Deal-Making as an Innovator

Early on, he recognized that running a law practice is an entrepreneurial pursuit. Rather than seeing himself as someone who has a “job”, Barry has always seen himself as being someone who runs a business. It makes a difference!

Barry’s First Remembered Deal

Using his negotiation skills and being willing to take assignments ensured that Barry was busy from day one. This is an excellent example of doing your due diligence, scouting the landscape, and understanding what opportunities are available.

Developing as a Deal-Maker

Then, Barry created a cover letter and rolodex card, then built a direct mailing campaign. He sent 1,300 letters over 6 months, which resulted in 275 clients.

When You Do Things, Things Happen

Barry hadn’t anticipated his practice going this direction, but he notes that when you do things, things happen. Taking action puts all sorts of opportunities into motion!

Doing Deals With Your Competitors

As Barry’s success illustrates, however, you can grow, scale, and thrive with unexpected and innovative deal-making.

An Innovative Deal-Maker

As a deal-maker, you should be consistently coming up with ideas. Not because you’re going to pursue all of them, but because being in the habit of creative thinking prepares you to identify what ideas are worth pursuing.

Resisting the Deal

Although many people thought the “pressure” had gotten to him, Barry realized that his real problem had come from all his pent up frustration around practice areas that he didn’t enjoy, and that actually caused him a lot of internal stress. He had been so weighed down, he hadn’t been able to enjoy any of his success.

Always Growing

How can you do the same? What areas of your current business or career do you deeply dislike, and how could you pivot, grow, or change in order to prevent that from becoming your norm?

About Barry Seidel

About Corey Kupfer

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