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Forbes
03-07-2025
- Business
- Forbes
How Trust And Relationship Building Transform Client Engagement
John R. Kormanik, esq. CEO and Head Coach at John R. Kormanik Coaching. From my past working in law and my current career as an executive coach working exclusively with outstanding law firm leaders, I've seen up close how trust is essential for driving client engagement. Think about it. Clients often arrive at the lawyer's door drowning in confusion, cloaked in crisis and consumed by conflict. While they're coming to you and your associates for expert legal tactics, cultivating a trusting relationship with them at the same time can pay enormous dividends for your firm. However, attorneys are trained to evaluate facts, make arguments and generally act in ways that avoid risk. In other words, they're trained to build cases, not relationships. So, they tend to believe it's more important to let their work speak for itself. But in a world of ever-increasing competition, that couldn't be further from the truth. Relationship Building Is A Driver Of ROI Relationship building with clients, their team, referral sources and tactical partners is as much of a strategic leadership practice as business development or 'lawyering.' Focusing on these connections can lead to a variety of benefits. For example, it helps create stronger client bonds, greater lifetime value (LTV) and deeper impact. Establishing a relationship with clients can improve their satisfaction, leading to greater retention. As law expert Heidi Gardner once said, 'The more partners serve a client, the longer that client remains with the firm.' This is vital, considering the cost of acquiring a new client is higher than retaining an existing one. Meanwhile, as research has shown, just a 5% increase in customer retention can increase profits by 25% to 95%. Talk about increasing LTV! Despite this, most attorneys compartmentalize working relationships as clients, potential clients, the opposition or someone who's not relevant. So, what would happen if we ditched the compartmentalization and simply thought of people as people? The Shift From Transaction To Transformation When engaging with clients, most lawyers default to showcasing their well-honed legal tactics. After all, it's tactics that ultimately make it possible to deliver the results the client seeks and remain within the ethical boundaries that govern attorneys' work. Leaning on them is easy, comfortable and safe. However, when we're solely focused on being tactical, we lack the capacity to empathize and connect with others. Do clients want a brilliant tactician? Of course they do. But I don't believe that's all they want. Clients need their counsel to understand them on a human level and provide space so they can tell their story (even the parts that are legally irrelevant). They want to know that, when you're speaking with them or working on their matter, you're fully present and engaged. Because while the client's matter may be one of many for you, it's one of one for them. Finally, clients crave reliability. Do you do what you say you will do, when you say you will do it? Each of these things—understanding, presence and reliability—creates trust between your client and you, creating a strong relationship. Turn Relationship Building Into A Core Leadership Habit Becoming skilled at relationship building isn't some hack or marketing ploy, though. People have outstanding b.s. detectors. If you want to start thinking in terms of what clients actually want from their attorney, then act in accordance with that knowledge, you have to shift your approach to leadership. It'll require slowing down, being uncomfortable and doing things differently, all in service of your client and, ultimately, your firm. Here are three key ways to ensure that you and your team are skilled in relationship building: 1. Create clarity. Make certain you frequently talk about the value of relationship building. I find this George Bernard Shaw quote to be a valuable reminder: 'The single biggest problem in communication is the illusion that it has taken place.' 2. Walk the talk. Through your actions, demonstrate the importance of relationship building. Additionally, ensure your compensation model identifies and rewards the achievement of KPIs that evidence relationship building. Then communicate the value of the activities to individuals and the firm as a whole. 3. Hire for interpersonal ability. Law firm leaders, whether they're managing partners, shareholders or practice group leaders, should consider the words of J. Willard Marriott, former CEO of Marriott International: 'It's very hard to teach people to smile. That's why we hire friendly associates and train technical skills.' With that in mind, bring on associates who understand the value of, and are energized by, relationship building. Final Takeaway: Lawyers Who Lead, Win In the ultra-competitive legal market, shifting your priorities from being the best tactician to being the best trusted advisor who cultivates relationships isn't just fluff. It improves the firm's bottom line. But trust isn't built in your conference room in a single interaction. It's built little by little every day, when you and your associates consistently show up as human beings first, tacticians second. Forbes Coaches Council is an invitation-only community for leading business and career coaches. Do I qualify?
Miami Herald
12-06-2025
- Business
- Miami Herald
Does Tom Selleck make you want to get a reverse mortgage?
In a billion-dollar ad campaign, Dan Levy and Heidi Gardner travel around the country collecting local data for the listing portal, with the catch line 'We've done your homework.' It's the largest real estate ad buy in history, designed to draw would-be homebuyers to the site. But the Emmy-winning Levy and 'Saturday Night Live' cast member Gardner are hardly the first celebrities to shill in the real estate sector. Years ago, John Wayne had a side job as a spokesman for Great Western, one of the country's largest mortgage lenders at the time. When 'Duke' died in 1979, the gig was taken over by actor Dennis Weaver of 'Gunsmoke' fame. Both actors are gone now, as is the once-big California savings bank. But many others followed in their wake. Elizabeth Banks was once the face of a rival. And who can forget the long list of actors representing the reverse mortgage business? Right now, the frontman is Emmy- and Golden Globe-winning actor Tom Selleck. But before him came actor-turned-Senator Fred Thompson, Henry 'the Fonz' Winkler, Robert Wagner and Jerry Orbach. A spokesperson doesn't necessarily need to be super famous, but they should at least be recognizable. Take Peter Koch, who once did ads for buyer-agent matching service HomeLight. He's a former NFL player who has appeared in numerous movies and TV shows. When you see him, you know him, but you're not sure where from. There are reasons companies pay to have someone like Selleck or Wayne endorse them. Celebrities can give a product or brand instant credibility, not to mention increased publicity. In the long run, according to a 2016 Forbes article, these endorsements 'encourage more and more customers to find out more about the business their favorite celebrity happens to be supporting.' Forbes cites Social Media Week to claim that one endorsement by a famous actor or sports star can increase sales by about 4%. But companies must choose the right personality. The wrong choice can backfire — if not now, then perhaps down the road. For instance, comedian Bill Cosby was once considered a bankable, believable spokesman. He hawked Jell-O, Coca-Cola and numerous other products before being convicted of sex crimes. O.J. Simpson shilled for Hertz and Lance Armstrong pitched for Subaru before they each fell from grace. Or consider the former PGA golfers who lost sponsorships after joining the Saudi Arabia-sponsored LIV Golf tour. Rocket Mortgage dropped Bryson DeChambeau after he joined LIV. Similarly, RBC, Canada's largest bank, cut ties with Dustin Johnson and Graeme McDowell. Rocket, one of the nation's largest lenders, is often credited with being the first in the mortgage sector to recognize the value of partnering with sports teams. In 2019, the company created the first-ever PGA tour event in its Detroit hometown. And now it is so entwined with the industry that the Rocket name is practically ubiquitous in the sports world. In addition to hosting the Motor City event, Rocket is an official partner of the PGA; it also has deals with NFL teams, the World Pro Ski Tour, and dozens of college football and basketball programs. Rocket's founder, Dan Gilbert, owns the Cleveland Cavaliers of the NBA, as well as other sports franchises. These connections are undoubtedly part of the reason Rocket topped the USA Today Super Bowl Ad Meter two years in a row. But other big-name lenders link their names with sports teams, too. Ruoff Mortgage, which is licensed to originate loans in 45 states, has a multiyear partnership with NASCAR. And Guaranteed Rate is the official mortgage partner of the National Hockey League, as well as a backer of professional rugby teams and bass fishing events. Firms sometimes support smaller local teams, too. For the same reason that a large, national outfit pays big money for the naming rights to a professional team's stadium — think LoanDepot Park and the Miami Marlins, among others — they might also put their name on a minor league field, or perhaps just a fence surrounding a sandlot. In Pepperell, Massachusetts, for example, the local Mortgage Network office sponsored the town's youth baseball and softball programs. It's an affordable investment that lets people know the company supports the town and its kids. And when the need for a mortgage arises, the hope is that Mortgage Network will be top-of-mind. Sports marketing is appealing for the housing industry, especially mortgage companies, for the same reasons that advertisers seek celebrity endorsements: A connection to a team brings instant recognition and credibility. We support the team, the thinking goes, so the team's fans will support us. Of course, most entities don't have the big bucks to spend that Rocket does. But there are numerous opportunities at sports' lower levels — from youth sports to the minor leagues to local marathons to college events. Lew Sichelman has been covering real estate for more than 50 years. He is a regular contributor to numerous shelter magazines and housing and housing-finance industry publications. Readers can contact him at lsichelman@
Yahoo
02-06-2025
- Business
- Yahoo
Big Slick raises more than $4.5 million for Children's Mercy cancer research
KANSAS CITY, Mo. — This year's Big Slick fundraiser exceeded everyone's expectations, beating last year's total and surpassing its intended goal! Over the weekend, Big Slick raised over $4.5 million for Children's Mercy Hospital in Kansas City. Last year, the fundraiser raised $3.9 million. Download WDAF+ for Roku, Fire TV, Apple TV The official Big Slick Instagram page posted the news, saying: 'Wow. Just wow. Thank you to everyone who came out tonight, to our sponsors, donors, auction bidders, to every one of our partners and volunteers, and to the entire team at @childrensmercy. We asked you to go big and you came through. $4.5M raised for Children's Mercy! 💙' Saturday night's benefit show at T-Mobile Center raised millions of dollars for pediatric cancer research. Over the past 16 years, Big Slick benefit fundraisers have raised $25 million for the hospital. View the latest headlines from Kansas City, Missouri, and Kansas at 'Saturday Night Live' star Heidi Gardner, who graduated from Notre Dame de Sion High School, refers to Big Slick's yearly fundraising campaign as 'a love letter to Kansas City.' Gardner joins Paul Rudd, Jason Sudeikis, Eric Stonestreet, David Koechner and Rob Riggle to form this variety show's annual cast. At Saturday night's performance, they were joined by several other celebrities, including Travis and Jason Kelce, Patrick Mahomes, Johnny Knoxville and more. Copyright 2025 Nexstar Media, Inc. All rights reserved. This material may not be published, broadcast, rewritten, or redistributed.
Daily Mail
22-05-2025
- Entertainment
- Daily Mail
Saturday Night Live takes aim at viral Australian 'Twinnies' in brutal skit - and fans Down Under are furious
Famed US comedy show Saturday Night Live (SNL) has sent fans into an uproar after they staged a skit mocking Aussie 'Twinnies' Bridgette and Paula Powers. The 47-year-old Sunshine Coast identical twin sisters known for speaking in unison, became international sensations after they gave a word-for-word account of a fatal carjacking last month. SNL cast members Heidi Gardner and Chloe Fineman performed in the scathing skit as the twins, complete with broad Aussie accents, costumes and makeup that parodied the sisters well known look. In the sketch, which landed online this week, the Bridgette and Paula characters were asked 'why should Americans move to Australia?' 'Australia is a gorgeous island nation and we have more Hemsworths than people - that's a joke, don't write that down,' the 'Twins' replied in perfect synchronicity. SNL cast member Colin Jost, who appeared in the skit as the news 'interviewer' asked, 'I see, so you guys are basically the same person?' From A-list scandals and red carpet mishaps to exclusive pictures and viral moments, subscribe to the DailyMail's new showbiz newsletter to stay in the loop. 'No, we're totally different, because her favourite food is Vegemite and I only date black guys, the 'Twins' replied. The skit met with a grouchy response online from fans Down Under and in the US. 'Yeah no, the accent is not even close,' complained one Aussie viewer. Added another viewer, 'Australian-American here. I don't get why this is funny.' Said another bewildered fan, 'American here… neither do I!! I remember seeing them on Jimmy Kimmel and he was so respectful in their conversation. This is just mean.' 'That sounded more like a Jersey accent not Australian,' messaged one SNL viewer on the SNL Instagram share. 'It's not. Kind of offensive. Making fun of them is not cool,' replied another disgruntled viewer. It comes after the mother of a pair of the twins has revealed the pair's struggle with ongoing health issues. Their mother Helen explained earlier this month that the twins have faced difficulties since birth. 'I bought them home from the hospital and I thought there was something wrong, and in my heart, I knew they were different,' Helen told Australian Story on Monday. 'They never really sucked properly on a bottle, they used to scream a lot, they were floppy babies - they didn't sit up until they were about probably 15 months old.' Their dad, John, said he and his wife could not figure out what was wrong, and neither did the doctors, despite countless visits to the hospital. Bridgette and Paula were sent to a school that specialised in speech therapy before moving to a mainstream school. However, the pair faced intense bullying from other students for their unique bond. 'High school was very, very hard for them. As they got older their heart problems started kicking in,' Helen said. 'A lot of girls used to give them a hard time about not having boyfriends, asking if they were having it off with one another.' The beloved set of twins, who wear matching clothes every day and sleep in the same room, found their purpose once they left school in year 10 and moved to the Sunshine Coast. Their love for wildlife flourished and they were even hired by the late Steve Irwin to work at his Australia Zoo after he saw them in action during their first wildlife rescue. They have since been running the Twinnies Pelican and Seabird Rescue for 25 years and are renowned across Queensland for their wildlife volunteer work. The pair suffer from osteoporosis, heart and stomach issues and have acknowledged their health problems will eventually force them to give up their wildlife rescue. Bridgette and Paula sparked worldwide interest on April 23 after they gave an interview about an attempted carjacking of their mother. Dressed in matching Easter outfits, the sisters recounted the terrifying moment their mother came face-to-face with an alleged gunman.
Daily Mail
19-05-2025
- Entertainment
- Daily Mail
SNL fans go wild as Scarlett Johansson and Colin Jost kiss in finale
Saturday Night Live fans went wild after Scarlett Johansson and Colin Jost shared an on-screen kiss as they closed out the show's 50th season finale. The actress, who shares a three-year-old son with the SNL star, broke a record as she became the first woman to host the show seven times. In a promo clip for the episode, Scarlett, 40, screamed at the thought of kissing her husband, 42. The sketch, inspired by her upcoming Jurassic Park film, shows the actress running in terror as Colin chased her. But by the end of the episode, he'd caught up with her and secured his kiss after presenting his wife with a big bouquet of roses. Fans were quick to share their thoughts on the romantic moment. 'Omg, I'm in tears, Scarlett Johansson & Colin Jost on SNL,' one person said. 'Power couple energy on full display,' said another. 'They always bring great energy together,' a third person said. 'I hate how I can tell how deep in love they are just by this kiss,' said a fourth. A fifth person said, 'Sweet gesture from Colin—classy way to celebrate Scarlett's SNL spotlight!' 'He's not just a Weekend Update guy, he's the main character in a real-life rom-com,' added sixth.' The promo clip is titled 'Scarlett Johansson Is Saved From Colin Jost By Sarah Sherman,' and begins with SNL stars Heidi Gardner and Mikey Day talking about their summer plans. A thundering pound interrupts their conversation and sets off an alarm and ominous flickering red lights. Scarlett then dashes into the frame and screams, 'Run! Run!', ignoring Day as he welcomes her back onto the show and pushes him out of the way of a door. She runs inside the double door and bolts it shut with a pole, before cowering in terror as the mystery adversary bangs at the door. 'No, please!' she pleads. Suddenly, the moment is interrupted by the arrival of her husband, who cheerfully greets her and places a hand on her shoulder. 'Hey, babe! I had a sketch idea I wanted to pitch you. Maybe it's one where we, I don't know, finally kiss?' he suggests nervously. Scarlett then screams: 'No!' Out of nowhere, her husband is shot in the neck with a dart by Sarah Sherman, who is hiding in the rafters. 'Thanks, Sarah!' Scarlett says, clearly relieved. 'Anytime, Scarlett!' says Sarah, clad in a hunting costume. 'That was just a tranquilizer, right?' Scarlett inquires. 'Oh, I have no idea. Che just handed this to me and said, "Take care of Jost?"' Sarah replies, referencing Colin's Weekend Update co-host Michael Che. Alarmed, Scarlett goes to her husband's side - but is repulsed when he suggests a kiss in a gargled voice. 'Nope!' Scarlett says. Jost also appeared in a pre-recorded, behind-the-scenes bit where Johansson has torrid sex with Bowen Yang after she confesses to Edo Nwodim and Heidi Gardner that she has a crush on him, and learns he has only been publicly pretending to be gay 'for the clout'. Johansson has her heart broken when she learns Yang also has been hooking up with Nwodim, Gardner, and guest star Emily Ratajkowski.
