• Create your own Networking Target List

  • Thinking of attending local business group sponsored networking events? Bad idea and I suggest you skip it!

    Networking events are usually pretty awful, at least, from experience. I’ve attended quite a few events designed to build connections and I’m still trying to black out painful memories.

    At one event, there is this stockbroker who spoke endlessly for 90 minutes and I couldn’t get away.

    By and large, networking events are a shotgun approach to building relationships. As a lawyer, you need a targeted approach to meeting ready and willing individuals who are able to refer business to you.

    Identify appropriate targets for your networking activities. Who should you get to know and who should you spend time with to build your business?

    Prospective referral sources are good targets for your networking as they provide a steady stream of new clients and one way to do this is to develop a prospect list as a beginning of your referral source network.

    What is a prospect list? This is a list of people you have identified as good referral sources.

    First, identify the types of people that you’d like to meet. In Family Law, you can include non-Family Law attorneys, marriage counselors, psychologists, psychiatrists, social workers, ministers, rabbis, priests and accountants.

    Now that you have identified the types of people you want to meet, create a list of everyone you have met that falls into one of your target groups. You can start by going back through your high school and  Uni  yearbooks. Review your personal phone  list  for your  list of law school classmates and alumni members from the clubs you have addressed or joined. Then, try to fit them into your categories.

    The list that you could discover is endless – from childhood friends to long time neighbors or maybe your friends on your Facebook account.

    Do not forget the professionals you or your spouse may have met; the people on volunteer drives; your kids’ classmates’ parents and even your church people. Pushing even harder on your prospective list and you can also add the homeowner’s association, the seminars you have attended and even anyone from your gym or running club.

    For most, it could be your law school classmates list that could be the best source of your prospects. I suggest, you go through your emails, checking through the cc’s and you’ll find out you have uncovered a mine of prospects – perfect to help you in your business.

    Once you think you have exhausted the list in your community, try selecting members of a local community you haven’t met. Trust your instinct but never ever reject anyone too early as you don’t really know the likelihood that they may be able to give business.

    Lastly, research the people on your list. At this point, you will have created a list of about 50 names which is a good starting point list to move forward immediately and do good business.