Suppose you are a personal injury attorney. And suppose you write a report showing people how to handle their own property damage (no injury) insurance claim. You tell them what to do and how to do it.
You tell them not to admit fault, teach them how to measure and document their damages, give advice about what to do if it’s a total loss, and equip them to present and negotiate their claim.
You know, stuff you often do for clients and prospects without charge.
Show them how to do it themselves so they don’t ask you to do it for them. Of course you also tell them what to do if they do have injuries. You tell them what an attorney can do to help them maximize their claim and have peace of mind and how hiring an attorney usually pays for itself.
You distribute your report to your clients and prospects and to anyone else who wants a copy. You give it away on your website and hand it out when you’re networking. You contact other lawyers who don’t do personal injury and let them give the report to their clients and contacts.
What will happen? You’ll get a lot of people who are grateful to you for your sound advice. Some will be injured and call you. Some will hold onto your report and call you when they have an injury claim. And some will call you with questions about their property damage claim, even though you showed them what to do and assured them they could do it themselves.
That’s okay. Take their call. Encourage their call. Give them a few minutes of your time. Write a letter or make a call for them, without charge. It’s an investment in their future business.
Think “clients” not “cases”.
If you don’t handle personal injury, you can do something similar in your practice area. Teach people how to file their own simple divorce, quit claim their property to their spouse, or file a fictitious business statement.
Help people do things for themselves and when they have something they can’t do themselves, they’ll call you.
Want more referrals? Quickly? How about 30 Days?
