I recently had the pleasure of interviewing Linda Dobson, an estate-planning attorney from Los Angeles. She had this advice for financial services professionals who want to win referrals from estate-planning attorneys:
- Become active in the local estate-planning council.
- Get to know the attorney as a friend and colleague before approaching him or her as a center of influence.
- Earn the attorney's trust by demonstrating your integrity, knowledge, and service.
- Don't expect a ton of referrals. The attorney often enters the estate-planning process toward the end.
- Expect referrals from the attorney to be prequalified for your practice and ready to do business.
- Take great care of the attorney's clients to continue receiving highly qualified prospects.
- Linda has teamed up with insurance agents, financial advisors, bankers, and CPAs to give her clients seminars. The seminars have turned out to be great low-key prospecting tools for all the professionals involved.
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