I’m not. However, I realize that many lawyers are uncomfortable – actually many people are – asking for referrals.

It gets worse when one suggests that lawyers should ask for testimonials. Both are important for business development however. It’s instant credibility. If a client or former client or even just a contact suggests that someone

The vast majority of new legal work for lawyers comes from referrals, whether they be from clients, former clients, or other people who, know like and trust you. Often called word-of-mouth marketing, primarily new work comes because of what other people say about you. (One exception obviously is plaintiff’s work, which is basically garnered through

After 25-plus years in marketing lawyers, it continues to amaze me that some lawyers do not understand why cross-selling so often doesn’t work.  The thinking seems to go, “I’m good at… (fill in the blank), we’re partners, and they should just refer ‘their’ clients to me so I’ll have more work.”

The question is “why

Most lawyers understand the referral adage "give to get." It’s pretty simple really. If you refer potential business to others, most will refer work in return, if for no other reason than they’ll feel an obligation to do so. Not everyone does, but most will.

Unfortunately, many of us are regularly guilty of not proactively

How did you find your last real estate agent? I bet it was via a referral. Take a lesson.

Some of the greatest marketers I know are realtors. And when it comes to referrals? They’re masters. In fact, most established real estate agents work solely off referrals from past clients. Sure, the businesses may be