April 28, 2017 nº 1,860 - Vol. 14

"The great aim of education is not knowledge, but action."

Herbert Spencer

In today's Law Firm Marketing, The wrong approach to selling professional services


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  • Top News

Trump tax plan would shift trillions from US coffers to the richest

Trump could benefit substantially from his tax plan, with provisions such as a repeal of the alternative minimum tax and a proposal to allow owner-operated companies, including his real estate concern, to be taxed at a 15 percent rate. Trump’s proposal to slash individual and business taxes and erase a surtax that funds the Affordable Care Act would amount to a multitrillion-dollar shift from federal coffers to America’s richest families and their heirs, setting up a politically fraught battle over how best to use the government’s already strained resources. The outline that Trump offered on Wednesday — less a tax overhaul plan than a list of costly cuts with no price tags attached, rushed out by a president staring down his 100-day mark in office — calls for tax reductions for individuals of every income level as well as businesses large and small. But the vast majority of benefits would accrue to the highest earners and largest holders of wealth, according to economists and analysts, accounting for a lopsided portion of the proposal’s costs. “The only Americans who are very clear winners under the new system are the wealthiest,” said Edward D. Kleinbard, a law professor at the University of Southern California and former chief of staff of Congress’s Joint Committee on Taxation, which estimates the revenue effects of tax proposals.

  • Crumbs

1 - Egypt's parliament passes controversial judicial authority law - click here.

2 - Google acts against fake news on search engine - click here.

3 - India president approves law banning discrimination against AIDS patients - click here.

4 - Credit Suisse launches $4bn share issue to ease capital fears - click here.

5 - U.S. Federal court blocks Trump order on sanctuary cities - click here.


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  • MiMIC Journal

Cash offered after drones disrupt flights in China

Chinese drone maker DJI is offering up to one million yuan ($145,000) for information about drones that disrupted scores of flights at a Chinese airport. On four days this month - 14, 17, 18 and 21 - drones were blamed for stranding thousands of passengers at Chengdu Shuangliu International. Chinese reports said they caused 60 flight interruptions on 21 April alone. One expert said it showed how difficult it is to combat unsafe drone flights. Initially, it was reported that a reward of 10,000 yuan ($1,500) had been offered by the local public security bureau for information about unmanned aerial vehicles flown near to the transport hub. However, DJI is now proposing a much bigger bounty.

  • Law Firm Marketing

The wrong approach to selling professional services
By Tom Trush

A dangerous epidemic continues to wash through the business community, especially among professionals selling services.

In fact, the problem is so prevalent that I gave it a name -- The Juswanem Syndrome.

Sounds a bit odd, doesn't it?

I'll explain what it means in minute. But first, let's set the scene ...

As I mentioned many times, those who don't consistently market their services often find themselves in frustrating situations.

Time and again, the need for sales leads them to the first marketing opportunity that comes to mind.

These days that activity usually involves social media. Resources such as Twitter, Facebook and LinkedIn remain the shiny objects offering promises of almost endless prospects.

And rightfully so -- social media is an incredible connection tool.

The problem, though, is the approach.

You see, regardless of the tool, resource, strategy or tactic, service providers often express to me a similar desired action from prospects. And it almost always begins with the same words:

I just want them ...

(Or, as the quicker spoken version sounds, I "juswanem" ...)

The full request might sound like:

I juswanem to call me. If I just get prospects on the phone, I know I can convince them to do business with me. Unfortunately, this approach is one of the quickest ways to turn off potential buyers. After all, who does it benefit?


The Juswanem Syndrome leads to marketing messages that show prospects lack of respect. It causes you to protect the information prospects seek. This barrier then pushes prospects elsewhere to find the initial guidance they crave.

Instead of a phone call, why not first focus on establishing trust? A positive belief in you is critical when attracting prospects and turning them into your clients. Without trust, you have zero chance at generating a sale.

So let's look at the three primary reasons we trust people ...

1. Previous Behavior: Past behavior is usually a strong predictor of future actions.

2. Capability: We trust people based on what we believe they can do.

3. Alignment: If we share a common goal, then there's a strong chance we'll work together to get there.

Of these three reasons, alignment is the most important (yet most ignored) when marketing. Today, more than ever, you must prove you're not just someone pushing services.

Unfortunately, in most marketing situations, the alignment between buyers and sellers matches as well as oil and water. After all, as a service professional, your goal is to make sales.

Whereas a prospect simply wants to solve a problem.

So, to create an alignment, you must match your marketing to your prospects' problems.

And remember, your marketing must develop relationships before it can drive profits.


Tom Trush is available at http://www.writewaysolutions.com


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  • Historia Verdadera


Petrolera boliviana, YPFB, rescindió contrato con la empresa italiana Drillemc para la provisión de tres taladros ante los cuestionamientos surgidos al proceso de adjudicación. (Presione aquí)


Brasil podría decidir, en mayo, sí se une a la Organización para la Cooperación y el Desarrollo Económicos, OCDE. La intención del presidente Michel Temer de unirse al grupo con sede en París es su último esfuerzo para fortalecer los lazos con los países desarrollados de Occidente, después de que gobiernos anteriores privilegiaran las relaciones con sus pares en desarrollo. Pero, decisión final depende de una revisión de los requerimientos de ingreso que podrían significar cambios legislativos para cumplir con las normas de impuestos y transparencia de la OCDE.


La firma chilena de telecomunicaciones Entel planea inversiones por US$ 1,800 mlls. el período 2017-2019, principalmente para mantener sus redes en Chile y expandir su infraestructura en Perú. El presidente de la compañía, Juan Hurtado, en discurso durante la junta anual de accionistas de Entel, el ejecutivo detalló que el plan será financiado con recursos propios y que no hay planes de acudir al mercado de deuda en el corto plazo. Además del plan trienal, 390 mlls. de dólares serán destinados a Perú.


El empresario argentino Paolo Rocca comunicó al presidente Mauriciio Macri que para teste año prevé inversiones millonarias en una planta de EE.UU. TenarisBayCity comenzará sus operaciones en el otoño norteamericano y tuvo una inversión de U$s1.800 mlls. El presidente Macri visitó este miércoles TenarisBayCity, la planta para fabricación de tuberías para la industria petrolera, en avanzada construcción del Grupo Techint, en Houston, durante su al país del norte.

  • Brief News

Imitation game: the legal implications of voice cloning

These text-to-speech generators raise all sorts of legal implications. Simulating a real person's voice may not be protected by the First Amendment. Starting with civil law, most states recognize a right of publicity protecting the unauthorized commercial use of one's name, image or likeness. As the recent Michael Jordan litigation made clear, appropriating a celebrity’s identity in an ad without a license can be very costly even when the person's image doesn't appear. California is an example of a state that extends that right to "sound-alikes" imitating a voice. "A voice is as distinctive and personal as a face," wrote the Ninth US Circuit Court of Appeals in a landmark case involving a Mercury Sable ad featuring the song "Do You Want to Dance," which sounded like Bette Midler but was the voice of a former backup singer imitating her crooning. Generally, the right of publicity is limited to advertising and merchandising, while news coverage, expressive works like movies, plays, songs and novels, and entertainment parody or satire are entitled to free-speech protection. The voice technology could also bump up against defamation law. If the synthesized voice is realistic enough to fool people, legal experts say in theory, it could become the equivalent of putting words into someone’s mouth. And if those words are falsely attributed and defamatory in nature — like a statement confessing to a terrible crime that the person mimicked never committed — it could potentially give rise to defamation liability. It can also be a crime to impersonate someone.

German parliament moves to partially ban the burka

Members of the lower house of parliament in Germany have approved a law that partially bans the full-face Islamic veil known as the burka. The bill will now go to the upper house for approval. Civil servants, judges and soldiers will be prevented from wearing burkas at work. Right-wing parties had been pushing for a total burka ban in public places. More than a million migrants. including many Middle Eastern Muslims, have gone to Germany over the last 18 months. The move follows several jihadist attacks, including a truck attack on a Berlin Christmas market that claimed 12 lives. (Click here)

Ontario announces universal basic income trial

The Canadian Province of Ontario announced Monday that it will begin a trial program for universal basic income this summer. The Ontario government said that it will test the policy on roughly 4,000 participants. Participants for the three-year program will be selected from a randomly selected mailing invite for individuals between the ages of 18 and 64. The program will be aimed at individuals on social assistance, in low paying jobs, or in positions of danger. The pilot is meant to help determine whether universal income is feasible. Opponents of the program are skeptical of its impact and concerned with the feasibility of financially supporting the project after previous failed attempts. Participants will receive an unconditional monthly income that does not effect their various benefits. The program will monitor the impact the income has on the participants health, education, housing and labor market participation.

Merkel warns of UK 'illusions' over talks with EU

Merkel says some British people have "illusions" about discussing the UK's future ties with the EU at the same time as nailing down the UK's Brexit terms. An EU-UK deal can only be discussed once the exit issues - such as UK payments to the EU budget - are resolved. The UK initiated the formal procedure to leave the EU on 29 March. It sets a two-year deadline for completion of the exit negotiations. EU leaders are to meet on Saturday to adopt their joint negotiating position on Brexit. They are working on the basis of draft guidelines issued on 31 March.

US won't scrap Nafta trade deal 'at this time'

Trump has told Mexico and Canada he wants to renegotiate - not scrap - the North American Free Trade Agreement. Reports had suggested Trump was drafting an executive order to end the pact. During his election campaign Trump called Nafta the "single worst trade deal ever" and a "killer" of US jobs. The reversal surprised markets, sending the Mexican peso and Canadian dollar higher after losses earlier this week.

European Court of Justice rules sale of devices that make piracy easier may violate copyright law

The European Court of Justice ruled Wednesday that devices with pre-installed software that make it easier to stream pirated content may violate an European Union copyright protection directive. The court determined that the sale of such multimedia players, often including popular so-called "streaming sticks," constitute a "communication to the public" that falls within the definition of the statute, which is prohibited. Because the purpose of the directive was to create a high level of protection for authors, the court held that "communication to the public" must be interpreted broadly. The court also found that even temporary acts of reproduction of copyrighted work by streaming on a third party website that offers the work without the copyright holder's consent cannot be exempted from the right of reproduction.

Montenegro to ratify joining Nato as Russia bans wine imports

Montenegro is set to approve accession to Nato on Friday in the face of Russian disapproval. The country's parliament is expected to ratify the decision to join the Western military alliance later. But the move is controversial within Montenegro itself and has angered Moscow, which has banned Montenegrin wine imports, citing sanitary failings. Montenegro's Prime Minister Dusko Markovic has dismissed the decision as politically motivated.

Macedonia parliament stormed by protesters in Skopje

Protesters stormed into Macedonia's parliament on Thursday after an ethnic Albanian was elected as speaker. A brawl broke out injuring at least 10 people, including the Social Democrat leader Zoran Zaev, who was left with blood pouring down his face. The protesters, supporters of ex-Prime Minister Nikola Gruevski's VMRO party, are demanding new elections. Politics in the former Yugoslav republic has been deadlocked since an inconclusive election in December.

Arkansas executes Kenneth Williams, fourth man in a week

Arkansas has put to death its fourth inmate within a week after a dozen years without a single execution. The four executions were carried out before the state's supply of a drug used in lethal injections could expire.

Australians worry about alcohol abuse, survey says

The vast majority of Australians worry that national drinking habits are excessive, according to new research. An online poll commissioned by the Foundation for Alcohol Research and Education also found 92% of Australians believe alcohol is linked to domestic violence. Fare surveyed 1,820 people across Australia. However one alcohol industry lobby group rejected the study as "all spin and no substance".

Texas sues FDA to release seized lethal injection drugs

The Texas Department of Criminal Justice sued the Food and Drug Administration on Wednesday after the FDA banned a shipment of lethal injection drugs to prison officials. Texas argued that the lethal injection drugs are lawful and comply with FDA standards, and that the FDA "erroneously concluded" that the drug violates 21 USC. § 355(a).

France court refuses to extradite former Kosovo prime minister

A French court on Thursday refused an extradition request for former Kosovo prime minister Ramush Haradinaj, who is facing war crime charges in Serbia. The court released Haradinaj shortly thereafter giving the parties five days to appeal. The Serbian government has stated the decision is unlawful and has recalled its ambassador in protest. Representatives of the former prime minister state that extradition would have led to an unfair and unbalanced trial. The request came after French police arrested Haradinaj in January on a Serbian arrest warrant, leading to the Serbian extradition request and Kosovo requesting the intervention of the European Union. (Click here)

Israel appoints first woman to religious court

Israel's Justice Minister Ayelet Shaked confirmed Tuesday that the country's Judicial Appointments Committee has approved the first female judge to a Muslim religious court. Both Jewish Rabbinical and Muslim Sharia courts hear marriage, divorce and other family law cases for their given religion in the country. Jewish law explicitly forbids women from serving as judges on Jewish family courts, but no similar rule exists for their Muslim counterparts. Women's advocates in the country hope the appointment will help lead to broader roles for women in Israel's judiciary. The judge, Hana Mansour-Khatib, is expected to be sworn in by Israel President Reuven Rivlin at some point in the next few weeks. (Click here)

Supreme Court rules tribal immunity does not apply to individuals

The US Supreme Court on Tuesday ruled that tribal sovereign immunity does not extend to tribal employees acting in an individual capacity. Lewis v. Clarke arose when Brian and Michelle Lewis were injured in a car crash caused by William Clarke, an employee of the Mohegan Tribe who was driving a Mohegan Sun Casino limousine. Clarke argued that he was entitled to sovereign immunity and the lawsuit should be dismissed. The Supreme Court of Connecticut agreed that Clarke was entitled to sovereign immunity and dismissed the case. Justice Sotomayor, writing for an 8-0 majority, disagreed with the Connecticut ruling, holding that when a suit is filed against an individual, sovereign immunity does not apply. Clarke was treated as an individual in the lawsuit because the Lewises only wanted money from Clarke and wanted to hold Clarke responsible for his "individual wrongdoing." The Lewises did not ask for damages from the Mohegan Tribe in the suit.

Supreme Court declines to hear General Motors ignition-switch appeal

The US Supreme Court on Monday refused to hear an appeal by General Motors on its potential liability for ignition-switch defects. The Court of Appeals for the Second Circuit had ruled against General Motors' argument that it was not liable for the defects because they were made before it formed a new company following Chapter 11 bankruptcy. In 2015, the court held that GM was, in fact, open to liability for the ignition-switch defects. With the Supreme Court's refusal to hear GM's appeal, the currently pending claims against GM will move forward. The claims have been estimated to be worth between $7 billion and $10 billion.

Russia man receives longest-ever cybercrime sentence

Roman Seleznev, the son of a member of the Russian Parliament, was sentenced on Friday for hacking into more than 500 US businesses, stealing then selling millions of credit card numbers. Seleznev was sentenced to 27 years, the longest-ever sentence for such a crime, and ordered to pay nearly $170 million in restitution. US District Judge Richard Jones took no leniency on Seleznev, despite Seleznev's pleas for mercy.

Law enforcement requests for user data up 9 percent

Requests for Facebook user information from law enforcement agencies around the world increased by 9 percent in the last half of 2016, the company reported Thursday.


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