Couple days ago, I listened to a podcast by Lee Rosen. The podcast was about those times when we get so buys with the cases we have, that we neglect trying to get new clients. Invariably, those cases end and we’re left with a dry well.

He suggested a few ways to jumpstart new client referrals to get some water back in the well. Here they are:

  1. Coffees and lunches with referral sources (usually other attorneys)
  2. Google Adwords
  3. Parties at your office (invite referral sources)
  4. Seminar/lunch-and-learn/breakfast-and-learn (instead of party)
  5. Show up everywhere for sixty days (CLEs, Bar committee meetings, go to restaurants where lawyers hang, governmental meetings, pro se calendars, charity events), goal is to attend 120 things in 60 days

Some of these are intense, especially #5, and some are things we should be doing on a regular basis anyway.

I think the real key here is intensity. If you don’t have as many clients as you need, then make a plan and get intense about it. If you do this, the clients will come.

(Listen to Lee’s podcast here.)

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