Rainmaking Recommendation #136: Ask!

The past few Rainmaking Recommendations have focused on building referrals. However, the one thing that I haven’t told you to do to get more referrals is to just ask for them. What’s the worst thing that can happen? They say no. But what if – just what if – you have been a great referral […]

Rainmaking Recommendation #135: Create a “Breakfast Club” for Referrals

Last year, the movie “The Breakfast Club” celebrated its 30th anniversary. For those who haven’t seen it (and I cannot image that is a lot of people), it is about 5 high school students from different walks of life who get sentenced to a Saturday detention where they find they have a lot more in common than […]

Rainmaking Recommendation #133: Strategic Referral Partnerships

For the past few Rainmaking Recommendations we have been taking about referrals: That referrals can become the lifeblood of your practice, The psychology of referrals, and How to tell people what you do to get more referrals. Today, I want to discuss Strategic Referral Partnerships. Strategic Referral Partners are the companies and individuals who are […]

Rainmaking Recommendation #132: Want More Referrals? Do They Know What You Do?

When asked by someone – whether at a party, a networking event, at a family reunion – “what do you do?”, too many attorneys answer: “I’m a lawyer.”  Or maybe you switch it up and say: “I’m a __________ (fill in practice area) attorney. You and 1.3 million other people who practice law in the […]

Rainmaking Recommendation #131: The Psychology of Referrals

In the last Rainmaking Recommendation, I mentioned that there is one sure fire, free way to grow your book of business – referrals.  I also said that I would continue this conversation so that you create a systematized way to get the best referrals from clients, prospects and referral sources. However, in order to move […]

Rainmaking Recommendation # 80: They Think I’m a Pest

The part of Rainmaking that I try to pound into my client’s heads is “follow up, follow up, follow up”. But how many times should you try to get in touch with someone before you become a pest? There is no magic number.  While some may say 3 times, others say 6 times and some […]

Rainmaking Recommendation # 73: Birthday Wishes

Monday, February 4th was my birthday.  I’m not saying this to get more birthday wishes. In fact, I received: 183 wishes on Facebook  – to which I responded individually to each person with a thank you, 5 birthday phone calls –  4 of them from my family members, 3 physical birthday cards (I remember when […]

Rainmaking Recommendation # 59: “If you always do what you’ve always done. . .”

“If you always do what you’ve always done, you’ll always get what you’ve always got.” Henry Ford (1863-1947), American founder of the Ford Motor Company The above quote is in response to a question I received from a new client who has been practicing law for more than 15 years who, in our first coaching […]

Stick With What You Know!

Recently, on many of the social networks which I frequent, I have noticed attorneys asking questions about practice areas in which they obviously do not practice.  Usually this is from a solo practitioner or small firm attorney.  The post inevitably starts with: “I have potential clients who needs . . .” and continues to ask […]

Rainmaking Recommendation # 57: Create your own Networking Group

What type of law do you practice?  What industry do you target?   In each area of practice there is a list of people who work in the same in industry who do not practice law.  People like accountants, psychologists/therapists, and other vendors who concentrate on the same group of people/businesses you are trying to reach […]