How Process Servers Embrace the 40% Rule to Become Exceptionally Successful?

Author:  Brani Andreev, MBA, is an expert in nationwide management of process service, consultant, speaker, and developer of the breakthrough Management Model of the 4Ps™ that ensures the consistent quality of process service.
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​Most limits are self-imposed. The difference between good and great comes from pushing yourself beyond them...

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Over the years, we have helped many process servers throughout the United States and have had the opportunity to talk to dozens of extremely successful servers with different levels of experience. One of the favorite questions we ask is: "What got you here?"

The answer reveals a simple truth about success, and the process servers who actually achieve success.  During the current times of change, many process servers feel they are on the downside of advantage. It seems that it is tempting for them to rationalize that incredibly successful process servers were blessed with some advantage. Intelligence. Talent. Education. Connections. A special something.  

In reality, that never turns out to be true. Almost to a person, highly successful process servers consider themselves to be average in almost all things.  Sometimes even below average. Their only "advantage" was hard work.

So what is the secret you may ask? What is that special something that makes some process servers really successful?

Mental toughness. Determination. Willpower. Perseverance. 

Whatever word you use, the ability to overcome roadblocks, to push through hesitation and discomfort and even just boredom, and keep working toward a long-term goal, is what allows "ordinary" process servers to accomplish extraordinary things, to stand apart from others, to "land" this great law firm as a client, to succeed and perhaps most important - to retain that level of success for years to come.

Take Dave from Michigan for example (Dave is the name we chose to use for all successful process servers we talked to). Dave is decidedly average. No special background in process service when he started 10 years ago. It has been a difficult few years struggling with learning the rules and regulations of service of process. Finding clients was challenging as it seemed most law firms in the area already had someone they were using, even though they were not particularly happy with who they had as a process server. Dave persevered. He diligently continued to do his work with utmost dedication. No matter how large or small a law firm was, Dave approached each one of them with the same excitement, attention and respect. Doing the extra little something, like a skip trace, even when the client never asked for it, or providing a timely affidavit, Dave kept his focus on how to best serve each and every client that called or reached out to him. Day after day. Year after year. It is when he least expected it that the miracle happened - both local and large law firms started calling him to take care of their service of process. They have heard how great Dave was from other clients. Yes, the miracle happened. Except it was not really a miracle. It was Dave! 

You, as a person and as a process server,  you always​ have more in you than you think.

When you are doing something difficult and think you need to stop, you have more in you. When you are trying to find and serve this person who has been avoiding you and are ready to give up, you have more in you. When you are about to give up on running out for that paralegal who called you at the end of the day with a rush service to handle, you have more in you as a process server. When you are about ready to give up on yourself, because finding new clients seems so unattainable, you have more in you. And when you are about to give up on process service because your business does not seem to be working out as you have hoped for,  you definitely have more in you!

Why? Because most of our limits are self-imposed. Over time, process servers set those limits for themselves. They listen to other servers complaining how hard it is, and they give up. How long will we stick with a challenge before giving up and moving on? How long will we stare at a whiteboard, trying to think of a way past a problem, before giving up and moving on? How many cold calls to law firms or paralegals are we going to make? Emails to send? Proposals to create? Bids to participate in? Follow-ups to make?
 
Those limits only seem real because habit has created them. But they are not real.

Think of a time when fear helped you push past what you thought was a barrier. Think about a time when a huge incentive helped you push past what you thought was a barrier to the success of your process service business. Then, you could do more. Because as it turns out, your limit was only 40 percent of what you were truly capable of achieving.  

Next time you think you have reached your cold-call limit as a process server, make one more. Next time you think you have reached your training limit, take another class or read another helpful article. Next time you think you have reached your quality in the service you provide your clients,  double-check your limit, check again, and find yet another thing you can improve. Challenge yourself to see if you can do even better. And you will realize that your limits as a process server are self-imposed. You will realize that your self-created limits are what holds you back from achieving success as a process server! You realize that you can accomplish a lot more than you once thought possible!
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​Source: Ink

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