The "Door Opener"
Associate Yourself with Business Problems that Drive Demand for Your Expertise
Duration
12:40
Instruction Type
Video + Quiz
Included in These Course Bundles

It’s not who you know, but who knows you -- more importantly, what they know you for. The good news is that it’s completely within your control. Your “Door-Opener” is the high-impact business problem or challenge that you love to use your legal expertise to solve, that really gets your juices flowing in the morning, and that you’re superbly qualified to solve. This problem’s importance literally opens doors to conversations with decision-makers whose job it is to explore solutions to these high-impact challenges. Now, instead of trying to interrupt someone’s job with a pitch or other sales activity, you’re now a welcomed contributor to their job. (This course also makes a compelling argument for the concrete benefits of focusing on a single industry.)

Here's one lawyer's view:

“RainmakerVT’s approach regarding identifying business issues before they’re legal issues. I’ve never thought of that, and never seen a lawyer do it before. But it makes sense, and it works.”

Descriptive legal-service nouns, e.g., “Litigation” or “M&A,” are not to your advantage, and will exclude you from the conversations that matter. This course will teach you how to define yourself so that you're included and sought out.

This is the foundation concept for making your business development simpler, more focused, and easier. It literally opens doors, makes you welcome in prospective clients’ business discussions, position you as a valuable advisor, and drives demand for your expertise. You’ll learn how to differentiate yourself from every other lawyer who does what you do, and you’ll know exactly who you’ll hunt at networking events (and filter out everyone else). While other lawyers waste their time making random friends and trying to initiate relationships based on little more than someone’s willingness to chat for a few minutes, you’ll move confidently through the room, skimming the opportunity cream and finding real prospects.

Mike O’Horo (“The Coach”) has trained thousands of lawyers, so he knows that you’re busy and doesn’t waste your time. He explains this valuable approach in a concise video that eliminates all the fluff and gets right to the point. (It also contains a quiz so you can test what you learned.)