MILLION DOLLAR LAW PRACTICE WEBSITE WHO WE ARE Business Exceleration is a small firm dedicated to your small firm

's success. Geared specifically to small businesses, and in your case, small law firms, solo or one or two person firms, the company endeavors to teach and train you to increase your revenue dramatically by changing the way you attract and acquire business. Like the company's name says, to EXCEL-ERATE the development of your business through improved sales and marketing. The company's principal, MARK S. KAWATA, is a trial attorney, who has practiced for 29 years in the State of Hawaii. Born in Los Angeles, raised in Hawaii, educated at Loyola Law School, in Los Angeles, California, he returned to Hawaii to work for the D.A.'s office. He has spent 25 years in private practice, ten as a partner in a small firm, and the past 15 in his own office. WHAT WE DO FOR YOU 1. We bring busy professionals state-of-the-art instruction in how to develop your skills in marketing your professional services to potential clients, then how to make a convincing SALES PRESENTATION that compels the prospective client to hire you. In other words, how to turn the client from a PROSPECT into a CLIENT. 2. Instruction is delivered in several modes and methods. For the busy professional, Mark S. Kawata's latest book, entitled the TEN SKILLS EVERY LAWYER NEEDS TO CREATE A MILLION DOLLAR LAW PRACTICE - SALES SKILLS & STRATEGIES FOR THE MILLION DOLLAR LAWYER. 3. SALES SKILLS & STRATGIES breaks ground with its premise that LAWYERS NEED TO LEARN HOW TO SELL, AND DEVELOP SALES SKILLS IN ORDER TO MAXIMIZE THEIR INCOMES. 4. While other books for lawyers generally focus on marketing, this is the first and only book of its kind to: (1) Recognize that every client needs to be sold on you, as attorney and the services you provide in order to persuade the client to retain YOU. (2) FOCUS on THE MASTER KEY TO BRINGING TO BEAR THE ART AND SCIENCE OF SALES SO THAT YOU NEVER LOSE ANOTHER CLIENT AGAIN. (3) School you on PERSUASION TECHNIQUES, SKILLS & STRATEGIES that enable you to convince the prospective client to choose the right attorney. YOU. (4) TOP. WE KNOW WHAT YOU ARE GOING THROUGH JUST TO STAY IN BUSINESS. IT ISN'T EASY TO DO EVERYTHING THAT A SOLO OR SMALL FIRM PRACTITIONER HAS TO DO EVERY DAY. I KNOW THAT YOU ARE GOING THROUGH A LOT. IT ISN'T EASY, because, you and I, in our small offices, are responsible for DOING The only book by lawyers, for lawyers, on HOW TO SELL YOUR WAY TO THE

EVERYTHING. First and foremost, you are responsible for ensuring that clients are receiving high quality work, be it a written contract with properly worded content and which has no spelling errors, puncutation and gramatical errors; to specifically targeted interrogatories that get right to the heart of the evidence that you want and need; to preparing for trial, getting the notebook done to the finest detail; and finally, executing at trial just the way you imagined it.

You are responsbile for keeping track of your time, and preparing and sending out bills. Besides collecting, you have to worry about paying your own bills and expenses. It's you who has to make sure that your employees are happy and doing their jobs. And it's you who has to deal with the Government. Some of your are LAUGHING. I can't blame you. I was smiling myself when I wrote the last few paragraphs. Who the hell turns out perfectly worded contracts that were not only spellchecked, but proof-read more than once, on a consistent basis?. Hell, those of us in the trenchesbarely have time to proof-read the darn things. NO ONE KNOWS BETTER THAN ME THAT IT AIN'T EASY TO DO ALL OF THIS, PLUS WORRY ABOUT OUR SIGNIFICANT OTHERS, CHILDREN AND FRIENDS. It's a wonder that any of us has time to get any of the essentials done, much less studying and planning for how we will increase business, and thereby get our revenue up. SHOOT, with everything WE HAVE TO DO, WHO HAS TIME TO THINK ABOUT, MUCH LESS FIGURE OUT, HOW TO INCREASE YOUR INCOME THROUGH SALES AND MARKETING?

THE WAY. I am a veteran of every aspect of the LAW PRACTICE WARS I just mentioned. Been there, done that. I've tried every method, strategy and tactic I came across, that claimed to increase the number of clients I had and the amount of revenue I was collecting. My first job as a Prosecutor paid $1,500.00 a month back in 1980. In the mid1980's the small, two-partner firm I was with was doing what I thought was pretty

well. Then in 1992 I went out on my own. I doubled my income the second year I was in business. Revenue increased every year, even in bad times. We had to make adjustments, when good clients went under or had to signifcantly cut their legal service budgets. But annual revenue never dropped in 16 years. In the mid-1990s I went from a five-company-client practice to one that provided services to many people, as well as companies. Two mainstay clients filed Chapter 7 petitions and were gone within months. Our number one client's billings went from $200,000.00 to $250,000.00 annually to less than $!0,000.00. We had to scramble just to keep revenue from dropping. We tried everything, starting with the traditional, cultivating good old fashioned referrals from attorneys and satisfied clients, and networking. Then, for the first time, we tried advertising, in the newspaper, the yellow pages, directory ads, TV commercials, radio, and finally, on the internet. And guess what? brand. Everything we did to market our services helped. It built the

But even after we had established a reliable source of cases and clients, we still had not reached what was a closet goal of mine, at the time, to earn gross revenue of $1,000,000.00 a year in my one-man firm. I worked like crazy for a few years, but did not get close. Then I read a book by Brian Tracy, the well-known business author and professional speaker, that changed my life. He changed how I looked at my business. Brian Tracy taught me that in order to succeed, it wasn't enough to be a master in marketing. Something was still missing. Once I got business to the point where bringing the clients to contact me was not a problem, I noticed that we still had not reached my goal. I sat down and studied Brian Tracy's books in detail. I learned that it is one thing to bring in a wealth of potential clients, but quite another to sell the client my services, and get the retainer. In going over our cases over a ten year period, I discovered that we were failing to convert, or sign the client up, in 40% of the cases in which I had personal contact with the client. Not only was I wasting time with all those prospecftive clients who could not make up their minds, in many cases I was often doing someone else's work for them. I knew the law well enough in some cases that I was able to print a copy of the law from a service, and show it to the client. In showing the client the law, I thought I was wowing him or her with my knowledge. I would sometimes spend hours with a client, only to lagter find out that the client was using the information to speak to and negotiate with other attorneys for a better price. I wasted more time on these kinds of clients. I remember one case where the client spent six hours with me over two days, got a lot of good advice, and a commitment from me to a decently discounted retainer. Three days later, the client's new attorney, wrote and asked for all of the documents that the client gave to the attorney. I was sick. I later found out that the new attorney collected a larger retainer than I had quoted.

That weekend, I bought a copy of Joe Girard's book, World's Greatest Salesman. Girard is king of the car salesmen who once sold 2,200 Chevrolets in one year. Joe Girard opened my eyes wider to the exciting world of sales, where persuasion techniques are everything in getting the client signed up. That lead to other books by other leading authors, all of which contributed to an outstanding education in the role of sales in closing deals for retentions. I finally realized that I needed to sign the client up the first time I met him or her. I was good at what I did, but was never much of a salesman. I didn't want to sell. If I did, I reasoned, I would have taken a job in sales. I hadn't needed to learn to sell. After all, I was a lawyer. But now, here I was running my own office, and now I knew that I needed to learn to sell, in order to sign the clients up. I read every book I could, attended every seminar or class, and through applying what I had book-learned to the real world, I refined my knowledge and put it to work. In working on my own skills in real-life, I developed my own manual. I took notes on my experience and put the practical experience together with the principles and practices I learned. The system I developed and put to work enabled my annual revenue to finally reach the million dollar mark in the mid-2000's. The million dollar mark represents revenue attributable solely to my work. Thus, the name for this product and the site, the Million Dollar Law Practice. My manual forms the basis for our first book offering. WHAT YOU CAN AND WILL LEARN FROM US. Books The Ten Skills Every Lawyer Needs to Build a Million Dollar Law Practice Lawyers: If you set sky-is-the-limit goals and expectations for yourself, in the Information Age it isn't enough to be a competent, or even good lawyer. The most successful lawyers know how to sell their professional services for the most money. Everyone who would be successful lawyer needs to learn the art and science of how to sell. This book teaches the ten key skills that every lawyer must know and possess in order take his or her practice to the next level, the Million Dollar level. How to Be a Marketing Superstar for the Million Dollar Lawyer Lawyers: The Million Dollar Lawyer brings together every recognizable marketing tool and strategy for putting your practice on the map, and get your income to the magic number. The MDL advises you on a comprehensive marketing approach, using multiple media. The MDL suggests the most economical approaches, while weighing the costs and benefits of more expensive means and methods, and working out a comprehensive approach to a successful marketing program. Finally, "Superstar" marries a successful marketing program with the ultimate sales program, for optimun benefit to you.

How To Set Up and Maintain the Million Dollar Practice The ultimate how-to guide for setting up and maintaining a law practice. Kawata gives instructions on every material aspect of setting up a law practice from scratch to keeping the office running. The author gets into minute detail, on a wide-ranging array of topics, designed to make sure that all of your questions about setting up and running a practice are answered. From signing a lease, to buying equipment, to setting up your client trust account, no material topic is left out. The checklists included give you instant direction, so that nothing is left to chance. No question will go unanswered. If the book does not touch on a subject, contact the author and receive an answer to your question, or your money back. E-Courses One Step Beyond the Books are comprehensive e-courses, which present the major topics in each subject area. All course material is delivered on-line, generally in eight lessons. The instructors monitor each student's understanding of the subjects through homework assignments that are graded and communicated in detail to each student. Each student receives two hours of private consultation, to make sure that he or she clearly understands everything the course seeks to communicate and the opporutnity for personal coaching and mentoring. Coaching Quotes. "Winners are MADE, not BORN." - Mark Kawata “Life's battles don't always go to the stronger or faster man. But sooner or later the man who wins, is the man who thinks he can.” – Vince Lombardi Overcoming All Obstacles to Win There are a hundred reason why a smaller, slower, and weaker individual can triumph over an opponent who outman’s or (out-woman’s, as the case may be) you in every respect. Among the more common factors that affect an individual’s ability to overcome a lack of resources in a battle against a better endowed or more powerful adversary: desire, persistence, heart, but not the least of which, is coaching. It is said that the easiest way to learn to do anything is through great teaching. But in the areas of what you and I concern ourselves with, some things cannot be taught by simply reading a book, or listening to a lecture. The simplest and easiest way, and most often the fastest, is through personal attention from a coach or mentor. Top-rated swimmers, skaters, golfers and tennis players are prime examples of the value of coaching. Michael Phelps, Tiger Woods, Kristi Yamaguchi, Andy Roddick, and the Williams sisters all used and continue to use coaches. Coaching made them the best of the best. All got to where they are, because of the very best individualized and personalized coaching. Using a Coach for Success Building a successful practice is a difficult task. There is no cookie cutter formula for it. There are, however, certain basic principles which, if followed, result in exponential growth. But who among us is able to objectively look at our situation and make the correct determinations about how best to maximize our strong points and deal with the weak? A third party, a trained coach or mentor is able, and certainly much better than you or I, to do self analysis, and bring out the best in what you have to offer and get the most out of your talents. A trained mentor or coach, serves you by:

Working with you to develop a positive but objective assessment of your strengths and weaknesses as they relate to your business practice and overall lives. Developing, with your active participation, a positive but true critique of what you have done in your life and practice to date. It has been said that, “if you want to get the same results, you will continue to do what you’ve been doing.” The fact that you are on this site and reading these words means that you are committed to improving your practice, improving your life, significantly increasing your income and making your world and the world around you a better place. Obviously you think there is room for improvement. And the only way to make that improvement is to CHANGE. To make a difference in your life you obviously have to change something. That’s where we come in. Developing a Plan for Effective Change. This is a collaborative effort. It will only work if it is something that you believe in and subscribe to. Thus, a substantial percentage of the efforts on your behalf will be devoted to thinking about, documenting, reviewing, rethinking, re-documenting, and doing the process as many times as is necessary to get it right. We recognize that the process is never the same for everyone as each individual brings their own unique strengths, weaknesses, problems, and perspectives to the table. Accountability Coaching This is the hardest phase because it involves actual implementation. Like every New Year's Resolution, knowing what to do, while difficult to come by, is often the easiest part of the optimization process. We make resolutions and promises to ourselves every day. Most of those self-covenants remain in force and effect for periods varying from minutes to hours, to days. Somehow, the most important things we want to get done fall by the wayside, after short periods of time. Accountability is the answer. We’ve developed a process that holds you accountable. Not by putting you down, but offering encouragement and rewards. For jobs well done. Accountability keeps one on track and results in completion and fulfillment of goals and expectations. Review & Measurement of Results Finally, proper review, measuring results, assessment, correction and maintenance. The only way to document improvement is to make sure that a system is in place for record-keeping of results and assessment of what worked and what didn’t. Most people are simply unable to handle, on their own, what is required in the way of record-keeping. Having a coach who isn’t afraid to keep the right kind of records and knows how to interpret them, and making the results relevant to performance, is the difference between making the process work and failing. Our coaching services offer the best and latest in performance assessment, counsel and diagnosis. Our coaching programs involve one-on-one telephone or web conferencing, featuring personalized attention in all of the services described above. Coaching rates vary from $200-$400 an hour for one-time engagements. We’ve developed however, different packages which provide for certain number of hours for fixed fees. Contact us for information about our Gold and Platinum Coaching, and Five-Star Mentoring Programs. CALL US TO CHAT ABOUT ANYTHING MENTIONED ON THIS SITE.

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