In this blog post, I’m letting you peek behind the curtain. I will give you the steps involved in this law firm marketing system that has helped many a client increase business.

  • Identify several professions or industries that already have trusted relationships with your target market. 
  • Build or buy a database of potential referral sources ( and are two great list-building resources.). 
  • Focus on refining your Unique Competitive Advantage by answering this question: “Why should, someone hire me versus any of my competitors?”
  • Create a form letter that includes who you work with, how you are different and a personal invitation to get together to determine if/how you could work together. 
  • Send out 10 to 20 letters per week. 
  • Have your assistant call the people you sent letters to and determine their level of interest in connecting with you. 
  • Have your assistant set-up appointments for you over lunch or coffee. 
  • When you meet with prospective SRP’s (Strategic Referral Partners), find out more about their businesses and how you can help their clients. 
  • Ask compelling questions to let them know you are interested in building a mutually-beneficial referral relationship, and remember to ask the best question: “How would I know if the person I’m talking to would be a great referral for you?” 
  • Ask them if they would be willing to send you referrals. 
  • When possible, try to send them a referral in the next 30 days. 
  • Follow-up every 4 to 6 weeks to stay connected with them (Send them a letter, article of interest or one of your press releases.)


Do you want to double your law practice, increase client referrals and make more money in these challenging economics times? Then subscribe to The Rainmaker Advisor Journal. To get your free trial copy, go to: