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Sales and marketing strategies come and go. But one method that never goes out of style is word of mouth—referrals. As a lawyer, doing business doesn’t only mean being good at your practice. You also have to know how to sell your services.
The problem is many lawyers have preconceived notions about what it means to be in sales. So first, you have to reframe your understanding of selling. It's the first step to developing relationships in a way that people will know, like, and trust you enough to refer you endlessly.
In this episode, Bob Burg joins us to explain how to build relationships that lead to endless referrals. He walks us through how lawyers can reframe their understanding of selling. He then shares his system for developing and maintaining relationships and navigating referring business to somebody.
If you want to know how to start building a business on referrals, then this episode is for you.
2:29 Bob’s Background
9:32 Reframing the Understanding of Selling
15:27 How to Build a Business on Referrals
19:07 Developing a Relationship with People You Interact with Every Day
26:07 System to Maintaining Relationships
32:10 Writing a Thank You Note
37:43 How to Navigate Referring Business to Somebody
41:31 Bob’s Parting Piece of Advice
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The Go-Giver by Bob Burg and John David Mann
Get access to Bob’s 10 Feel-Good Questions!
Zig Ziglar’s books
Tom Hopkins’ books
Endless Referrals: Network Your Everyday Contacts into Sales by Bob Burg
How to Win Friends & Influence People by Dale Carnegie
Think and Grow Rich by Napoleon Hill
Psycho-Cybernetics by Maxwell Maltz, MD, FCIS
As a Man Thinketh by James Allen
The Greatest Salesman in the World by Og Mandino