Wed June 4th || 6pm || Nelson Mullins
Meet the IAKL President and Board Members
Don't miss this opportunity to mingle with the International Association of Korean Lawyers. The President and several Board Members will be in Atlanta and wish to meet members of the newest KABA chapter in the US, KABA-GA (that's us!). IAKL is the largest organization for Korean Attorneys in the world, combining members from both Korea and across the US, and is a great way to develop contacts in Korean business and industry. We will be hosting a special mixer on the rooftop of Nelson Mullins. Drinks and food provided. Admission is free for KABA-GA members, $5 suggested donation for non-members.
IAKL Board Members - representing the US Chapters as well as Korea
Don't forget to pay your dues (buttons below)
Programming Committee welcomes new member Brittanie Browning.
Upcoming KABA-GA Events
June 17 @ BierGarden. Beer Tasting event with our friends from GAPABA. Only $10 gets you free food and 5 drink tickets. Come taste and learn about different beers from around the world.
October 2014. KALAGNY (Korean Bar Association of New York) will host the International Association of Korean Lawyers annual conference in New York from Oct. 2-5, 2014. For more information, visit their website or contact KALAGNY President, Kyun Yi.
Takeaways from Tuesday's Event Special Appreciation to Laura Ng
Marketing determines how successful you will be. As lawyers, we're selling a very expensive product, and we want repeat clients. Sales are prospecting based and marketing enhanced.
The most important thing for young lawyers to do is to cultivate client relationships. There has to be a deep level of trust to keep the client. Ask people what their goals are. If people feel that you care about them, then they will trust you. Get to know the client. Discover as much information as possible about the client. Build your personal connections and client book. LinkedIn is a great tool for connecting with clients.
Focus on branding: How do you stand out? What is it that makes you different? What value can you add to someone's life? Have a target audience or niche.
It is essential to follow up with prospective or existing clients. It doesn't necessarily matter how or where you meet clients. Client relationship management is critical to your success.
You will not get the sale unless if you ask for it. Do not be ashamed. Affinity groups, pro bono, publications, and public speaking are great for prospecting clients. It's okay to tell a prospective client that you may not be the right fit. You cannot please everyone! Learn how to read a client properly.
How many times should you follow up to close the sale? It depends. Stay in touch with a prospective client. Be consistent and diligent with your marketing.
What is "FROG"?!
In addition to the notes from Tuesday's event above, Mr. Ryan Forbes graciously provided the follow-up information below. Ryan is a real estate agent in the Atlanta area and has been recognized for his marketing and real estate skills. More information about Ryan here.
1. What are the three best tips for marketing? Follow up, consistency and adding value. Notice I did not say creativity in the top three.
2. You mentioned "FROG" yesterday -- can you tell us what that is? FROG is a conversation starter that stands for Friends/Family, Recreation, Occupation and Goals. I always like to "come from curiosity." There's a saying... the person who talks the most dominates the conversation, however, the person who asks the most questions controls the conversation. In other words, whether I'm meeting someone for the first time or it's a long time friend, I genuinely want to know more about that person so I can better help them in the future. To do that, we use FROG as general questions to find out about the person.
3. Do you use any tools or tricks that help you stay organized with your follow ups? Yes Yes Yes!!! In order to be successful in any business you must have a database. A database allows you store contact information, but also manages how and when to contact those in your database so that you are always on top of it. Literally, this is the very first thing that anyone starting out should put together. There are many Customer Relationship Management programs (CRMs) out there to help keep your contacts organized. We use a proprietary system; Constant Contact is a commercially-available one. When I'm training a new agent, my very first question is... do you have a database. If they say no, I tell them to stop everything that they're doing and create one!
4. Yesterday you talked about how to ask for a referral or for business without really asking directly, can you go over that again? You want to get into a referral conversation, meaning you don't want to ask for it directly, but want to work your way into it so that it's easy and natural. A good way to segway into this is to get the other person to ask you about your goals, and that's where FROG can also come in handy. "G" in FROG comes last for a reason. Once the goal conversation starts, it can lead into a referral conversation. When asked about your own goal, try something such as, "I have a goal of giving 100 referrals this year and receiving 50. The good news is that I'm a third of the way there! You could possibly help... Who do you know who might be making a move this year?" Secondly, it is also about coming from a place of adding value and being appreciative. Using FROG again, good questions are, "How can I help?" and "What is your biggest challenge right now?" That can be personal or business. You just want to find out ways to be helpful. "What have you done about that so far?" and "What are you going to do next?" are natural follow-up questions. From this conversation, sometimes they ask naturally, "How can I help you?" This is a natural way to get into a referral conversation. Again, it's takes you doing this on a consistent basis, but over time you'll start seeing that change in your mindset.
5. What are some marketing tips you have learned in real estate that may be applicable to lawyers? Have a UVP (Unique Value Proposition). Step one is to analyze your competition, see what they offer and what they charge. Step two is to write out your UVP. This is what makes you different from your competition and sets you apart. Step three is to calculate your hourly pay (aka... what are you worth each and every hour of the day?). Step four is to mentally realize how valuable your time is truly worth. Don't sell yourself short. You're great at what you do; your time and energy does have value!