Prospecting Lawyers

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May 7, 2008 2:06 pm

Anyone had any luck with this group?


I live near a major city that has a few big firms, with hundreds of partners, that have their individual numbers listed on their web sites.  I guess one problem is that you will most likely get the secretary and not the lawyer.
 
What are some other pitfalls with this group?
 
Thanks,
 
Boone
May 7, 2008 2:40 pm

I have had luck.  I pick up the phone and call them.  When they answer, I ask for an appointment.  If I walk past their office, I walk in and ask if they are available.

May 7, 2008 4:19 pm
Ouch!
 
Anon,
 
I've read your stuff and always learn something from your posts, so your reply to my innaugural post was a real punch in the gut.
 
So it must be that you misunderstood my question.    Just kidding.
 
I was actually looking for some color as to if there was a better approach to prospecting the partners at the big law firms, like there is a better way, time, and rap to appraoching seniors, business owners, etc.
 
- Boone
 
 
 
 
 
May 7, 2008 4:37 pm

Boone, there was no punch intended.  Forget wasting time with better approaches, better times, better way, etc.  Just pick up the phone and call.  This is a numbers game and not a percentage game.  My only difference with lawyers as opposed to business owners is that I say, "I work with a lot of lawyers" instead of, "I work with a lot of business owners".

May 7, 2008 4:51 pm
anonymous:

Boone, there was no punch intended.  Forget wasting time with better approaches, better times, better way, etc.  Just pick up the phone and call.  This is a numbers game and not a percentage game.  My only difference with lawyers as opposed to business owners is that I say, "I work with a lot of lawyers" instead of, "I work with a lot of business owners".

 
It's kind of like when I go to strip clubs...I always say I work with a lot of strippers.
May 7, 2008 7:21 pm

they're all mostly assholes. don't waste your time.

May 7, 2008 7:33 pm

To increase your chance of reaching attorneys without their assistant running interference, call before or after business hours.

May 7, 2008 8:28 pm

Got it guys.  Thanks for the input!

May 7, 2008 8:57 pm

I know an FA (team) that prospects lawyers big time and is successful at it. They cold call them, on a dinner. They run dinners at local restaurants, in a private room, and they bill it as a "networking event for the profession" also telling them there will be a short presentation on what they do for attorneys.

They run seminars every two weeks or so, and are successful at it.
May 12, 2008 2:17 pm
ezmoney:

they're all mostly assholes. don't waste your time.

 
Could it be you're the asshole, and they're just reflecting what they perceive?  You know, doing the "mirroring" technique? 
 
I ask partly in jest, but it seems most of your posts are very negative.  I would not be suprised if some of that negativity comes out when you call on lawyers.  They, in turn, will become negative, thus decreasing your chances for success.
May 12, 2008 3:14 pm

Probably why Pratoman's technique works.  Gets them out of the office.

May 14, 2008 10:10 am

Lawyers are just like any other busy professional.  If they always have time to chat, likely they don't have clients to refer.  You also need to focus on attorneys who do what you need done for your clients.  Start by asking your clients who their attorneys are.  Ask your client if they don't mind if you introduce yourself, see if the legal affairs are in place for the client.  Use it as an opportunity to help get a new sale for the attorney.  Find out how you can refer business to the attorney, do they take new clients?  Are they splitting commission or taking kickbacks from any other broker (yes I used kickback because that is what this revenue sharing splitting stuff is).  If they are on the take, walk away and find an honest attorney (oxymoron intended, in jest!).

May 14, 2008 2:26 pm
iceco1d:
 
I would imagine they would receive it (business hours cold calls) in a similar fashion to you being called while you are in the middle of prospecting/cold calling. 
 
 
Good analogy ice.