By: James M. Brown, Esq.
Attorney referrals are important but expensive. If you’re paying co-counsel fees (don’t call them referral fees, that’s unethical) you are giving away a big chunk of the money you have earned. Don’t get me wrong, you still want the cases and you aren’t paying until you receive the fee and still want to increase the amount of attorney referrals you are getting. If you treat attorney referrals properly they will refer you more clients who you do not pay a co-counsel fee on.
First look to other contingency fee practices in the area that you do not handle. If you only do personal injury try to get firms that only do Social Security and Worker’s Compensation to refer to you. Refer cases to them that they can handle and create a mutual agreement on co-counseling cases.
Make speeches and seminars in the areas of those potential referrals. Be sure to identify yourself as the expert the audience wants to refer their cases to. Make what you do seem complicated enough that they do not want to consider adding another area of law to their practice. It is crucial in this presentation to make your audience of attorneys aware of cases that they may not recognize in a cursory phone call. You would rather have them refer every potential good case to you for a decision than to let them decide whether or not the prospect has a viable claim.
There are attorneys out there who would never think of associating with the contingency fee lawyer. Don’t overlook them. They may get a case a year for you or it may be a case every five years. It’s not expensive to keep your name in front of them compared to the potential return you have.
Let’s start with the bankruptcy bar. Many people file for bankruptcy because of a disability. Every Social Security attorney should want to befriend this group. Speak to them. Put them on your email blast list. Direct mail them. Workers’ comp lawyers also cannot afford to overlook them. Although not as potent a source of referral as it is for Social Security, there are still a lot of injured workers who end up having to file for bankruptcy. Let the bankruptcy attorneys know of your existence and you also will get some referrals.
The family law attorneys are ripe for all contingency fee attorneys. Social Security and Worker’s Compensation practices can provide invaluable information to the specialist. They also don’t understand your area of law when someone is going through a divorce. If they know you they will refer someone to you. It is amazing how many couples are driven to divorce because of an injury or disability. When someone is going through a divorce and is injured they almost always ask the attorney representing them when they’re divorced who to call for representation. Make yourself known.
The business bar is untapped but can send a lot of clients your way. Often someone will be selling a business because they were injured in an accident or are disabled. Corporate mentality does not always think sue or file for disability. Their business lawyer may not think that way either. If you plant the seed in their mind it can grow.
Prepare a brochure on high-quality paper. Make sure it is recycled paper. Next, have embossed stationary and cards done on high-quality recycled paper. Prepare a letter to attorneys that will explain your practice, your passion for what you do and your willingness to speak with them about any of their clients who may need your services. A direct mail house can get you the list of attorneys in any area of law if your state board does not sell this.
Send a letter with the brochures and two cards. If you cannot do it efficiently in-house, the mail house will do it for you at a very reasonable price.
What you do in this regard has to be done in a very classy way. It will generate business from attorneys who have never heard of you, don’t believe in what you do or could never imagine knowing anyone who would need your services.
That’s perfect. It is just what we’re looking for.
About the Author
James Mitchell Brown, Esq. is the nation’s leading consultant for contingency fee law firms. He consults on marketing plans; crisis management; business plans; office efficiency; buying and selling practices; retirement planning and most other issues regarding a practice. He can be reached at jim@attorneyconsultants.com
Attorneys – Check it Out!! LET STEVEN HEISLER, “THE INJURY LAWYER”, AND THE LAW OFFICES OFSTEVEN H. HEISLER BE YOUR GO TO INJURY ATTORNEYS IN THE STATE OF MARYLAND. If you have a client who has been in an accident, job injury, or any other type of injury in Maryland, don’t hesitate to call or email Steve personally to discuss. Steve has received referrals from numerous attorneys throughout the United States and will gladly provide references. sheisler@injurylawyermd.com410-625-4878 (HURT)877-228-4878 (HURT)www.theinjurylawyermd.comCell- 443-854-2471
Quick Tip!!By: David M. Ward, Esq.
You love getting positive reviews, don’t you? They’re worth their weight in Gold-Pressed Latinum. Same goes for testimonials.
Reviews and testimonials from clients, and endorsements (from other professionals, industry experts, and so on), are some of the most valuable tools you can use for marketing your practice.
If you get them, use them. Let your clients tell prospects how wonderful you are.
The easy way to get more reviews and testimonials is to ask clients to fill out a survey or evaluation form at end of the case. Allow room to “talk” about how they were treated, what they like about the results you got for them, and so on.
You’ll get something you can use.
What’s that? Your state or country or firm won’t let you use testimonials in your marketing?
Sounds like you better move.
No? Okay, don’t fret. You can use something that’s almost as good: success stories.
Write a story about a case or matter. Describe the problem, issues, and obstacles that were presented to you, what you did for the client and the outcome.
“Recently, a client called me about [problem]. [Add details–costs, pain, obstacles–legal and factual–and, describe the client’s pain and/or frustration.]”
Describe what you did for the client and how happy they were as a result.
Simple.
Okay, sure, if you have to add “results not typical” or other crap you’re required to add, do it.
And then use the hell out of that story.
Prospective clients want to know what you do. They want to hear what it will be like to work with you.
They want to know that you know what you’re doing and a success story is much better than you “telling” them that you do.
Success stories should be a staple in your marketing. Write one today and start using it tomorrow.
Next week, you can write a client horror story. You know, about that client who didn’t follow your advice and made things worse.
About the Author
David Ward is an attorney and marketing consultant to attorneys. His website is The Attorney Marketing Canter where he offers a free newsletter about marketing, productivity, and personal development.
You can learn more at http://attorneymarketing.com
That’s it for this week. I’ll have a brand new issue for you this time next week. Also, if you have any questions or comments about the content in this newsletter please email me at sheisler@injurylawyermd.com ~SHH
By: James M. Brown, Esq.Attorney referrals are important but expensive. If you’re paying co-counsel fees (don’t call them referral fees, that’s unethical) you are giving away a big chunk of the money you have earned. Don’t get me wrong, you still want the cases and you aren’t paying until you receive the fee and still want to increase the amount of attorney referrals you are getting. If you treat attorney referrals properly they will refer you more clients who you do not pay a co-counsel fee on. First look to other contingency fee practices in the area that you do not handle. If you only do personal injury try to get firms that only do Social Security and Worker’s Compensation to refer to you. Refer cases to them that they can handle and create a mutual agreement on co-counseling cases. Make speeches and seminars in the areas of those potential referrals. Be sure to identify yourself as the expert the audience wants to refer their cases to. Make what you do seem complicated enough that they do not want to consider adding another area of law to their practice. It is crucial in this presentation to make your audience of attorneys aware of cases that they may not recognize in a cursory phone call. You would rather have them refer every potential good case to you for a decision than to let them decide whether or not the prospect has a viable claim. There are attorneys out there who would never think of associating with the contingency fee lawyer. Don’t overlook them. They may get a case a year for you or it may be a case every five years. It’s not expensive to keep your name in front of them compared to the potential return you have. Let’s start with the bankruptcy bar. Many people file for bankruptcy because of a disability. Every Social Security attorney should want to befriend this group. Speak to them. Put them on your email blast list. Direct mail them. Workers’ comp lawyers also cannot afford to overlook them. Although not as potent a source of referral as it is for Social Security, there are still a lot of injured workers who end up having to file for bankruptcy. Let the bankruptcy attorneys know of your existence and you also will get some referrals. The family law attorneys are ripe for all contingency fee attorneys. Social Security and Worker’s Compensation practices can provide invaluable information to the specialist. They also don’t understand your area of law when someone is going through a divorce. If they know you they will refer someone to you. It is amazing how many couples are driven to divorce because of an injury or disability. When someone is going through a divorce and is injured they almost always ask the attorney representing them when they’re divorced who to call for representation. Make yourself known. The business bar is untapped but can send a lot of clients your way. Often someone will be selling a business because they were injured in an accident or are disabled. Corporate mentality does not always think sue or file for disability. Their business lawyer may not think that way either. If you plant the seed in their mind it can grow. Prepare a brochure on high-quality paper. Make sure it is recycled paper. Next, have embossed stationary and cards done on high-quality recycled paper. Prepare a letter to attorneys that will explain your practice, your passion for what you do and your willingness to speak with them about any of their clients who may need your services. A direct mail house can get you the list of attorneys in any area of law if your state board does not sell this. Send a letter with the brochures and two cards. If you cannot do it efficiently in-house, the mail house will do it for you at a very reasonable price. What you do in this regard has to be done in a very classy way. It will generate business from attorneys who have never heard of you, don’t believe in what you do or could never imagine knowing anyone who would need your services. That’s perfect. It is just what we’re looking for.
About the Author
James Mitchell Brown, Esq. is the nation’s leading consultant for contingency fee law firms. He consults on marketing plans; crisis management; business plans; office efficiency; buying and selling practices; retirement planning and most other issues regarding a practice. He can be reached at jim@attorneyconsultants.com
Attorneys – Check it Out!! LET STEVEN HEISLER, “THE INJURY LAWYER”, AND THE LAW OFFICES OFSTEVEN H. HEISLER BE YOUR GO TO INJURY ATTORNEYS IN THE STATE OF MARYLAND. If you have a client who has been in an accident, job injury, or any other type of injury in Maryland, don’t hesitate to call or email Steve personally to discuss. Steve has received referrals from numerous attorneys throughout the United States and will gladly provide references. sheisler@injurylawyermd.com410-625-4878 (HURT)877-228-4878 (HURT)www.theinjurylawyermd.comCell- 443-854-2471
Quick Tip!!By: David M. Ward, Esq.
You love getting positive reviews, don’t you? They’re worth their weight in Gold-Pressed Latinum. Same goes for testimonials.
Reviews and testimonials from clients, and endorsements (from other professionals, industry experts, and so on), are some of the most valuable tools you can use for marketing your practice.
If you get them, use them. Let your clients tell prospects how wonderful you are.
The easy way to get more reviews and testimonials is to ask clients to fill out a survey or evaluation form at end of the case. Allow room to “talk” about how they were treated, what they like about the results you got for them, and so on.
You’ll get something you can use.
What’s that? Your state or country or firm won’t let you use testimonials in your marketing?
Sounds like you better move.
No? Okay, don’t fret. You can use something that’s almost as good: success stories.
Write a story about a case or matter. Describe the problem, issues, and obstacles that were presented to you, what you did for the client and the outcome.
“Recently, a client called me about [problem]. [Add details–costs, pain, obstacles–legal and factual–and, describe the client’s pain and/or frustration.]”
Describe what you did for the client and how happy they were as a result.
Simple.
Okay, sure, if you have to add “results not typical” or other crap you’re required to add, do it.
And then use the hell out of that story.
Prospective clients want to know what you do. They want to hear what it will be like to work with you.
They want to know that you know what you’re doing and a success story is much better than you “telling” them that you do.
Success stories should be a staple in your marketing. Write one today and start using it tomorrow.
Next week, you can write a client horror story. You know, about that client who didn’t follow your advice and made things worse.
About the Author
David Ward is an attorney and marketing consultant to attorneys. His website is The Attorney Marketing Canter where he offers a free newsletter about marketing, productivity, and personal development.
You can learn more at http://attorneymarketing.com
That’s it for this week. I’ll have a brand new issue for you this time next week. Also, if you have any questions or comments about the content in this newsletter please email me at sheisler@injurylawyermd.com ~SHH
