3 Ways to Capitalize on a Referral Source Call
Lee Rosen recently blogged about 5 Ways to Mess Up a Referral Source Call. He was talking about how some people make contact with a potential referral source, then start selling themselves and virtually assure that they’ll never get any referrals from that contact.
I commend you to his post as an easy-to-digest reminder of 5 common blunders. They all boil down to being far more interested in getting your message out, than in listening to the other person and finding out how you can help them.
Now that you know what not to do, what can you do to make it more likely that the contact will actually turn into a referral source? That really boils down to 3 basic principles.
1. Find a way to help them with something.
This is the number one way to get more referrals. Studies show that when someone gives us a gift or does us a favor, we have an urge to respond in kind. So make an effort to send them a referral or at least make an introduction that they might benefit from. If you can’t do that right now, is there some information or a resource you can share? Maybe it’s a link to an article that provides an answer to a question or problem they mentioned.
Should a Newbie Solo Lawyer Represent Lindsay Lohan?
Carolyn Elefant started an interesting discussion on her My Shingle blog about whether a newly licensed lawyer should be willing to represent celebrity Lindsay Lohan in appealing her recent sentencing to 90 days in jail. It has been reported that Lohan’s lawyer in the case, Shawn Chapman Holley, no longer represents her. Rumors quickly surfaced that a lawyer licensed in November 2009, Tiffany Feder-Cohen, has taken on the representation of Lohan.
As the old saying goes, “Even bad publicity is good publicity.” This high profile case catapulted a brand new, unknown lawyer into the spotlight. Would you leap to take the case if you were in her shoes? […]
Making Your Criminal Practice More Rewarding
“The variety in a criminal law practice keeps it enjoyable. Familiarity at the courthouse makes it fun,” says Austin solo Erik Goodman, who has been board certified in criminal law since 1985. Houston criminal attorney John Parras agrees. “People charged with crimes are wealthy, poor, smart, dumb, funny, eccentric, boring, interesting and mundane. The scenarios that bring them to court are sad, funny, interesting, complicated, simple, stupid, and entertaining,” according to Parras, who has been designated as a Super Lawyer – Rising Star and began his legal career as a law clerk to Michael Tigar and Ron Woods in the Oklahoma City Bombing trial.
Yet many criminal attorneys suffer from stress and burnout. Others struggle to make ends meet. How can you keep your practice manageable, enjoyable and financially successful, too? […]
Handy Additions to Your Conflict Resolution Toolbox
“I suppose it is tempting, if the only tool you have is a hammer, to treat everything as if it were a nail,” observed the famous psychologist , Abraham Maslow. When it comes to conflict resolution, the only tool that most lawyers get from law school is a hammer.
Hammering your opponent might work in a trial, but it doesn’t create optimal outcomes in a casual disagreement. It doesn’t work very well when your “opponent” is your boss or someone you care about. It doesn’t foster healthy and productive on-going relationships at the office. Hammering the other side and trying to “win” tends to spawn resistance, rigidity, passive-aggressive behavior, escalation or chronic difficulties. Defeating your opponent rarely results in genuine resolution of the issue.
Lacking other tools, ironically, some lawyers avoid confrontation on their own behalf. I know a very effective trial attorney who wouldn’t return a shirt that was the wrong size. Conflict avoiders allow the biggest rainmaker or the loudest bully in the office to control decision-making, without benefit of their valuable input. Meanwhile the law firm experiences low morale, costly turnover, missed opportunities and wasteful mistakes.
To help you become more effective at resolving your own conflicts, as well as at helping clients resolve theirs, here’s a brief primer on a few techniques to add to your tool box. […]
Can Parenting Tips Improve Your Client Effectiveness?
Recently one of my lawyer clients described to me how he handles things with his high-strung child. As he described his process, it reminded me of how really effective family lawyers handle clients in the emotional throes of a divorce or custody battle.
In this time of economic turmoil and uncertain futures, today every lawyer has a stressed out client to deal with. See if this parent’s process might help you be more effective in managing both yourself, and those you advise, in stressful situations.
1. Prep them for everything. Let them know in advance what the two of you will each do, and what Plan B will be, if Plan A doesn’t work.
2. Prompt them during the process. As you engage in the process and things get a little scary, remind them that this is what you were expecting. […]
Social Media Gets Blockbuster in Trouble
Blockbuster was held to violate the Online service providers may need to revise their service agreements. Harris v. Blockbuster, 2009 US Dist. Lexis 31531 (N.D. Tex. April 15, 2009)
http://spamnotes.com/2009/04/17/nd-tex-rejects-blockbuster-terms-and-conditions-as-illusory.aspx?ref=rss
http://www.jdsupra.com/post/documentViewer.aspx?fid=5f0c43ba-a5ba-4446-868c-d5b3564656f2