Networking Your Way to More and Better Referrals

Networking is about establishing mutually beneficial relationships, not a contest to see how many business cards you can collect. And to secure those mutually beneficial relationships, you need to be strategic about the people you meet. Not everyone who crosses your path will necessarily qualify for that role. Here are some networking tips: Join the right groups: Don’t focus on legal groups or groups where a lot of attorneys gather (unless you get a lot of your business from other attorneys). You need to go where the decision makers meet, not the gatekeepers. Join elite groups: Groups that cost several hundred dollars a year are better than cheap groups; groups that require a member to sponsor you are even better. Remember your primary purpose: Remember your primary purpose in going to networking events is NOT to get new clients. Your primary purpose is to build a relationship with potential referral sources and to offer yourself as a referral source to…

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