Get Referrals From Attorneys Training Guide – Chapter 6

Get Referrals From Attorneys Training Guide – Chapter 6 2018-02-11T23:57:43+00:00

Question: Could you ask three attorneys to lunch at one time or not?

Answer: I would recommend getting to know them one-on-one. Although attorneys may get along with each other fairly well, you’re asking three competitors to entertain your business. You’re trying to talk to three people at once. It’s going to become a bit challenging. Focus on the top probate attorney, divorce attorney, family law attorney in your town, and work your way down the list.

Question: I’d like to be the go-to Realtor for attorneys. Is that too much?

Answer: No. I don’t think it’s too much. If this is something you want to do, maybe you become the absolute best in your area at working with attorneys. You can become the Realtor who understands attorneys, the Realtor who appreciates attorneys. You can become the Realtor that respects their opinion and always does a good job.

Question: Once you’ve taken the attorney out to lunch, how do you keep in touch until there is an opportunity to work with them?

Answer: Think about your relationship with a loan officer. You just call back every few weeks. Say, “Hey, how are things going? Just wanted to check in. Do you have any clients that need real estate services right now?” Don’t be too pushy and bombard them with calls. Just check in regularly. Keep your interactions low-key — you don’t want to seem like a pest.

Question: How do you determine the top attorneys in your area?

Answer: Look for attorneys spending the most money on advertising. The best attorneys are likely to be ranked at the top of your Google search results for their niche. Those attorneys are probably the most established.

Question:  Can I read the inside of the book?

Answer: Yes, you can. If you go to the membership site and log in, you can read the inside of the book.

Question:  Can you put your personal bio in the book, or is it just your photo and name?

Answer: We have an option to put your personal bio inside the book, but you certainly don’t have to. As long as you either email our support department or upload your bio, we can get your bio inside the books.

Question: How do you get past the gatekeeper?

Answer: If you call a major law firm, it’s going to be difficult to reach the top attorney in the firm. Focus on one of the junior attorneys, and get to know them. Once you build a relationship with them, they might also recommend you to some of the other attorneys at the firm.

If you can track it down, I would recommend sending your book to the attorney’s home address on the property appraiser’s website.

If you do call the firm, you can call and say, “Hey, this is Ben Curry. I’m trying to reach Christina. Is she available?” Make it sound like you already know Christina. The gatekeeper will put you right through to Christina.

Question:  How do I handle a situation where I give an attorney my book and they got the same book with a different Realtor’s name on the cover?

Answer: It’s very unlikely that’s going to happen. When Joe and I were both selling real estate in Jacksonville, we used the same Expired book. We never ran into issues of overlap where one customer had gotten the same book from both of us.

If you are concerned about it, then don’t order one of the standard books. Instead, order one of the lesser-used books. Order Secrets Every Home Seller Needs to Know or Selling Secrets You Can’t Afford to Miss. It doesn’t even have a picture. Nobody else is using that book. That’s how you can make 100% sure that nobody else is using the same book as you.

Question: Should you target attorneys that represent the men or the women in the divorce?

Answer: No. I’d be the divorce attorney’s Realtor, rather than trying to target the men-only or the women-only divorce attorneys. Tell the attorney, “I take care of you.”

Question:  How do I order the books?

Answer: First, you have to purchase book credits. Then, you have to pick out the books you want to receive. We have a blog post that shows you the entire process from beginning to end. Check it out here.


If you have more questions, email Ben@SmartAgents.com.

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