To a large extent, your success is determined by how well you manage your leads and vital relationships, especially referral relationships with allied professionals. Unfortunately, forging and maintaining profitable referral relationships is one of the greatest challenges facing most law firms.
In the coming weeks, we’re going to discuss proven strategies for building a strong referral network. We’ll talk about how to get started on the right foot, the questions you need to ask to qualify your referral sources and properly set expectations, how to track your results, and more.
At the very least, we hope these emails help you understand the importance of the following two concepts:
Contrary to what some potential referral sources would have you believe, your value is not in the referrals you send back. Your value goes far beyond that.
Your goal is not simply to have good meetings with allied professionals. Rather, your goal is to turn meetings into revenue.
Logically enough, building profitable relationships with allied professionals begins with knowing precisely which professionals you should be meeting with. We’ll talk about that next time.
