LinkedIn

is huge.

Yes, you're right.

I talk about it a lot on this podcast, probably every episode because I love LinkedIn.

But LinkedIn is used so heavily by attorneys.

If you do not do an audit to ensure your LinkedIn profile helps you, you can have a LinkedIn profile that makes it more difficult for someone to refer you business.

And those three sections, let me go through them very quickly.

This is where you ask lawyers who should have your cell phone And do they? Why does that specific question and some of the other questions you ask expose such a big gap for most firms? It seems like common sense to me.

Should I do that?

I think it is, but I only think it is if you tell them you're sending them three people and why you're sending them three people.

I have done that before when it comes to personal injury referrals, because I have a vast network of personal injury attorneys, and I will say, "I'm gonna refer you three names.

Here's why.

This person is really great at this.

This person is this, and this is the person if you want this.

I encourage you to have a conversation with all three and find out which one is a good fit for you." Why? Because no one is for everyone.

[laughs] So one of the things that we had talked about before was a mistake that people, that, that attorneys make in referrals is it's not being clear, right? Are there any other mistakes that you see attorneys doing with in regards to referrals?

And we briefly talked about your last name before we started recording, because there is branding behind, like things like your brand name, and how to stay memorable and top of mind, and I think this comes back to that first bucket of the past clients, and how do we s- kind of nurture that idea and put a system around being memorable and also encouraging, like the trust and building that trust factor, but also making it a system?

Yes.

So that's the key, because I talk about referrals all day long to lawyers.

That's what my business is based off of.

But the key part of that is I can give everybody ideas.

I can give everyone suggestions.

I could create a beautiful outline for you on how you create a system around this, but if you don't create the system, and no one actually takes the actions, then that paper is worthless, and the strategy is worthless.

And you're like, "This feels good." [laughs] Where would you say to start with that?

I want to track, say the four again.

The four audiences for referrals are current clients, former clients, current referral partners, and future referral partners.

So the first place you start is identifying, well, which of these audiences do I want to target referrals from? Because a solo or a small law firm is not gonna be able to target all four of those audiences.

More realistically, you're probably going to want to do one, two at the most because you don't have the bandwidth.

And my suggestion for that is former clients and current referral partners, because that's all about nurturing relationships.

So where I have them start is say, OK, I want you to take a look at your former clients from the last two years.

Let's think of ways for you to stay in touch because.

So what is your process like? Like, are you, you know, do you have like, you want to post twice a week on LinkedIn and three times on Facebook? Are you constantly thinking about content? Do you sit down once a month and batch it all out? Like, how do you get it done? Because you do a great job.