:03.599
So I always suggest to my clients
minimize interruptions. That's outstanding, perfect,

384
00:28:03.680 --> 00:28:07.200
All right, we're going to take
our second break here. We'll be

385
00:28:07.279 --> 00:28:15.720
back in just another minute with Phyllis
System one. You're listening to Winning Business

386
00:28:15.799 --> 00:28:21.559
Radio with Kevin Helene on W four
CY Radio. That's W four cy dot

387
00:28:21.599 --> 00:28:25.559
com. Don't go away. More
helpful information is coming right up right here

388
00:28:25.640 --> 00:28:32.599
on Winning Business Radio. The yp
dot com website is your local search engine.

389
00:28:32.680 --> 00:28:34.200
If you're looking for a good restaurant, it can help you find the

390
00:28:34.279 --> 00:28:38.000
right one nearby with ratings and reviews. Or if your car breaks down,

391
00:28:38.160 --> 00:28:41.640
you can use the YP app to
find the closest repair shop. Or maybe

392
00:28:41.640 --> 00:28:45.759
you're just looking for something to do
on a Friday night. While it has

393
00:28:45.799 --> 00:28:48.119
great local coupons, for all sorts
of things in your area, no matter

394
00:28:48.160 --> 00:28:52.960
what, when or where. If
you're looking for something, YP Local Search

395
00:28:52.000 --> 00:28:55.880
can help you find it. So
go to yp dot com or download the

396
00:28:55.920 --> 00:29:03.319
app to search local to find local
and save local. And now back to

397
00:29:03.400 --> 00:29:08.960
Winning Business Radio with Kevin Helen,
presenting exciting topics and expert guests with one

398
00:29:10.119 --> 00:29:14.960
goal in mind to help you succeed
in business. Here once again is Kevin

399
00:29:15.000 --> 00:29:26.240
Helena. Welcome back. She is
Phylissis and Wyan. She is a motivational

400
00:29:26.240 --> 00:29:30.720
speaker, an author, she's the
lawyer's coach, and she's a Master certified

401
00:29:30.720 --> 00:29:36.039
coach. She is among the top
four percent of the fifty thousand or so

402
00:29:36.599 --> 00:29:42.000
credentialed coaches. Impressive. People hire
coaches for many different reasons. Oh,

403
00:29:42.319 --> 00:29:47.480
let me ask before I get to
that, you coach lawyers and non lawyers.

404
00:29:47.799 --> 00:29:51.480
Yes, eighty percent of my clients
today are lawyers. Eighty percent are

405
00:29:51.559 --> 00:29:55.119
lawyers, but I do coach non
lawyers as well. Okay, So as

406
00:29:55.160 --> 00:30:00.160
I ask this question, think about
both ves of those segments. Mostly it's

407
00:30:00.240 --> 00:30:03.240
the attorney excuse me, but people
do hire coaches for many different reasons,

408
00:30:03.319 --> 00:30:07.640
right, what are some of those
reasons or problems that you help your clients

409
00:30:07.640 --> 00:30:14.759
solve. Well, mostly it's having
a strategy. Everybody's so busy. I've

410
00:30:14.759 --> 00:30:18.880
gone to law firms and they have
spent three days and thousands of dollars having

411
00:30:18.960 --> 00:30:23.680
a marketing meeting with their firm.
And then I go into their office and

412
00:30:23.720 --> 00:30:26.799
they have a binder with all of
the things they worked on and guess where

413
00:30:26.799 --> 00:30:32.400
it is sitting on the shelf and
their bookcase. So coaching gets them to

414
00:30:32.519 --> 00:30:36.799
take action. You have all these
great ideas. Oh, I've been meaning

415
00:30:36.799 --> 00:30:38.400
to this, or I have to
follow up with that person, or some

416
00:30:38.480 --> 00:30:41.920
of my inactive clients, I should
really call them again. I've been wanting

417
00:30:41.920 --> 00:30:45.160
to write an article, and you
think about it, but you don't often

418
00:30:45.279 --> 00:30:49.640
do it. So then you have
a coach, you have accountability and support.

419
00:30:51.279 --> 00:30:52.240
Yes, we come up with a
plan. I'll say to somebody,

420
00:30:52.240 --> 00:30:56.039
what do you want this year to
look like? You know we still have

421
00:30:56.319 --> 00:30:59.599
a good part of twenty twenty four
by the end of the year, what

422
00:30:59.599 --> 00:31:00.960
do you want to say to me? And they might say, well,

423
00:31:02.000 --> 00:31:04.039
I want more clients, I want
to work less hours, I want to

424
00:31:04.079 --> 00:31:08.519
add more staff. Whatever it is. We speak every other week, come

425
00:31:08.599 --> 00:31:12.799
up with a plan of action,
they take the action and then call me

426
00:31:12.880 --> 00:31:15.359
and tell me that they did.
And very often if we have a two

427
00:31:15.359 --> 00:31:18.920
o'clock appointment, on the phone at
eleven o'clock, they're doing what they promised

428
00:31:18.960 --> 00:31:22.359
they were going to do because it
gets done. That gets done, and

429
00:31:22.359 --> 00:31:26.079
they even admit I just did it
because I said I was going to do

430
00:31:26.119 --> 00:31:30.920
it for our next session. Accountability
is important. We will have great ideas,

431
00:31:30.960 --> 00:31:33.680
but if you're committing it to someone
else, you're much more likely to

432
00:31:33.759 --> 00:31:38.079
do it. And a good part
of coaching, Kevin is listening. We

433
00:31:38.319 --> 00:31:42.559
listen. I have a little sticky
note on my computer and I coach other

434
00:31:42.640 --> 00:31:49.640
coaches to do this as well.
Wai T wait, why am I talking?

435
00:31:51.960 --> 00:31:56.839
Coaching is eighty percent listening to eighty
percent? You know? Where are

436
00:31:56.000 --> 00:32:00.000
you now? Where some of your
challenges? What do you want to accomplish

437
00:32:00.119 --> 00:32:02.880
this year? And we talk about
it, and at the end it's mostly

438
00:32:02.920 --> 00:32:07.079
I'm listening to them, and then
at the end they'll come up with their

439
00:32:07.119 --> 00:32:12.400
action steps and I'll strategize and give
them some suggestions. But mostly it's listening.

440
00:32:12.960 --> 00:32:16.319
And people are so busy they rarely
have someone to listen for an hour

441
00:32:16.400 --> 00:32:22.160
to them and to really really hear
them listening to all the courses I took

442
00:32:22.200 --> 00:32:28.160
for four weeks listening with an eight
week course. Coaches are trained to be

443
00:32:28.240 --> 00:32:30.039
good listeners. And you can have
the best friend in the world, you

444
00:32:30.079 --> 00:32:34.720
can have wonderful family members, but
how often do you just sit and talk

445
00:32:34.759 --> 00:32:38.160
for an hour and listen with that
interruption. So that's a big part of

446
00:32:38.240 --> 00:32:45.519
coaching, listening, giving them accountability
and support. I wanted to get to

447
00:32:45.599 --> 00:32:49.720
this second tip. Besides, you
know time management, which I work on.

448
00:32:50.200 --> 00:32:53.319
Delegation. I share with you before
that I delegate. You know,

449
00:32:53.359 --> 00:32:55.799
I don't want to. I write
my newsletter, but somebody else, you

450
00:32:55.799 --> 00:33:00.440
know, send it out. I'm
on link now I do a video,

451
00:33:00.640 --> 00:33:04.920
somebody else posted it. Not that
I couldn't do it, but I'd rather

452
00:33:04.960 --> 00:33:08.079
spend my time coaching or doing something
else. So in law firms, the

453
00:33:08.160 --> 00:33:12.880
lawyers, I would's easier if I
do it myself, But then they start

454
00:33:12.960 --> 00:33:16.240
to realize if they have a power
legal or if they have an assistant,

455
00:33:16.519 --> 00:33:22.119
it takes less time in the long
run to have them do a lot of

456
00:33:22.160 --> 00:33:24.319
the work for them. I had
a lawyer in Philadelphia, and I know

457
00:33:24.400 --> 00:33:27.960
it's easier if I do it myself. And I said, let's just think

458
00:33:27.960 --> 00:33:32.400
about what your billable hour is compared
to the administrative assistant what you're paying her.

459
00:33:32.880 --> 00:33:38.000
So think about investing some time and
training her with little baby steps of

460
00:33:38.119 --> 00:33:42.079
things that possibly she could do,
and you'll follow up and check on it

461
00:33:42.079 --> 00:33:45.400
and make sure it's done correctly.
Well, he sent me this rave review

462
00:33:45.720 --> 00:33:49.920
because he started to delegate more and
he realized that he was using his time

463
00:33:50.200 --> 00:33:55.119
much more efficiently. So the two
big takeaway tips when I coach lawyers minimize

464
00:33:55.160 --> 00:34:01.119
interruptions and delegate outstanding. I noticed
that you said you help those firms and

465
00:34:01.160 --> 00:34:07.319
those attorneys become more profitable and more
productive. And the two are so intertwined.

466
00:34:07.400 --> 00:34:10.880
As a person who bills by the
hour, right, absolutely absolutely,

467
00:34:10.960 --> 00:34:15.079
when they're more productive, of course
they're going to be more profitable. And

468
00:34:15.119 --> 00:34:20.400
how are you more productive by minimizing
your interruptions and by delegame whenever possible.

469
00:34:20.599 --> 00:34:23.079
And that's just a couple of the
things that are really important. One of

470
00:34:23.079 --> 00:34:27.719
the things that I think is important
that I've been blessed with is well,

471
00:34:27.719 --> 00:34:30.239
if you have luck, are you
lucky? People say, oh, I

472
00:34:30.119 --> 00:34:35.239
have bad luck. They rarely say
I'm a lucky person. They more likely

473
00:34:35.320 --> 00:34:38.639
say with my luck, I'm not
going to get my luck as it's negative.

474
00:34:38.840 --> 00:34:43.480
Well, I believe in many ways
you make your own luck, agreed.

475
00:34:43.559 --> 00:34:45.199
So I just want to share two
little stories. One of them is

476
00:34:45.360 --> 00:34:50.920
the fact that when I speak well. First of all, the fact that

477
00:34:50.920 --> 00:34:54.280
I became the lawyer's coach my second
client, my third client was a lawyer.

478
00:34:54.440 --> 00:34:59.079
My fourth client was a lawyer,
and I seized on that. I

479
00:34:59.079 --> 00:35:01.159
say, oh, you know what, the lawyer's coach was I lucky that

480
00:35:01.199 --> 00:35:05.960
I became one of the only lawyer's
coaches. Twenty five years ago, somebody

481
00:35:06.039 --> 00:35:09.559
hired me and I realized lawyers need
coaching, So I became the lawyer's coach.

482
00:35:09.679 --> 00:35:14.280
So I kind of made my own
luck. Many years ago, I

483
00:35:14.320 --> 00:35:16.800
went to a Chamber of Commerce event
and I met a publisher of a magazine.

484
00:35:16.840 --> 00:35:21.480
We had a very nice conversation and
chatted with him. A month later,

485
00:35:21.559 --> 00:35:24.159
I came back and he said,
Phillis, HI remember me from last

486
00:35:24.159 --> 00:35:29.440
month? He said, were's your
red suit? Red suit? I was

487
00:35:29.480 --> 00:35:31.719
wearing a blue suit. He said, I remember you from last month.

488
00:35:32.000 --> 00:35:37.400
You were wearing a red suit.
He said, I published a magazine.

489
00:35:37.519 --> 00:35:39.159
Why don't you write an article?
And I said, well, I'm more

490
00:35:39.199 --> 00:35:43.400
a speaker than a writer. He
said, take one of your speeches and

491
00:35:43.440 --> 00:35:47.159
turn it into an article. Kevin, he published thirty six articles for me

492
00:35:47.840 --> 00:35:52.599
every month for three years. I
was in his magazine. And why because

493
00:35:52.639 --> 00:35:58.519
he remembered my red suit. So
you know I'm wearing red now. I

494
00:35:58.679 --> 00:36:01.599
always wear red because that's my brand. I had a red convertible for quite

495
00:36:01.639 --> 00:36:06.840
a long time. And when people
know I'm coming to speak, we're looking

496
00:36:06.840 --> 00:36:10.159
for the lady in red. So
am I lucky that I got that brand?

497
00:36:10.400 --> 00:36:15.679
I believe I made my own luck
and it became my brand. I

498
00:36:15.039 --> 00:36:19.039
have read, you know, my
website different places, not as much as

499
00:36:19.079 --> 00:36:24.039
I did, but on every zoom
call, I'm wearing red because he remembered

500
00:36:24.079 --> 00:36:29.719
me. Some men wear boat tie. You might wear something that's memorable,

501
00:36:30.119 --> 00:36:34.280
but whatever it takes, just think
about making your own luck. And I

502
00:36:34.320 --> 00:36:39.000
think the red since story got me
known and now people say they're looking for

503
00:36:39.039 --> 00:36:44.719
the lady in red. It kind
of gave me that brand because I heard

504
00:36:44.800 --> 00:36:49.880
him and I kind of acted on
it. They even wrote a song about

505
00:36:49.880 --> 00:36:57.760
you. Oh yeah, what are
some of the uniquenesses that non attorney clients

506
00:36:57.880 --> 00:37:02.920
might have. The uniqueness is as
far as how coaching could be helpful.

507
00:37:04.119 --> 00:37:06.960
Yes, now I can imagine some
of those productivity issues you should say,

508
00:37:07.039 --> 00:37:09.280
but they don't build by the hour. It's a different A lot of it

509
00:37:09.320 --> 00:37:15.440
is organization, right, And I'm
in a wonderful networking group and non lawyers

510
00:37:15.440 --> 00:37:17.719
there of course, and I'm speaking
to several of them giving them a complimentary

511
00:37:17.760 --> 00:37:22.719
coaching session, and they want a
network, but they don't know exactly where

512
00:37:22.719 --> 00:37:27.559
their ideal client is. Now there's
there's some wonderful organizations. Of course,

513
00:37:27.559 --> 00:37:30.719
there's a chamber of Commerce, there's
bn i's where there's one from each profession.

514
00:37:30.960 --> 00:37:36.360
So if you're B to B is
your ideal market, then you want

515
00:37:36.400 --> 00:37:38.360
to go to a B and I
or a chamber of commerce. But if

516
00:37:38.400 --> 00:37:43.159
your lawyers are your ideal market,
you want to go to the bar association

517
00:37:43.360 --> 00:37:47.360
meetings. So I think it's really
important to know who your ideal client is

518
00:37:47.559 --> 00:37:52.239
and where are they, and that's
where you want to hang out. So

519
00:37:52.280 --> 00:37:54.599
when I with non lawyers, it's
you know, what do you want to

520
00:37:54.639 --> 00:38:00.239
accomplish this year? You want more
business? I spoke to somebody today and

521
00:38:00.800 --> 00:38:02.639
he is a B to B guy, and I told him about two networking

522
00:38:02.679 --> 00:38:07.679
groups that might be good for him
and maybe not. You know, the

523
00:38:07.719 --> 00:38:13.440
main organizations that he was thinking about. Rotary clubs are a good place to

524
00:38:13.519 --> 00:38:17.280
practice speaking and sometimes it's a good
cause as well while you're there. So

525
00:38:17.320 --> 00:38:22.000
it's really everybody is different. So
what does somebody want to accomplish this year,

526
00:38:22.480 --> 00:38:27.840
whether it's more business, more organization, just building relationships. You know,

527
00:38:28.000 --> 00:38:30.440
you want a professional partnership. You
want to find people that you can

528
00:38:30.480 --> 00:38:35.159
refer to each other and when they
think of you and they're looking for some

529
00:38:35.199 --> 00:38:39.559
help in that field. So it's
really all about building relationships, no matter

530
00:38:39.599 --> 00:38:45.159
what your profession is, building relationships. I want to touch on something.

531
00:38:45.159 --> 00:38:47.920
You've mentioned it a couple of times. You're able to say to somebody how

532
00:38:49.320 --> 00:38:51.840
or what would it look like to
have your best year yet, and you're

533
00:38:51.880 --> 00:38:54.639
able to help them, work with
them and actually accomplish that. Yes,

534
00:38:55.320 --> 00:38:59.679
Yes, even if it's even if
it's April, even if it's June,

535
00:39:00.079 --> 00:39:04.679
absolutely never too late to have a
great year. It isn't because if it's

536
00:39:04.679 --> 00:39:06.960
in June, you still have a
half a year to make it a good

537
00:39:07.039 --> 00:39:13.199
year, right, And it just
really the coaching conversation is getting the person

538
00:39:13.280 --> 00:39:15.639
to really think about, you know, what do you want to accomplish this

539
00:39:15.760 --> 00:39:20.639
year the end of twenty twenty four. Do you want to learn a new

540
00:39:20.679 --> 00:39:23.519
skill? Do you want to hire
more people? Do you want to increase

541
00:39:23.559 --> 00:39:28.280
your ink whenbe you want to raise
your fees? Whatever it is you think

542
00:39:28.320 --> 00:39:31.480
would be helpful to do this year. It's not too late. Even in

543
00:39:31.599 --> 00:39:36.920
December. This is funny. When
I sold off of supplies, the owner

544
00:39:36.960 --> 00:39:39.480
of the company wants to have a
sales contest and he said, we need

545
00:39:39.559 --> 00:39:43.239
new business, we need new business. He said, December is always the

546
00:39:43.320 --> 00:39:46.880
quietest month because in December people sail
to both don't call on companies. Everybody's

547
00:39:46.920 --> 00:39:50.880
on vacation, they're having parties,
they don't call on them. So I

548
00:39:50.880 --> 00:39:53.639
said him, okay, you want
to have a contest. Whoever brings in

549
00:39:53.679 --> 00:39:59.280
the most new accounts in the month
of December gets to go to the restaurant

550
00:39:59.280 --> 00:40:02.719
of their choice. And there was
a restaurant for you. There was a

551
00:40:02.760 --> 00:40:07.360
restaurant called Le Bexton. It was
a five star restaurant in Philadelphia, and

552
00:40:07.400 --> 00:40:10.960
it was like at that time to
fifty a person and it was like,

553
00:40:12.039 --> 00:40:14.239
oh my gosh, if I could
go to le Bexton, wouldn't that be

554
00:40:14.280 --> 00:40:16.280
a treat? So I said to
the owner, the restaurant of your choice,

555
00:40:16.400 --> 00:40:20.800
whoever brings in the most accounts.
And of course I did win the

556
00:40:20.880 --> 00:40:22.639
concert, which is why I'm sharing
it with you. But what did I

557
00:40:22.719 --> 00:40:30.119
do Christmas Week? I got more
clients new business Christmas week. Why if

558
00:40:30.159 --> 00:40:32.599
you're working that week, you're not
having it. You're not happy. You

559
00:40:32.719 --> 00:40:37.400
can't take the week of vacasion.
People are not in the mood to work.

560
00:40:37.480 --> 00:40:39.760
It's Christmas time. It's a short
week. So I walk in with

561
00:40:39.800 --> 00:40:44.519
a box of cookies and I sell
off the supplies. I'd like to introduce

562
00:40:44.559 --> 00:40:47.760
myself to you. I got more
new accounts Christmas week, and of course

563
00:40:47.800 --> 00:40:52.599
I went to le bextn for dinner. The other element, there is nobody

564
00:40:52.599 --> 00:40:54.800
else is doing it. You're the
only sales pros right you know if people

565
00:40:54.800 --> 00:40:57.679
say that all the time, Oh, it's the end of the year.

566
00:40:57.719 --> 00:41:00.800
You can't do business in December.
Into business in December. I think you

567
00:41:00.880 --> 00:41:07.239
can do business December thirty first,
we call it exactly of the biggest deals

568
00:41:07.280 --> 00:41:08.679
I closed in Mike, I was. I've done a lot of different way.

569
00:41:08.760 --> 00:41:12.519
Thanks always selling, but I was. I was in staffing at the

570
00:41:12.559 --> 00:41:16.079
time. Two of the biggest deals
I closed on two separate twelve thirty one's.

571
00:41:16.400 --> 00:41:20.719
The deal was going to happen.
They wanted to happen. I just

572
00:41:20.840 --> 00:41:23.199
asked, hey, listen, it
would benefit me. If it's okay with

573
00:41:23.360 --> 00:41:28.000
you, can we get this closed
today? Wow? Sometimes you just have

574
00:41:28.079 --> 00:41:30.719
to ask right. Good for you
and anybody who is working December thirty first

575
00:41:30.800 --> 00:41:35.239
is happy to see you in good
luck. That was great, good story

576
00:41:35.320 --> 00:41:37.519
of yours. Thanks. You tend
to have clients for a long time.

577
00:41:37.519 --> 00:41:40.840
What's the secret to that? Twenty
years? And he just gave me a

578
00:41:40.840 --> 00:41:46.400
testimony on working with twenty years.
You just grow with the client and change

579
00:41:46.400 --> 00:41:50.840
with the client. I coached him
a lawyer, and I was just talking

580
00:41:50.840 --> 00:41:52.719
about him today because he gave me
a testimonial publicly. And I'm not going

581
00:41:52.760 --> 00:41:57.159
to give his name right now.
Twenty years ago he had one employee.

582
00:41:57.960 --> 00:42:02.039
Now he has forty employees, five
satellite offices. Wow. He's an estate

583
00:42:02.119 --> 00:42:07.559
planning attorney and he growed and I'm
his sounding board. Should I hire more

584
00:42:07.599 --> 00:42:10.400
people? Let's talk about it,
you know, should I open up a

585
00:42:10.400 --> 00:42:15.000
satellite office. Let's talk about it. So I'm just a sounding board for

586
00:42:15.079 --> 00:42:17.679
him, and I've been a part
of this journey for over twenty years.

587
00:42:19.119 --> 00:42:22.119
And other people come along in three
months, they get what they need and

588
00:42:22.159 --> 00:42:24.360
they go off on their own.
Yep. Yeah. So most clients do

589
00:42:24.440 --> 00:42:29.400
stay a long time, but sometimes
it's short term, sometimes it's long term.

590
00:42:29.679 --> 00:42:32.440
But with him, I'm like his
I'm his strategy partner. Well that's

591
00:42:32.480 --> 00:42:37.119
an example to me of you know, my question was financial gain is important,

592
00:42:37.159 --> 00:42:39.039
but not everything, and there are
personal life things. And I mean

593
00:42:39.280 --> 00:42:44.000
in that case, yeah, there's
financial gain, but there's also the confidence

594
00:42:44.039 --> 00:42:50.079
and the ability to have that sounding
board. It results often in financial gain.

595
00:42:50.519 --> 00:42:53.199
But my guess is you touch on
personal areas as well. Absolutely,

596
00:42:53.400 --> 00:42:57.480
life coaching has to be a part
of it, even though I don't call

597
00:42:57.519 --> 00:43:01.039
myself a life coach. Right,
In order for a lawyer to be successful,

598
00:43:01.400 --> 00:43:05.679
he has to have his life in
order. Somebody I suppose to list

599
00:43:05.719 --> 00:43:07.119
week or I think we're going to
start working together. He said, I

600
00:43:07.159 --> 00:43:10.159
haven't exercised in a long time.
I really want to exercise. This is

601
00:43:10.199 --> 00:43:15.159
a successful lawyer, the ones coaching
about some business development strategies, but he

602
00:43:15.239 --> 00:43:20.039
also shared that he wants to exit. He has a peloton in his house,

603
00:43:20.079 --> 00:43:22.639
but he hasn't used it. I
said, would you be willing to

604
00:43:22.679 --> 00:43:25.800
commit to twenty minutes on the peloton? My life tells me all the time,

605
00:43:25.840 --> 00:43:28.920
he said. I said, but
you're going to listen to your coach,

606
00:43:29.039 --> 00:43:34.159
not your wife. Twenty minutes on
the peloton. It sounds so unimportant,

607
00:43:34.480 --> 00:43:37.920
But when he gets off that peloton, he's going to be energized and

608
00:43:37.960 --> 00:43:40.840
he's going to be more apt to
go out there and call a prospect or

609
00:43:40.840 --> 00:43:44.760
make a lunch date, because he
keeps saying to himself, I need to

610
00:43:44.800 --> 00:43:49.280
exercise. I really want to get
on that peloton. So it's life coaching

611
00:43:49.320 --> 00:43:52.280
and business coaching. It's a combination. You really can't get away from it.

612
00:43:52.639 --> 00:43:58.360
Those building relationships, trust, being
in integrity, you know, as

613
00:43:58.400 --> 00:44:00.880
I said, being a good listener
is important, but of course being in

614
00:44:00.960 --> 00:44:04.039
integrity. And by the way,
I don't work with any clients that I

615
00:44:04.039 --> 00:44:08.000
don't feel that I can trust and
like and are in integrity. Otherwise I

616
00:44:08.079 --> 00:44:12.400
let them. I just let them
go it. I'm very grateful that I

617
00:44:12.400 --> 00:44:14.480
can get the pick and too,
so I want to work with and of

618
00:44:14.480 --> 00:44:17.360
course it's a win win. They
interview me and I interview them and to

619
00:44:17.360 --> 00:44:23.559
see if we're a good fit,
outstanding who in the listening and viewing audiences

620
00:44:23.760 --> 00:44:28.599
should reach out to you and why? And we have your contact information in

621
00:44:28.639 --> 00:44:30.559
the crawl. We've had it up
a bit and it'll come across before we're

622
00:44:30.559 --> 00:44:34.760
done again too. So thanks so
much. I appreciate your promoting my business.

623
00:44:35.199 --> 00:44:38.320
I'm just happy to share my wisdom
and my experience with you. Thank

624
00:44:38.360 --> 00:44:43.440
you. Certainly, I do work
with warriors, I work with financial advisors,

625
00:44:43.519 --> 00:44:46.400
but I'm happy to chat with anybody
who really is interested in the possibility

626
00:44:46.440 --> 00:44:57.599
of coaching a call. I compliment
your coaching session half an hour phone session

627
00:44:57.800 --> 00:45:00.000
for anybody will, whatever your business
is, just to see if I can

628
00:45:00.039 --> 00:45:04.360
be helpful, or I can refer
to other coaches who might specialize in your

629
00:45:04.400 --> 00:45:07.920
field. So I specialize in the
lawyers, by coach, financial advisors or

630
00:45:07.960 --> 00:45:10.880
any business person. I'm happy to
be helpful at no charge. These can

631
00:45:10.920 --> 00:45:15.239
be individuals. They can be an
individual at a law firm, an individual

632
00:45:15.239 --> 00:45:17.159
at a company. It could be
the company or the firm itself. That

633
00:45:17.360 --> 00:45:22.679
could be a solo practitioner. I
have been hired by firms to coach someone.

634
00:45:22.880 --> 00:45:28.599
The tricky thing there is I speak
to the attorney who they want me

635
00:45:28.679 --> 00:45:31.239
to work with and make sure that
they're coachable, because I don't want to

636
00:45:31.280 --> 00:45:36.280
waste the firm's money. If there's
a remedial coaching session, I want to

637
00:45:36.320 --> 00:45:38.880
make sure that they're really excited about
the perk. The firm is offering them

638
00:45:38.880 --> 00:45:42.000
a coach, which is a perk. And if they think, oh,

639
00:45:42.039 --> 00:45:44.400
they want they just want to give
me coaching and then let me go.

640
00:45:44.920 --> 00:45:47.159
So if it's anything negative, I
interview them first and make sure that they're

641
00:45:47.159 --> 00:45:51.800
excited about it. Otherwise I tell
the firm it's not going to happen.

642
00:45:51.960 --> 00:45:57.000
But many firms do hire me for
some of their associates and partners and if

643
00:45:57.039 --> 00:46:00.000
they want. If people want to
get on your newsay list, you're easy.

644
00:46:00.239 --> 00:46:02.119
They can do that on the website
correct Estella, Yes, absolutely,

645
00:46:02.119 --> 00:46:07.199
show us at powerful coaching dot com. Show us at the lawyers Coach dot

646
00:46:07.239 --> 00:46:10.400
com would be even more updated today. The lawyers Coach dot com sell us

647
00:46:10.400 --> 00:46:16.119
Systemline appreciated p H y L L
I S system Line SI S E N

648
00:46:16.639 --> 00:46:22.199
W I n A. Thanks outstanding. It has been so good for me.

649
00:46:22.239 --> 00:46:23.519
It's so fun, and it's been
awesome having you on the show.

650
00:46:23.639 --> 00:46:28.400
Thank you very much for your time. Thank you, it's great being with

651
00:46:28.519 --> 00:46:30.880
you. Thanks Kevin, You're more
than welcome. And thank you all listeners

652
00:46:30.880 --> 00:46:35.559
and viewers. Listeners, and excuse
me, your listeners and viewers. This

653
00:46:35.639 --> 00:46:38.079
is a show about business. I
know I can talk. Maybe it's not

654
00:46:38.199 --> 00:46:43.440
enough coffee. I'll take a quick
sip of coffee. Here we go anyway,

655
00:46:43.480 --> 00:46:46.159
Thank you again. It's a show
about business and sometimes business challenges.

656
00:46:46.360 --> 00:46:50.719
If you've got concerns about the growth
of your company, feel free to reach

657
00:46:50.719 --> 00:46:53.679
out to me on Facebook or LinkedIn
at Winning Business Radio. You can drop

658
00:46:53.719 --> 00:46:57.960
me a note. One of my
many email addresses I often say is Kevin

659
00:46:58.039 --> 00:47:01.400
at Winning Business Radio dot com.
We're Winning Incorporated, part of Sandler Training.

660
00:47:01.400 --> 00:47:07.679
We develop sales teams into high achievers
and sales leaders into true coaches and

661
00:47:07.719 --> 00:47:09.840
mentors. Listen, we're not right
for everybody. You heard Phyllis say the

662
00:47:09.840 --> 00:47:13.320
same thing, but maybe we should
have a conversation. We can figure it

663
00:47:13.320 --> 00:47:15.920
out. Thank you. Producer to
producer and engineer one for another job,

664
00:47:15.960 --> 00:47:19.280
well done. Thank you one.
Be sure to join us. Next week,

665
00:47:19.519 --> 00:47:22.119
Monday, April twenty second, four
pm Eastern we'll do it all again

666
00:47:22.199 --> 00:47:28.559
with another interesting guest. Until then, it's Kevin Helenan. Thank you you've

667
00:47:28.559 --> 00:47:31.960
been listening to Winning Business Radio with
your host, Kevin Helena If you missed

668
00:47:31.960 --> 00:47:37.519
any part of this episode. The
podcast is available on Talk for Podcasting and

669
00:47:37.719 --> 00:47:43.599
iHeartRadio. For more information and questions, go to Winning Business Radio dot com

670
00:47:43.760 --> 00:47:46.039
or check us out on social media. Tune in again next week and every

671
00:47:46.039 --> 00:47:52.000
Monday at four pm Eastern time to
listen live to Winning Business Radio on W

672
00:47:52.199 --> 00:47:57.840
four CY Radio W fourcy dot com. Until then, let's succeed where others

673
00:47:57.880 --> 00:48:02.920
have failed and win in business with
Kevin Helenan and Winning Business Radio