3 Steps to Building Rewarding Referrals

I was recently coaching a law firm partner at a small east coast law firm who was lamenting how slow new business has become in the past few months. As we talked, I asked him, “What have you done in the past 3 months to build relationships with potential referral partners?”

He mentioned going to lunch a few times and speaking with a couple of people over the phone when they made a referral to him. I asked him to open up his Outlook contact database; there were more than 200 non-client contacts in it including: accountants, financial planners, angel investors, business brokers, and private investment bankers.

Here's the 3 steps I shared with him to develop the relationships in his “golden Rolodex.”

Step 1: Take an Active, not Passive, Role

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DISCLAIMER: Because of the generality of this update, the information provided herein may not be applicable in all situations and should not be acted upon without specific legal advice based on particular situations.

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