Ever wondered why some local attorneys struggle with business development? It’s a bit like asking why your cat refuses to stop knocking things off the table—it all seems a bit elusive until you get into the nitty-gritty look at this. For over 15 years, I’ve been chatting with private practice lawyers, probing them about what holds them back from mastering the art of business growth. And let me tell you, the responses are as eye-opening as they come.

Picture this: you waltz into a room full of attorneys, armed with a five-minute questionnaire designed to yank out their raw thoughts on business development. Before you know it, patterns emerge from the stories they share, highlighting the puzzles they face. And guess what? The hurdles they mention revolve around an unexpected nucleus.

You’d think external forces would take the limelight, right? But the actual dilemma lies within—a realm where lawyers seem to battle their own subconscious. “I don’t have time” is a classic excuse; akin to saying, “My dog ate my homework,” it’s a façade for what really goes on inside. It’s the inner chatter, the pesky self-doubt whispering sweet nothings of impossibility into their ears. It’s the internal gremlins wreaking havoc, convincing even the brightest minds that a new venture might end in disaster.

Imagine your brain as an overprotective friend. This ‘friend’ wants to shield you from embarrassment, exhaustion, or defeat. It pipes up, just as you’re about to step into new territory, nudging you back to safety—perhaps at the cost of missing out on a chance to shine. Good in theory, but in reality? It often holds you back from taking the leap.

Listening to these mental murmurings might be relatable—everyone has their jitters. It’s not just you; it’s human nature to shy away from potential pitfalls. Feeling apprehensive is akin to feeling the butterflies before a big performance. But those butterflies? They could take you to new heights if you choose to embrace them rather than shying away.

So, how does one overcome this self-imposed hurdle? The first step is recognizing it. Acknowledge that your brain thrives on comfort, not necessarily on making you successful. It’s more comfortable on a couch with a bowl of popcorn than out there doing the tango.

Next, engage with those gremlins—a little self-dialogue can go a long way. “Hey, thanks for keeping me safe, but I’ve got this,” is a pretty good start. It’s about flipping the script, turning apprehension into the fuel that powers your journey.

Finally, maybe it’s about breaking it down, looking at the mountain ahead, and taking it one step at a time. Business growth is just like learning to ride a bike—wobble a little here, stumble a bit there, but eventually, the wind is in your hair, and you’re on your way. And while not every local attorney starts with rainmaker prowess, the potential is there. It’s simply waiting to be tapped into, one internal conversation at a time.

So, there you have it. Whether you’re in a big city or a small town, unlocking the potential in local attorneys isn’t about finding some magical hour of the day or snapping your fingers—it’s about tackling the phantom blocks in your mind and letting go of the wheel. Who knows, maybe next time you hear someone say, “I don’t have time,” you’ll remember you’ve been there—but unlike them, now you know just how to make time your ally.