1. Rainmaking for Fun and Profit A Program in The Legal Athlete Continuing Education Series Presented by

2. Reputation By Appointment Relationship Event Sources of Business Development

3. Interests _________________________________________ _________________________________________ _________________________________________ _________________________________________ What do you do? Passions ENTHUSIASM

4. Requirements of Successful Rainmaking 1. DISCIPLINED approach. 2. Use of appropriate LISTENING SKILLS. 3. Follow a consistent PROCESS. 4. Effective INTERPERSONAL skills. 5. Focused work EFFORT.

5. The Value Stream FROM THE CLIENT PERSPECTIVE GET > GIVE  Functional  Emotional

6. The Emotional Connection  The POSITIVE Surprise  Feeling VALUED  Feeling APPRECIATED

7. The Power of PASSION One who is seriously committed to a pursuit! Talks about it often! Relates the pursuit to future possibilities. The pursuit will make things meaningfully better! Continually draws connection between the pursuit and external circumstances! PASSION is the difference!

8. The Relationship Continuum Prospect/Client Application Outcome Attitude Preoccupation Attention/Awareness Engaged Attention Appreciative Inquiry Understanding Understood Potential Solutions Competence Confidence Value Alignment Agreement Trust Partners in Progress Raving Fan

9. “ It is most important to consider the relationship of self-respect and high productivity.” _________________ __________________ _________________ High Productivity Focus Control Improved Self-Esteem Action Attitude Achievement We Do What We Choose to Do

10. Balance is the APPROPRIATE allocation of time, talent, affection, attention, and devotion. What are we attempting to balance? ______________________________ ______________________________ What is the role of discipline in achieving balance? ______________________________ ______________________________

11. The Concept of Control How do you feel when you are “in control”? ___________ How do you feel when you are “out of control”? ___________ Control vs. Balance ????

12. The Control Continuum None Total Balance, harmony, inner piece, and happiness in life are achieved thru control and understanding of events along with the discipline to respond appropriately.

13. Copyright  2006 The Moser Group, Inc. No part of this book may be reproduced without the advanced written authorization of The Moser Group, Inc., 300 Cahaba Park Circle, Suite 118, Birmingham, AL 35242, 205-980-6131.