The general step is to position yourself as a sort-of “Go To” source for your clients, former clients, and colleagues for all types of legal/professional advice and referrals. The simple, specific action step is to keep an ever-expanding attorney (and general professional) referral list for lawyers outside your region and outside your practice areas.
Then develop the client trust and make sure people know that all of their legal/business/financial questions should start with a call to you and then big things happen like this…
First, you encourage greater client contact and client conversation. Even if this call serves only as a referral to someone else your relationship with the client is improved and your advice is deemed more valuable. Plus, this additional client conversation allows for you to probe the situation and new legal work is often discovered.
Second, you get to know the other professionals on your referral list and you often might find yourself creating some productive referral sources back-to-you. I know of a couple established firms where I’m on their referral lists and it’s great for me. Other professionals, a lawyer’s best client source.
So get to know some other lawyers, start keeping a referral list of lawyers by geographic/practice area, then communicate your “resource” to clients and lawyers alike and….
REAP THE BENEFITS!
RSS
Twitter
Facebook
YouTube
