Recently I read a post which suggested that attorneys should use referral marketing as a revenue stream – that attorneys should refer cases they cannot or will not take to other attorneys for fees. Not so fast! It’s not as easy as I give you a new client you pay me a referral fee because […]
Lawyer Communications with Clients: “What we’ve got here is a failure to communicate”
November 8, 2019 by Leave a Comment
With all due respect to one of the best prison movies (besides, in this humble blogger’s opinion, The Shawshank Redemption), Cool Hand Luke, the oft-repeated quote in the title of this blog is very apropos to the legal industry. Did you know that the number one reason most clients give for firing their lawyers is […]
Rainmaking Recommendation #180 – Recommendations, Reviews, and Testimonials (Part 2): How to Get More
August 21, 2019 by Leave a Comment
(In part one of this series, the differences between recommendations, reviews, and testimonials were detailed. In part two we will discuss how to get more reviews, And part three will be how to deal with negative reviews.) Recently, I have been offering a complimentary rainmaking training session to attorneys (please feel free to take me […]
Rainmaking Recommendation #136: Ask!
May 4, 2016 by Leave a Comment
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
April 20, 2016 by Leave a Comment
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
April 6, 2016 by Leave a Comment
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?
March 16, 2016 by Leave a Comment
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
March 2, 2016 by Leave a Comment
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
October 14, 2013 by Leave a Comment
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
February 6, 2013 by Leave a Comment
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 […]