Referral Magic Success Stories

The following letters are from lawyers who ordered The Referral Magic Marketing System. These attorneys have very different backgrounds and practices. Their stories illustrate that there are many ways to market legal services, and that marketing can be as pleasant and fulfilling as it is remunerative.

Another thing these stories show us is that marketing isn't something you just do to bring in business, and then you're done. Marketing is something integral to everything a professional is and does. Once you understand this, once you give in to the process and stop fighting it, amazing things can happen. 

On many of these, I had to remove the writer's email address, phone number, and sometimes, their last name, to protect them from the onslaught of calls and emails they were getting. (Lawyers do their homework!) But I have the originals of all letters on file.  

I'll be posting more of these stories. I hope that one day, I'll be able to post yours.

This first letter is from an experienced commercial real estate lawyer who was starting a position with a new firm. He had done little or no marketing before ordering the course. I chose his letter because it shows us that the best marketing "technique" is not a technique at all. What makes us successful in marketing is our attitude. As this letter shows, one of the easiest ways to attract clients and referral sources is by being enthusiastic.

Dear David,

These materials [Referral Magic] are great! Just through my excitement and talking to clients and brokers, I'm already bringing in more business and referral sources. 

My new firm was surprised when I came for lunch this week with a big contract in hand. Another was faxed in while I was there, and a call came in for me while we were walking out to lunch!

I don't start work 'til Monday!

Thanks for waking me up. I'll keep you posted.

Dave R., Rochester, NY

P.S. I get 40% of all my clients' billings!

The next letter is from a young lawyer who is just starting his career. His story demonstrates that you don't need to have an existing clientele or know a lot of people to generate new business (he had just moved to a new city). It also shows the value of using what you know and who you are, rather than trying to become something you are not. Listen to the extraordinary results he has achieved using only a few ideas. 

David,

Thank you for your ideas on my next mailing. [I had critiqued a letter for him].

To say your Referral Magic course has worked for me is an understatement! I am the star marketer at my firm and the Partners have really taken notice. They told me that in the 50 year history of the firm they, "have never seen a first year associate bring in as much business as [I] have and in fact have never seen a first year associate bring in any business at all." Allow me to illustrate. 

I always knew that I wanted to be a lawyer, but in college I realized that lawyers were arguably in oversupply. So to make myself as rare as possible I earned a Bachelor of Science in Nursing. (Rationale: two professional degrees were better than one.) Then I went to law school, graduating in May 1998.

I know that in any business... and most especially in the law... the rainmakers are the most valuable members of the organization. Therefore, when I passed the bar (November, 1998)I wanted to become a legal specialist in "rainmaking." That is, I was more concerned about learning the how-to's of legal marketing than how to actually practice law. 

In this pursuit, and even prior to knowing that I passed the bar exam, I invested in your materials. That was the luckiest day I've had since I was able to cajole my lovely wife into marrying me eight years ago.

With your course (and with my heartfelt thanks to you) I am developing into that expert rainmaker. Let me explain some of the RM methods I have put to work.

Thank You's. I am religious about sending thank you notes. My secretary and the the firm office manager say they have never seen anyone send as many thank you notes as I do. (I am proud of this.) People appreciate being thanked and they talk about it.

In the nine months that I have been licensed I can trace at least two referrals to thank you notes alone. Why? I believe that thank you notes evidence your care and accessibility, qualities often not associated with the legal profession.

In addition to thank you notes, I believe small thank you gifts are appropriate for those that you really appreciate. Because I am such a big Star Wars fan and I knew that the opening of the Phantom Menace would be the biggest of the decade I obtained 28 tickets for opening night. 

At the time Star Wars opening night tickets were the hottest in town; I had them and I will never tell how I scored them. Anyway, after I let the partners buy a limited number of tickets I gave the rest away to my primary referral sources and others that have helped in building my practice. The whole event was a smashing success; I built much loyalty among those I invited and I looked like a wonderboy to the partners in the firm.

Niche Marketing. Taking your advice I decided to market to specific niches.

Because of my background and education, I decided to first market my services to nurses and chiropractors. (I maintain Registered Nurse licensure and my father is a Chiropractor). This has turned out to be excellent advice because these people see many injured patients and are good referral sources if you want to develop a PI practice (one of my interests).

What is important is I approached these markets from the perspective of what I can do for them professionally and not focusing on their PI referrals. I marketed to these niches primarily through two avenues so far: workshops and surveys.

Surveys: As you suggested in RM you must befriend the influence centers within your niche markets. There is no better way to do this than through surveys. I started with the Nurse Practitioners (NP).

Being brand new to my city I did not know who to approach until I remembered meeting an NP at Church. I explained to her that I was a new nurse-attorney in town and wanted to develop legal services catering to the needs of NP's. I explained that in this pursuit, I wanted to conduct a NP survey (attached) aimed at finding what legal services NP's wanted and needed so that I could tailor my practice accordingly. I then asked her to refer me to the local leaders in the profession so that I could enlist their help in developing the survey.

She obliged with a name and I followed up. Next, I contacted this leader and explained what I had in mind... she enthusiastically offered her help.

She made suggestions on the survey I had drafted and referred me to other local leaders so that I could enlist their help. After we completed the final polishing of the survey my contact offered me her mailing labels for the regional NP group. There were approximately 130 names on the list.

Because I established such a good rapport with this leader I also asked if she would introduce me and my plans to this group via letter (on her stationery) to be sent with the surveys. She readily agreed. 

Also, during the course of our work on the surveys my contact invited me to speak to the regional NP group. So in addition to the her intro letter, the surveys and a letter I drafted, we also enclosed an invitation to my first workshop (see comments below). In any event, this package went out to these 130 NP's and and I got 42 responses!! 

Also, each survey participant requested to be put on my mailing list. I am now following up with the survey results to those that participated along with a special offer (that's the mailing I refer to in Paragraph 1 Supra).

Chiropractic Survey: I also started this same process with the chiropractors but I have not yet finished. The reason? I contacted the local chiropractic leader to take him to lunch and enlist his help. We hit it off from the very first minute. He indicated that he would be happy to help after he resolved some business issues with his partner. 

About a week later he called to take me to lunch. He then proceeded to ask me whether I knew anything about dissolving a partnership. I assured him that what I could not handle the partners in my firm could. He hired me on the spot!

Since that time we have become very good friends and he has been so happy with my work that he arranged for a weekend beach condo for my wife and I as a bonus (on top of my fees which he has been paying regularly). In addition, he has referred three quality auto wreck cases to me. When we finish up with the dissolution we will get back to the surveys. But for the time being I can't complain; he has told me I will be his attorney for life!

Workshop: I have given a total of four workshops to the local NP's (two of these were actually as a guest speaker in the NP program at the local university). The topics were contract negotiations for the NP and NP liability minimizers. For each of these I developed a fill-in the blank outline handout (attached) which has proved to be popular; it also keeps my lecture focused and meaty. 

Of course, I met with each attendee and a few have become clients for contract issues and one has chosen to hire me to pursue a potential False Claims Act (Qui Tam Action). The Qui Tam is potentially a seven figure case. 

I plan on doing workshops for the chiropractors on Letters of Protection -- I wrote an article on LOP's in law school-- but am holding off because right now I cannot handle the volume of work that such contacts will bring (a very good problem).

In conclusion, RM has transformed me into a legal marketing dynamo and I have already built a respectable network of referral sources and friends.

Getting to know the influence centers has been the pivotal first step for me. For example, recently one of the NP leaders referred her son who was involved in a propane gas explosion. I estimate that it is a mid-six figure case. 

What has all this activity brought in the way of money? Well, at my six month anniversary my firm gave me an unprecedented 18% raise!

Generally, salaries are reviewed annually. As my larger cases are resolved, I will no doubt see more money and if not, I do not fear going it alone as a solo. I know the business is out there.

Please note that the cases I'm talking about are quality cases. The great thing is RM gives one the tools one needs to make things happen in a big way. All that is required is a little bit of ambition and some action.

Again, David thank you for putting this course together. My recommendation to other attorneys thinking about ordering RM: BUY THIS MATERIAL BEFORE YOUR COMPETITION DOES AND IF YOUR COMPETITION HAS ALREADY MADE THE PURCHASE YOU NEED THE PROGRAM EVEN MORE!!

s/
Daniel Hall
Corpus Christi, TX

The attorney who sent me this next letter shows us the importance of (a) taking action, and (b) trying a lot of different things. He didn't need an elaborate marketing plan, he didn't worry about being perfect, he just dived in. 

What happened? He got twenty-three new clients in his first two months. I never promise quick results in marketing, but it's sure exciting when it happens. 

Dear David,

I read your materials, and as you suggested, I tried some different methods of marketing.

I joined a networking club in town and that has generated three referrals. I also developed a "client package" (with referrals devices, biography, testimonials, etc.) that I now hand to all new clients.

Clients have been impressed, and have referred me other clients, approximately ten referrals to date. In fact, just yesterday I received a referral which looks promising. My prospective client had both of his legs broken in an accident, which, as you know, could generate significant fees. As you say in your materials, you have to ask for referrals before you will get any.

In addition, I developed a newsletter, and that has led to at least ten more referrals.

This all happened in about two months. Your information is excellent, and I will (and have) highly recommended it.

Lastly, please put my name on your list for attorneys to talk to about RM. I would be happy to discuss your excellent product.

Sincerely,

John Boyden
Reno, NV
Personal Injury/Civil Litigation

This letter [slightly edited, with the writer's permission] is from an attorney who initially found it difficult to get his firm's marketing program started. They stuck with it, however, and finally reached a breakthrough. Although this writer has some very nice things to say about me and my Referral Magic program, I give him and his partners the credit for their persistence and hard work. 

Dear David,

If you have ever felt that you never had much effect on the world, please pull out this letter and read it again. 

Our 3 lawyer firm spent the last 2 months 1997 reading your Referral Magic publications. In my 15 years of law practice, they are the best legal marketing materials that I ever read.

We decided to implement your suggestions during 1998 and, if dissatisfied, would request a refund. I cannot tell you how many other marketing programs we have been bamboozled by. Needless to say, we did not ask for a refund. We were so busy with the referrals that we got that this is the first chance we've had to write and say thank you!

We have found that your methods are incredibly valuable for business, commercial real estate, and estate planning referrals. Enclosed is the list of accomplishments [64] that we made in marketing in 1998. 

Let me begin by saying that it was not easy to implement your marketing suggestions. We had a marketing meeting every 3 weeks. You had so many ideas to implement that we had no problem filling the agenda. We had never had regular marketing meetings in our 12-year-old firm until your materials arrived. The regular meetings kept us on track.

We stumbled at first. We hired a person to create the data base that you suggested. She was inept and left. We hired a consultant for a few hundred dollars to create a data base. She never quite understood your concepts. Then one of our paralegals who we thought had no time to focus on business development stepped forward and said she had experience with data bases prior to working at our firm. She spent nights and weekends putting the data base together and now we have one with 900 names. Our goal is to get to 2,000 names by the year 2000.

We found it very hard to motivate our staff (other than the one I mentioned) despite a referral incentive plan and regular encouragement. In the end, our associate decided she just did not have enough passion for what she was doing at our firm and tendered her resignation. Another employee we let go because she laughed and was skeptical about our ability to get referrals. By mid-year, one-half of our staff was gone but we replaced a new associate and a new paralegal who better understood the need to build a referral network.

What I am most thankful for is the paradigm shift that you created in your minds. We all hate to sell. But you turned selling into educating. We love to educate people. Why not educate them about the benefits that we can bring them. We used to pass out only business cards. Now we pass out benefit sheets, biographies, and service descriptions so prospective clients know who we are, what services we provide, and the benefits we can bring them. 

We created a web site with lots of information for our clients. Click on [their web address] to see our web site and what effect that you had on us. You are particularly responsible for the testimonials in the "Our Clients Speak" section of our web site.

What worked best of all of your suggestions was thanking people who referred clients by buying and giving them tickets to exclusive events. We picked a professional tennis tournament and [another event]. It was great because it forced us to call all of our cherished referral sources even though many of them could not attend. It produced both goodwill and solid business.

We have not had a client dinner yet. Frankly, we are struggling with the idea of how you get other advisors to finance a client dinner. It is an expensive proposition for us to do alone. Any suggestions? Our problem is that we have a high-end clientele that would only be enticed to come to a client dinner if it is held at an exclusive restaurant with useful and entertaining presentations.

We are cutting way back on our yellow pages and newspaper advertising.

We totally revamped our billing practices due to your suggestions in "Insider Secrets to a Million Dollar Practice." We break down our litigation fees schedule based on discrete phases of the litigation. In transactions, we do more fixed fee billing. We have stopped billing business clients for telephone calls and now just send a bill based on the task performed and the benefit conferred. Our clients love it and we are involved in fewer billing disputes.

I could go on and on. Suffice it to say that we were very pleased with your marketing system and totally impressed when you sent a second set of documents due to a few typos in the first set. What a professional. We may never be rich like you but I must admit that we are much better off than if your ideas had not graced our firm.

With gratitude,

[signed]

$2 Million in PI cases last year

"Dear David,

I am one of your original subscribers. Last year was my biggest year ever. I moved about $2 million in PI cases across my desk. Most of those clients were retained using techniques you taught me. Not bad for a sole practitioner.

Anyone who knows anything about marketing knows that testing is the key. Your materials are already tested. This alone has saved me tens of thousands of dollars. Plus the work you put into your materials saves me hundreds of hours. As we all know, TIME is the currency to the new millennium. Why try to re-invent the wheel? Your techniques work!

I remember when I first started reading your materials. I would have to set them down as new ideas filled my mind like a raging river. I feel like I'm sitting on an untapped gold mine every time I talk to you or read your materials!

Your internet advice over the phone already saved me the price of your course and will make me a fortune in the future. As you know, there is a gold rush going on in the internet. Lawyers who hesitate will be left behind and broke.

Marketing takes regular support and commitment. But it sure does pay! That's why I'm excited about your newsletter. Every month I am inspired to take my practice to the next level.

Thanks again,

John J. Schalter
Sterling Heights, MI

P.S. Tell me this. How can an attorney spend $3000 per month on full page phone book ads and hesitate to get your material for 1/3 the price? It is an investment that keeps on giving. Not getting these material is like committing malpractice against yourself… it will cost you 10's of thousands of $$$.

$83, 333.33 in 60 Days!

Dear David,

It’s true!

I ordered Referral Magic a few months ago, and after digesting all of the powerful information in the course, I immediately refocused a substantial portion of our marketing efforts to renewing old referral relationships and aggressively developing new ones. Bottom line, our firm IMMEDIATELY PROFITED.

As a direct result of applying what I learned in Referral Magic, less than 60 days after I ordered your course, I was referred a personal injury case that I settled for $250,000 policy limits, generating $83,333.33 in fees!

Thank you!

You know, David, ever since I opened my personal injury practice in 1986, I knew that referrals were the best way to cultivate business. The reason I say this is because by the time a referral steps into your office, he or she is already sold on your practice and confident of your abilities. In fact, over the years, it’s my opinion that this additional level of trust has resulted in my firm obtaining millions of dollars for our referred clients by way of settlement or verdict. A quality referral allows us to focus our attention on "working the file" as opposed to having to hold the clients hand!

Despite knowing the importance of referrals, I still never systematically put my firm’s efforts into a consistent referral marketing mode. . .

. . .until I ordered "Referral Magic."

Your outstanding course did the trick. After implementing the tools you explain in detail, we are now automatically, aggressively and professionally targeting a specific type of personal injury referral WITH AMAZING RESULTS!

Coach David, thanks for giving us a proven and well thought out game plan. Now that you’ve handed us the ball, we plan on running with it all the way into the end zone many times over!

Thanks again and please don’t hesitate to have any prospects contact me to discuss your program. It would be my personal pleasure. Frankly, it’s the least I can do!

Sincerely,

Jon Mitchell Jackson
Jackson & Wilson
Orange County, CA

P.S. Attached is a copy of the settlement check!

"Six referrals the first week!"

Dear David,

I have started implementing the techniques suggested in [Referral Magic] on "How To Talk To Clients About Referrals," and the results have been amazing.

To illustrate, within a week of receiving and reviewing your package, I tried the techniques in just two client appointments. Results: six qualified referrals!

I have hired a part-time staff member to focus on developing a systemized database, so we can actually track these kinds of leads, and make more happen from them. Thank you!

Sincerely,

Larry Schreiter
Estate Planning, Kent, WA
Author of, The Happy Lawyer: How to gain more satisfaction, Suffer Less Stress, and Enjoy Higher Earnings In Your Law Practice

P.S. I had the pleasure of giving your materials a ringing endorsement to a trial lawyer in Bellevue, WA. Happy to do so.

"I now feel in control of my destiny"

Dear David,

When I received your "white box" of materials, I immediately opened it and listed to the tape on the way home. I set the box on the kitchen table, removed "Referral Magic," and began reading. After a few chapters, I laid the book in the box, walked over to my girlfriend and said, "You see that white box. The contents of that box are going to change my entire attitude about the practice of law, and make me a very successful attorney."

Your materials provided my "paradigm shift" and motivated me to change my perspective on life, professionally and personally. After seven years in practice, I now feel in complete control of my destiny, and my dream of being my own boss, permanently, is finally taking hold.

Thank you for opening my eyes to a new way of thinking. You are solely responsible for awakening the marketing genius inside me.

I will advise you of this solo practitioner’s growth as it develops.

Thank you!

Marc C. Mayfield

P.S. After reading your materials and employing some techniques, I have picked up a few new clients directly as a result of the techniques, and have hired a young lawyer to help me expand my practice!

"$10,000 within the first month!"

Dear David,

In February you were kind enough to offer a detailed, five-page critique of the networks I had been forming among other lawyers. You had asked me to keep you informed of my progress.

I am happy to report that my first case resulted in a $10,000 fee within the first month! I have enclosed a copy of the check for $15,000 that I split with the referring attorney who I paid $5,000 to. If you were to tell anyone about this, it would sound like hucksterism. Yet it happened. And your ideas were the inspiration for it.

Much of what you said in your five-page letter proved prophetic.

I have been to taken to lunch by at least half a dozen lawyers who are members of my system. Many of them are curious about how I cam up with the idea. I credit you as being the brainchild and tell them how to contact you.

So far I have received 6 cases that I would not have otherwise had.

Sincerely,

David W.
Dallas, TX

"Referral Magic is INSANE!"

"Referral Magic is INSANE! 

I was very apprehensive when I paid "all of that cash" for the package. I got the deluxe deal, and in less than two days I made $150,000!! Okay, that's not true, I didn't make $150,000, but in less than two days I knew I got more, much more, than my money's worth. 

I was surprised by how much information was there. It has been a year and I still have not gotten through all of the material. 

I recommend RM to other lawyers, because RM is INSANE! It would take me years to develop and realize these marketing ideas and thousands of dollars; why reinvent the wheel."

–David Rocheford, Real Estate, Southborough, MA

"A bargain at any price!"

Dear David,

I am one of your extremely elated customers!

You are a genius when it comes to marketing legal services. I would describe your course as a "must have" for any attorney who intends to develop their practice. 

Your course materials are stuffed with amazing suggestions and recommendations which have resulted in several new referrals my first month.

Your course is worth every penny! It is a bargain at any price.

–Alan G., Personal Injury, Cleveland, OH

"If you need to beg, borrow or STEAL to come up with the funds to get this program, DO IT NOW."

"In my 10 years of sales and marketing training, David provides the most detailed, comprehensive and useful marketing/referral program for attorneys I've seen.

"If you need to beg, borrow or STEAL to come up with the funds to get this program, do it now. It will be one of the best investments you will make for your practice. No lawyer should be without it."

Shirley Lee
Marketing Consultant

"Starting to bring the fun back into my practice"

Dear David,

Thanks for the prompt response. I think your suggestions are terrific. I plan to incorporate most of them before I run the ad.

Also, I think your materials have been a great help. I have followed several of your tips on mailings to clients and I know for a fact that my most recent mailing resulted in at least two referrals from old clients.

I have been practicing law for 20 years, and have recently started to burn out. Your upbeat attitude and advice are starting to bring the fun back into my practice. I now look at even the "problem" clients as a challenge to turn them into advocates. Thanks for all your help.

Paul Nolan
Baltimore, MD

"I expect to earn at least $7,000 in fees 
from my first mailing"

Dear David,

My first marketing device with your program. . . I mailed approximately 200 people three cards each. Seventeen people responded. [So far] I have received seven new cases from this device, two being auto accidents.

I expect to earn at least $7,000 in fees from these cases. Thank you for all your help, it is greatly appreciated. –David P., Gen. Practice, Worcester, MA

"I’ve gained several new clients!"

David,

"My practice consists mainly of personal injury clients. Birmingham, AL is a fairly sizable city, and believe me, the competition is incredible over even the smaller cases. 

Your program (which I haven't finished reading all of yet) has helped me. I've [already] gained several new clients.

I do not know how many cases I have lost in the past because my clients didn't think about me. Now, I specifically tell them, anytime someone they know even thinks they need an attorney, call me. . . whatever the issue. It has resulted in calls. [Some of my clients] are really trying hard to get me some business.

I do consider your program a valuable tool for my practice, and worth every penny I have spent."

Michael E. Gedgoudas

"I didn't want to look like a loser. . ."

"I picked up the phone and called my doctor (a friend and also a client) to chat with him. I have never asked him for referrals because (a) I didn’t want to look like a loser, with no clients, and (b) I didn’t want him to doubt my abilities. This time, I wanted to try out your technique [and I did].

About half an hour later, my office got a call from a doctor and he wanted me to help him with his estate planning. That case was referred by the aforementioned doctor friend.

Michael Pham

"Referral Magic is easy reading. You can put it down and pick it up again, read just a few pages at a time; very accessible.

I've used lots of the sample letters, asked clients and referral sources for more referrals, and updated my web page and newsletter taking advice found in your materials. 

I recommend Referral Magic to other lawyers."

Gordon Firemark, Esq.
The Business Affairs Group
Entertainment, Intellectual Property, Business

"Three New Clients My First Week!"

"Dear David,

I’m finding your program extremely helpful. In the first week of business on a part time basis, I have 3 new clients. I’ve only found the time to read about half of your "Referral Magic" so far. I can hardly wait until I have more time to read the rest of it and the other books."

–Jane K., General Practice, New Orleans, LA

"Given me a new direction"

"I think [Referral Magic] is very good. It is the very first of it’s kind put in simple "how to" language. It has given me a new direction as a solo practitioner without having to worry about how I am going to ask someone for business. It eliminates advertising."
  –Frank H., Asset Protection, Trusts, Business Litigation, Houston, TX

  "What I like best about Referral Magic is (1) The large number and wide variety of techniques, together with specific examples, which enables me to select what is appropriate for me; (2) the ongoing support and consultations. I was surprised at how workable it all is."

Aaron D. Spurling

"$20,000 using one technique!"

"Dear David,

Thank you for "Referral Magic." My gross receipts for '98 are up $20,000 over '97, using one of your simpler techniques!"

Larry B.
General Practice
Syracuse, New York

"I project that your guidance will add an additional 2 to 3 clients a week. . . at an average fee of $1,500 per client"

"David,

Your materials are unbelievably good! I should know. I used to be the marketing director of a 100,000 member association headquartered in Kansas City. We had a large marketing department and did all of our own creative, production, copywriting  etc. I ran the whole show so my expertise has been in the marketing arena.

Having said that, let me tell you your course taught me more about marketing legal services than the entire sum total of all the marketing research and reading I've done over the last decade. There's something there for every attorney.

I project that your guidance will add an additional 2 to 3 clients a week. . . and at an average of fee of $1500 per client. . . well you do the math.

I thank you. . . my wife thanks you and my kids thank you. Oh yeah, like the commercial says. . . we're going to Disneyworld. . .thanks to you."

Sincerely,

Bill H., Kansas

"Now, we have a plan and we are hopeful and enthusiastic."

David, I just want to say thank you. Your materials, system, support and attitude have really given my firm a much needed shot in the arm (and a kick in the butt).

What I like best about the course is that it’s packed with information, but most of all I liked the concrete examples of what to write and what to say.

My firm consists of 3 people: me, my dad, and our secretary/paralegal. We have been watching our inventory dwindle down for the past 3-4 years. In the past we didn’t know what to do to generate business – very depressing. Now, we have a plan and we are hopeful and enthusiastic. Once again thank you.

Sincerely,

Jeff Weissman

I’m pumped up!

"Dear David,

I ordered Referral Magic a little over a month ago, for the simple reason that I want to work smarter, not harder.

I knew I needed help when I ran into a former real estate client in criminal court recently, represented by another lawyer. I knew he was happy with my service, so why hadn’t he called me? When he said, "Oh, I didn’t know you handled DWI," I realized I was doing a terrible job of keeping my clients informed about my other areas of practice.

[Since getting Referral Magic] I’ve started a newsletter and I’m working on referral cards, too. Referral Magic has motivated me to take action and made me feel positive about myself and my practice. I’m pumped up and happy and finally finding joy in what I do.

Your concepts come from the heart and your sincerity in wanting us to succeed is evident. Thank you David. You really know where we as lawyers are coming from.

P.S. I want you to know I recommended Referral Magic to a friend who told me they had already bought the course!

–Jennifer C., Real Est., Traffic/Crim., BK, Saratoga Springs, NY

Follow-up email from Jennifer. . .

Hi David,

Well, it has been about three weeks since I sent my first newsletter. The first week and a half about 80 of the 500 piece mailing came back. This was great because it helped me update my ACT database with new addresses and/or deletions (unfortunately a couple of my former clients passed away - others moved out of the area with no forwarding addresses).

This past week is UNBELIEVABLE. The gentleman I featured in my client feature just hired me this morning as his attorney in the purchase of his new home and he was extremely appreciative of the feature.

This afternoon starting at 4:00 pm I have a former client's mom coming in for a bankruptcy consultation as well as a former client for a bankruptcy consultation.

Another former (adoption) client's son has a reckless driving and other tickets and she stated, "I see here in your newsletter that you represent people in traffic matters." Other clients called to say they really enjoyed the newsletter. Others just called for some telephone advice.

I am preparing the next newsletter NOW so it will be ready and get to the point where I am mailing monthly.

Well, gotta go prepare for 5 consultations beginning at 4:00 p.m. Some are coming because of the newsletter, some because of referrals from a friend, another because of yellow pages advertising — all are coming because client's beget clients, energy begets energy, happiness begets happiness. I am happy! THANK YOU for your input and motivation.

Sincerely,

Jennifer

"You hit the nail right on the head!"

"Dear Dave,

You hit the nail right on the head! Your materials contain everything I knew I should be doing, but didn’t know how.

The reason I wrote for your Referral Magic program is because of the money back guarantee. I figured that I couldn’t lose, and for an attorney to support a marketing product with a money back guarantee, I figured it must work. The other reason I chose your program is because I could afford it, it is the only reasonably priced program out there. The third reason I chose your program is because I MUST make more money than I am, and soon.

Every night after my kids go to bed I read your materials and get excited to try new ideas the next day. Most of the nights I stay awake in bed thinking of the ways I would implement your ideas. After I mail this letter today, I am going to start with the Quick-Start Guide. Thanks for all your help and concern."

–David H., Personal Injury, North Reading, MA

"I have never seen such a collection of relevant secrets and pragmatic ideas on how to build a law practice"

"Dear Mr. Ward,

I have only read through the first 100 pages of Referral Magic and I can already sense the value of what you have compiled. I have never seen such a collection of relevant secrets and pragmatic ideas on how to build a law practice.

I had always assumed that successful lawyers either: (1) never gave away their secrets; or (2) did something unethical to obtain their clients. The fact that you would even consider sharing the secrets of your success says a lot about your character.

[T]here are a lot of struggling lawyers that I have attempted to help over the years. So many drop out of the profession and change careers because they can’t make a living practicing law. You may never hear about all the careers you have saved. You will never know all the good you have done." –David W., General Practice, Dallas, TX

"Referral Magic is just what I have been looking for"

"For years I have considered leaving the practice of law because I could not practice profitably. I have read marketing materials for 10 years but I have had difficulty translating them into legal services.

The other materials either have not been legal service oriented or have been very conservative, e.g., send announcements. Referral Magic is just what I have been looking for.

What do I like best? I am still overwhelmed by all of the materials but I like the specific practice area examples contained throughout. I was surprised at the practical, immediately useable suggestions and process.

Which techniques do I plan to use? Where do I begin! I have started asking for referrals more often using your techniques. I plan to use the 30-Day Referral Blitz to get rolling and am creating a report for you to review and critique.

I like referral marketing because I am a people oriented attorney and my clients generally like me. I can see how my business will increase and I am working on getting support staff so I can service the clients.

Would I recommend Referral Magic to other lawyers? Yes! Absolutely! Many of the attorneys I know believe there is not enough work to go around.

My headline to sell the course: "Practicing Attorney Creates Proven Method of Generating A Client Base"

–Valerie F., Real Estate, Bankruptcy, Guilford, CT

"I purchased your "Referral Magic" material a few months ago. Unfortunately, I will not be in a position to request a refund, as your recommendations have already resulted in new business for me."

–Douglas M., Workers' Comp., Bensalem, PA

"Not as painful as I imagined"

"Your marketing suggestions are highly practicable, and not as painful as I imagined." –John B., General Practice, Providence, RI

"I received the package last week and it is incredible!'

Dear David,

I received the "Referral Magic" package last week and it is incredible!

There is so much powerful information that I don't know exactly where to begin. You are so right when you say that it is the lawyers job to have people want to refer cases to them. 

About a month ago I was at a political event and I handed my card to a gentleman I had known for some time. I asked him to refer me some cases. He bluntly told me that he knows too many lawyers already and basically blew me off. I was a bit annoyed because I felt that my legal reputation and resume spoke for itself. Now I see that it is my fault. I must "convince" people that I am the man for their legal referrals.

I can't wait for the time when I fully implement your systems. I will keep in touch. If you are ever in New York City please look me up. I will be calling you. 

–Mark K., Brooklyn, NY

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Texas Judge: "More Lawyers Should
Use Your Materials"

"Dear Mr. Ward,

Since ordering your materials, I have been appointed to a full time judicial position and am leaving private practice. Although I did not have time to put the ideas to active use, I found the materials to be insightful and useful. I wish you success and think that more lawyers should use your materials." –M. B., Texas

"Truly a schematic for success."

"[Your program is] truly a schematic for success. A never-ending plan from the simple to the advanced. [What I found most helpful were your] in-depth explanations of how to initiate [the] plan."

–James S., new sole practitioner, North Adams, MA

"SO MANY GOOD IDEAS!"

"I learn more and more marketing ideas every time I read and reread your materials. There are so many good ideas. . ."

–Timothy B., Business, Commercial, Bankruptcy, Indianapolis, IN

Dear David,

Your RM is a tremendous compilation of marketing strategies and specific plans to achieve a focused goal. I have already begun to implement many of the ideas and now have the focus to do the things I know will produce more personal injury cases.

The information you have provided is excellent. After practicing law for 25 years, the aspects that I particularly found to be helpful were the organization of the strategies and specific plans to implement the techniques. . .

Thanks again David. As you see, your ideas are already working and I look forward to implementing the entire program with your continued assistance and guidance.

Sincerely,

Carl M., West Palm Beach, FL
P.I. & Sports Representation
Former County Bar Association President

"Opened my eyes"

Dear David,

Thank you for [Referral Magic]. It certainly has opened my eyes. I now look at every person who walks through my doors as a potential referral and revenue source that extends far beyond any work I may or may not get to do in the short run.

This alone has helped to improve my attitude when a "small potatoes" case walks through the door. And I think it shows in the way I handle the clients too. I am genuinely glad to see them and do the small things, because I know there is a potential payoff down the road.

–Richard W., Springboro, OH, Personal Injury, Bankruptcy, Estate Planning

"I wish I had this ten years ago"

"Referral Magic puts me in touch with those people that have helped me in the past, my clients. It was right in front of me, but I never knew how to go about it. I wish I had this information ten years ago."

–Nicholas M., Personal Injury, Domestic, Criminal, Bankruptcy, Florence, KY

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"How To Take One Giant Step To Success"

"After I moved from our firm’s main office in Charleston, WV (90 lawyers) to a branch office in Lexington, KY, the branch office had a number of lawyers leave with clients. As a result, I am in a new location with few clients. I need help getting clients fast.

In the past, I relied on firm marketing materials. I like that Referral Magic provides advice to the individual lawyer and gives examples and model language.

I was surprised at the simplicity and consistency of the material. If I were writing an ad to sell the course, my headline would be, "How To Take One Giant Step To Success"
–Anthony T., Environmental, Mineral, Litigation, Lexington, KY

"Thanks for the critique [of my brochure], David, it was very helpful.

I think that your marketing materials are very good, in that they are systematic, and also because they have many different ideas to try. Thanks again!" –John E., Personal Injury, Scottsdale, AZ

"[My three partners and I] were very happy with what we received. A lot of thought and energy appears to have gone into the program. It was good to see more subtle approaches that appear to fit our firm's nature.

We expect to quadruple our income by the end of the year! Seriously, we are quite busy and have for the first time hired an associate."

–Robb K., Patents, Trademark, Licensing, Chicago, IL

"Right on target!"

"Dear David,

I used to be associated with Jacoby & Meyers. I opened their first New York office in 1979. I've done their criminal referral work on Long Island since then. When they restructured, they cut the umbilical. I had become dependent on their advertising and referrals. Now, I've got to do it alone.

The Referral Magic manuals are all great and right on target. [The system] gave me the motivation to start with my target market, my own client base. [I found most helpful the concept of] writing to former clients.

Your course has something for everyone. Feel free to use my comments in your marketing materials!"

–John B., Criminal Defense, Commack, New York

"I expect to receive a dramatic increase in client referrals"

"Dear David,

This is just a short note to say ‘Thank You’ for your detailed evaluation of my proposed brochure. Based on your evaluation, I am not only rewriting but rethinking much of my brochure.

I’m in the process of reading – cover to cover – all of the Referral Magic materials, a little every day. I ordered it because I desperately want independence from the one attorney from whom I now get 95% of my cases and to whom I pay too high a referral fee! I want more sources and more cases.

While I read numerous books and go to many seminars every year on self-improvement, I have never purchased anything on marketing. Until your ad, I never even thought about it!

I like the variety and options in Referral Magic. I expect to receive a dramatic increase in client referrals leading to a bigger and better selection of cases resulting in a 2-3x income increase. 

I would recommend the course to other lawyers because I do not believe that the average (or above average) lawyer has a clue about good marketing and getting great results.

–Robert P., Personal Injury, Pasadena, CA

"Valuable Marketing Tool. Hundreds of Ideas"

"Dear Mr. Ward:

I have read your publication "Referral Magic" cover to cover and can attest that it is a truly valuable marketing tool, containing hundreds of ideas which are suitable to anyone’s field of practice. I have read other publications concerning legal marketing and those publications simply were not worth the cost.

I also thoroughly enjoy your monthly newsletter, which fine-tunes and hones the ideas in "Referral Magic," in addition to keeping our minds on marketing on a monthly basis. When we get busy, we all tend to place marketing on the back burner when in actuality, it should always be foremost in our thoughts and actions.

Keep up the good work. I really enjoy seeing your ideas, especially on specifics concerning personal injury practice."

–Walter R., Personal Injury, New Orleans, LA

"Enlightening and productive"

"The telephone conference we had last week was enlightening and productive. Your skill at motivating impressed me most."

–Thomas M., General Practice, San Antonio, TX

". . .gives me a structure for
seeking and receiving referrals"

"Very informative and up beat system. [It gives] me a structure for seeking and receiving referrals. I really liked all of the specific examples and the forms."

–Doug S., Civil Litigation, Houston, TX

". . .keeps me focused and excited"

"There is no doubt in my mind that the use of Referral Devices is important. Referral Magic has given me insight into new ideas, and keeps me focused and excited." –George K., Corporate; Commercial Litigation, Richmond, VA

"Great!"

"Great! An excellent job. [I liked the] specific examples [and] instructions on how to market — the application of the concept."

–Jules M., Bankruptcy, Tax, Cooper City, FL

". . .very helpful"

"I recently bought your materials and wanted to let you know that I find them very helpful." –Marc M., Bankruptcy, Manchester, NH

Skeptic Admits: "Referral Magic Works"

"Dear David,

I was skeptical when I ordered Referral Magic. I didn't know what to expect, really, but when I read it, I found myself chuckling and smiling.

I chuckled because some of your strategies are ideas every lawyer knows, but ignores, or is too busy to implement. You have shown me how to do what I already knew I should do, but did not know how to do. You helped me get organized and find the time to do them.

I smiled when I read some of your suggested ideas and was able to quickly and effortlessly make them work.

For example, following your advice, I contacted the publisher of a major Israeli newspaper with both local and international editions and suggested my writing a "question and answer" column on legal subjects.

I received a positive reply in a few days.

Another example: I spoke to five of my old time clients and asked them if they would refer new clients to me; they each said "sure" in a way that made me realize they would have done so years ago, if I had only mentioned it. I expect 5 referrals from them within the next two to three months.

Although I'm just getting started implementing your methods, I guess the most important message I have gotten from you is that the law is not just a profession, it is a business. And without professional marketing know-how and action, our "sales" will never be as much as they could be.

Thank you so much for enlightening and inspiring me and helping me to revitalize my practice. I have blocked out an hour every Friday afternoon in my calendar to review your material and work on my own plan of action.

Thanks for showing me the flowers in my own back yard."

–Leon F.
Real Estate, General Practice

". . .do-able. . ."

"Dear David,

I bought your course on referral marketing because I want my clients to know that I am great before they arrive in my office.

Referral Magic is filled with excellent ideas for getting new clients. I especially liked how it breaks everything down into "do-able" steps and how it motivates me to take action. The concepts are simple enough for us marketing novices to understand. Also, there’s a focus on getting started and doing what you can do right now. This helps works against procrastination!

I would definitely recommend Referral Magic to any lawyer who wants more paying clients."

–Shana Khoury, Family Law, PI, Crim. Def., San Francisco, CA

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". . .I Recommend Your Program
To Other Lawyers"

I found [Referral Magic] very interesting as well as original and well organized. I also want to thank you for your kindness.

You have been extremely professional in our conversations, as well as caring and personable, demonstrating that your firm is truly concerned with the welfare of your clients.

I would not hesitate to recommend your program to other lawyers, and in fact, already have. –Sharon B., West Palm Beach, FL (Real Property)

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"I will recommend your course only to NON-COMPETING Lawyers"

"[Referral Magic] sets forth what to do in simple, concrete terms that can be started quickly and easily. I will recommend your course only to NON-COMPETING lawyers." –Jack C., Workers’ Comp., Disability, PI, Dayton, OH

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"I WON'T recommend it to other lawyers because I want to keep it for myself!"

"[Your material is] inspirational, encouraging, and has a general common sense approach. I WON’T recommend it to other lawyers because I want to keep it for myself. (Maybe for friends and associates I might let the cat out of the bag.)" Todd R., Family law, Bankruptcy, Criminal, Small business, Estate Planning

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"Grateful in Ireland"

"Dear David,

"Concrete ideas that I can and will do"

"Referral Magic is much more thorough and practical than anything else I’ve read on marketing. The ideas and techniques are excellent, realistic, and subject to immediate deployment. These are concrete ideas that I can and will do." – Daniel H., P.I., Real Estate, Philadelphia, PA

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"Helped me tremendously"

"Thank you so much for your detailed & well thought letter critiquing my ad. I am new to all of this & it helped me tremendously. Referral Magic is easy to read, and has lots of quick ideas." –Michele L., PI, Domestic, Workers Comp., Richmond, VA

"The marketing approach is a very practical one. [You] provide concrete suggestions suitable for a wide variety of legal practices."

–Vera B., Family Law Attorney/Mediator, Ft. Myers, Florida

"Excellent"

"I’ve purchased marketing materials before, and Referral Magic is excellent. I like that the focus is entirely on the law, and that there are concrete examples of techniques I could use.

Most lawyers could benefit from your course, and I do recommend it."

–Daniel R., Trademark, Computer, Business, San Fran., CA

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"Immediate increase in clients"

"I always thought that referrals meant standard, good ole boy networking. This just isn’t something I’d like to do. (I’m not a very outgoing person.) But I ordered Referral Magic because I need to get my name and areas of concentration out to the public, and I believe that potential clients put more faith in satisfied clients than in any other type of marketing.

I liked the variety of marketing tools [in Referral Magic]. I needed someone to show me step by step what to do [and you did].

I got the most help from the critiques of other attorney’s efforts [The Marketing Toolkit]. I was surprised by and liked your straight-forward "in your face" approach, without the needless chit-chat.

[Because of Referral Magic], I anticipate an immediate increase in clients (within the next 60 days)."

–Katherine E., Real Estate, Ocean Isle Beach, NC

"David, we spoke the other night [for a phone consultation]. I couldn’t write fast enough! I especially liked your comments about making marketing an integral part of my practice." –Pat L., P. I., Workers’ Comp, St. Louis, MO

"Practical and specific"

"There are so many new ideas in Referral Magic, I haven’t read them all. Your system is much more practical and specific than anything else I’ve read about marketing. Referral marketing is much more effective than other marketing, such as advertising, and at lower cost." –Julia L., Family law, Houston, TX

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"This is what you need!!"

"What I like best about referral marketing, compared with other kinds of marketing such as advertising, is that this makes me feel like I’m doing something and not leaving it all to chance. You have to do something to bring clients to you. [Your manuals] explain how simple this can be. If I were creating an ad to sell Referral Magic, the headline would be, "This is what you need!!" –David P., Criminal Defense, P. I., Worcester, MA

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"I am getting more business"

"Dear David,

I am one of your students and I really enjoy your course. My business is picking up already. I have joined a leads group and received two estate planning files. I have been sending out the referral letters and doing other things, but have not gotten business from those efforts yet. But I am getting more business.

It seems that I am feeding the marketing gods or something, and the fact that I am doing marketing puts energy into the "system," which is creating more business for me. I know that sounds dumb, but it seems like that is what is happening.

Your course is very encouraging and I really like having you as a marketing mentor."

–Michael Y., Est. Plan., Real Est., Civil Lit., Walnut Creek, CA

"I have taken a CLE with [marketing] info, but [it did not teach me] specific techniques, and had no follow up/help. I would recommend Referral Magic to other lawyers — [your] personal feedback makes the program." Barbara N., Elder Law, Estate Plan., Real Est., Westport, WA

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"I expect to double my volume of business"

"I like the idea of systematizing referrals. As I read the material, I was surprised by the simple, powerful way [I can] change from a reactive to a proactive business generator. I expect [RM to] double my volume of business." –William M., PI, Employment, Business, Grand Fork, ND

"Innovative and Exceptional"

"Marketing is not hard to do if you GET STARTED"

"My father (practicing 26 years) and I are in our first year of business together. I want to enlarge and extend our practice so it will be here for my children.

I have never purchased marketing materials before, but I purchased yours because you seemed like an honest, hard-working attorney, which is what our practice is based on. I have not read all the material yet, but so far, Referral Magic and The Lawyers Toolkit are my favorites. I expect to get great results [with the course].

[As I read your materials] I was surprised to learn that if you are ambitious, hard working, and GET STARTED, [marketing] is not hard to do.

–Sarah W., Work Comp, Pers. Inj., Estates, Bank., DWI, Perryville, MO

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"I Recommend It to ANY Attorney Seeking New Clients"

"Dear David:

I found [Referral Magic] to be thorough and creative. In fact, I learned more and got more marketing ideas just from reading your materials than I got from all of the lawyers I ever worked for during 14 years in private practice.

In these days of law as a business, nothing is more important than having clients of your own. I would recommend Referral Magic to any attorney seeking new clients, whether just out of law school or already practicing, and whether setting up a solo practice or working for a firm.

–David G., General Practice, San Bruno, CA

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"Finally, marketing advice from someone who understands the legal profession."

"Greetings, David. I recently received your Referral Magic materials (Deluxe version). How refreshing to finally find marketing advice from someone who understands the legal profession. I had become frustrated with my current marketing advisor’s more generic approach and it is already apparent that your advice will be much more helpful."

–Alice K., Business, Employment, Santa Rosa, CA

"I like the emphasis which is placed on providing high quality services so that clients will return and/or refer.

The first client I [used a particular technique with] was in to see me to defend a wage claim brought against her by the Labor Commissioner. As it turned out, she and her husband have an estate worth approximately 1.7 million dollars and they have no estate plan or even a will. I referred her to an estate planning lawyer which I plan to develop a cross referral relationship. This opportunity wouldn’t have presented itself if I did not [use the technique].

A friend of a family member that I know is in the medical field and works at a trauma hospital, and might be an excellent referral source, but I could not think of a professional way of approaching this individual without making it obvious that I was contacting him solely because I had opened my own office and was seeking referrals. I am in the process of [using another technique which will allow me to approach him.]"

–John S., Personal Injury, Employment, Sacramento, CA

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"Easy, Inexpensive Way to a More
Profitable Law Practice"

"I ordered RM because I wanted to attract more clients without spending large sums of money advertising. I’ve never purchased anything on marketing; I had just started exploring this avenue and this seemed like the best deal.

What I like best about the course are the forms and examples. It gave me an idea of where to start and what to use. I didn’t have to re-invent the wheel. I like the newsletter, too.

Here’s the headline I would use if I were advertising Referral Magic: Easy, Inexpensive Way to A More Profitable Law Practice.

–Jeffrey J., Personal Injury, Medical Mal., Defense Lit., Charleston, WV

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 "Worth The Cost"

"Thank you for your Referral Course. I have implemented a few of your ideas (it takes a lot of time to do them all!) I believe the course is worth the cost and really appreciate your authorship."

–Howard K., General Practice, Houston, TX

"Full of Ideas. Inspirational and practical"

"[Referral Magic] is full of ideas. It’s very inspirational and practical, which motivates me to take a proactive approach to marketing. It’s great that it’s specific to law. It’s the ideas offered that are key — giving me things to try."

–Victoria E., Estate planning, Domestic, Juvenile, Douglasville, GA

 "My practice has picked up"

"Your materials are well worth the money, especially considering your advice given to me over the phone. I feel that my practice has picked up as a result of taking tips from your materials. Thank you for helping me." –Barry S., Personal Injury, Miami Beach, FL

"An Action Plan"

"Referral Magic is realistic in its approach and expectations of success. It’s clear and concise, directly to the point. The materials started with a macro view and then were able to zoom in on my particular situation. I plan to use the networking techniques.

"I recommend RM to other lawyers because it gives them an ACTION PLAN!" –Earl W., Securities, Cleveland, OH

"Much easier than I thought"

"I must say that talking to clients about referrals turned out to be much easier that I thought. To a person they have all said they knew how important it can be, so the comfort level has risen greatly."

–Richard W., Estate Planning, Asset Protection, St. Augustine, FL

"I miss it terribly. . . send another ASAP!"

"David, I am enjoying [reading Referral Magic]. Unfortunately, my paralegal (now fired!) threw away the main volume. . . I miss it terribly and ask that you send another ASAP!"

–William P., Bankruptcy, Criminal Defense, Havana, FL

 "A Tremendous Package"

". . . a tremendous package. Actually, I have been overwhelmed with Referral Magic."

–Ricardo S., Business, Divorce, Criminal, New Orleans, LA

"I have found your materials very motivating." –Beth M., Real Estate, Orland Park, IL

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 "Finally, a lawyer who knows cutting edge strategies and shows you how"

"I would recommend Referral Magic to other lawyers because it is the only comprehensive marketing program I know of for lawyers. Finally, a lawyer who knows cutting edge strategies and shows you how.

"Although I am just getting started to actually use your techniques, I have a strong feeling that my law practice is about to grow beyond my expectations. Thank you, David." –Armando B., Bankruptcy, Metairie, LA

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"It tells you EXACTLY what to say, who to say it to and when to say it."

"I like the fact that RM tells you EXACTLY what to say, who to say it to and when to say it.

I hope to be able to practice until I want to quit, without worrying about feeding my family. I plan to be very involved in my daughter’s school when she starts kindergarten next year (and beyond) so I want to work smart.

I am thinking of sending a gift of RM to my ex-partner. Since I left, she is working very hard and she really needs help to work smarter—i.e., better clients with better money." –Victoria C., Bankruptcy, Madison, WI

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"I wanted a systematic marketing approach. . ."

"I ordered Referral Magic because I wanted a systematic marketing approach. I’ve tried marketing through seminars and newsletters, but had no noticeable success. What I like about referral marketing is that it involves people you already know or ones you will get to know [through people you know.]

I’m not through reading everything yet, but I like the motivational approach and common sense language in Referral Magic. I expect to get a fair amount of referrals and new business [from using the course]. I would recommend it to my competent, hard working friends who need the help."

–Robert Brumfield, Litigation, Bankruptcy, Business

"Awesome!"

"David,

You are awesome. The only persons I know other than me who is incredibly speedy and more than meets expectations. I think it’s called brains + heart + using one’s gift for good. Anyway, thanks [for the document critique.]

–Michael C., Costa Mesa, CA

P.S. I just got a new client – very mainstream – everything from contracts to litigation. Am loving it. Bread and butter and good relationship. This is within 2 weeks of receiving your materials. Thank you for inspiring what was in me all along."

Attorney Marketing Center

Referral Magic

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