This is how a meeting at a networking event eight years ago turned into a $6,000,000 referral.
- September 2016: I attend a Mercer Law Alumni networking event in Atlanta. I met a recent graduate who was getting ready to start her own firm.
- I offered my help and advice to her and her partner. We started having semi-annual lunches from 2016-2019, and we would talk occasionally on the phone and I would give advice and feedback on some of their cases.
- 2020, I started getting referrals from the attorney, mostly small auto cases. We worked them up and got great results.
- September 2022: we got associated on a car v. pedestrian fatality. Our investigation determined that a utility company whose vehicle blocked the crosswalk caused the collision, and the company did not have a proper temporary traffic control zone in accordance with the MUTCD and industry standards.
- January 2024: We settle the case with the utility company for $6,000,000.
Stop looking for quick, short-term rewards. Stop asking what other people can do for you. Stop turning down opportunities to work with other lawyers based on a case value threshold.
Instead, play the long game. Establish long-term relationships.
Ask what you can do for others and be generous. Look for opportunities to work with other lawyers on cases, even if they are smaller value ones. Do a great job and build relationships.
You wouldn't know it from the BS you hear from many marketing vendors, but results take time. So be patient. Be a good human. Be a resource. And do the work every day.
Do you agree? Join the conversation with me on LinkedIn.
