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Home / Podcast  / 065: How to Quickly and Cost Effectively Get More Business for Your Practice with Denise Cullen

Have you ever wondered why some law firms thrive on the word-of-mouth wave while others barely make a splash?

Marketing expert Denise Cullen and Steve unravel creating a potent client experience that doesn’t end with a resolved case but flows into generating a pipeline of referrals. With the precision of a seasoned lawyer, they dissect strategies to train your team in the art of the referral “ask,” transforming every satisfied client into a beacon for new business without pushy sales tactics.

Turning a law firm into a hive of professional connections is no small feat, but we lay out a blueprint for success. We explore the essence of tracking referral sources with the tenacity of a detective on a high-profile case. From hosting educational gatherings to fostering relationships through shared interests, we map the journey from the first handshake to a thriving network of referral-rich contacts.

As we round off the conversation, Denise reveals that setting ambitious goals for referral growth isn’t just about numbers but about aligning with those who share your values and mission. We share anecdotes of turning small beginnings into grand enterprises and invite you to join us in exploring techniques that will not only scale your practice but also enrich your personal life.

Tap into the potential within your current client base and discover how your firm’s marketing efforts can lead to a professionally rewarding and personally fulfilling practice.

In this episode, you will hear:

  • Client experience from the first phone call and training staff for exceptional service to create marketing and referrals
  • The natural “ask” for referrals
  • All team members equipped to ask for referrals regardless of their role
  • Tracking referral sources to optimize growth
  • Using a “top 20 list” to maintain valuable relationships and implementing personalized thank-you gestures
  • Building a robust referral network through strategic relationship management, attending events, and leveraging social media for Top of Mind Awareness (TOMA)
  • Hosting educational events and categorizing contacts by profession to enhance targeted marketing efforts
  • Training the team for effective referral requests
  • Setting specific goals for referral increases
  • Aligning efforts with the firm’s mission and values to transform business trajectory
  • Using mirrors for practice, recording yourself, leveraging technology, and consistent communication with referral networks

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Supporting Resources:

Denise Cullen: Practice Growth Diagnostic Advisor & Director of Member Services

Mastering Referrals: Creating an Evergreen Referral System Webinar

Double Your Revenue™ Workshop

Great Practice. Great Life.® by Atticus® – 008: Why is the Double Your Revenue™ Workshop so Scary? with Denise Cullen

Steve Riley

Certified Practice Advisor & Attorney

Steve Riley has coached attorneys for more than 20 years. His one-on-one coaching focuses on a limited number of top producing attorneys committed to taking their practices to new levels of excellence, profit, and personal success. He also presents at group coaching workshops around the country for individual law firms, state bar associations, and other legal organizations.

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