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A Family Tradition

My brother works with our dad, designing and selling kitchens and bathrooms. Although he's the younger sibling, Mike is cut from the same cloth as Chuck Walsh. On multiple occassions, they have arrived at their suburban office wearing the same outfit. It makes them dangerous, because they can be in two places at the same time, preaching the same gospel to disparate flocks.

Our realtor buddies John and Mike Duffy have a similar situation. When one or both of them are off surfing, John Duffy, Sr. handles their clients, like when I bought my house.  When John Sr is off bass fishing, his sons step in. Recently, their sister Lauren joined the family business. More importantly, the firm's numerous affluent clients know that a Duffy is always available to assist them.

My friend Starling represents the third generation of Johnson women who have supplied gravel and concrete to North Carolina projects. There's always a pair of steel-toed boots in her trunk for when a meeting is on a job site and not in an office. Its female leadership makes the firm unique regionally and its industry.

Are you doing business with family businesses? On Father's Day, ask yourself, "Why not?" Generations of expertise and layers of trust make for awesome vendors, in contrast to the corporate conglomerates that seemingly emerge everywhere.

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Ed does 1,500 pushups before bed

On my way to the beach last night, I stopped at the Frank S. Farley service plaza on the Atlantic City Expressway for a latenight snack. I asked the clerk whether his day was just starting or was almost over. Ed said that he was done at 7 AM, and I then asked if he had trouble sleeping all day. He told me that he does 1,500 pushups every morning after work. 1,500! His physique suggested that he wasn't lying. He started doing sets of 10 over a year ago and can't wind down without them. Once he's done, he grabs a shower and some easy reading to cool off, which allows him to get his much-needed sleep during the daylight hours.

What little habit could you add to your day that could, one day, add up to something ridculous like 1,500 pushups? I'm brainstorming this weekend. Will you share your ideas with me?

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What defines a good work day in the electronic economy?

Earlier this week, I ran to Home Depot to pick up water softener for my friend Tim's residential water system. As I was loading 300 lbs. of salt into my car, the guys next to me were loading two toilets and a water heater onto a small trailer when one of them dropped a loud F-bomb. Stepping back from the now-loaded toilet, he remarked to no one in particular that "it isn't a good day of work if you don't get a scrape, scar, or bruise."

For those of us whose fingers massage keyboards (instead of our hands wielding hammers), what defines a good day of work? Is it the delivery of solid work product to a client? Is it rubbing your temples on the way towards a cocktail? Is it an empty inbox.

The electronic economy doesn't have the parameters of the workshops where artisans before us labored. Heck, the electronic economy doesn't even sleep. Some days, I admire my friend Tim who swings a hammer from October to April and runs a seasonal deli in the summer. In his construction schedule, his work day ends when the winter sun hits the horizon. In the summer, he's never pulled an all-nighter at the meat slicer, although he stands more hours behind the counter than most big firm associates sit each day. But every day at 6:30 PM, he's done.

What are your shop hours in the electronic economy?

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Why We Tailgate

Amidst Saturday's rain, my brother and I hosted another wildly successful tailgate at the Radnor Hunt Races. More than 50 friends gathered under our large tent to enjoy a day at the races and to celebrate the efforts of Team I Hate Cancer. In spite of the weather, we raised more than $9,000 for the cancer causes that we fund - LIVESTRONG, Movember, and the Flatwater Foundation. After 10 years of hating cancer, the most common question that we're asked is "Why do you do this?"

We do this because we're funding important work in the cancer community. Since 2006, generous friends have contributed more than $250,000 that funds LIVESTRONG's first-in-class free patient navigation services. The Movember Foundation is funding a multi-million dollar research grant at the Thomas Jefferson University Hospital here in Philadelphiat that should soon cure 5-7 of the 35 variations of prostate cancer. We're proud to lead regional efforts for Movember and of the $35,000 that we've raised for them. Recently, we met with the Austin-based Flatwater Foundation to consider bringing its free mental health services for cancer patients to the City of Brotherly Love. 

We do this because it's personal. Too many friends, family members, colleagues, classmates, and loved ones have been touched by cancer. Fortunately, many of them are still with us. We carry the memory of those lost loved ones with us every day.

We do this because we've never known any other way. Our parents have been involved as long as we can remember, whether the 40 year commitment that our dad's fraternity has to the kids at St. Malachy's in North Philly or our mom's decade-long commitment to the Episcopal Academy Parents' Association. Episcopal's robust community service program allowed us to be privileged kids who gave back, a population who the current headmaster says is quickly dwindling. 

Finally, we do this because of the relationships that we've created and grown. Our fellow MoBros are better than family. Our fellow LIVESTRONG supporters are the best cancer haters we know. The Flatwater crew are the coolest guys and gals around. We're so lucky to have an international network of friends that are all paddling in the same direction. It because of these friends that the Walsh Brothers' effort became Team I Hate Cancer and we wouldn't have it any other way.

To support our work, donate here: https://squareup.com/store/teamihatecancer/item/team-i-hate-cancer-donations

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37 Things that I’m thankful for

I sat down last night to celebrate the eve of my 37th birthday with a list of 37 things for which I’m thankful. However, I immediately realized that you wouldn’t read the entire list. So I’ll share a few highlights and the contexts therein.

You see, the last four years have been quite the ride and I’m thankful for my family, friends, and colleagues who have hung in there when I wasn’t much of a family member, friend, or colleague. I’m thankful for the time spent fishing with my dad. I’m thankful to share the orchestra, art museums, and Maine with my mom. I’m thankful for the cancer hating dynasty that my brother and I have created. I’m thankful for my friends and colleagues whose well-intended correspondence have gone unanswered. I’m thankful for the physicians who continue to look after my well-being and for my mentors who continue to guide me along my journey. I’m thankful for my editors who encourage me to write on topics about which I’m passionate. I’m thankful for my clients who welcome my enthusiasm and expertise to their teams. I’m thankful for my advisor with whom I recently finished my master’s thesis. Finally, I’m thankful for my mobile device that allows my office to be closer to the sea.

I started this gratitude push in January with my friend Kate, inspired by a Facebook post positing that gratitude would improve one’s daily routine. So I started reminding myself about some of things for which I’m grateful. I have a place to live. My family gets along. I’m not broke. Slowly, “first world” problems didn’t seem quite so daunting anymore. It was as if potential stressors rolled off like water from the proverbial back of a duck. It’s made the first four months of 2016 a lot easier, in spite of ongoing challenges. I encourage you to start being grateful for things today. As my mom used to sing to us, “It will help us every day, it will brighten all the way, if we keep on the sunny side of life.” If that’s not your thing, how about a donation to Team I Hate Cancer? We’ll be grateful for your contribution.

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I got a guy - Why referrals are fun

My financial advisor (and friend) emailed me yesterday with a real estate issue that required a local attorney with an understanding of Philadelphia's tax assessment nonsense. With a quick email. I connected him with a real estate attorney (and friend) who's regularly negotiating with the City on behalf of significant property holders. They have a meeting scheculed for this morning.

Did I make any money from this interaction? No. But one friend probably has a new client and another probably as a subject matter expert who will likely save he and fellow condominium owners thousands of dollars.

What it did do was make me (and my network) more valuable, so that, when a friend has a need for professional advice, she knows that I likely "got a guy" (or gal) who can help. Doing so keeps my niche practice relevant to hundreds of professionals outside of my industry, and top-of-mind when a professional needs marketing and business development assistance.

Finally, it's fun to have a seat at the big kids' table and to learn about issues facing other professionals. It's the best kind of professional development.

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Just Ask

Last week, LIVESTRONG asked my brother and me if we would share fundraising advice with the organization's supporters to celebrate our 11th year supporting the Foundation. What started with my brother's participation in a charity bike ride has generated $260,000 in support of families facing a cancer diagnosis. Michael and I have very different writing styles, but we absolutely agree that our most successful fundraising strategy is to ASK. Read our blog post here. My friend Paul and I caught up between meetings today and we started laughing about this obvious tactic. However, too many professionals, whether for-profit or non-profit, are too hesitant to ASK for the order, for the business, or for the donation. The worst result is just a NO, which means it's time to move forward anyway. All good salespeople have watched Alec Baldwin's monologue in Glen Garry Glen Ross, but, if you need a little courage today, I recommend that you close your office door or put in your headphones for 8 minutes of solid professional development. Always Be Closing = JUST ASK

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Showing up - a non-profit story

A young professionals' board on which I serve hosted a great networking event last night for the Bethesda Project, which serves more than 2,500 chronically homeless Philadelphians at 13 locations in Center City. I'd love to get you involved if you're interested.

2 stories from last night ...

I invited 4 targeted friends who are looking to get involved and to make a difference in Philadelphia. 2 came, asked awesome questions, met people, and were immediately hooked (and I got a ride home). The other 2 bailed independently yesterday afternoon via text after bemoaning their OK Cupid struggles and their Netflix and Chill social calendars. They missed out not only on the behind-the-scenes tour of Citizens Bank Park, but on a room of really interesting people that I never would have met otherwise. It reminded me of six specific times when I went somewhere outside of my comfort zone: three resulted in new jobs and the other three resulted in romantic relationships. Quod erat demonstrandum.

I was talking about cycling with a guy with dreadlocks. I asked him what brought him to the event, and he pointed to his girlfriend, a fellow board member. It reminded me of the challenges that I've had getting a significant other excited about the philanthropic things I do, and appreciated that he had the gumption to just show up.

 

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How do I help an under-prepared young lawyer?

A good friend asked me if I would meet with a friend of hers - a young lawyer looking for a job. I said, "Sure," and set up a time to speak with him. In preparing for the call, I reviewed his resume, excited by an Ivy League undergraduate degree and a J.D. from a top 40 law school. But his grades were noticably absent.

On the phone, I learned that his grades were just ok. We talked about his interesting internships and what he learned from his federal clerkship. I'm still not sure what he learned from all of them. He had recently spent a few months as a litigator in a well-known boutique firm, but left without another job.

I asked him what he wanted to do for a living, and he didn't know whether he wanted to be a litigator or a deal lawyer. I realized that no one ever prepared him to answer that question.

Here's a talented young person who two degrees and likely zero marketable skills. With blame spread across the schools, internships, and the student, this young professional is woefully ill-prepared for the legal profession. How do I help him?

 

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There's only 1 Lowcountry Dentist who works on Sunday

I spent last Sunday in an enormous marina in Charleston, South Carolina. In a 56 foot fishing boat, we had left Stuart, Florida early on Saturday morning, took on fuel in Saint Augustine before dark, and ran 225 more miles overnight, steaming past Fort Sumter at dawn. Stew, our captain and my friend, had lost a filling to a peanut M&M the previous afternoon and we came to the Lowcountry seeking an emergency dentist to ease his discomfort. Of all of the dentists in Charleston, there was only one that was open on Sunday. His office opened at noon, didn't take appointments, and was almost 30 miles away. Driving a rental car, Stew arrived at 11:45 AM and was 5th in line. Had he arrived at noon, he would have been 19th in line with a seemingly endless wait and a throbbing tooth. $56 and an X-ray later, Stew walked out with a tooth that will last until his New Jersey dentist can install a crown.

Who goes to the dentist on Sunday? People with dental emergencies who are less price sensitive than the average patient who wants her dental insurance to cover her cleaning.

Is there a portion of your practice where you can perform emergency work for clients who are less than price sensitive? Are you writing to clients about DUIs on holiday weekends? Are you writing about real estate issues during the spring residential buying season? Are you talking about data security issues every time there's a big name breach?

Why not? You can be the only dentist open on Sunday.

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How Blogging Works For Me

Many of you know that I have a regular fishing column in the Seven Mile Times and Sea Isle Times, free magazines distributed in Avalon, Stone Harbor and Sea Isle City, New Jersey. Six times a year, I share fishing tips and advice with my readers in 1,200 word doses. Over Labor Day Weekend, I was hanging out at the bait shop where I worked for ten summers, kicking tires and telling stories, when an older gentleman came in looking for CJ Walsh. I’m not sure whether he was more surprised that he found me or whether I was more surprised that someone was looking for me. Regardless, he had just read my latest article on striped bass fishing and wanted me to show him the way to piscatorial success. We’ve already made plans to fish together.

What does this have to do with your business? If you wrote semi-regularly on topics about which your clients would be or are concerned, they would probably come looking for you, as well. Divorce attorneys can write about pre-nuptial agreements, deal lawyers can write about better due diligence, and litigators always have great ideas on litigation avoidance. In fact, I was speaking with an attorney earlier this summer who wants to advise new breweries on a variety of issues. I can’t think of a better place to blog than for tech-friendly beer geeks who need advice opening the business of their dreams. I bet your practice has topics, issues, and ideas about which you could write. Let’s have a cup of coffee to talk about how blogging can grow your practice this fall.

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Business Development – Back to School Edition

1. Tighten Up Your Online Biography

September’s a great time to spruce up your online biography. Does it tell the stories of the three biggest cases and/or deals on which you’ve worked? Does it share the unique skill(s) that you brought to those matters? Does your headshot still look like you?

 

2. Commit to a monthly newsletter, alert, or update

A monthly correspondence, whether a newsletter, alert, or update, is a great way to keep in front of prospective and existing clients. Briefly review a few recent cases from the viewpoint of the industry, not the lawyer. Share your thoughts on the recent mega-deal in your industry.  Offer your ideas for best practices on a hot issue. Whatever you do, you’re helping prospective clients see how smart you are and why they should hire you.

 

3. Use social media to reconnect with former classmates, colleagues, and friends

It seems like everyone posted photographs from their summer vacations on Facebook this summer. Why not reach out to a long-lost classmate or colleague via the Messenger function on Facebook or LinkedIn. Sending a direct message is like sending an email within the application, and the Facebook messenger application is used by plenty of businesses for intra-office communication. It’s a friendly, albeit less professional way to extend an electronic greeting to someone.

 

Back to School isn’t just for kids. September’s a great time to reconnect and improve your business development game in the second half of this year. Worried or confused? I’d be more than happy to talk you through any or all of these topics. Call me at 484.437.8409 for your pep talk.

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Why I'm Staying in Philly for the Pope

I'm staying in Philadelphia when the Pope visits. In fact, I’m going to Mass on the Parkway. My neighbors think that I am crazy. In fact, one told me that she’s going to her sister’s place in the suburbs when she and her sister only get along for about a day. Now that’s crazy.

I was 6 months old the last time that a Pope visited Philadephia. Sure the Catholic Church in the United States was in better shape back then, but Iran was holding 52 Americans hostage and the Cold War wasn’t even over yet.  More than a million gathered to hear Pope John Paul II preach what the Inquirer described as “straightforward Christian doctrine.” 

If that was the Pope’s message then, who wouldn’t want to hear what the current wildly-progressive Pontiff has to say after swinging by a prison earlier that morning. Could he suggest that women become priests? Could he finally quit disparaging the homosexuals? Might he just reference his namesake and ask the Lord to make us an instrument of His peace? I could see Pope Francis continuing: “Where there is hatred, let us sow love; where there is injury, pardon; where there is doubt, faith; where there is despair, hope; where there is darkness, light; where there is sadness, joy.”

Couldn’t our city use all of that? I’d more than excited to wait around in a security zome for a few days to see if Pope Francis can help us do a little better.

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RE: Successful lawyers don’t have time for Facebook

SUCCESSFUL LAWYERS DON'T HAVE TIME FOR FACEBOOK, opines David M. Ward, a lawyer turned marketer. I nearly fell off my chair this morning upon reading his belief that lawyers who use Facebook during the business day "need to be careful that you don’t look like you have an abundance of free time to do it, especially during work hours." Has he never checked social media on his mobile device during an inane conference call, posted a cool photo on the way to a deposition, or kept in touch with hundreds of referral sources throughout the day?  Does he have a bag phone, or just a flip phone? I ran the blog post past my friend and social media expert Chris Geschke. Chris laughed as hard as I did, noting that the only thing that seemed remotely right was his belief that lawyers "don't send game requests" to clients. I agree with Chris, because I've defriended a colleague over repeated game requests. I can't imagine how an existing or intended client would feel over an abundance of Farm Kings correspondence.

I encourage you to use Facebook as a lawyer, as friend, and as a person. Lawyers are taught to consider every document as potential material for the front page of the New York Times. Use the same common sense and wisdom with your social media posts and stay involved with worldwide conversations about topics of all kinds. It helps define who you are to people that may not know you very well, and to keep you in touch with all sorts of people from your previous lives. I think that those activities are worth a few minutes between 9 AM and 5 PM.

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The last of the good guys?

Mr. Floyd said hello to me every day. Each morning, he shuffled from the subway station to the law firm at which he practiced for four decades. I often encountered him at the corner of 18th & Cherry, and entered the building and rode the elevator with him.  He implored me to hurry ahead, not wanting me to be delayed by the effects of Parkinson's, the disease which eventually took his life. He asked about my parents, whom he knew from when his son and I were classmates at the Episcopal Academy, and always sent them his best. He would beam telling he about what his son Steve was doing in the Navy, and would share an anecdote about a grandchild. Inside, he greeted every secretary, paralegal, and junior lawyer, before spending lunch with the firm's leadership. A Jesuit-educated Catholic in the WASPY-est business in Philadelphia, he treated his clients and colleagues the same - as friends - and it showed. I also owe him my gratitude. I have no doubt that our chats convinced those with whom he lunched that this bowtied redhead was not just another ginger Papist, but rather an alumnus of the same private school as his own son. Fittingly, he embodied its motto: Esse Quam Videri - to be rather than to seem to be. I was proud to have known Mike Floyd and his family is in the thoughts and prayers of mine.

http://mobile.philly.com/obituaries/?wss=%2Fphilly%2Fobituaries&id=288349701

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What's Your Rate? What Value Are You Creating?

As part of my practice, I take on a lot of writing projects. Recently, I've been working with local and regional law firms to create interesting blogs, to improve their website content, and to revise their brochures. Inevitably, someone asks me "What's your rate?" It's one of my least favorite questions.

Now fired up, I typically them ask what the project is worth, and I learn about the budget. I don't want to know about the budget. I want to know the opportunity cost of not doing the project, what the potential upside is, and how it will put money in the decision maker's wallet. All of a sudden we're having a conversation about the project's value to the client instead of the price they want to pay me. Which number do you think is higher? Which would you rather receive?

In my practice, I encourage lawyers to consider how their clients value potential matters, whether a lawsuit, a deal, or a divorce, and talk to them about their exposure to risk and/or profit, and what other professionals will be part of the team. Doing so will assist you to leave less money on the table in 2015, and put more in your pocket.

What value are you creating this week? Are you getting paid appropriately for it?

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4 Imperatives for Attorneys Using Social Media

It's a big week for #socialmedia at CJ Walsh Marketing. I revealed 4 Social Media Concerns for Lawyers. The Pennsylvania Bar Association shared 10 Ethical Obligations for Attorneys Using Social Media. It's no secret that more prospects research you on social media than visit your website. If you disagree, look at your website analytics. You can ask me for mine, too. You should really have a blog (like this one), but let's start with the basics.

1. Your clients have a social media presence, whether for their businesses or just personally.  Not only should you also have a social media presence, but you should "follow," "friend" and "connect with" your entire network. That means a complete LinkedIn profile and a Facebook page, even if only a personal page. I would add using Twitter for anyone who consider themselves a news or sports junky.

2. You should use social media tool to research opposing counsel, adverse parties, witnesses, and jurors. They have Facebook, tweet regularly and post embarrassing photos on Instagram. Don't be afraid to use what you find in briefs and in oral arguments. Opposing counsel definitely is looking you up right now.

3. Include testimonials in your online presence. Did you receive a glowing email from a client following a case or deal? Ask her to post some of the language as a Recommendation on LinkedIn. You'll look great when your next prospect looks you up.

4. Use social media to keep in touch with other attorneys. Whether you "like" photos of their kids on Facebook or "endorse" their specific skills on LinkedIn, social media's a great way to keep in touch with fellow attorneys who might refer work to you.

Failure to maintain a basic social media presence will make you look behind-the-times and potentially unsuitable to handle matters involving digital documents. No lawyer wants to be embarrassed or to appear weak. Let's talk soon about how you can use social media to keep in touch with your clients, referral sources and prospects. You can like "CJ Walsh Marketing" on Facebook, connect with me on LinkedIn and follow me on Twitter @cjwalshiii.

 

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10 Ethical Obligations for Attorneys Using Social Media

In my last post, I wrote about 4 social media concerns for lawyers. I drew my inspiration from a recent Formal Opinion issued by the Pennsylvania Bar Association regarding the Ethical Obligations for Attorneys Using Social Media. Below, I list the ten conclusions reached by the Committee, and you can read the entire opinion here, courtesy of lead author Daniel J. Siegel, Esq.* Later this week, I'll share my reaction to the opinion and what it means for your practice.

1. Attorneys may advise clients about the content of their social networking websites, including the removal or addition of information.

2. Attorneys may connect with clients and former clients.

3. Attorneys may not contact a represented person through social networking websites.

4. Although attorneys may contact an unrepresented person through social networking websites, they may not use a pretextual basis for viewing otherwise private information on social networking webites.

5. Attorneys may use information on social networking websites in a dispute.

6. Attorneys may accept client reviews but must monitor those reviews for accuracy.

7. Attorneys may generally comment or respond to reviews or endorsements, and may solicit such endorsements.

8. Attorneys may generally endorse other attorneys on social networking websites.

9. Attorneys may review a juror's Internet presence.

10. Attorneys may connect with judges on social networking websites provided the purpose is not to influence the judge in carrying out his or her official duties.

* Please note that Mr. Siegel practices law in Havertown, Pennsylvania, which only reinforces the notion that Havertown is the center of the universe.

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4 Social Media Issues that should Scare Lawyers

Nobody worries about social media like lawyers do. It’s still the Wild West of the Internet, in which unfiltered words and images appear 24 hours a day and create millions of potential legal pitfalls. It’s no wonder that many lawyers prefer the controlled environments of motion practice and courtrooms to this online obstacle course. In order to appease the fears of its 28,000 members, the Pennsylvania Bar Association recently issued guidance “which addresses social media profiles and websites used by lawyers for business purposes.” Having reviewed the opinion, I’ll share the following 4 Social Media Issues That Should Scare Lawyers.

1.       Will my client violates his confidentiality agreement via social media?

Earlier this year, a man received an $80,000 confidential settlement in an age discrimination case filed against his former employer. Excited about the result, his daughter posted the following message on her Facebook page: “Mama and Papa Snay won the case against Gulliver. Gulliver is now officially paying for my vacation to Europe this summer. SUCK IT.”  The post violated the confidentiality agreement and cost the Plaintiff $80,000 that his lawyer had obtained for him.

2.       Will sharing my experience reveal confidential information about my client?

I regularly address this question in my role as a legal marketer. Obviously, an attorney should consider client information to be confidential during and following the conclusion of a matter. In 2010, the Supreme Court of Illinois suspended an attorney for 60 days for identifying clients, often by name, on her blog. However, whether representing Wall Street or Main Street, an attorney can certainly describe his experience without identifying specific clients or confidential information. By way of example, a former colleague ‘represented a life insurance company against claims as to the suitability of a variable annuity product and as to the company's compliance with insurance and securities laws.’ A Philadelphia lawyer recently ‘represented a commercial landlord in a State Court ejectment action to remove a tenant from the property.’ In both cases, attorneys described specific experience without revealing confidential information.

3.       Can attorneys contact parties, whether represented or not, via social media?

If you wouldn’t telephone or write a letter to a represented party, don’t contact her via social media, per Rule 4.3 of the Pennsylvania Rules of Professional Conduct. While one should not use social media to contact a represented party, an attorney “may access the public portions of other parties’ social media accounts for use in litigation.” However, an attorney “should not request additional access to social networking website nor have someone else do so"  (emphasis added). Note that you cannot have your paralegal “friend” or “follow” another party in a litigation for the purpose of obtaining additional information about her.

4.       Can my client or I withhold information that my client shared via social media?

You can, if you’re fixing to face a motion for sanctions. Adopting guidance drafted by the Philadelphia Bar Association, a lawyer “may advise a client to change the privacy settings on the client’s social media page but may not instruct a client to destroy any relevant content on the page” (emphasis added). Therefore, while your client can turn up the privacy settings on a social media page (protected tweets or a non-public page), your client cannot delete any content on said page. Furthermore, lawyers must include any relevant social media content when responding to discovery requests. 

On Wednesday, I’ll discuss the 10 points that the Pennsylvania Bar Association opinion makes and, next week, will share my views on how the opinion is an opportunity for you to make your network more aware of your legal practice in order to increase referrals.

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How to become a wedding officiant ... or whatever you want to be

On Saturday night, I officiated my second wedding. Much to the chagrin of Melissa and her mom, it wasn’t ours. During the cocktail hour (and a half), fellow guests wanted to know how I became a wedding officiant.

The answer’s simple. I started with ONE; I officiated my first wedding in November 2011 for friends from graduate school. The bride and groom bootstrapped a special evening of family and friends to celebrate their nuptials. The groomsmen and I fully transformed the venue during the cocktail hour, rearranging chairs, moving tables, and laying out place settings for each guest. We took the after party to Applebee’s for half-price appetizers. I slept like a king in a Holiday Inn Express next to a Waffle House. Everyone’s got a wedding story, and that one has been my go-to ever since.

So how did I get to number two? I’ve known the bride and groom from last weekend’s wedding for almost two decades, and thank them for including me in their big day. They heard about my first wedding officiant experience at Christmas a few years back and, when considering possibilities, asked me if I would reprise my officiant role for their wedding. I’ve now officiated two weddings and have a third booked for June 2014.

Your practice’s no different, whether you want to officiate weddings, manage complex commercial litigation or just make more money writing wills.

I met with a client today who a local funeral home invited to participate in its senior citizen expo. While he usually considers himself a business litigator, he readily told attendees about his recent estate planning experience with a few local families, including wills, living wills and power of attorney documents. In the eyes of his prospective clients, he was their elder law guy. Did it work? The appointments he scheduled over the next month are the result of simply sharing his actual experience with interested prospects.

So what do you want to be? A divorce attorney? A property tax appeal lawyer? An M&A attorney? If you done it just ONCE, start telling interested people about your experience. You never know where it might take you.  

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