Strategic Partnerships and Referral Networks

There are numerous sources in the legal world claiming that lawyers need to work on building and growing their networks in order to gain referrals. But with hundreds of connections, how is a solo lawyer able to build and develop proper relationships with everyone? Maybe lawyers should be thinking about the quality of their connections rather than the quantity. What should a solo or small firm attorney do to build a good referral network?

In this episode of New Solo, Adriana Linares interviews family law practitioner Lee Rosen about forming strategic partnerships and setting up a basic referral network. Rosen actually rejects both of those phrases and explains that he thinks of an effective referral network as a collection of close friends who provide value to each other in multiple ways. Lawyers should build relationships with around twenty other lawyers and people in different professions who have the opportunity to provide referrals. Also, he says, you need to LIKE these people, because they will be your friends for the rest of your practice. Once you have found the right twenty connections, use things like social media to maintain these relationships. At the end of the podcast, Rosen explains three important takeaways for solo lawyers: be interested in the other people, be deliberate and calculating when you choose connections, and pick up the phone and start calling people today. He believes this form of networking will grow your practice and make you happy.

Lee Rosen has practiced family law for more than 20 years, with four offices in Raleigh, Charlotte, Durham, and Chapel Hill, North Carolina. He served as the Law Practice Management editor of the ABA Family Advocate for more than a decade and received the ABA James Kean Award for excellence in elawyering. He also served as chair of the Law Practice Management Section of the North Carolina Bar Association. He’s a frequent speaker, often sought out by media as a source of family law insight and commentary and the publisher of DivorceDiscourse.com, a widely popular daily advice blog about law firm marketing, management, and finances.

Special thanks to our sponsor, Solo Practice University.