By Stephen Fairley on Posted in Generating Referrals for AttorneysWhile attorneys always covet referrals, many fall short when it comes to cultivating referral sources as part of their law firm marketing efforts. I believe that part of this stems from the attorney mindset of always being the helper, which often stands in your way of asking for the help you need to gain more… Continue Reading
By Stephen Fairley on Posted in Generating Referrals for AttorneysHow do you continue to build relationships with referral sources when you are always crunched for time? Just like anything else that matters, you have to carve some time out for the things that are meaningful to you — and few things are more meaningful when it comes to building a profitable law practice than… Continue Reading
By Stephen Fairley on Posted in Generating Referrals for AttorneysCultivating referrals is low-cost and high-reward, and should be at the top of your list when it comes to new business development for your law firm. The #1 reason attorneys don’t get more referrals is lack of client education. Every law firm should have a long-term client education program that positions your law firm, explains your… Continue Reading
By Stephen Fairley on Posted in Generating Referrals for AttorneysIf you missed it on Monday, read my post on How to Gift Your Firm with More Referrals in 2017. When it comes to the different kind of leads that attorneys can generate for new business, referrals are the gold standard. They come to you pre-qualified and ready to “buy” from a source they trust… Continue Reading
By Stephen Fairley on Posted in Generating Referrals for AttorneysThe holidays provide an excellent opportunity for attorneys to rededicate themselves to cultivating referrals for the upcoming year. Interestingly, many attorneys fall short when it comes to cultivating referral sources as part of their law firm marketing efforts. Below are five proven steps you can take in your law firm marketing and referral strategy to build… Continue Reading
By Stephen Fairley on Posted in Generating Referrals for AttorneysThere are four primary reasons attorneys don’t receive more referrals: Your referral sources are not adequately educated about what you do You are too vague about who your perfect client is You aren’t consistently communicating with your clients You are not consistently reminding them to send you a referral So how do you identify your best client referral sources? Listen! When it… Continue Reading
By Stephen Fairley on Posted in Rainmaker Retreat Boot CampAt every Rainmaker Retreat – our two-day law firm marketing seminar – I answer a lot of questions that are top-of-mind for attorneys across the country. And it’s probably more than likely what is on the minds of those attorneys is on your mind as well. I’ve compiled some of the most common questions from our… Continue Reading
By Stephen Fairley on Posted in Generating Referrals for AttorneysAt The Rainmaker Institute, we specialize in helping legal practitioners generate more revenue and increase the quality and quantity of their referrals. One of the things attorneys most frequently ask us is: “How do I find more clients fast?” The answer to this question is deceptively simple, yet amazingly complex to resolve. Referrals are near… Continue Reading
By Stephen Fairley on Posted in Generating Referrals for Attorneys,Lead Generation for Law FirmsThe top four sources of attorney referrals include: 1.Current and former clients 2. Other attorneys who do what you do (conflict work) 3. Non-competing attorneys 4. Non-attorney professionals We’ve identified some of the top reasons why you are not getting more referrals: Lack of education — you have not educated your referral sources on these… Continue Reading
By Stephen Fairley on Posted in Strategic ReferralsWhat have you done in the past three months to build relationships with potential referral partners? Here are the three ways to help you develop strong referral relationships: 1. Take An Active Role There is an old saying that “to have a friend, you must first be a friend.” Don’t wait for someone to take… Continue Reading
By Stephen Fairley on Posted in Generating Referrals for AttorneysIn working with hundreds of attorneys every year, one of the things they often tell me is that they dream of having a referral driven law practice. I understand that completely! Who wouldn’t want a referral driven business? Your marketing would cost you far less, and the people referred to you would be predisposed to… Continue Reading
By Stephen Fairley on Posted in Generating Referrals for AttorneysEvery attorney knows that referrals and returning clients are some of their strongest sources of business. So, how do you stay connected? How do you stay on their radar? I will begin with a well-known marketing principle – the Law of 7 Touches. Under this proven theory, it takes seven meaningful touches to make a… Continue Reading
By Stephen Fairley on Posted in Law Firm Marketing,Strategic ReferralsThe key to identifying your best client referral sources is simple: listen! When you listen to your clients, you learn what they want. Delivering what they want makes for more referrals and better client retention. Sounds simple, yet so many professionals are poor listeners. Whether you’re too busy to listen or think you already know… Continue Reading
By Stephen Fairley on Posted in Law Firm Development,Law Firm MarketingThere are many truths I have learned over the years from working with more than 10,000 attorneys across the country. When it comes to business development for law firms, none are more important than the truths I have learned about referrals. Referrals are like gold to attorneys, but just like real gold, you have to… Continue Reading
By Stephen Fairley on Posted in Generating Referrals for Attorneys,Law Firm MarketingIntuitively, we all know that when we’re off the radar, we’re not on our clients’ minds. At the same time, every attorney knows that referrals and returning clients are some of their strongest sources of business. So, how do you stay connected? How do you stay on someone’s radar throughout the year? There is a… Continue Reading
By Stephen Fairley on Posted in Law Firm MarketingIf you want to get 2015 off to a blockbuster start in terms of new business, I have a few ideas for you. You’ll want to get started now, which the normally slow holiday time will probably allow you to do. Clients When business demands slow as they always do around the holidays, take the… Continue Reading
By Stephen Fairley on Posted in Law Firm MarketingBuilding a great referral network begins by identifying the people who already have a relationship with the people you want as clients. For example, if you target small business owners, you would look for those who already have a relationship with small business owners. These could be accountants, financial planners, local bankers, CPA’s, commercial real… Continue Reading
By Stephen Fairley on Posted in Law Firm Marketing,Law Firm WebsitesAccording to a recent ABA survey, 46% of those surveyed say they go to a trusted source like a family member or friend to find an attorney. That certainly comes as news to no one. Referrals continue to play a huge part in new business for attorneys because they are based on trust, and trust… Continue Reading
By Stephen Fairley on Posted in Law Firm Marketing,Law Firm WebsitesA member of our marketing team was discussing with me a problem that I find a lot of our clients have: asking for referrals without feeling embarrassed. We know that many attorneys build a good portion of their practices on referrals – yet, why is it so many feel almost ashamed to ask for a… Continue Reading
By Stephen Fairley on Posted in Law Firm Marketing,Law Firm WebsitesAttorneys know when it comes to law firm marketing, referrals are the best way of finding new clients, but there are 4 common myths I would like to dispel about referrals: Myth 1. Clients are the best source of referrals. This surprises a lot of attorneys when I tell them this is a myth. Clients… Continue Reading
By Stephen Fairley on Posted in Internet Marketing for Lawyers,Law Firm MarketingAs an attorney today, you know your reputation and your skill as an attorney are highly important to the success of your practice. However, to build a thriving practice impervious to ebbs in the economy, client referrals are of the utmost importance. They should play a key role in your law firm marketing approach. Interestingly,… Continue Reading
