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September 17, 2021
The Secret to Building Your Book of Business: Be Happy

How would you like to become the rainmaker that everyone in your firm looks up to and admires? The kind that rakes in new and profitable clients for your firm year in and year out?

It’s really quite simple. Develop an optimistic mindset. Practice the habits that lead to rainmaking success. Put out positive energy into the world. Be authentic in everything you do. Do these four things on a consistent basis and the rain will fall.

Notice that I said simple, not easy. Because it isn’t easy. It takes a lot of discipline and hard work, as well as inner exploration to find out why you see the world the way you do. But I can tell you from personal experience that it does work.

From Law Firm Kindergarten to Graduate School

When I began working in a private law firm, I had no clue how to get new clients. So I asked the top performers what made them successful. To my disappointment, this approach didn’t help. These very successful lawyers told me what they did to bring in new clients, but they couldn’t tell me what I needed to do to build my book of business.

In the processes of trying to pick their brains, I had an insight that changed my career and my life. I noticed that the lawyers with books of business all shared one trait – they were happy. I wanted to be like them, so I set about learning how to become happy. I began reading books on personal and professional growth. I attended workshops and classes that focused on mindset and having a positive view of the world. Most important, I began practicing tools for developing an authentic positive attitude and believing deep down inside that I really was okay.

One of the most important books I read was How to Be a Rainmaker by Jeffrey Fox, which gave me two very important tools. One, use a point system to track your networking activities. This is essential for developing the habits to network effectively. Two, if you stay connected to your network, you will generate business. Okay, it’s a bit more complex than that. But I’ve been using a system I developed based on those concepts for nearly two decades, and it’s been raining ever since.

Paying It Forward

Over time, people began to see my book of business and ask about it. Looking at what I had accomplished over the years, I realized I had something to offer that wasn’t available when I entered law firm kindergarten – a process for building a book of business while becoming happier and more successful. So I put together a workshop based on the three core principles of my system:

01. Mindset – Most lawyers tend to have a fixed view of the world, usually negative. Being smart and opinionated they also frequently make the mistake of thinking their beliefs are fact. I help people shift from a fixed mindset to a growth mindset, to develop the positive energy needed for rainmaking.

02. Habits – The business development tool I created – Cloudburst – is essentially gamified networking. You get points for different networking activities and attempt to achieve a point total goal for each week. Using proven tactics, Cloudburst teaches how to network efficiently and effectively.

03. Coaching – Developing a positive attitude and outlook on life is a real challenge for many people. After people complete my workshop, we make experienced coaches available to help participants who run into roadblocks as they implement the business development system. These coaches support attendees for up to six months so they can develop the mindset and habits to be a successful rainmaker.

Build Your Soul Muscles

Becoming a highly successful rainmaker is a life’s work; a process of personal and professional growth that leads to a more optimistic mindset. It’s like getting fit at the gym. Eat right and do the exercises consistently and you develop strong physical muscles. Developing mindfulness and an optimistic outlook builds your soul muscles.

I wasn’t born happy. I’ve earned my happiness, and I try to teach others to earn their happiness using the lessons I learned along the way. Connections are more positive when two people have positive mindsets. Put out positive energy into the universe, and don’t sacrifice your good energy on negative people.

Early in my career I wasn’t having much fun. Now I have fun every day and feel like I’m making a difference in the world – all because I chose to have a positive attitude.

Shift your mindset! Sign up for my newsletter. You’ll love it!

Janice P. Brown
Founder and President Beyond Law / Principal Meyers Nave

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