Wayne County’s Mother-Daughter Legal Team, Michele Kelly and Ryan Steele, have carved out a unique niche within family law representing fathers in paternity matters.  Michele Kelly realized that “few other family law attorneys challenge paternity.” One of their clients went to 7 other lawyers who all declined his case, before Kelly & Kelly accepted him as a client. “Our male clients in paternity cases range from professional athletes, to soldiers, to doctors, and factory workers,” states Ryan Steele.   Kelly and Steele found that there is a need for education about father’s rights at all educational and socio-economic levels.  To combat the need for education, Kelly and Steele started speaking to athletes at High Schools across Michigan.  A TV commercial will air during Monday Night Football this Fall, creating more exposure of the issues and highlighting Kelly and Steele as capable advisors. Their clients come from Metro Detroit, Port Huron, Muskegon, and Newaygo to date.

Recently Kelly and Steele co-authored an article known as the “Baby Daddy Dilemma” which was presented in a relatable (somewhat tongue-in-cheek) manner, while educating males as to the seriousness of the matter.  Steele said, “ it happens all too often that men are falsely accused of being the baby’s father, and they either never find out the truth, or they find out years later after a bond is formed with the child and support is paid.”  Kelly and Steele would like to see prosecutors take a tougher stance and prosecute the women who falsely and knowingly name men as fathers  in paternity cases.  Michele Kelly stated that “research shows 1/3 of men tested in paternity matters aren’t the fathers of the children in controversy.  Furthermore, legislation is pending which will require a child to be tested for paternity prior to leaving the hospital, where no father acknowledges paternity.”  If the proposed law passes, it should save a lot of time, money and grief for all concerned, noted Kelly. 

Kelly & Kelly, PC is a boutique family and criminal law practice based in Northville (on the border of Wayne and Oakland County), Michigan, with satellite offices in Ann Arbor and Elk Rapids.  Three of the Four attorneys in the firm are family members.  Founding Partners John and Michele Kelly, and their daughter, Ryan Steele, enjoy practicing together and anticipate more family members joining them in time.  They have a son who owns a landscaping business in their building, another son in law school, and a daughter studying pre-law in College.  Family is the focus of the Kelly’s, both personally and professionally.  For more information, visit: http://www.kellykellylaw.com.

1. Being on time with meetings or phone calls;
2. Following up with the promised action or information, in a timely manner;
3. Being considerate of the other person and allowing an equitable amount of time for them to be heard also;
4. Being knowledgeable, without arrogance;
5. Showing appreciation and genuine care and concern for the other person.

It’s the little things that prevent some professionals from ever getting on my “A” List of service providers or potential referral partners.  I figure if they can’t honor their word with me regarding a simple meeting or phone call, how can they possibly handle a referral of a client or an introduction to a referral partner?

We all need to self examine from time to time.  Ask yourself these questions:

“Am I dazzling my clients, co-workers, and referral partners with my follow-up?”

“Am I the go to guy or gal in my network for the product or service I represent?”

“Do I return calls promptly?”

“Do I cancel meetings due to poor time management?”

“Are scheduled calls placed late or forgotton?”

“Am I chronically late for meetings?”

If you answered “yes” to the first three questions and “no” to the last three questions, you are probably in good shape when it comes to your integrity in the eyes of your clients, co-workers, and referral partners.   If that wasn’t how you scored yourself, perhaps that’s why you aren’t getting as many clients and referrals as you would like. 

So often people make promises in the moment, that they have no intention of following through on.  I wonder why they even bother to make them in the first place.  Do they think they should?  Do they get giddy in the moment and think this is a really good idea, but it is just too hard to write down and act on?  Or do they think people won’t notice?  They notice, believe me!

I’m certainly not perfect, just in case you think I’m preaching.  However, every phone call and meeting means something to me, and I honor it by showing up and acting on it.  I value the other person enough to be fully present, whether that conversation is for 15 minutes or 90 minutes, and I act on my promises.   

Points to ponder and discuss:

-What are your pet peeves when it comes to exhibiting a lack of integrity?

-What “excuses” do you find intolerable?

-How do you deal with a lack of integrity in others? (Stop interacting with them, give them another chance depending on the seriousness of the issue, confront them, etc.?)

-Have you continued to give someone another chance, only to have them continue to let you down or those you referred to them? If so, how did you ultimately resolve that situation?

You can listen to the interview live here, which is slightly different from the Six Questions posed to me by Preston below.   

Q: What’s the most prominent worldview in your business?

A: In the past, my personal view has always been much more local than global, when it came to business.  My market and contacts have always been concentrated in Metro Detroit.  However, for the last year and a half I’ve been connecting with attorneys around the Country on Twitter and having conversations with them, and learning from them and others around the Country about legal issues, challenges practitioners face, etc. This has helped me in my understanding and perspective when working with lawyers and clients in Metro Detroit.

Q: What’s the greatest leadership challenge your organization faces?

A:  I guess the good news and the bad news is that the biggest challenge is ME!  There’s only so many hours in the day and I can only do so much by myself.  Yet while I run my business as solopreneur, I work with a team of legal advisors who handle the cases I bring in, and I have a team of professionals in other industries outside law who refer business to me.  My role is as the connector and relationship manager for the clients in need of legal services, the referral partners who send me those clients, and to the legal profession itself who I work with both as a referral partner and a consultant.  I have to make sure that relationships are strengthened and preserved, legal needs are being met, that I’m providing value, and that I’m marketing enough to keep the phone ringing.  I don’t have anyone to report to but me, in terms of growing the business,  and am always wondering, “am I doing enough?”  when it comes to marketing.

Q: What’s been put in place to overcome that challenge?

A: I network and build relationships online and offline, to keep the phone ringing and keep myself top of mind.  I also blog weekly and write 2 newsletters monthly: 1 to my general professional network and 1 to the legal community itself.  I write a monthly article about Legal News for Examiner.com, featuring Oakland County attorneys and their unique practices. Additionally, I conduct monthly lunch and learns and bring in speakers to talk about strategies for the professional service provider to grow their business.   I also speak for groups and appear on podcasts or radio shows like this.  I serve on the board of the Women’s Bar Association as Membership chair and I’m an Ambassador for the Birmingham Bloomfield Chamber.  I feel that these activities are meaningful, keep me top of mind, and utilize my gifts and talents.

I think leadership comes into play when you listen to yourself and know that it is time to take a break, whether it’s for an hour, a day, or a week.  Giving yourself permission to leave the business alone and have a life, is important for a solopreneur.  Because the work I do today doesn’t guarantee income tomorrow, I have to have faith and discipline and do what is necessary on a regular basis, because I do see the fruit of my labors.  I just can’t predict when they will materialize.  Keeping the pipeline filled is the key.

Q: What’s the hidden gem of leadership in your organization?

A: I’d say it is listening with care and concern to whomever I’m talking to, without regard to what’s in it for me, and being fully present in that moment.  People have come to know that if they express a need and I know someone who can fulfill that need, I will provide a resource or referral.  I do this without regard to whether or not I’ll get paid for that connection.  I do it because it’s what I’m created to do.  Once I learned my purpose in life was to connect and be a resource to others, I made that a priority in every area of my life.

Q: What’s the greatest challenge in reaching the audience you can most help?

A:  Since I can help clients throughout Metro Detroit in all areas of law, the challenge is getting the word out to those who actually need legal advice or representation so they’ll know to call me.  I work with experienced attorneys in all the different areas of law, so I can guide the client to the right person for their situation.  Because lawyers can’t directly solicit clients, my focus has always been on building referral relationships so someone I know can refer the client in need of legal services.

On the consulting side of my business, the challenge would be for solo and small firm attorneys in Metro Detroit to know of my services so I can help them grow their practice.  We focus on one or more of the following areas, depending on what their need is:  branding/marketing; effective networking; developing referral partners and strategic partnerships.

Q: If you were hired to consult with other Metro Detroit Lawyers, what would you advise?

A:  I think today more than ever it is important for attorneys to develop a niche and a brand.  It’s the only way they can differentiate themselves.  We have 35,000 lawyers in Michigan, so it serves both the client and the lawyer if the lawyers target market so they attract the right client.  In tougher economic times, the tendency is for lawyers to want to help anyone who walks in the door.  Ultimately, neither the lawyer nor the client are well served by this approach.  Providing a service that you are passionate about and which resonates with the needs of the client is more fulfilling to both the client and the attorney.  A shotgun approach to law will eventually frustrate both the lawyer and the client.  No one can be all things to all people, and this is true in law especially.

POINTS TO POINDER AND SHARE:

As you look at your own industry and business, pick one or two of the Six Questions above and tell me your answer?

Have you ever thought of yourself as an “everyday leader” in your business or community?  Why or why not?

What is one thing you would commit to doing to improve your leadership in your business or community?

I recently attended a chamber of commerce member coffee and made such an observation soon after arriving.  Yet, I went on to enjoy conversations with those I knew and others that I was introduced to for the first time.  After the informal networking period was over, we all gathered to give a brief introduction of ourselves and our business.  My introduction wasn’t anything mind blowing, but it did yield me one potential referral partner and one referral for a personal injury case.

Here’s what I said:

“Hi!  I’m Lori Williams and I’m here representing the Women’s Bar Association, which is a

networking group of women lawyers.  I’m also an Ambassador of the chamber and want to

welcome all of you here.  I’ve been in the legal field for 20 years as an attorney and I connect the

right client with the right lawyer in all areas of law around Metro Detroit.  I also connect lawyers

with other referral partners.  If you need an attorney for any reason, come see me.”

The first person who approached me was a personal trainer who works with attorneys and other busy professionals.  He gave me his card in case I heard of any professionals interested in personal fitness training.

The second person who approached me was a physical therapist who had a minor child as a patient/client and that child was injured by broken glass on the premises of an abandoned building.  She was interested in referring the child’s mother to me so I could connect her with an attorney on my team who handled personal injury claims.

I don’t go to an event expecting to walk away with a new client or a referral to a client.  Of course, I’m happy to receive it when it occurs every once in awhile.  As a general rule, when I attend an event I expect to meet some potential referral partners that I can begin a relationship with, or I expect to strengthen my relationship with existing contacts. 

How I introduce myself changes depending on who is in the room.  Having a variety of 30 second commercials is handy because you may say something slightly different to each person you talk to, depending on their profession, or their target client or ideal referral partners.  Finding something you can relate to them about or something you have in common, is more important than giving the perfect 30 second commercial.  That’s just a conversation generator or filler, not the end game.

Tips For Making Your Next Networking Event Worth Attending: 

Find out who else plans to attend, before you go

This might include getting a copy of the RSVP list from the event host, or a snapshot of potential attendees based on the posts on LinkedIn, Facebook, or Twitter.  This can impact your decision to go to the event, and it can give you a heads up on new and existing contacts you may want to connect with once you get there.

Determine what you want to accomplish at the event

I generally like to create a follow-up opportunity with key people I’ve met.  Sometimes its connecting on LinkedIn.  Other times, it includes emailing the person with a contact or other resource we discussed at the event that is meaningful to them.  

Have different 30 second commercials suitable for the various people you meet

This way you don’t sound like a robot reciting the exact same thing to everyone you meet, and your point will be more relevant to each person you talk to.  What you’ll say to them will often depend on what they say to you and where you can find common ground to discuss.  Of course it will include the basics: who you are, what service/product you provide, who you help, how you are different from others in that industry.  But it can also include a common point of interest to make you more memorable and relatable.

Ask them what they are looking for

I like to know what their ideal referral partner and ideal client looks like, so I can form a word picture in my head.  It helps me think of someone I already know, or remember them in the future so I can introduce them to someone who fits that same word picture, in a non-competitive way.

Tell them what you are looking for

Make it easy for them.  Tell them your ideal referral partner and ideal client in as few words as possible.  If it is easy to remember, they are more likely to make an introduction for youi to someone they already know or meet thereafter.

What Doesn’t Work?

The most common scenario I hear from people who think networking is ineffective is that they went to an event, passed out their cards, and waited for the phone to ring.  And guess what?  It didn’t ring! Why?  Because they didn’t have a reason to get back in touch with anyone else, and they were waiting for the phone to ring.  They didn’t find out how they could be of help to others.  They were simply looking out for themselves, and were disappointed when it didn’t work out.

We’ve all heard that people do business with those they know, like and trust.  It’s easier to start that process when you make a good first impression and have a good follow-up process where you provide value to the other person. They’ll remember you and will be more inclined to send you a good contact or client as well.  Take time to get to know them and stay in touch.  The event is only the beginning of the relationship.

Points to Ponder and Share:

Do you sometimes judge too quickly whether or not an event is worth attending? What criteria makes it a good event for you?

Do you ever assume, without having a conversation, that those in attendance at an event aren’t a fit for your business? How do you overcome this and turn lemons into lemonade?

Do you find you get more value from events with less than 25 or more than 50 people present? Why?

Like many industries, the legal profession has had to undergo some significant changes in the last two years to stay competitive, and in some cases to stay afloat.  Some Solo and small firm attorneys have learned to be nimble and carve out a niche that responds to the needs of their clients, and which fulfills their own interests and passions.

Jeff Paulsen created a contract general counsel model for his practice in 2008, located in Bloomfield Hills, MI.  His 25 year legal career includes in-house counsel work managing a global law department for a Fortune 500 Company; working as a business services Partner for one of the Top 10 Law Firms in Detroit; and for the past 2 years acting as contract general counsel for middle market companies in a variety of industries, who do not have an in-house counsel.  From Paulsen’s vantage point, having worked with law firms around the world as in-house counsel and as a partner in a large law firm practice, he sees a misalignment in the goals of outside counsel and in-house counsel.  “Businesses need to drive costs down by delivering more efficient products and services at lower costs”, says Paulsen.  “Yet outside legal counsel has traditionally raised their rates to cover increasing internal costs, and there is reward and increased revenue to do so.”  Paulsen feels he brings a fresh approach to the general counsel model by providing value to the client at the most reasonable cost, and based on results.  Most attorneys bill for their time, not their results.  Paulsen feels, “superior results to clients will yield repeat business.”   

After 15 years in a civil litigation practice working for two of the Top 20 law firms in Michigan, attorney Elizabeth Sokol,  decided to form her own practice in Royal Oak, MI.  Initially her focus was on corporate and business transactional work and some litigation. However, in the past year she has chosen to focus on supporting other attorneys through research and writing of motions, briefs, and appeals, as well as covering depositions and oral arguments.  Sokol enjoys the flexibility her current practice provides, and feels she’s working in her area of strength by focusing more on research and writing.  Sokol says, “the law firms that contract out these services to me save themselves time and money, which frees them up to do the things they enjoy in their practice.  Law firms are looking to be more efficient with their time, and their clients expect that these days.” 

Maximillian Matthies recently relocated his practice to Ferndale, MI from California, when his wife received a job offer from Wayne State University.  Matthies had been successfully using the contract counsel model in California for 4 years as a general practitioner, and felt comfortable starting his Michigan practice the same way.  He works with clients directly, and handles overflow work and project based work for solo practitioners and law firms in the areas of civil litigation, business transactions, family law, probate, real estate, and employment law.  “One perk of this type of practice”, says Matthies “is that my wife and I can travel together in the summers when she has time away from the University.”

These attorneys have created practices they enjoy, and they experience flexibility and fun outside their practice too, all while serving the needs of their clients efficiently and cost effectively.