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Greetings!
Welcome to the February edition of the
Rainmaker Report—a trusted resource where
attorneys go to discover more effective ways to find
more and better clients. In this issue we will discuss
3 keys for building rewarding relationships with
Strategic Referral Partners.
| 3 Keys to Reaping the Rewards of Relationships |
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I was recently coaching a partner at a small east
coast law firm who was lamenting how slow new
business has become in the past few months. As we
talked, I asked him, as I ask dozens of attorneys
every week, “What have you done in the past 3
months to build relationships with potential referral
partners?” He mentioned going to lunch a few
times
and speaking with a couple over the phone when
they made a referral to him.
I asked him to open up his Outlook contact
database; there were more than 200 non-client
contacts in it including: accountants, financial
planners, angel investors, business brokers, and
private investment bankers.
Here's the 3 keys I shared with him
to develop
the relationships in his “golden Rolodex.”
Take an Active, not
Passive, Role
There is an old Jewish saying “A man who has
friends must show himself to be friendly.” Don’t
wait
for someone to take the initiative and contact
you—
be the first to reach out. In the last year we have
coached & trained more than 2,500 attorneys and
the Rainmakers are the ones who make at least 3-4
contacts with potential referral sources every week.
Action Step: Take 2 minutes and scan your
contact list. Select 12-15 names of potential or
current referral sources and send them an email
or
better yet, pick up the phone and call them with an
invitation for lunch or coffee. Set up 3 face-to-face
meetings per week for the next month.
Here's a sample script: “It’s been a while
since
we’ve connected. I was wondering what your
schedule looks like for the next week. I'd like to get
together with you for lunch or coffee, just to catch
up—my treat. Let me know what dates would work
better for you.”
Want more referrals? Contact
us for a 1-on-1 consultation with a Master
Business Coach.
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| In The Spotlight: Practice Made Perfect |
- Are you tired of waiting around for referrals
and need to rapidly increase your revenues?
- Are you satisfied with how fast your revenues
are
growing?
- Do you want to stand out and stand apart
from your competitors?
Practice Made Perfect is a 90-day intensive
marketing program specifically designed to help
attorneys at small law firms create and implement
a
comprehensive marketing strategy.
- Discover how to give your firm an edge on
the
competition
- Create and implement a proven 6-month
marketing plan
- Find out how to create dozens of referral
partners
- Leverage your technology and beat the big
boys
- Significantly increase your revenues in
2006
There are only a few spots left in the February
Practice Made Perfect group. Contact us to reserve
your place today.
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| New Teleseminar Exclusively for Attorneys! |
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Do you hate the struggle of finding more clients?
You Too Can Build a Fully Automated, Highly
Successful Law Practice Online...
On February 21 we will be
sponsoring a 1-hour teleseminar on “
High-Tech High-Touch Virtual Marketing
7 Simple Strategies to Attracting More Clients From
the Internet .”
The legal profession is evolving more rapidly than
ever before. Competition, technology and
consumerism are taking huge bites out of your
business possibilities.
You're working harder, feeling more stressed, and
not yet seeing the results you want. The old answers
to building and sustaining your practice don't seem to
be working any more.
Whether you like it or not, it's time to take action
and re-engineer your practice - or risk your
future.
Join us for this content-rich, 60 minute
teleseminar mentoring session and discover:
- 7 easy ways you can leverage technology
to
leverage your time and multiply your income
- The top 3 most essential goals for developing a
prospect-attracting web site
- How to create an integrated online marketing
strategy around publicity, e-mails for attracting
more
and better clients
- Specific tools and low cost programs you can use
to spice up your marketing program
- How to triple your prospect list in less
than 90
days
- How to determine if online referral services are
worth your money
- Cutting edge systems top attorneys are using to
provide extraordinary clients service
- 3 tactics for dominating your competition
on the
net
- Simple steps to use online networking sites and
blogs for becoming easily recognized and
respected
as an expert in less than 180 days.
Your |nvestment is only $29 (Regular $49)—
this includes access to downloadable recording of the
seminar for future learning and a workbook.
Space is limited. Register today online or by
calling 800-447-3852
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| Upcoming Events... |
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Announcing the Rainmaker Retreat
We are very excited to launch our brand new 2-
day power workshop for attorneys. Join us for a
weekend that will forever change the way you
market your firm.
At the end of these 2
power-packed days you will understand and be able
to apply the core concepts and sec’ret strategies of
top leg@l marketers and you will experience dozens
of opportunities to put these into practice in your
firm through the use of Action Steps and Action
Groups.
Our first event will be co-sponsored
by the Los Angeles County Bar on March 29. Visit the
link below to learn more about these Rainmaker
Retreats.
See Stephen Fairley
present
the "Becoming a Rainmaker" seminar at:
- The Los Angeles County Bar Assoc (Feb 28 &
March 1)
- The Maryland State Bar Association (March
30)
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3 Simple Strategies to Generate More Traffic to
Your
Website:
Build it:
Write and publish highly targeted
articles. Don't forget your marketing syntax:
- Clearly identify your target market
- What is their most painful problem
- Provide your solution to their problem and
- Your call to action... ex. Give away a f.ree
report on your website.
Borrow it:
Create a Strategic Alliance
with a partner who currently supports your target
market, yet isn't your direct competitor. This is a
true win/win relationship. As you share their services
with your contacts, they will in turn, share your
services with the people they know, like, and
trust.
Buy it:
Googe Adwords. Pay Per Click marketing is a
miracle of the modern world. In fact, I believe history
will show it to be the most important development in
advertising this decade. Never before has it been
possible to spend 5 bucks, open an account and
have brand new, precisely targeted customers
coming to your website within minutes.
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