Stephen Fairley, The Rainmaker Institute – Allied Professionals Can Help You Get Clients

Wouldn’t it be nice to get a large percentage of your business from referrals?  Stephen Fairley, CEO of The Rainmaker Institute, gave some helpful tips on how to get referrals from allied professionals during a recent monthly coaching call.  This article summarizes some of his suggestions.

When it comes to referrals, you need to think creatively when choosing a referral partner.  According to Stephen Fairley, if you are willing to think outside of the box, you can come up with an allied professional who would be a great referral resource.  For example, if you are an estate planning attorney, financial planners would be a group in which you can target to generate cross referrals.

Stephen Fairley quotes a statistic from one of Jake Bloomberg’s book that 25 percent of the established attorney referrals come from other attorneys.  While this figure sounds impressive, it means that 75 percent of referrals are not from other lawyers.  Many of these referrals are coming from past and current clients, but a good number of them are coming from professionals who are not lawyers.  These allied professionals are often overlooked as a source of potential referrals.  Your allied professionals could include accountants, life insurance agents, financial advisors, commercial bankers, real estate agents, mortgage brokers or local bankers.

It is important to connect with allied professionals on a regular basis and to add these people to your herd.    Imagine being able to add professionals to your list who have their own groups of people who come to them for advice and guidance. 

Mr. Fairley believes that if you build a following among allied professionals, you can literally double or triple your referral resources in a relatively short period of time.

For more information regarding the tips provided by Stephen Fairley with The Rainmaker Institute, read our other articles, Stephen Fairley, The Rainmaker Institute – Educate Your Clients About Who Makes a Good Referral and Stephen Fairley, The Rainmaker Institute – Use Client Satisfaction Surveys to Create a Stream of Referrals.

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Ben Glass
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Ben is a nationally recognized expert in attorney marketing and the owner of Great Legal Marketing.