It’s still New Solo Week here at Divorce Discourse and I’m continuing to focus on those family law practitioners that have recently opened offices. Lets get going with Day Two…
You won’t get referrals if you aren’t committed to your practice. When we make a referral to you we’re risking our reputation. We know that your service to the client reflects on us and we’re cautious about referring to you.
I’m not suggesting that we’re going to commission a background investigation of you. We are, however, going to do a gut check and make sure we feel that you’re serious about your practice and your clients. We’ve got to feel comfortable with you and we aren’t going to refer if we have nagging doubts. You’ve got to come across as committed to your work, smart and passionate about helping your clients.
You can, in the blink of an eye, destroy your credibility and we won’t ever refer to you. Here’s how…
You call me for coffee. We meet for 20 minutes. You listen to me ramble on and you appear interested. I, therefore, assume that you’re brilliant and talented. You followup with an email. You friend me on Facebook and LinkedIn.
A few weeks later, while I’m scanning Facebook or LinkedIn, I notice a status update where you mention your excitement about a job interview. I read more carefully and realize that you’re hunting for a job.
Game over. You just came off my referral list. Sorry, I’m not going to refer to you if you aren’t 100% committed to your practice. I’m not comfortable sending my clients, friends or neighbors to you anymore. I can’t jeopardize my reputation by sending my people to someone that might shift gears in the middle of the case. In adding you to my list I assumed you were in for the long haul, like me.
I’ve had this happen several times. The lawyer is trying to build a private practice as a fallback position. They don’t have a job and they need to earn a living, but the real objective is to get a job. I can’t argue with getting a job, it’s a good decision for some folks, I’m just saying that I won’t refer. I’m not willing to send someone over and have them left in a lurch. You’ve blown it with me.
Feel free to hunt for a job. You’ve got to do what makes sense for you and your family. Just be aware that most of us aren’t going to refer business to you once we realize that you’re looking to make a move.
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Lee Rosen has practiced family law for more than twenty years. With three offices, 