A Roadmap to More Referrals for Your Law Firm feat. Delisi Friday

So what does that practically look like? Like law firm owner wants to engage you to help make friends and grow their business.

What does your process look like?

So my process really depends on the lawyer and where they're at in their journey, because I do have associate lawyers who will come up to me and say, hey, I don't own my own law firm, but I realize if I want to become a rainmaker and bring business into whatever law firm I'm at, that's how I excel in my career.

So for someone like that, they're talking to me about one-on-one coaching where I'm kind of coaching them through the things they should be doing to become a rainmaker on their own.

For some lawyers, if they just started their own law firm, I'm coaching them through creating their target list and making sure they're creating and maintaining the relationships they have to continue to receive referrals.

and to grow the amount of referrals they have.

And then for the other law firms that have a marketing department or they're at a point where they want to invest to have someone full-time in their office who's nurturing those relationships for referrals, they will have me come on and help them hire that person, coach that person, and help develop them to become that person in their office doing it full-time.

There's been a handful of law firms out there that have marketing teams and say, hey, can you just do an assessment? Can we just hire you on a retainer to do an assessment? Tell us where we should be tweaking some things.

And I'll do that, too.

But I do find a lot of fun in helping someone bring information.

a person full-time into this role because referrals is a full-time job.

I did it for seven years.

So it's like I'm training the next, the next years of Delisis out there and putting my little sparkle on it.

And it just makes me so happy.

I love that.

So, so tell, let's talk about that role.

What's a job title? How does that person spend their time?

So the job title is gonna depend on what that law firm needs them doing.

And I'll give you an example.

So there are some law firms where they're gonna call them a referral director or referral manager.

There are some law firms that aren't that big and are gonna say, I need this person to be half referrals and the other half working to help with the marketing of the law firm because this role truly is business development.

not entirely marketing, and there is a distinction.

And so it depends on what that person is going to be doing.

Someone full-time in this role who's a true referral manager is going to spend every single hour of the day nurturing those relationships.

making sure when referrals come into the firm, they're properly thanked, they're properly rejected, and then trying to work with the law firm to determine how do we grow this list? Because you always want to be growing it, right? And then someone who's doing half and half, half business development, half marketing, is working with the marketing team and the intake team and trying to decide, okay, where do we need to adjust our marketing to help us increase referrals and kind of marrying the two of those together?