Do you have what it takes? Are you going to build a referral network?

Are you going to find 20 referral sources who will regularly refer you a steady stream of business?

Find out right now by testing yourself.

The One-Question Referral Test

Sit down and call another lawyer—someone you don’t already know—and invite her to lunch.

Be prepared to leave a message, probably on voicemail. Here’s the message: “This is (state your name). I’m an attorney. Please call me back at (state your number).”

Stop reading, find the phone number, and dial it. Do it right now.

I said STOP READING!

Did you make the call?

• If you did, then you’re on your way. You’re building a network, and you’re likely to make this work for you.
• If you didn’t, then you’re probably going to fail. You likely don’t have what it takes—sorry.

The Initial Call Is the Hardest Part

You see, making that call is nearly 100% of the game. Once you make the call and leave the message, the process is underway.

The lawyer you called is going to call you back. She wants to know whether you’re a prospective client or whether you’re suing her or her clients. She’s going to call (your message is intended to inspire curiosity).

Once she calls, she’s going to agree to have lunch with you. It’s hard to say no once you’re on the line.

Once she meets you, she’s going to like you. After all, you’re buying lunch and asking her to talk about her favorite subject (herself). What’s not to like?

Eventually, she’s going to trust you and refer to you. It’s human nature; it just happens if you stay in touch.

You see, it’s all about the call. Some can dial; some can’t.

It’s all downhill once you dial the number.