Your network is your net worth

We’ve all heard it, but how often do we really act on it? I work with many lawyers whose referral network is one of their biggest sources of new business, yet it’s often the most neglected. As we move into Q2, it’s time to give your referral partners the attention they deserve!

Let’s face it, most of us get busy, and our focus shifts to immediate deadlines, leaving our referral sources on the back burner. But here’s the reality: strong referrer relationships can be the lifeline of a thriving practice. So, if you haven’t checked in with your referral network in a while, consider this your sign to start today!

TO DO
Step 1: Identify your core referrers
Pull up your list of referrers—colleagues, business partners, and industry contacts. Who are the top 10 people who’ve sent you business in the past? Who are the connectors that have opened doors for you, even if it didn’t lead to immediate work? These are your core relationships to prioritise. If you need the list, see if you can get it from your practice management system.

Step 2: Categorise based on impact and engagement
Divide your list into three categories:
➡️ “High-impact referrers”: People who’ve referred high-quality work or multiple clients in the past. These are your top advocates that are working for you.
➡️ “Potential powerhouses”: Referrers who have sent some work but haven’t become consistent yet.
➡️ “Dormant contacts”: Those who used to refer business but have gone quiet recently.
Your goal is to re-engage each group thoughtfully, focusing on those high-impact relationships first.

Step 3: Reach out with a genuine offer of value
Reconnecting with referrers isn’t just about asking for more business. It’s about strengthening the relationship. So, lead with value:
➡️ Share an insight: Send an article, report, or tip that aligns with their area of expertise or interest.
➡️ Offer support: Is there a way you can help them? Maybe introduce them to a contact in your network or offer your own services to support their current projects.
➡️ Show appreciation: Don’t forget a simple thank you. Let them know you appreciate their referrals, and share any positive feedback you received from a client they referred.

Step 4: Commit to a regular touchpoint schedule
Don’t let another six months pass without contact. Set a reminder to check in regularly— a coffee catch-up, or an invite to an event, etc. This consistency will keep you top-of-mind and deepen your partnership.

Final call to action:
Pick five referral sources you want to rekindle your relationship with, and pick up the phone to catch up. Let them know you value their support, and make the most of this quarter to set up a strong referral pipeline for the rest of 2024 into 2025!