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Lawyer Referral Network v. Contact Database



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What is the difference between a lawyer referral network and an attorney's contact database? It's a good question, and one I was just asked the other day.

A referral network is a group of 5-10 professionals who have the ability to send you high quality business leads. As an attorney, your referral network may include non-competitive attorneys, bankers, accountants, consultants, financial planners or others. If you don't have a strategic referral network in place working for you, set one up soon. It is like have your own personal sales force without having to pay commissions!

You should plan to meet with each referral network member individually every 30-45 days. Also, be sure to reciprocate by sending business opportunities to those who are providing you with leads. If you find that a network member becomes less productive over time, replace them with a new player.

Your contact database, on the other hand, includes your clients and prospects, as well as members of your referral network. You can prioritize them on an A/B/C basis. You may want to make personal contact with your "A" (best) candidates every 2-3 months, while you contact "B" prospects by phone or in person every 6-8 months. Maintain communications with "C" prospects via email or direct mail.

You can maintain your contacts in some type of contact management software like Act!, Goldmine, Contact Ease, Interaction, or similar services.

ABOUT THE AUTHOR: Margaret Grisdela
Margaret Grisdela is a legal marketing consultant and the Author of "Courting Your Clients: The Essential Guide to Legal Marketing." She is the President of Legal Expert Connections, a firm specializing in marketing and business development for attorneys, lawyers, law firms, forensic accountants, and litigation support experts. 

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Disclaimer: While every effort has been made to ensure the accuracy of this publication, it is not intended to provide legal advice as individual situations will differ and should be discussed with an expert and/or lawyer. For specific technical or legal advice on the information provided and related topics, please contact the author.



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