Michele Fuller of The Michigan Law Center explains methods attorneys can take to build their businesses through referrals. Attorneys need to start with self examination to determine what kind of practice they have: expert’s expert, experienced practitioner, new but energetic attorney, volume practice. Then take an objective view of what’s working in your practice and where you want your practice to go. Make sure you track your inbound and outbound referrals. Identify your top 20 referral sources. Outbound referrals are important as well, because they are opportunities to develop more inbound referrals. Build your list to 100 individuals, whether existing sources or prospects. Make sure you set aside time in your schedule to work on keep in touch with this people. Then, start today.
June 03, 2016