Treadmill Istock.jpgClient development is like fitness. You will be more successful when you do something, no matter how small, each and every day.

I remember when I was waking up at 4:30 to go to Cooper Aerobics here in Dallas when it opened at 5. Even on those days when I really did not feel like working out, I knew that even a small workout was better than none.

I encourage you to come up with a list of client development activities you can do each and every day. Why is it important? My goal is to make client development activities a habit, something that is a part of who you are. As one lawyer I coach put it:

Cordell, you are not trying to get us to make a crash diet of doing client development activities. You are trying to get us to change our lifestyle.

Writer Robert J. Collier was speaking more broadly than to lawyers when he said:

Success is the sum of small efforts, repeated day in and day out.

Get a group of lawyers together in your firm or city. Create a list of activities, no matter how small, you can do each and every day. Then do them and keep a journal of what you have done.