A. Allied professional solicitations
If you adopt a marketing recommendation from only one section in this mini-book, this is the one to implement.
Creating referral relationships with local professionals costs little-to-nothing monetarily, and if done using our content-based technique, takes much less time than the cold-calls and coffees recommended by legal management advisors.
Begin by compiling a contact list of related professionals with offices near yours. The more, the better. Here are examples of professionals who have overlapping clients or patients:
Bankruptcy — credit counselors, real estate agents
Business litigation — business brokers, CPAs, financial planners
Criminal — counseling agencies, rehab facilities
Drunk driving — mental health professionals, rehab facilities
Estates — CPA, financial advisors, insurance brokers
Family — financial counselors, marriage counselors
Injury — chiropractors, orthopedic surgeons, physical therapists
Social Security disability — mental health professionals, physical therapists
Next create a series of outreach letters proposing a referral relationship. Your letters should begin by detailing your lead and client flow so the recipients know you have the potential to send them referrals.
We strongly encourage you to include helpful content with your letters. Your response rate will materially improve, and equally important, your initial contact will be more positive if you have started out by assisting the letter recipient rather than requesting referrals.
Your content can help either (1) the professional or (2) his or her clients or patients. For the former we use marketing advice that comes in a private memo. We pass along proven tips for obtaining more clients or patients.
For the latter — helping clients or patients, we provide booklets like those listed in section IIC. Here are two more examples in each specialty from our booklet library:
– 9 Mistakes to Avoid When You Are Having Money Problems (4 pages)
– FAQs and Tips on Settlement, an Alternative to Bankruptcy (5 pages)
– 93 Frequently Asked Questions About Contract Disputes (58 pages)
– Is Arbitration the Best Way to Resolve Your Contract Dispute? (5 pages)
– What to Expect When Visiting a Loved One in Jail (4 pages)
– FAQs: Dealing with the Criminal Justice System (24 pages)
– Quiz: Should I Fight My Drunk Driving Charge? (12 pages)
– 99 Drunk (or Drugged) Driving FAQs (56 pages)
– Estate Planning FAQs (41 pages)
– Defining Your Estate Planning Goals (7 pages)
– Minimizing Turmoil During Your Divorce (6 pages)
– Finding Hidden Assets in Divorce Cases (39 pages)
– 11 Factors that Impact the Value of Your Personal Injury Case (7 pages)
– Common Insurance Adjuster Ploys (3 pages)
Social Security disability
– Quiz: Will You Qualify for SSD Benefits? (10 pages)
– Can My Doctor Help Me with My Claim? (4 pages)
A series of outreach letters will receive a better response than one letter, for building trust and demonstrating expertise take time. After you have generated both, you may receive a response like this one sent to our Referral System subscriber that we slightly redacted:
Subject: Re: 12 Tips for Successful Post-Divorce Co-Parenting
I received your newsletter on post-divorce co-parenting and I LOVE it.
I have a private practice as a Child and Family Therapist in _________ providing play therapy to kids and parent coaching to their parents, including co-parenting with separating and/or divorced couples. Bio and website here at ________. I’d love to connect with you soon so that we may be a resource for one another.
Back to the newsletter … I find myself wanting to give the first four pages to my parents as they navigate this divorce and co-parenting process. First, with your permission, I would love to have the option to disseminate these tips to my families – of course including your name and business as authors and as a resource. Might you have a stand alone document that I can post for families that provides only the tips?
Let’s get together! Please send me some times and/or dates that work for you. Mornings work best for me 🙂
Grateful for you!