Rainmaking Recommendation #33: Your Past Could Be Your Future

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Who was your very first client?

When was the last time you spoke with them?

The clients you have worked with in the past could be the best source of new business in the future.   Many attorneys assume that once a matter is concluded, the client has no more need for their services.   At that time they lose contact with this client.

This couldn’t be further from the truth.

Past clients hired you because they liked you, trusted you and knew you would do a wonderful job helping them with their situation.  They could be one of the best resources for new matters or referrals to new clients.  However, you must continue to nurture the relationship you have with these clients.

or example:  you negotiated the sale of business for a client.  This doesn’t have to be the end of the relationship with the client.  Do they need a new estate plan or and updated Will to reflect the sale?  Are there tax implications that need to be addressed?

You have the opportunity to not be the attorney who does a single legal transaction (case/trial) and then exits from the clients’ life, but a true advisor.  Even if you don’t engage in these practice areas, you can still become their trusted advisor as you refer them to others who can help them with this work (this is called cross-marketing).

What if you haven’t spoken to them in a long time?

So what!

Pick up the phone, write an email, send a letter – let them know that you were thinking about them and wanted to find out what has been happening in their life, their family and their business.

Renewing a relationship with a past client could just bring you a future of big business.

Rainmaking Recommendations are sent the first and third Wednesdays of the month via email to a list of amazing  attorneys who have signed up to receive them.    They are bite size tips that, when implemented will cause you to make rain.  Previously the subscribers of the tips and the readers of this blog got the information simultaneously. They are not longer being  posted immediately to this blog.  As stated above, those who are subscribed will have the Rainmaking Recommendation two weeks earlier than those who read this blog.  To get these tips sent to your email before the rest of the world reads them, please follow the instructions for subscribing.

To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq.

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Comments

  1. Your past is your future: #44. While relatively new lawyers may be well plugged into their high school classmates through FB or LI, never overlook the chance to invest in your old pals to pave the way for your mutual success. Not investing financially, but investing with your interest in and encouragement for their enterprises.
    It is disingenuous to show up at your 10th high school reunion saying “Damn glad to see ya! Can I be your lawyer?” if you haven’t stayed connected or at least reached out.

  2. Jaimie Field says:

    Susan – perfectly said! The past may be your future, but you are right that you have to continually INVEST IN YOUR FUTURE. Thanks for the comment.

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