EPISODE #12 - Building a Referral Network

This episode talks about steps solo or small firm practitioners can take to help build a steady stream of referrals. The hosts discuss the benefits of a referral-based practice which provides a base of clients who come to your practice already having been pre-screened and eager to be helped. The positive expectation of a referral client increases the likelihood that you will be retained by them.

Keys to building a referral client base are similar to building a valuable network:

· Always keep referrals on top of your networking and referral partners’ minds by mentioning it during networking opportunities
· Provide value to your referral partners by keeping them in the loop about the case and thanking them promptly for the referral even if it does not pan out to a new client
· Remind potential clients that since your business is referral-based it is important that you do a good job on their case so that the potential client will become a referring client.
· Give referrals back to lawyers who refer you clients or if you can’t do that then find other ways to give value and make it a two-way street – take them out to lunch, send them an article related to their practice, tickets to a ballgame.
While it can be time-consuming to devote so much time to building a referral-based practice, it is vital if you want to have a consistent flow of business and is well worth the time you put into it.