Complete Programme
Are you an Influential Lawyer…
The Influential Lawyer is an on-line change management eLearning training program written and developed specifically for lawyers and legal firms. The program is targeted entirely on building and improving the communication skills of lawyers. The Influential Lawyer will enable lawyers and legal practices to;

  • Identify the optimum client mix
  • Develop and hone communication strategies that build client rapport and trust
  • Build client relationships that grow business through referrals

Unlike other offerings, the program is designed and developed so all law firms can access this valuable information in the most time and cost-effective way possible ensuring that no extra time be taken out of the working day to complete.

The Influential Lawyer consists of a total of 20 Hours (20 CPD Points) of high level content that has clearly focused and measurable outcomes designed to develop strategies and techniques that will provide the edge over your competitors.

Why this program works:
  • State of the art eLearning training program – content delivered as and when required.
  • The eLearning platform is user friendly, at your fingertips, and has been created to be interactive and lift engagement with all participants.
  • The program uses interactive tools and activities that supports a more conducive eLearning experience. Its ability to work across devices, smart phone, tablet, laptop and desktop ensures instant accessibility.
  • Powerful analytics provide detailed reports on content and user performance.
  • Monthly Performance Meeting facilitation ensure learnings become workplace habits resulting in measurable change being realised.
The benefits to you and your firm:
  • Increased Billings – The Influential Lawyer will teach you and your staff the most practical and simple ways to substantially increase billings every week by learning how to attract and retain more quality clients through building likeability, trust and credibility.
  • Mistake Proofing – The Influential Lawyer will uncover the big mistakes many lawyers and firms make today, which negatively affect the client’s decision to engage their services.
  • Lawyers CPD Compliance – The Influential Lawyer program content offers 20 CPD Points
Each Module = 1.5 Core CPD Points.
Module 1 – Training Program Introduction –
The Overview
  • The Importance of Training
  • Why This Program was Developed
  • How to Become a Master in Your Field
  • How to Set Your Firm’s Standards
  • How this Training System Works
  • Training Summary – Month One & Two
  • Training Summary – Month Three & Four
  • Training Summary – Month Five & Six
  • Training Summary – Month Seven & Eight
  • Training Summary – Month Nine & Ten
  • Training Summary – Month Eleven & Twelve
Module 2 – The Importance of Trust and Credibility
(Ethics and Professional Skills)
  • The Power of Trust
  • Trust Equals Integrity & Credibility
  • Beware of Focusing on Logic
  • Selling Legal Services is More Complex Today
  • What Makes a Great Service?
  • Price Vs Cost
  • Overcome Your Client’s Fear
  • Building Sustainable Relationships
  • Credibility – The Critical Factor
  • The Tipping Scale between Fear and Trust
  • The Speed of First Impressions
Module 3 – The Six Principles of Influence
(Ethics)
  • The Six Principles of Influence
  • The Principle of Reciprocity
  • The Importance of Reciprocity
  • The Principle of Commitment and Consistency
  • The Principle of Liking
  • The Principle of Social Proof
  • The Principle of Scarcity
  • The Principle of Authority
Module 4 – Overcoming Your Client’s Fears
(Business Skills and Ethics)
  • Why Clients are Afraid to say ‘Yes’
  • The Importance of Reception
  • Overcome Your Client’s Resistance
  • Overcoming Your Own Fear of Rejectio
  • Winning Your Client Over
  • Selling your Service is a Transfer of Enthusiasm
  • Everyone is Self-Employed
  • No Excuses! Know your Outcomes
  • Focus on Your Client’s Gap
  • Key Points to Remember in Gap Analysis
  • Pinpoint Your Client’s Dissatisfaction
  • Identify Your Client’s Needs
Module 5 – The Three Best Characteristics of Lawyers Revealed
(Professional Skills)
  • Focus on Your ‘Inner’ Game
  • The Three Characteristics of the ‘Best’ Lawyers
  • Why Specialize?
  • Overcome Fear with Courage
  • The Power of Commitment
  • Building Rapid Rapport
  • The 6 Biggest Mistakes Lawyers Make
  • The Difference Between Empathy & Sympathy
  • Tackling the ‘I Can’t Afford It’ Objection
  • The Right Mindset & Attitude
  • Building Unlimited Self-Confidence
  • The Law of ‘Cause& Effect’
Module 6 – How to Retain More Clients & Increase Monthly Billings
(Practice Management and Business Skills)
  • Three Ways to Grow Your Practice
  • The Power of Educating Your Client
  • Why Preparation is Key
  • Clients’ Biggest Complaints about Lawyers
  • Beware of Being an ‘Information Hoarder’
  • Post Appointment Analysis
  • Getting Your Costs Perfect
  • How to Diminish Your Client’s Cost Concerns
  • How to Make Your Legal Service More Attractive
  • Three Things You Never Tell a Client
  • Use the Words Your Clients Love to Hear
  • Help Your Client Avoid Mounting Costs
Module 7 – Learn the Super Skill of Rapport
(Professional Skills and Business Management)
  • The Foundations of Rapport
  • Building Rapport
  • The Skill of Rapport
  • Let Your Clients into Your Comfort Zone
  • Tips for Creating a Comfortable Environment
  • Matching and Mirroring
  • Leading Your Client
  • Utilizing the Four Language Modalities
  • Steps to Establish Deeper Rapport
Module 8 – How to Conduct Effective Negotiations
(Ethics and Business Management and Professional Skills)
  • Refining the Art of Negotiation
  • The Power of a Collaborative Approach
  • Learn the Art of Restraint
  • The Value of Self Discipline
  • Create Your Brand as a Negotiator
  • Practical Keys to Successful Negotiations
  • Power – The Critical Element to Negotiate
  • The Three Emotions of Negotiations
  • The Four Fundamentals of Negotiating
  • The Importance of Preparation
  • Negotiating Tactics
Module 9 – Learn the Art of Framing + High Level Negotiation Skills
(Business Management and Professional Skills)
  • Pattern Interrupts
  • The Power of Changing Just One Word
  • Agreement Versus Conquest
  • Framing – The Ultimate Skill
  • Other Forms of Framing
  • Presuppositions
  • Being Assertive with ‘I’ Statements
  • High Level Negotiation Strategies – Part 1
  • High Level Negotiation Strategies – Part 2
  • High Level Negotiation Strategies – Part 3
  • High Level Negotiation Strategies – Part 4
Module 10 – Discover New Strategies for High Level Thinking
(Business Management and Professional Skills)
  • The Study of Human Excellence
  • Perception is Projection
  • The Map is Not the Territory
  • The Power of Focus
  • Keys to an Achievable Outcome
  • The Pain/Pleasure Model
  • Your Client’s Buying Strategie
  • The Value of Referrals
  • How to Become the Trusted Advisor
  • How to Create Client Desire
  • The Benefits of Your Retainer Agreement
  • The Power of Presuppositions
  • The Importance of Being Genuine
Module 11 – Learn to Communicate with Influence
(Business Management and Professional Skills)
  • Think About the Words You Use
  • The Art of Reframing
  • How to Communicate Effectively
  • How to Focus Your Attention
  • The Elevation Strategy
  • How to Deal with Problems
  • Effective Time Management – Part 1
  • Effective Time Management – Part 2
  • Effective Time Management – Part 3
  • Effective Time Management – Part 4
Module 12 – How to Build Your Firm’s Culture
(Practice Management)
  • Create Your Vision and Mission Statements
  • Creating Company Culture
  • Customer Service for Your Clients
  • Company Culture and the Hiring Process
  • Committable Core Values
  • The Seven Step System
  • The Framework to Happiness
  • The Primary Cause of Business Problems
  • Are You Strategic or Tactical?
  • The Three Types of Lawyers
  • Who is Your Ideal Average Client?
  • The Power of Knowing WHO is Your Firm’s Avatar
  • Being Intuitive Vs Being Counter Intuitive
Module 13 – How to Identify People’s Needs
(Business Management and Professional Skills)
  • What are the Six Core Needs?
  • The Human Needs Psychology
  • Our Need for Certainty
  • Certainty – ‘Resourceful’ and ‘Unresourceful’
  • Our Need for Uncertainty
  • Our Need for Significance
  • Giving Significance through Validation
  • Our Need for Love and Connection
  • Our Need for Growth and Contribution
  • Learn What your Two Top Core Needs Are
Module 14 – Learn to Understand Your Client through Profiling
(Business Management and Professional Skills)
  • The Four Behavioural Styles
  • Those Who Want to Win – High D
  • How to Interact with a High D
  • Those Who Want to be Liked – High I
  • How to Interact with a High I
  • Those Who Want to be Comfortable – High S
  • How to Interact with a High S
  • Those Who Want to be Right – High C
  • How to Interact with a High C
  • Brief Synopsis
  • Relieving Your Client’s Isolation