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Shownotes can be found at https://www.profitwithlaw.com/379.

Sales and marketing strategies come and go. But one method that never goes out of style is word of mouth—referrals. As a lawyer, doing business doesn’t only mean being good at your practice. You also have to know how to sell your services. 

The problem is many lawyers have preconceived notions about what it means to be in sales. So first, you have to reframe your understanding of selling. It's the first step to developing relationships in a way that people will know, like, and trust you enough to refer you endlessly.

In this episode, Bob Burg joins us to explain how to build relationships that lead to endless referrals. He walks us through how lawyers can reframe their understanding of selling. He then shares his system for developing and maintaining relationships and navigating referring business to somebody.

If you want to know how to start building a business on referrals, then this episode is for you.

00:00 Introduction

2:29 Bob’s Background

9:32 Reframing the Understanding of Selling

15:27 How to Build a Business on Referrals

19:07 Developing a Relationship with People You Interact with Every Day

26:07 System to Maintaining Relationships

32:10 Writing a Thank You Note

37:43 How to Navigate Referring Business to Somebody

41:31 Bob’s Parting Piece of Advice

Resources mentioned:

Check out the new Profit with Law YouTube channel!

Want to implement what you’ve learnt in this episode? Download the Action Guide, a workbook designed to help you process and implement the knowledge gained from this interview.

Learn more about the Profit with Law Elite Coaching Program here. 

Connect with Bob: Website

Subscribe to Bob’s Daily Impact email

Download a copy of Bob's personalized notecard and notepads!

The Go-Giver by Bob Burg and John David Mann 

Get access to Bob’s 10 Feel-Good Questions!

The Go-Giver Success Alliance 

Zig Ziglar’s books

Tom Hopkins’ books

Endless Referrals: Network Your Everyday Contacts into Sales by Bob Burg

How to Win Friends & Influence People by Dale Carnegie

Think and Grow Rich by Napoleon Hill

Psycho-Cybernetics by Maxwell Maltz, MD, FCIS

As a Man Thinketh by James Allen