Lawyers : Generate a Million Dollars in Additional Income For your Law Firm

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Today's lawyer is so focused on getting the message out that will persuade the potential client to call the firm; the lawyer fails to look within to see if a change in the thought process, management, or delivery of the product can create new clients. From someone who usually spends a great deal on marketing, I have become quite savvy on how to generate free clients.

Traditionally, the client used to have one lawyer who handled everything. Then, due to overly busy technology, coupled with a much smart client, lawyers could not depend on repeat business. The advent of lawyers doing marketing by hyping cheaper rates or other hooks pulled the old- time family lawyer next to the top rung. Those lawyers today are still trying to figure out what went wrong and how to change the practice in order to meet the 21st Century's client consumer.

Resolvly

Today's firm marketing has to be more than yellow pages, television, or other media markets. Firms must simply figure out what the client wants and deliver it usual fashion that they become mini-marketers for your attorney.

Today's client wants more than just a lawyer. I don't recall one client who has asked me where I went to law school, what my class ranking was, or even if they could see my law permission. Clients were looking for me to get on their level, talk to them, and stay available to them.

I'm a keeper of statistics, and it became apparent when we implemented our strategic plan back in 1997 that my most effective product was my high rate of client relationship. A good component to my business got their start in clients who genuinely liked me, and told everyone about me long after their case was settled.

Over the years, I started observing that there was a positive change between 'just satisfying' the client with the right results, and developing a relationship with the client that held up far beyond the settlement of the case. Thus, I created and designed a client loyalty program within my firm that makes up approximately 33% of my new clients, many of who were referred by clients I represented over 15 years ago. Ask anyone within my firm and they're going to vouch that my development of client loyalty versus customer care is non-negotiable. I don't care what quantity of cash you generate, you are tasked with creating client loyalty.