There is a new school of thought on referrals. While in the old days lawyers were told to ask for referrals, some law firms are changing the rules. The idea behind not asking for referrals connects to the psychology of the referring party. The new idea is as follows:
We make referrals when only these three
conditions are met:
1. I believe the person I'm referring
wants what the company can do.
2. I believe the company can and will
do what that person wants.
3. I want to help them both.
If any of the above are missing, the referral is not made. Law firms then would do better in finding out WHAT their customers want and delivering the service so that the customer is proud to have his or her colleage benefit from the same service.
Mina N. Sirkin, Esq. is a California Certified Specialist in Estate Planning, Probate and Trust Law by the Board of Legal Specialization of the State Bar of California who practices in Los Angeles County, California. [email protected]. http://www.SirkinLaw.com.
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