Community Table: Work the Room! Actually Networking at a Networking Event

Episode Notes

Transcript

Announcer:

This is Unbillable Hours community table with Clio, a monthly virtual round table where lawyers discuss issues their practices are facing and receive feedback from lawyer and law firm management consultant Christopher T Anderson. Join the conversation live every third Thursday at 3:00 PM Eastern. Our entire episode today is an extended group discussion about how to approach networking events in a healthy, productive way.

Christopher T. Anderson:

Janet, we talked when we were at the unbillable hour in November about networking, and one of the tips that you had was how to warm up. There’s a lot of people when they go to a networking event, just sort of see it as you just go, right? You just go, you show up without any prep work, and they just go with no goal, no objective in mind, and that they really hope to do is to see some people they know and talk to them and then leave. And so it becomes a net socializing event, not a network working event. And I lose a lot of the value of it. And so you talked a little bit about how really to treat that differently, how to warm up the networking event before you even go, would you mind just reiterating a little bit about what you talked about and then I think you’ve had a chance to put that into practice and tell folks how that went.

Janet Falk:

Sure. My approach is specifically designed for when you don’t know anyone who’s going to be at the event that you’re attending, but it works even if you do know some people that you’re going to meet there. And the idea is you go to the website of the host organization and you identify the leaders of the group, whether they’re the president, vice president, programming chair or membership chair, and you identify them by their email address and get in touch with them and introduce yourself, say in your subject line, will we meet at the networking event? And then you describe how you learned their email address because you saw they’re an officer of the group and how you are interested in attending the event because you have an affinity with the group’s mission. Maybe you are a member of the same industry or the same locale, or you have clients who are members and then you describe that you’re an attorney and you want to become active in the group.

Now if these people are alert officers, then they’re interested in developing the future of the organization and recruiting members. So they will write back to you and say, Janet, of course I’m going to be at the event. I’m an officer and I look forward to meeting you. And now your opportunity is to reply to them and say, thank you so much. I’m even more excited to attend this event. And by the way, because it’s going to be very crowded and a lot of people there, I’m going to wear this distinctive article of clothing. Now, if you are a man or a woman who’s been in court earlier in the day, you’re wearing a dark suit, but you have to be distinctive in this event. So people will find you and remember meeting you. So you can as a man wear a green tie or an orange tie. As a woman, you can wear a red scarf so that people will see you and you will stand out in the crowd. And when you get to the event, then people are expecting to meet you. The officers of the organization want to recruit you as a member. So it’s very easy to make conversation. You just ask them about what the group does and how they contribute and what have been some of the recent successes.

Christopher T. Anderson:

I love it, right? It’s like nobody does this. So the setup is really just getting people looking for you and it’s setting you up who you contacted. So you’ve kind of, do you feel like you’ve got a list? Do you go with your list of like, okay, I’m going to be looking for at least those five people when I get there. And that’s sort of your hit list for the night?

Janet Falk:

Yes, exactly. And because you have this list and these are all officers, then you at the registration desk you ask, is Christopher here? I’m supposed to meet them. And then when you have that first conversation, you enjoy the conversation and then you say, I’ve really had a pleasure talking with you, and by the way, I would also like to meet. Can you introduce me to her? And of course, the person is going to say yes because how can they say no? And they will walk you over to meet the next person. So that way you can work the room by focusing on the people you have identified in advance who are the movers and shakers of the organization, and you can ask each of them to introduce you to the next one. And then when you get to the end of the list, you can say, is there anybody else you think that I should talk to?

Christopher T. Anderson:

Yeah. And have you developed a Janet Falk distinctive thing that you do you wear a broach or you wear a special hat or you wear a pocket square of a certain kind? Or is there a thing that you use repeatedly over many events so that people kind of get to know, oh yeah, that’s Janet. She’s the one with the pink hat.

Janet Falk:

Not exactly, but what I do do is I bring my own name, tap, and it’s one of these large magnetic ones that attach easily to your clothing. And it has my name Janet Falk in a very large font. And underneath that, in a similarly large font, it says Public relations because no one has heard of FA communications and research, which is too big to fit on the name tag

And the name of my business is hardly indicative of what it is that I do. So for attorneys who have the name of their firm being their own name, that’s not very helpful. It doesn’t tell me that you do matrimonial law or intellectual property or personal injury or real estate. So I recommend bringing your own name tag because that is a way that you will stand apart from the others, and it makes it easy for the next person to engage you in conversation because they already know what it is that you bring to the table. They know that you focus on a certain aspect of law.

Christopher T. Anderson:

So a couple of people have chimed in. I’d love for you to kind of talk about that for a second. You have a colleague who, and I know her too, she’s always yellow. She’s our yellow rose of Texas.

Audience Member #1:

Yeah. So Kate Lincoln Goldfinch is my BFF. And I mean, I was thinking about how this is just how she lives, so she doesn’t do it for a particular event, but if she was going to do this, she would just be like, I’ll be the one in all yellow. Y’all know who I am. I even have curly yellow hair. And so for her, she’s taken it beyond just the networking and has made it just her signature personal brand identifier and literally, and we’re together a lot everywhere we go, no matter what people comment on it. So I mean, I think that’s a really good idea to sort of adopt some signature thing. I’m the one who always has the cool scarf or something like that. I think that could be really great.

Christopher T. Anderson:

Cool. And then Joshua, you were mentioning the name tag because that jumps out to me too because seen Janet, what really jumped out to me is I’ve seen people do what you said about bringing your own name tag. Not all the time, but some people figure that one out, but then they screw it up, they have a little name tag that they’re little brass name tag, and you have to lean in closer than Joshua, you were writing conference organizers are not really on top of this,

Joshua Lenon:

And Clio is no different. I consistently have to point out at the Clio cloud conference and we have these big plastic name tags and they have a little tiny name on them. I’m like, why aren’t we using all this space? And part of it is you have to design it to handle both short names and long names. And so that’s part of the issue. But I think one way that I personally help overcome this is I might wear the conference name tag, but I carry business cards, which is becoming very rare.

And the business card has on one side just like my name, my job title, and the company that I’m with in very large text. And so it’s something that I can hand out to somebody. It’s easily legible in a dim networking event. It covers a lot of the things that Janet was talking about. And it also is a great way to then transfer my contact information, which is on the opposite side. And I find rather than us having that awkward moment of, are you on LinkedIn? What’s your email? How do we connect? Right? I can just reach into my suit jacket pocket, grab a business card, and they’ve got something in hand immediately.

Christopher T. Anderson:

Cool. Thanks Joshua. Alright, Janet, so I interrupted you when you were getting to how you implemented this at this recent event. So walk us through that. So I figured you’ve got your name tag now. What was your signature item for this event? What were people looking for?

Janet Falk:

Okay, so let me back up for a second. Sure. This event was a group get together of members of a listserv and I’ve been a member of the listserv for quite some time, but because of covid and other issues, I had not attended any of their quarterly in-person events. So now I’m finally going to the holiday party, which is their in-person event. And I know a few people who are members of the group, but most of them I don’t know. I decided that because I couldn’t address the office of the group because there really are none, I would simply introduce myself to the listserv and say, I’m excited to attend my first in-person event with this group. Looking forward to seeing a few of you that I already know and I will be wearing a red blouse and I will bring my name tag. So see you tonight.

And there were a few people who responded to the listserv saying, yes, Janet, I’m going to be there too and I will look for you. And I mentioned that in the past I had met one of the members at a different networking event. We were on conference calls several times, but we had not met in person. And at this previous networking event, because I had brought my own name tag, she spotted me and we had a conversation in person after having conference calls. So I mentioned that I was going to be with her tonight that night, and in fact, she responded to the listserv. Now I definitely have to come because I have to catch up with Janet. So that’s how I put that into practice, not by contacting the members of the group individually, the officers of the group, but writing to the entire listserv and encouraging them to look for me by detailing that I was going to be wearing the red blouse and bringing my own name tick. And by the way, I do often wear a red jacket.

Christopher T. Anderson:

All right, so you have a thing. And did you put that in the listserv? Did you say that?

Janet Falk:

Yeah, I said in the listserv that you will find me, I’ll be wearing a red blouse and I’ll bring my own name tag. Perfect. Janet called public relations. So people knew to look for me. And there were some people that I didn’t know were members of the group because like me, they’re mostly lurkers. And then there were some other people who I didn’t know, but they saw my name tag and they said, hi, Janet. Because when you see someone’s name, you say hello to them.

Christopher T. Anderson:

Absolutely. And then do you have, when you go to an event, when you’re at a networking event or when you’re planning to go to one, do you have a goal? Do you have a metric that you give to yourself that says, oh, this will be a successful event for me if

Janet Falk:

I do recommend setting goals when you’re going to a networking event? I think I might’ve mentioned that I see the world composed of people who have problems and people who have solutions. And when I go to an event, I want to figure out what is your problem and what is your solution? And consider who in my circles would be good contacts for you because they could solve your problem or you could solve their problem. So keeping that in mind, then I usually meet three people in an evening so that I can be adding them to my circle of contacts. But there are occasions where, as you mentioned, you want to see the people that you already know. I mean, in this case, I wanted to see people that I hadn’t seen for many years because of covid, but I also wanted to meet some new people. So I was straddling that, starting up new conversations and then asking the people that I already knew to introduce me to others who they thought might be interested in meeting me because they were longtime members.

Christopher T. Anderson:

Cool. Well, that resonates really well with me. Three is actually I hate networking events. Hate ’em, know that I need to go to them, know that I need to do them. So that is actually exactly what my goal is for any networking event, give or take, is usually if it’s a normal length in a normal situation is three, and then once I hit three, it doesn’t mean I have to leave, but I have license, I’ve done my thing. But I love your idea of thinking about problems and solutions so that you can be a connector rather than, because I think a lot of people go to networking events, and again, this is the wrong thought as I’m going to go find customers rather than I’m going to go find someone I can connect to someone else because by doing that, I am establishing myself as a center of that relationship. And I’ll be on both the top of their minds and they’ll know a little bit about me when they find someone who has a problem that I can solve, they’ll hopefully thank of me for that.

Audience Member #1:

I have a thought on this. This is coming from someone with a little bit of a different perspective because I love networking events. I love going, I love it. It is easy for me. And I know that’s not normal. I’m not saying that in a braggy way, it’s just a fact. However, what I was going to say when you were saying the point is to dah, dah, dah, I was writing the point is to make friends. So I just want to pause at that for the group to consider my own personal opinion as why I’m so good at that is when I go to these things, I’m looking to make buds friends, be nice, be interested. I did learn one time be more focused on being interested than interesting, and I definitely had to learn that lesson because I was more worried about myself back then and being interesting and whatever.

But for me, the way I approach events like that are to make friends, friendships and enjoy it from a friend way, not in a utility way of, so I can do this and that thing and introduce you to, that makes me feel like I’m going to throw up if I feel like someone’s meeting me and then all they want to do is make an email, love a connection. Too many people try to do this to me all the time. I’m going to make an email to connect you with this and that and this and that. I could just all day long spend time doing that. But the ones to me that then that’s a one-on-one sort of introduction to me. And yeah, sure, that’s good. But if you go make a friend and then you go back to, especially if it’s repeat networking and then you go back with them and you see them again before it you’re, you’re their bud, you’re their friend you created, I always say we’re trying to make a friend referral army just like people that we like. We just like you. We want to be your bud. And then, yeah, I work on that. I don’t even expect to get anything business out of it when I go. So I don’t know, it’s just a different sort of maybe I’m not trying to say it’s y’all are wrong or something. It’s just the way that I go about it in a way that sustains long-term results I think for me over the long haul.

Christopher T. Anderson:

So Janet, as a PR consultant and professional, what do you have to say about that?

Janet Falk:

I think she’s right. I have a colleague who also uses the interest versus interesting approach. And I have another colleague who says, you’re going to make business friends. And I think one way of looking at this is you’re planting seeds for the next conversation. And the next conversation could be, and this goes back to something that Joshua was saying about business cards. When I’m in a conversation with someone, I try to promise them something. I try to offer them something. So it might be an article that I’ve read or an article that I’ve written or a podcast that I listened to or a presentation that I gave, something like that. I want to make a note on their business card of whatever it is that I promised them because that’s going to be the basis for the follow-up conversation. And I want to point out that it’s not always a one-to-one kind of thing.

You can actually do what I call networking squared. So say you have a colleague that has a problem and someone else who has a solution, then you can hold a three-way conversation so that the two people can get together and talk about their problem and their solution, or two people who have a similar practice or some sort of affinity can talk about that. And then you are like the fly on the wall. You are observing how they interact with each other. So you get to get an update on what’s going on in their business or what’s going on in their practice, and they’re getting to know each other in a way that would not have been possible without you making the networking squared conversation take place. So I want to point out that it’s not the first person that you meet. There are people in your circle that you can be connecting and that you can take it another step by giving away something else, a newsletter or an article or something, or by arranging a next conversation with yourself or with a third party who has an aligned interest.

Christopher T. Anderson:

No, I think that’s exactly right. I think that puts a lot of context and structure in a way that I think everybody can digest. I don’t remember, you may have it, Janet, about the relative ratio of introverts to extroverts among lawyers. I believe I’ve heard it’s 70 30 in favor of introverts, but I’m not going to swear to that. I don’t remember the source of that. But I had to talk a little bit about, what I’d like to do here is I’d just have you answer that, how this relates to introverts versus extroverts. And then I want to go to Joshua and Rob as their experience with networking. Joshua networking is a big part of it, and so I’d like to kind of get his take on it and then let you comment on that. I interrupted what you were trying to ask a question.

Audience Member #1:

Sorry. I was like, Christopher’s going to mute me. I just have so many thoughts on this topic because to me, what I’m saying I think would really serve introverts and extroverts both. I actually think you can let yourself off the hook in a way if all you’re doing is going and making friends, that’s a skill that transfers from business to personal to whatever. And to me, it’s like when you think of it as this transaction, this, I feel it when it’s being done. To me, when you’re trying to meet your networking quota at an event on me, I feel it. I know it. I am resistant to you when you’re just talking, making a friend. And it’s a longer play. You may not get the coffee with me in this meeting, but we don’t know each other. You’re not getting a coffee with me random stranger anyways.

But in the future, you come to a couple things and hey, we, it’s a little bit of a longer play, but I think introverts and extroverts together could look at it just a little bit of a different vantage point going out there and making friends on purpose. And then it may feel less pressure to accomplish something and instead just go be nice to people and do it on a regular basis over and over again. And then look for the other introverts. Go talk to the guy in the corner who feels weird and he knows he’s supposed to be here, his KPI for his job, and then he is not doing nothing. Go stand next to that person and go say, Hey, this is weird, huh, or whatever, just however you would strike up. So anyway, to me, I think it could just reframe the thinking and make it easier on introverts to do this. That’s my 2 cents.

Christopher T. Anderson:

So Joshua, as part of your role, you’re kind of like the voice of attorneys for Clio and the voice of Clio for attorneys and you stand in the middle. How do you approach the networking events and how does what Janet’s been talking about resonate or not with what you do?

Joshua Lenon:

Yeah, because of my particular role, I view networking events as learning opportunities. And so for me, I’m going with two goals in mind. One, who can I meet that I can learn from, not do business with? And second in the conversations that happened, is there some knowledge from my previous learnings that I can bring in share? And this happens both in person and online as I’m connecting in person or on social media, my contributions to a lot of the conversations I hope are, Hey, here’s something that I’ve learned or a person that I know that can help. Let me you network further on that. I believe that that shows a value in terms of making the connection with me, and it enables me to create, no pun intended, a network effect.

The more people I talk to, the more that I learn, the more I can share and connect these people that I’ve talked to. And so I tend to be at these networking events in order to learn and make connections of the group that I’m in and people outside of the group. So that’s my personal approach to these things. And I find it’s been very helpful because then I have people and resources and connections that I can turn to when I need something like, Hey, you talked about how this is the type of law that you practice. Or I know somebody who’s looking for a lawyer to help with X, but then I can also be an asset to the people that I’ve met. And it becomes this two-way street. And I really like that because nobody wants to network with somebody who’s only looking at what’s in it for them.

Christopher T. Anderson:

Yeah. Yeah, think that was a really good point, and I know when you’re coming at it from that perspective. So I love that notion you’re there to learn and to connect, and that’s kind of the theme I’m hearing here. So it’s really about making friends, business friends, and connecting acting. Rob, I said I’d come to you, so let me turn attention. Do you have anything you’d like to add to the conversation regarding how to approach networking events?

Rob Leitner:

I think your statistic earlier is pretty much correct. I think last time I heard it was about 70% of attorneys are actually introverts, which surprises a lot of people unless you’re an introvert. So I’m going to engage in a little bit of ageism right now. In my experience, younger attorneys in general do not like to engage in networking. Just take that for what it’s worth. Okay. I am not a hundred percent sure why. It’s probably because especially with covid, virtual meetings became prominent and there were less one-on-one personal interactions. So I think it’s important to note that for all attorneys, especially young attorneys, we need to teach them how to network. What does that even mean? What’s involved? We can role play, we can go over scenarios. We can actually build networking into the KPIs for the attorney. So for example, perhaps each attorney should attend three networking events per quarter. Maybe one of them has to be in person so we can ease people into it. Networking is just a word, but I think it’s important to define what’s the goal, what’s the purpose, why are we networking and get the attorneys emotionally invested and let’s not assume we can say you need to network and it’s just going to happen. We need to work with attorneys and train them and role play and make it a little bit easier for the entire staff

Audience Member #2:

Connecting to events and marketing. What we did at the beginning of this year is we made it a requirement that gets tied into the end of year bonus for our associates to go to networking events. So we’ve had to push it on our associates this year, and the outcome has been great for us. We’ve gotten a lot better leads, we’ve gotten a lot better conversions from those leads. And when they have found out that it’s connected to their end of year bonus or their quarterly KPI bonuses, it’s actually resulted in a really good outcome for us.

Christopher T. Anderson:

So I know the listeners are going to be asking this very question, so I’m going to ask it of you since you’ve done this rather than the success, talk about the pushback and how you overcame it. I know you had some, right? You must have had some people who pushed back on this.

Audience Member #2:

So we naturally gravitate towards hiring attorneys who are not good at bringing business. They’re worker bees, right? They like doing the work, they like going to court, they like putting their head into the work and not worrying about bringing in business and the business side of things. Our senior associate who’s been practicing I think 25 years, she’s super nice, super social, doesn’t want to bring in business. And so there was pushback. She’s like, well, how do you expect me to work on my cases and go to these networking events? It’s going to be either or. But we’ve told her an order for us to be able to continue bringing in the business. We’re working on the marketing, we’re working on the SEO, we’re working on bringing in different types of leads, but we also need you guys to have skin in the game. And if you expect us to continue increasing your pay giving bonuses, helping the team grow, then we really need help.

So we had an honest conversation with people like our senior associate and our junior associates, I’m not going to lie. A lot of them are just like, this is not my job. That’s their mentality. My job is to do the work, not bringing the business. And once we’ve explained it to them and told them why it’s so important and that not their jobs are on the line, but basically their growth, if you want to see growth in the business, you got to put in a little bit more than what you’re doing now or you’ve been doing in the past couple of years. I think they got it because they’ve been hitting it every quarter.

Christopher T. Anderson:

That’s great. And I think the reaction of our listeners is going to be, well, yeah, that works for you, but won’t work in my practice area. So what’s your practice area,

Audience Member #2:

Family and probate,

Christopher T. Anderson:

And what kind of networking events did you send your people to or do you recommend they go to? I guess you’d probably let them find their own, right?

Audience Member #2:

Yeah, so I, for example, our firm is multicultural, right? So I’m Palestinian American. My husband’s Puerto Rican, Cuban American, our senior associates, Puerto Rican. She joined the Puerto Rican Bar Association. She started going to all of their events and I think that’s where she connected. She’s like, okay, I feel more connected with this group of people. So now she enjoys going to those events. We don’t have to push her to go. So we took a cultural approach to things. We told them, go to things that make you feel comfortable. We also encourage them to join different networking groups. We have a Miss Esquire chapter down here, which is a huge Facebook group, but it’s a women only attorneys group with over 10,000 attorneys from all over the us. And they have different lunch groups. We’ve had different firms do networking events. We’ve had BNIs that we’ve had them visit because they absolutely refuse to join. We have provisor groups that my husband and I have joined. They refuse to join those. So we have them visit those types of events. And then we have them also look for events that are going on in their area.

Christopher T. Anderson:

Okay. And then they get leads. A couple questions. From your perspective, do you support them in going to these things? Like if there’s contributions that need to be made, if there’s membership fees, does the firm cover that or are you asking them to cover that themselves?

Audience Member #2:

We pay for everything.

Christopher T. Anderson:

And when they get leads from that, do you treat that the same as any other origination?

Audience Member #2:

They get origination credit for that.

Christopher T. Anderson:

So it’s no different than if they originated it without something you sponsored?

Audience Member #2:

Nope, because I truly feel, I mean, I was an associate at one point. I truly feel like if we’re pushing them to go out of their comfort zone and help the company and help our business where they’re not owners, the least we can do is pay for them to go to these events and incentivize them to be able to bring in good leads.

Christopher T. Anderson:

Awesome. So Joshua, Janet, Rob, do you have any follow up questions for her?

Janet Falk:

I have an idea. So there’s another group, I don’t know if it’s in your area, I don’t know where you’re located, but it’s USA 500 and they have a lot of attorneys in those chapters. I understand you have an interest in affinity groups and there are a lot of ethnic affinity groups, and there are also a lot of women affinity groups. And there are of course the local bar associations. I mean, you have to be a member of the state bar, I imagine. And within the state bar they have different sections and they also have affinity groups like women affinity groups. But let’s look beyond the law and say you do family and probate law, who are the allied service professionals who could be referring you clients or whose services you might need, whether they’re financial advisors or their local savings bank officers or their local accountants. So think not only about the legal professional membership organizations, but think about the other aligned professional membership organizations that might be opportunities for your employees, for your associates and your other partners.

Joshua Lenon:

I actually just want to highlight Janet’s point yet again in that while most law firms talk about their business coming from lawyer to lawyer referrals, it’s a very large corner of their business. It does lead to a blind spot in networking with your target client audience. And so one anecdote I want to highlight is I know a firm out of Ontario who focuses on the sale and purchase of dental practices. That’s their business. What they noticed is there are a lot of dentist conferences where no lawyers are attending. And so just kind of for the price of admission, they suddenly had this captive audience, which is who they were spending all this SEO money targeting with Google and all of this. And instead they just got to meet them and and they ended up starting to have vendor booths at that conference because the networking effects were so strong, they took it to another level. So take a look at your target audience and where they’re gathering in real life, not just online, and you’ll find that there are some underutilized networking activities.

Janet Falk:

Yeah, I want to echo what Joshua was saying. I think that’s a great point. I have a colleague who has a practice where she focuses on medical professionals, so not dentists, but doctors and practices of large groups of doctors. And she wants to go to those meetings where a lot of doctors are going to be gathering. But the truth is, is that they’re not going there because they want to meet an attorney. They’re going to this event because they want to get their continuing medical education credit, or they’re looking for a pediatric so-and-so, or a cardiologist who has a certain kind of expertise that they want to attract to their practice. So as great as it is to be the one attorney in the room, as Joshua is saying, that these people with the focus on dental practices, keep in mind that that might not always be the top of their agenda to meet an attorney when they’re going to this event. But I do applaud the idea that they attend the dental conference and have a booth there because that’s a question of timing. Someday they’re going to want to sell their dental practice, and it might not be this year, and it might not be two years from now, but someday they will want to do something with their practice. And so they’re planting seeds for the future.

Christopher T. Anderson:

And that probably means that today is that someday for somebody. So Rob, I wanted you to kind of react also to whatever you want to, but in doing so, one of the things I thought you might address with the listeners is, okay, you require people to go to these things. It’s an important part of building your network infrastructure for your firm, for your prospecting. What training do you give ’em?

Rob Leitner:

I like doing role play, especially for attorneys that are not really used to networking and give them practical tactics to how you network. Similar to what Janet was mentioning earlier in the show, how do I approach people? What angle do I take? What persona, frankly do I use? Am I trying to be friendly? Am I just letting on that I’m fulfilling a networking requirement? Am I looking for business development? And just kind of go down the different ways and methods and environments that you’ll find when you’re out there. And I have found that it’s very helpful when more senior networking professionals actually attend events almost as a mentor. So have two people from a firm attend a particular event. That way it can help the less experienced networker get involved, warm up, see how it’s done, and frankly, make it a more enjoyable experience rather than just throwing someone into the fire. I think pairing a less experienced networking person with someone more experienced is a recipe for success.

Excellent.

Audience Member #2:

In terms of training, no, we are not. But we’ve encouraged them by basically blasting it to the entire firm and having a buddy system like what you’re saying. So they’re not afraid to go on their own. But no, we don’t do any role playing or anything like that. We did make it a requirement not just to attend, by the way, the requirement is to attend and connect with three people, get their information, add them to our newsletter, add them to all of our marketing efforts.

Janet Falk:

I have actually given a couple of CLE presentations to some of the industry providers where I talk about my strategy and I talk about some typical questions. And I have another attorney who presents with me who talks about the ethical issues of advertising and what you can and can’t say about yourself when you’re attending a networking event. So that’s another venue is to attend one of these online recorded webinars with guidance of how to be a better networker.

Christopher T. Anderson:

Great. Great thought. Alright, that brings us to the top of the community table. In the show notes, you can figure out how to reach out to Janet Falk, how to reach out to Joshua Lennon, how to reach out to Rob Leitner, and how to reach out to me. Should you have follow-up questions or anything further you want to know about the topics we’ve discussed today. Remember please, the Community Table is live every third Thursday at 3:00 PM and you can be part of the show. And of course, don’t forget, don’t forget to miss. Don’t miss the next episode of the Unbillable Hour, which is always available here on the Legal Talk Network on iTunes or wherever you get your podcasts. Until the next time, we’ll see you.

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Thank you for listening. This has been Unbillable Hours Community Table with Clio on the Legal Talk Network.

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