During coaching sessions I always ask clients “did you thank (so and so) for that referral you just mentioned?” Sometimes the response is “oh yeah, I need to do that.” Thanking referral sources should not be something you have to remember to do. It should be automatic. Best if you have a system in place

In my early lawyering days as an assistant attorney general in North Carolina, I had the privilege of having one of the best, most efficient secretaries possible. (I even tried to get her fiancée a job in town, so they wouldn’t move out of state after the wedding. He “suggested” nicely that I mind my

Focusing on prospects in a down economy – or any economy for that matter – is far down my list of suggested marketing priorities. On a scale of 1 to 10, I’d rank it a 15. Business development activities should be focused on existing clients and referral sources 99.9% of the time in my opinion.

The two best sources of new business for lawyers are current clients and referral sources (also referred to as word-of-mouth). Having just finished an action plan last week for a relatively new, young lawyer who does not have his own client base, it became pretty obvious that the place for him to start in building a

After getting more work or referrals from clients, the next best source of new business is from referrals from other sources. Many of the same types of business development activities you undertake for clients are effective for referral sources as well. They include: visiting their offices, seeking feedback, sending them clients, sending information of interest and newsletters, etc.