As lawyers, we often rely on other lawyers to send us cases. We build our ‘referral network’ with lawyers who handle cases that are different from and complement our specialties. After encountering a few lawyers who lack “seychel” (a Yiddish term that means ‘common sense’) I thought I’d post the four easy ways to lose your lawyer referral base. See if these apply to you.
1. A lawyer sends you a potential new client. You fail to call and thank him.
2. A lawyer refers a person who just called them. You retain that client and fail to send a personalized thank you note to your referring lawyer.
3. A referring lawyer, who you have had a good relationship with for years, calls you and tells you he’s sending a family friend to you for a legal problem. He asks you to take good care of him. You assure him you will. You never follow up and let the referring attorney know what happened or whether you were retained.
4. You retain a client and never let your referring attorney know the status of that case.
If these four scenarios sound familiar, I have a suggestion:
Go through every one of your files and keep your referring attorney in the loop. In many states, referring attorneys take on the same legal responsibility as you do, even though they may be ‘hands-off’ and have nothing to do with the day-to-day workings of the case. Send a note; an email; a thank-you; a phone call to let your referring attorney know you’re hard at work on the case he sent you.
Failure to follow these simple steps will result in fewer calls by your referring attorneys. Guaranteed.
What does this have to do with creating attorney video?
How about creating a video geared toward your referring attorneys. Explain the process of what you do once you take on a referred case and how often you expect to update that attorney.
Thanks for taking the time to read my blog. Have a great day!
Gerry is a New York medical malpractice and personal injury trial lawyer in practice for over 21 years. He has produced and created over 200 educational and informative videos to help consumers understand how lawsuits work in the State of New York. If you want to see how Gerry has used video to promote his own practice click here.
Gerry created the Lawyers’ Video Studio to help lawyers get onto video. To get started with creating video to market your legal services, Gerry offers a simple and cost-effective turn-key video creation system where he does everything for you except appear on camera, click here to learn more.