The Business of Law with Joshua Baron

In this episode, Joshua discusses three types of referral sources: 1) Clients who refer future clients, 2) Non-Clients who refer clients, and 3) Non-Clients who refer non-clients who refer clients. The first is the most ideal but may only account for 10% of the referrals you receive. Still, it is extremely important that you leave a good impression on your clients. They may refer family members or other close friends. Give them great customer service, and you will be rewarded for it. 

In this episode, Joshua discusses the power of service in building referral relationships. Try serving on the board for a networking organization, such as a rotary club or the criminal section of the BAR. Again, it's essential that you hand pick a few activities that you feel passionate about and can do well rather than doing several activities poorly. Look for opportunities to serve potential referral partners by sending them referrals, covering a court hearing, or providing help with their projects. It's a win-win that reflects well on the referral partner who gains new clients and on you for being the attorney that really cares. 

In this episode, Joshua discusses the challenges and benefits of giving gifts. Here, quid pro quo is a no-go. The best kinds of gifts place the focus on the recipient and demonstrate sincere care rather than transactional expectation of recompense. Give gifts with honest intentions and you might just gain a few referrals!

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In this episode, Joshua discusses the impact of kind words in conversation, a written note, email, or text. If you enjoy sending cards, for instance, it's important to choose materials that are easily accessible to you as well as a size of card that is appropriate and proportional to the message you intend to send. Just as critical is the specificity of the words used. Being concrete in your complements can show an individual that you actively observe, listen to, and admire their work. If this is your cup of tea, set a goal to do it consistently and expect results!

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In this episode, Joshua discusses his favorite referral-building activity: quality time. Be it a lunch with other attorneys, a continuing education event, or a phone call to a former connection, the key is to choose people who you genuinely enjoy spending time with, and to focus on their challenges and desires. Consistent, thoughtful interaction with other lawyers can lead to fruitful relationships - and maybe a few referrals!

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In this episode, Joshua invites us to consider the impact of giving ourselves permission to find and do the referral-building activities that bring us joy. Whether it be offering a kind word, spending quality time, giving a gift, or providing small, sincere acts of service, the most effective method should be the one that comes easy and naturally. 

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In this episode, Joshua discusses the hidden costs of advertising and the joys of building referrals relationships. He also makes a compelling case for referrals that may just convince the skeptics who are clinging to Google, billboards, and SEO consultants.

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In this episode, Joshua Baron introduces his latest book, Criminal Defense Referrals: How to Fire Google and Connect with your Ideal Clients. He discusses several approaches to finding referrals, and the benefits of finding what works best for you and your practice. 

In other words, the book helps criminal defense lawyers build referral relationships that lead to a business those lawyers love.

When I was in law school, the institution put on an event focused on teaching students how to start their own law firms. They had one-hour sessions with three or four successful lawyers. My only question was: how do you get clients? They talked about copiers or leasing an office space... but never answered that burning question. I was appreciative of these individuals and their generous donation of time and knowledge, yet the information they shared was vague and often resulted in invitations to join local bar sections or rotary clubs.

I was perplexed. How long would it take to acquire clients and get the firm off the ground? How much could I expect to make? How reliable was this structure?

In 2017, my business partner retired and I had the opportunity to ask myself: What do I want my law practice to look like? How would I get my name out there? Advertising was the usual answer. But that didn't feel right. I looked around and recognized that several of my colleagues met all of their clients through referrals. Bingo. I took a lot of their advice, and left behind those things that didn't work for me.

The result: Criminal Defense Referrals.

This book is not meant to be a cookie-cutter, fill-in-the-blank workbook. Instead, it's organized around 10 questions that you need to answer in order to build your referral business. After all, your business and cases will look different than what I've built over the past few years. 

But by thinking carefully about these questions, I'm confident you can build a business around sincere, word-of-mouth referrals without having to worry about those pesky kickback fees for paid advertisements. 

Connect with Shreya on LinkedIn: https://www.linkedin.com/in/shreya-ley-36b46825/
Shreya's law firm: https://www.layroots.com/

Shreya's vacation responders:

LayRoots Out of Office Messages

August 2017

Colin and I are currently in Jackson, WY, attempting to summit the Grand Teton.  If you have spoken to us over the last year, then you probably know that we have been training for this trip for the last year or so. I jokingly say that we are testing the limits of our relationship because you really have to trust each other when climbing up a 1,500 foot face together...and camping in the back country.  Be prepared for stories upon our return.  

We're only going to be gone a week so if you need to talk to me, please consider scheduling some time with me using this calendar: https://www.layroots.com/schedule or by calling our office number: 206-219-9559

Alternatively, you can leave me a detailed email message and I will get back to you once I'm off the mountain.

If this is an emergency, consider asking for Dr. Ron.  He's very nice.

June 2018

Some of you may not know this, but LayRoots was born on a surf trip five years ago.  Colin and I were camping and surfing on the Washington State coast.  Shreya was unhappy at her corporate job.  Colin was working for a number of national firms and feeling the grind.  Sitting around the campfire, looking at the stars, we dreamt up a life where we built the kind of company that we would enjoy working for...that was more...human.  

Fast forward five years and we have our growing business.  We recently realized we had been so busy supporting other people's lives and businesses (which we love) that we had been neglecting our own in some ways!

So, we are off to Mexico to surf and spend some uninterrupted time working ON the business and building out some of our content and systems.  

We hope that YOU will see the benefit of this time so thank you for being patient with us.  

We will have limited connectivity but it may take us a little longer to respond.  We don't want to get our keyboard sandy.  

We will be back soon, so please consider scheduling some time with me using this calendar: 15 Minute Appointment

OR our receptionist will help you to schedule if you call our office number: 206-219-9559

Alternatively, you can leave me a detailed email message and I will get back to you when I can.

December 2018

Some of you know this already, but the Lawyer-Human Show is going on the road!  We will be working for the next 5 weeks from Cambodia --> Thailand --> Vietnam.  Feel free to follow along on our journey on Instagram (@lawyerhuman).  

Don't worry - we still got you.  We are working - we are just working really odd hours.  We will be available by email and limited to appointment-only for phone meetings (and it will be Zoom-based).  Thank you for understanding! 

The phone appts will generally occur between 5-7pm Seattle-time.

Email me with an appt request and I will get back to you as soon as I get it. Alternatively, you can leave me a detailed email message and I will get back to you when I can.

Hey there! We <3 you.  Our replies are delayed a bit for the next 5 weeks because we are working remotely from SE Asia.  So, 1) that explains the 3am emails/delayed response; 2) our phone availability is by appointment only.  Thanks for sticking with us and being patient!

October 2019

Some of you know this already, but the Lawyer-Human Show is going on the road again! We are fulfilling two dreams: 1) of having a business that we can periodically take with us (so, no, it's not a burden to be working during our travels - we're quite grateful for the opportunity); and 2) Colin's dream of exploring Peru before he turns the big 4-0.  

So, we will be vacationing and working for 3 weeks from Peru and then we are speaking at a national conference in San Diego. Feel free to follow along on our journey on Instagram (@lawyerhuman and @shreyley) or on our podcast "The Lawyer-Human Show."  

Don't worry - we still got you, but we WILL be making time for ourselves to explore too. So, we won't be available ALL the time. For example, when we are trekking through the Andes, we will not have any availability.  We will get back to you as soon as we can, though. You are important to us and we thank you for understanding! 

Email me with an appointment request and some deets, and I will get back to you as soon as I get it. 

July 2021

We are at snowboard camp on vacation July 5-11. 

We will be checking emails, but our responses will likely be delayed.

-- Colin & Shreya

If you need help scheduling an appointment or need to converse with a person more immediately, please call 206-219-9559 OR make an initial phone appointment if you're new, at this link. Once we get notice of your message, we will call you back as soon as we can.

Alison Saros was a prosecutor for the Los Angeles County District Attorney. But she left because she felt a desire to help young people before they got into the criminal justice system. She eventually found her way back to the courtroom as a criminal defense attorney. But her approach borders on social work. She wants to solve the problems that led to her clients getting into trouble.

Alison teaches us how to go from prosecution to defense. She also shared that the biggest tool in her success has been her ability to build relationships that solve problems.

Alison's LinkedIn: https://www.linkedin.com/in/alison-saros-7b207636/
Alison's firm: https://saroslaw.com/