How many lawyers do you know in another state? Probably not many. That means there are a lot of attorneys in other states who also don’t know you and if they don’t know you, they probably won’t send you referrals.
What if there was an easy way to change that?
In the Lawyer to Lawyer Referrals, I said that the simplest way to get more referrals from other lawyers is to get to know more lawyers. Yes, you want to know more lawyers in your local area, but there’s a very good reason for getting to know lawyers in other states: no competition.
If you are in Pittsburgh, PA, an attorney in San Diego, CA might not have a lot of referrals for you, but if you’re the only lawyer he knows in Pittsburgh in your practice area, when he does have a referral, you’ll be the only one on his list.
Me entiendo?
Imagine having an email list of lawyers in other parts of the country, or in other countries, who know who you are and what you do? They hear from you occasionally, getting updates about your interesting new client, your big settlement, or your latest article or blog post. Your name and contact information is continually in front of them.
Of course you also ask them to keep you informed about their practice, because you might have a referral for them, or know someone who does.
Many of your contacts will never pan out, but some will. If there are 100 lawyers on your list, you’re going to get some business.
In fact, make that a goal. 100 lawyers on your list in the next 60 days. (You could do this in two days if you wanted to.)
Lawyers are easy to find. They have websites, they are on social media, they advertise. Find lawyers who represent the kinds of clients you target, contact them and introduce yourself.
You can call first, or email. Calling is better; email is faster.
Tell them you saw their website or ad or read something they wrote. Pay them a compliment or ask them a question. And then tell them that you’d like to know more about what they do because you don’t know any lawyers in their area and you never know when you might have a referral.
Of course they will ask about you and your practice.
It really is that simple.
For more ways to find and approach attorneys, both locally and in far off places, see Lawyer to Lawyer Referrals.
