Run and go get it “personality”

excerpt from Schaffer Law Library BLOG “Not Another exam”

According to the article, Dr. Larry Richard, a lawyer-psychologist and director of Hildebrandt International’s Leadership and Organization Development program, has developed a test based on the Caliper Profile, a multiple-choice test that uses 18 base personality traits to assess a lawyer’s rainmaking skills.  Richard explains the five key traits of successful rainmakers:

First, they have ego drive. “They like to persuade people,” Dr. Richard says. They achieve ego gratification by convincing others to adopt their position or buy their product or services.

Second, they score high on empathy. Rainmakers can see other people’s perspective on an issue. “They’re good at understanding how the buyer is thinking,” Dr. Richard says.

Third, they demonstrate resilience. Rainmakers don’t get defensive or hurt when they’re rejected. Rather they view rejection as a challenge.

Fourth, they tend to be service minded. Rainmakers are natural salespeople, with a desire to help others.

Fifth, they possess conscientiousness. Rainmakers are disciplined and methodical in their approach to selling. To illustrate this point, Dr. Richard says that when a rainmaker sets out to attract clients, they will commit to contacting a certain number of clients each day. They won’t be deterred if only a handful of contacts produce leads or work. “They are disciplined about doing it, even if it can be unpleasant.”