This episode talks about steps solo or small firm practitioners can take to help build a steady stream of referrals. The hosts discuss the benefits of a referral-based practice which provides a base of clients who come to your practice already having been pre-screened and eager to be helped. The positive expectation of a referral client increases the likelihood that you will be retained by them.

Keys to building a referral client base are similar to building a valuable network:

· Always keep referrals on top of your networking and referral partners’ minds by mentioning it during networking opportunities· Provide value to your referral partners by keeping them in the loop about the case and thanking them promptly for the referral even if it does not pan out to a new client· Remind potential clients that since your business is referral-based it is important that you do a good job on their case so that the potential client will become a referring client.· Give referrals back to lawyers who refer you clients or if you can’t do that then find other ways to give value and make it a two-way street – take them out to lunch, send them an article related to their practice, tickets to a ballgame.While it can be time-consuming to devote so much time to building a referral-based practice, it is vital if you want to have a consistent flow of business and is well worth the time you put into it.