Referrals don’t just happen.  They must be cultivated.  While you may get an occasional referral from a former client or someone you know, if you want to take your legal marketing to the next level, you need a referral system.  You cannot build a financially successful law firm with random referrals. You need people you can count on who consistently send you highly qualified leads. Your practice is too valuable to be left in the hands of random acts of fate.

So how do you do build a referral system that will bring you the results you need?

You start by developing relationships with potential referral sources and generate consistent referrals from them.  These sources may include accountants, investment advisers, business leaders, or anyone who has influence with your target market.  Depending on your practice area, your referral sources will vary.

Developing a relationship is a two-way process.  It can’t just be you asking them for referrals when you see them.  It requires regular contact and you showing as much concern for their business as you are asking them to show for your practice.  It requires a system for connecting with prospects, clients and referral sources on a regular, consistent basis.