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Ackert Blog

Top of Mind Is Top Priority

I know a lot of attorneys. But when I was out with friends the other night, and one of them asked for a referral to a good lawyer, John's name popped into my head, and I sent the business his way.

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4 Ways to Earn the Confidence of Your Referral Sources

It’s natural to look to our referral sources for business, but the fact is that we won’t see much value from them until we earn their confidence. (After all, who wants to refer their client to someone who doesn’t know what they’re doing?)...

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Video: How To Leverage Your Business Development Referral Network

Referrals account for a large part of the new business in a lawyer's practice. Generating referrals should be a key focus of your business development strategy, whether they originate from external sources or from other lawyers at your firm....

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Top of Mind is Top Priority

I know a lot of lawyers. But when I was out with friends the other night and one of them asked for a referral, John’s name popped into my head so I sent the business his way.

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How to Keep Your Referral Sources Happy

Quid pro quo. Tit for tat. Even Steven. It’s the ideal. But we can’t always reciprocate when a referral source sends us a new client. Most of the time, we don’t have anything meaningful to send back to them at that precise moment, or they happen...

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The Difference Between a Referral Source and a Resource

As you gather people into your professional network you will find that fellow advisors fall into one of two categories: Referral Sources and Resources.

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How to Be an Effective Referral Partner

“I don’t understand why I’m not getting referrals from the big firms anymore,” my client said. He’s a successful litigating partner in a mid-size firm whose book of business isn’t what it used to be. “After all, I do good work and I don’t poach...

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How to Thank Your Referral Sources

Given the number of critical projects on your to-do list, it can be easy to let minor tasks fall through the cracks. But maintaining a consistent flow of referrals is not so minor when you consider its role in the health of your practice. So...

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Who Is On Your Sales Team?

If you were in the business of making widgets, you’d have a sales team, and your survival would rely on their performance. You would educate them about your widget so that they could sell it effectively into the market. You would give them a list...

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How to Repair a Broken Referral Source

The proposal was simple enough: you look out for their interests, and they will look out for yours. But somewhere along the way, things got complicated. You sent them a few referrals without any quid pro quo. Or perhaps it was the other way...

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