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BOOST YOUR SALES IN 2022 — THE LEGAL WAY! 3 Tips From a Lawyer Who Is Always Selling DECEMBER 2021 GIBSONLAWGROUP.COM (817) 769-4044 DIVING DOWN WITH GLG
Did you know that Dec. 13 is National Salesperson Day? This day doesn’t get much credit, but it probably should, at least in the business community. Without sales, most of our companies wouldn’t exist! At The Gibson Law Group, I’m always thinking about sales either as an owner of a business or in the work itself. After all, as lawyers, we must sell our client’s positions to judges, juries, and other lawyers every single day. Even in a business transaction, we are always selling a better deal for our clients. With that in mind, here are my top three very unscientific tips to boost your sales in 2022. 1. Always sell straight. The most important thing you can do when selling your product or service is tell the truth . Bragging about your product or service is okay and even has an official legal term – “puffery.” If a used car salesman says his lot is full of “the greatest cars in the world,” that’s puffery. No one can sue you for puffery, and everyone expects a bit of it. But if that same used car salesman claims a car has 10,000 miles on it when it really has 110,000, that’s fraud, and its grounds for a really expensive lawsuit. To avoid misrepresentation, which the other side will always call fraud, it’s important to keep an eye on your sales team. Teach them not only to be honest but also that you really mean it. Frankly, I see honesty as a sign of respect to your customers, and I demand it of my team. Your sales people might be tempted to misrepresent something to close a deal, but let them know it’s the worst thing they can do, and you do not tolerate it. Dishonesty will come back to bite your company, and it will be expensive! I see fraud cases come across my desk all the time when business deals go wrong. They’re horrible for the clients and very profitable for the lawyers. Don’t fall victim to that. Besides, why on earth would you want dishonest people working for you? If your team lies to a customer, they will lie to you. 2. Focus on referrals. Obviously, not all businesses benefit from referrals. Amazon and Google do pretty well without. Almost all our business, however, comes from referrals. This is not just an historical accident, but a conscious decision on my part. Referrals are a great source of sales because referrals prequalify customers for you and make sales easy! Your existing clients —
in theory, at least — already know, like, and trust you, so when they send friends or associates your way, those people should be primed to know, like, and trust you as well. You don’t have to sell them as hard because your existing clients/customers have already lent you their credibility. This gives you a big leg up over the competition. All you have to do is confirm the referral’s initial positive impression that you really are better than the broker or accountant or contractor they found on the internet, and you’ll be set. And the best part about referrals is that the process is evergreen. As long as you take good care of your customers, customers will keep referring business to you. 3. Always be selling. Like Alec Baldwin’s character in “Glengarry Glen Ross” says, “Always be selling.” At my firm, I consider everyone on the team a salesperson, and I reinforce that notion often. Why? Because we need to make sure that our clients are happy with our representation and satisfied through every step of the process. Apart from being truthful, I think the most important part of sales is continuing to sell after you close the deal. That means building a lasting relationship. You can do it by staying in touch, always being accessible (why do you think I put my cellphone number in the first paragraph of every contract?), and treating every client as your No. 1 client — no matter how big or small they are. My team and I do our best to make this happen for everyone who walks through our doors. Sometimes we mess up and miss a phone call. (We’re still human! I can’t answer my cellphone in the shower.) But customer service is our No. 1 priority. I think treating clients like they’re really important people is just the right way to do business. But it’s also a great way to generate referrals. Like I said, it’s all about helping people know you, like you, and trust you. When you have that, the revenue follows.
Good luck and happy selling!
–David Gibson
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The Next Big Health Secret Why Seeing an Attorney May Be Good for You!
Consulting with an attorney when you are facing legal trouble allows you to have an advocate and expert in your corner who is fighting for you and your rights. And according to recent studies, it may be good for your health too!
For example, in Colorado, some chronically ill patients are struggling with immigration issues or problems as a result of losing their jobs in the COVID-19 pandemic. By consulting with lawyers — in addition to psychiatrists, social workers, and medical doctors — patients are lowering their stress levels, improving their physical well-being, and staying closer to their families. But how does this work? To answer that question, we have to examine the toll stress takes on our bodies. Constant stress, like concerns about visitations or deportation, can cause our bodies to fail. This often leads to headaches, heartburn, a weakened immune system, insomnia, stomach problems, and more. These problems then compound into other issues, causing the body to spiral when intervention isn’t possible. However, when the source of stress is relieved, the side effects are eliminated as well. This can powerfully help people who are facing potentially life-altering legal situations. So, while your attorney may not be able to perform heart surgery or help alleviate your knee pain, their expertise may be just what you need to feel better in the long run.
According to NPR, a 2017 study of Veterans Affairs offices in Connecticut and New York found that veterans who saw clinic attorneys reported improved mental health within three months after their initial meetings. Additionally, in Colorado, a five-year survey of 69 patients from 2015 to 2020 found that patients in Medicaid programs who saw attorneys at their clinics had a decrease in the amount of physical health problems they were facing. While further studies are needed to corroborate this evidence, the message is clear: Finding solutions to your legal concerns through an attorney is healthy!
This idea has led to several states permitting Medicaid patients to use some of their health care dollars toward legal clinical programs.
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What is libel?
Libel is a method of defamation expressed in print, writing, pictures, signs, effigies, or any communication embodied in physical form. Libel used to refer to things printed in newspapers and other forms of print media, but in our digital world, things like blogs, Twitter posts, and online publications can now be subject to libel lawsuits. Tabloids have been a reliable source for drama and libel cases for years. Many celebrities have repeatedly sued them for publishing stories with false or untrue allegations. For example, the British tabloid Daily Mail published multiple untrue stories regarding Keira Knightley’s weight, claiming she was anorexic. She sued the tabloid for libel and won. J.K. Rowling and Kate Winslet have also successfully sued Daily Mail for libel.
How does slander differ from libel?
Just tell the truth.
Where libel is a physical form of defamation, slander is spoken defamation, whether it be on television, radio, or even just rumors spread around the water cooler at work. Like libel, slanderous statements need to be expressed as fact, not just opinion. Since slander is spoken defamation, it can be much harder to prove than libel. Not only do you have to prove the person said it, but you also have to prove the person was negligent with the truth. Politicians have to prove actual malice in addition to all the other stipulations regarding slander.
If you are ever accused of defamation, the best defense is the truth. If you can prove what you said or wrote was truthful, there is no case. The bottom line is this: The easiest way to avoid defamation lawsuits is by simply telling the truth about people. If you’re not sure something is true, don’t spread it around. Find out the facts before needlessly ruining someone’s reputation. Telling lies and spreading rumors can cost you big in the long run.
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TAKE A BREAK
BOOST YOUR MOOD WITH THESE TIPS SPENDING THE HOLIDAYS ALONE?
Many Americans spend the holidays alone every year, and the pandemic has only made it more difficult for people to see their loved ones, as travel has become more restricted and strenuous. If you’re one of these people who are spending their first holiday season alone this year, here are a few strategies you can try to make the situation a little easier. Don’t hold yourself to the usual standards. One of the best things about spending the holidays alone is that you can do things your way. You don’t have to worry about meeting everyone else’s standards. Instead, you only have to make yourself happy. Simply telling yourself that you are not going to have the usual holiday environment can slightly help, but redefining what the holiday means to you can remove a huge weight. Trying new things or looking toward the future are great ways to reduce the stress of spending the holidays alone. Keeping up with old traditions may remind you of what you’re missing out on, so it can greatly help to create your own traditions. Plan ahead. If you know in advance that you’re going to be spending the holidays alone, planning ahead can prevent negative feelings. While being spontaneous can sometimes keep things fresh, it could leave you with a feeling of hopelessness about what to do next. There’s no need for your list to be extensive or highly detailed, but even just planning to watch a movie or cook some of your favorite dishes can give you something to look forward to. Take care of yourself. Just because you’re not seeing people during the holidays does not mean you should forgo your basic needs. Stick to your regular hygiene habits and do not let them get away from you. The same goes for eating and sleeping. Staying clean, well-fed, and well-rested goes a long way toward improving your happiness. As with all mental health advice, what works for some does not work for everyone. Do what you think will work best for you and help you keep your thoughts happy.
Inspired by TastesBetterFromScratch.com DIY HOLIDAY EGGNOG
Ingredients
• 6 egg yolks • 1/2 cup sugar • 1 cup heavy whipping cream • 2 cups milk • 1/2 tsp nutmeg
• 1 pinch salt • 1/4 tsp vanilla extract • Cinnamon and whipped cream, for garnish
Directions
1. In a medium bowl, whisk the egg yolks and sugar until light and creamy. Set aside. 2. In a saucepan over medium heat, stir together the cream, milk, nutmeg, and salt. Bring to a simmer. 3. Add a spoonful of the milk mixture to the egg mixture. Whisk vigorously and repeat, one spoonful at a time. 4. When most of the milk is whisked in, add the egg mixture to the saucepan. 5. Whisk until the liquid thickens slightly or reaches 160 F. Remove from heat and add vanilla extract. 6. Pour the eggnog into a glass container and cover. Refrigerate. 7. When the eggnog has thickened, pour it into glasses, garnish, and enjoy!
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INSIDE THIS ISSUE
The Smart, Legal Way to Boost Your Sales
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Your Attorney Is Good for Your Health!
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DIY Holiday Eggnog Tips for Spending the Holidays Alone
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The Difference Between Slander, Libel, and Defamation
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Slander, Libel, and Defamation What’s the Difference?
In a time when attack politics are at the forefront of media and politics, we often hear terms like slander, libel, and defamation. While the First Amendment gives us our freedom of speech, not all speech is protected. It’s more important than
ever to understand the difference between slander, libel, and defamation and know how to ensure your speech does not cross into these areas.
What is defamation?
Defamation is the all-encompassing term that describes both slander and libel. When an untrue and damaging statement, presented as fact , injures a third party’s reputation, it’s defamation of character. For example, you can’t hurt a person’s reputation by simply saying they’re annoying; however, saying they participate in illegal activities when they actually do not can be extremely damaging. It should be noted that you cannot be sued for defamation for simply stating an opinion. However, if the statement is untrue and damages the person’s reputation, whether it be written or oral, you could be sued for defamation.
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