Successful estate planning attorneys regularly contact their clients to inquire about life changes that might necessitate an update to their plan.
No matter what area you practice in, you should do something similar.
Once a year (at least), send your clients information about changes in the law and a questionnaire. Invite them to talk to you.
Do this even if your handle litigation or bankruptcy or another area where your clients are unlikely to need you again.
Why?
So you can find out about other issues or changes in their life or business that necessitate a referral to another attorney or to another professional.
Create your questionnaire or “legal checkup” checklist by asking other professionals to provide information. Ask an insurance broker, for example, for a list of questions your clients should ask themselves about their current risk-levels and coverage. Ask a CPA for questions related to taxes, a financial planner about investments or retirement, and other attorneys about their practice areas.
In addition to asking your “referral partners” to help you prepare your legal checkup, ask them to provide a special offer for your clients, if appropriate. A free consultation or document review, for example.
Once you’ve got your legal checkup up and running, help your referral partners do the same thing for their clients.
An annual legal checkup will allow you to better protect and advise your clients and stimulate referrals to you and your referral sources.
It’s a beautiful thing.
How to get referrals from other attorneys
