Episodit
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This conversation with California-based R.J. Dreiling was so much fun! We discuss potential client consultations, energy and time management, and criminal defense as an art, not a science.
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"Sock Hop" Kevin MacLeod (incompetech.com)
Licensed under Creative Commons: By Attribution 4.0 License
http://creativecommons.org/licenses/by/4.0/ -
Check out some clips from a recent conversation I had with Isaac Ortega, the founder of Ortega Law Group, and some thoughts I had after our conversation. We discussed his beautiful referral relationship process, as well as how to prioritize your well-being.
Music Credit:
"Sock Hop" Kevin MacLeod (incompetech.com)
Licensed under Creative Commons: By Attribution 4.0 License
http://creativecommons.org/licenses/by/4.0/ -
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In this episode, Joshua takes you on a journey through the landscape of legal niches, aiming to help criminal lawyers discover the perfect size for their defense practice.
Ever wondered if you're being specific enough in your niche? Joshua shares anecdotes from his own legal adventures and conversations with industry experts, including the invaluable advice from his friend Marco Brown, a standout divorce and custody lawyer.
Josh challenges conventional wisdom on niches, exploring the delicate balance between specificity and broadness. Forget the jargon; this episode is all about making it easy for your referral partners to send clients your way. Josh breaks down the elements of a successful referrak habit loop, emphasizing the importance of being obvious, attractive, easy, and satisfying.
From the practical side of tailoring your pitch to different audiences to the crucial considerations of market support and client motivation, Joshua provides a roadmap for lawyers looking to carve out their niche successfully.
Join Josh Baron in "Navigating Niches" as he breaks down the myths, shares real talk, and sets you on the path to niche mastery. It's time to find that sweet spot for your criminal defense practice. Tune in and level up your criminal defense game!
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In this episode, Josh reviews the complicated nature of paying referral fees and the ways they can transform a sincere relationship into a transaction. Instead, focus your efforts on delivering an excellent experience to the referred client and honoring the trust of the referral partner.
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In this episode, Josh discusses the difficulty of measuring a lawyer's "quality" and the value of focusing more on the immediate concerns of the client and less on the outcome of the case. In many instances, the outcome will have little bearing on the client's overall feeling toward you as a law practitioner. On the contrary, if you address and reduce the underlying anxieties a client may feel toward the case, you have a better chance of earning their trust and higher ratings.
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In this brief episode, Josh shares a powerful rule that can make or break a referral relationship: one strike, and you're out. This refers to the importance of responding quickly to and taking good care of referred clients because one bad move can cost you future business with a referral partner.
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In this episode, Joshua discusses the importance of delivering a top-notch customer experience by seeking for opportunities to go the extra mile. For more information on this topic, check out Chip and Dan Heath's "The Power of Moments: Why Certain Experiences Have Extraordinary Impact".
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In this episode, Josh talks about what it takes to master the art of building referral relationships. Often, this can mean knowing when to ask for help, when to hire someone else who knows, and when to make a referral yourself. The key is to know where you shine and acknowledge where you can grow.
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In this episode, Joshua references "The 4 Disciplines of Execution" by Chris McChesney, Jim Huling, and Sean Covey, specifically the importance of distinguishing between lead and lag indicators and focusing on what you can control when it comes to building referral relationships that last.
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"Price is a multiplier and it might be the most powerful multiplier. When you quote a price, you're telling the client how important the case is to you and how important it should be to them. When you raise your prices, it transforms the kind of service you can provide. Raising your prices has a ripple effect on your whole business. It's a single choice that makes a hundred other choices for you" (pg. 28-29 pf Criminal Defense Referrals)
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In this episode, Josh discusses finding the right networking style for you and shares a simple formula that can help you decide how many referral sources you actually need.
But how many referral sources do you actually need?
Here's the formula: Number of Referral Sources x Cases Per Source x Average Case Value - Expenses = Income
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In this episode, Joshua shares a story about his grandfather's knack for networking and the importance of playing to your strengths when it comes to building referral relationships and growing your practice.
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In this brief episode, Joshua discusses the importance of diversifying your referral sources and cautions against solely depending on any one referral party. If any one source makes up 20% or more of your revenue, they're not your partner. They're your boss. Now, that may be a reliable source and a sustainable path for some, but not all. If you're worried current clients or partners may look elsewhere for legal counsel in the future, now might be the time to explore other referral sources.
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In this episode, Joshua discusses the third category of referrals, which may be the farthest from actual money, but which can be integral to building long-lasting referral relationships. Let's be honest, it can be very awkward to ask for referrals. But, what if we instead asked our lawyer friends if we could have lunch with other attorneys they know? Don't put yourself above doing favors and waiving the fee for a fellow practitioner. Chances are, you know lawyers who know lawyers who have clients that you can help. Playing to your strengths can help expand your network, grow your practice, and cement your reputation as the trusted criminal defense lawyer.
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In this episode, Joshua discusses the power of building referral relationships with other attorneys. Your friend, the divorce lawyer, may know of a former client who is now in need of criminal defense expertise. Or, a fellow criminal lawyer may know of a co-defendant that needs representation. These are great opportunities to do them a service and meet the need of their dear clients. Take good care of those clients, and other attorneys will knock at your door the next time they have a case out of their wheelhouse.
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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.
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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.
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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!
Get the book on Amazon!
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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!
Get the book on Amazon!
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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!
Get the book on Amazon!
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