Referral Networking for Attorneys and Law Firms
How attorneys build a practice through referral networking groups, which professionals refer legal work, and how to take part while respecting professional rules.
Updated Saturday, October 3
Most people find a lawyer by asking someone they trust. For attorneys in business, estate, real estate and family law, a referral networking group puts them in a room of trusted advisors who meet clients at important moments.
Who refers legal work
- Accountants and financial advisors: business formations, sales, succession and estate planning
- Insurance agents: protecting assets, often alongside a will or trust
- Realtors and lenders: purchases, title questions, divorces and estates involving property
- Bankers: loan documents, leases and partnership agreements
- Business coaches and consultants: growing companies that need contracts and employment advice
Make a group work for your practice
- Explain your practice in plain language. Members can only refer what they understand.
- Share the triggers: "a parent moving into care", "a partner leaving the business", "buying a building".
- Respond quickly and keep the giver informed within your duty of confidentiality.
- Refer generously. Clients in a legal matter often need an accountant, an advisor, a realtor or an insurance review.
Professional rules
Attorneys should follow their state's rules on advertising and referrals. In most referral groups members simply introduce people who may need help; no fees change hands for referrals, and the attorney decides whether to accept the matter.
One attorney per practice area
Many groups allow one attorney per practice area, such as business law and estate law, so each is the lawyer members recommend for that work.
Questions
Do referral groups pay referral fees?
Typically not. Members pass introductions as a service to people they know.
Can two attorneys from different practice areas belong to the same chapter?
In many groups, yes, as separate categories (for example business law and estate law).