"Surely there is magic at play. That lawyer is the ultimate charmer who serendipitously happens to be in the right place at the right time-every time. Whatever the secret, you need to figure it out because referrals drive law firm business. And while referrals may feel like random acts of magic or serendipity that are beyond your control, they are not. They are the outcome of something much more human and down-to-earth: real, authentic relationships that are nurtured through intentionality and planning."
"When people ask me what I do, I tell them, "I help lawyers make friends." If I'm feeling especially cheeky, I will follow it up with, "and remind them how to be human." Joking aside, it never ceases to amaze me how lawyers consistently treat professional relationships as alien compared with personal connections. How you develop your friendships is a good model for developing authentic referral relationships."
Referrals are invitations rooted in trust and result from consistent, authentic behavior rather than luck. Building professional referral relationships parallels forming personal friendships: authenticity, consistent presence, and human connection matter. Intentionality and planning nurture trustworthy relationships that generate referrals. Lawyers do not need to become someone else or devote disproportionate time to nonbillable work; simple reframing and deliberate actions can cultivate referral networks. Demonstrating reliability and genuine care over time builds trust that leads others to recommend services. Small, planned efforts to connect and maintain relationships quietly power a thriving practice.
Read at ABA Journal
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