Build a Referral-Based Law Firm
145 pages of proven, use-them-today tips and tools
Done-for-You Legal Referral System
A specialty-specific, personalized program that helps small law firms obtain more high-quality referred leads.
What is the James Referral System?
Despite recognizing the high value of referred leads, most lawyers do not work at generating more referrals because they: (a) are uncomfortable asking for them, and (b) don’t have time.
Our program addresses these challenges by cultivating the 3 primary referral sources:
1. Local attorneys: We compile a list of targets, run the list by you, and then send a postally-delivered outreach series that (a) describes the benefits of a referral alliance, (b) provides valuable marketing tips which start that alliance off with a give instead of an ask, and (c) steers interested attorneys to a custom-created referral page describing the benefits of working with you.
2. Related professionals: We reach out to non-attorneys with a similar approach, but tailor the outreach and content to the profession, whether accountants, chiropractors, CPAs, debt counselors, financial planners, marriage counselors, psychologists, or others.
3. Past clients and other contacts: We alternate between education and entertainment, in even months emailing a custom newsletter and in odd months emailing a personal note from you offering a link to a meaty and branded educational booklet and asking that it be shared with anyone who could benefit. We have found that people will far more frequently share helpful information than recommend a particular lawyer.
Our referral system also includes:
Content for new prospects
- 100-300 page book, printed and branded
- 5-25 page booklet handouts, printed and branded
- Nurturing email series
- Practice brochures
- Webinar-and-booklet sales funnels
Content for new and past clients
- Annual survey to learn service shortcomings
- Reassurance email series
- Review requests to obtain additional positive reviews
Content for your office
- Bimonthly strategic referral and marketing tips
- Referral instruction book, with tools and case studies
- Referral stickers and cards
Is it really “done-for-you?”
Yes. We do everything:
Brand your content
All booklets, emails, and postal letters will contain your full contact information. The newsletter also includes your firm logo and photo. And your 100-300 page contains a bio in addition to your photo and contact information.
Build the lists of professionals and attorneys
This custom creation of potential local referral sources is time-consuming but high-value work. You are shown the lists and encouraged to add or subtract names before we begin our outreach.
Email, or print and ship
We send everything at our expense, whether emailed newsletters and booklets, postally-mailed letters to prospective professional referral sources, or printed booklets and books to your office.
We add custom tracking phone numbers to all Referral System pieces so that responses can be traced to specific mailings – whether email or postal. We periodically share those results with you.
For the following specialties, we have extensive Referral System content collections – 100-300 page books, booklets of varying lengths, allied professional outreach letters, private marketing memos, newsletters, coaching books and more. We can custom-create content for additional specialties, or combine existing content for multi-specialty practices.
Cost And Obligation
How much does the Referral System cost?
We charge your credit card $100 for setup, and then you don’t receive another charge for 3 months. If you want to continue the program after the 3-month free trial, the price is $495/month.
How much does it cost for additional specialties?
Each added specialty costs another $200/month. The initial setup charge remains $100 and the first 3 months are free no matter how many specialties you add.
If I want additional hard copies of books and booklets, how much do they cost?
Beyond the free copies included with your subscription, extra printed books cost $6 each and printed booklets $5 each.
Do you require a long-term contract?
No. You may cancel at any time for any reason.
How much time will this program require from me?
The only work we ask is two-fold and optional: (1) review any pieces you want to check before we send them, and (2) respond to the requests from allied professionals and attorneys who want to speak with you before they begin sending referrals.
May I request changes in the various pieces of content?
Yes, we are happy to localize, personalize, or otherwise modify our content to suit your needs. For example, maybe you have a big win you want to feature in your newsletter. Perhaps you want to emphasize a state law requirement in one of the booklets, or even add a chapter to your 100-300 page book. We make all those changes for you at no charge.
Can I get exclusivity in my geographic area?
No. However, with all the customization required for each new Referral System, our small team can only add 1-2 law firms per week over 50 states and 8 specialties. The chances of overlap with a local competitor are low.
How soon does outreach begin?
Typically the initial pieces begin going out to past clients and other contacts in the first month, and to prospective professional referral sources in the second month.
Is there a limit to how many email addresses we can provide for the outreach series?
No. The more emails you provide, the more effective are our efforts.
Who are the authors of your printed material?
Our books and booklets are written by attorneys with many years of practice experience in the subject specialty, and have been edited by James attorney-editors with decades of law book editing experience.
Compliance And Effectiveness
Is your program Bar compliant?
Yes. No cross referrals are required by our professional referral source matchmaking efforts, and it is clearly noted on our videos that the speaker is not an employee of your firm. The Referral System is content-based and education-focused.
Does the system work?
The program is new, but its first subscriber has already received three requests to discuss a referral alliance from high-volume allied professionals. It only takes one productive new professional referral source to more than pay for the Referral System.
Dozens of Happy Subscribers
“I was a bit skeptical at first and asked lots of questions. I received prompt responses and lots of samples of booklets, books, thank you notes, personalized cards and great ideas to kick-start our referral campaign. Every question and concern was answered promptly and in detail. The promptness hooked me.
“We are now into our fifth month of this relationship. We are very satisfied. Our clients receive automated letters linked to an educational brochure related to our legal service and all mailings are branded with our office name, logo and contact information.
“Between each automated letter James creates an eye-catching newsletter with up-to-date articles related to specific questions or concerns in our field of expertise. The newsletter ends with a great recipe or some anecdote to lighten up the reading. We have received positive response and very few “unsubscribe” requests.
“James initiated referral alliances with non-competing professionals that will provide direct referrals, business-to-business, complementing our area of expertise. We have received several calls from interested business owners. Keeping these referral alliances in our community benefits everyone.”
Carla J. Roy
Cape Cod, MA | Bankruptcy
“We like the content of the program in addition to its simplicity. I really appreciate that we do not have to put the content together and then email it out. It has added an extra method of advertising for us without bogging us down with extra things to do.”
Austin, TX | Personal Injury
“I have always wanted to reach out to our past clients (around 20,000 people!) but I have never really found the time needed to make it happen. Everything I have read about marketing says that your best sources of business should be your past clients, and we really never took advantage of the large list we had.
“Seeing that we wrote a book or a large FAQ paper shows the audience our expertise. I also find the people at James to be very responsive and wonderful to deal with.”