UlTImATE SUccESS GUIdEthe way I do business. When the case was over, my client had every
reason to like and trust me. Because I act with honesty and integrity, I
sleep better at night and my client has someone he knows he can trust to
make future referrals for the future legal needs of his friends and family.
This is an example of a short-term financial hit that generated big gains
for me in the future through the trust principal.
Now because my client trusted me, I was better able to do my job, which
is to get my client the best overall settlement. In the end the client won and
I didn’t get as high a fee, but JUSTICE was served, and I gained a lifelong
referral source. I realized that the needs of my client were met far better
than if I had (like many would have), taken the path of least resistance.
You obtain trust from clients and customers because you are worthy of
trust. You become worthy of trust when you act with honesty and integ-
rity and are actually trustworthy.
And the second pillar of success is:
II. DeveloP tRUstIng RelAtIonshIPs
WIth ClIents AnD CUstoMeRsThis now brings me to the third pillar of my success, and I touched on
it briefly earlier...
...I believe that one of the major reasons that I have achieved personal
and business success is because I am living my purpose. Now, I know,
this may sound strange coming from a lawyer, but I honestly believe
that purpose is a key determinant in success.
If you are in an industry, running a business, or trying to achieve suc-
cess in life, it’s easier to do so if your work is in line with your overall
life-purpose. When you align your purpose with your business or career
you fully ignite a previously slow-burning ember of passion deep inside
you. When that passion comes to full flame, your motivation, your level
of intensity and focus is SO much greater, that success follows naturally.
This passion motivates you; it inspires you and pushes you to achieve
excellence in your field no matter the cost. Now, this is probably the
part you’re not going to like but I’m going to tell you anyway. My suc-
cess as a lawyer was not overnight, I struggled for years to get clients,
but unlike other lawyers who give up and joined other firms, I struggled