PART 4 MAINTAINING & GROWING REFERRAL RELATIONSHIPS PART 4: - - PowerPoint PPT Presentation

PART 4 MAINTAINING & GROWING REFERRAL RELATIONSHIPS

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MAINTAINING A REFERRAL RELATIONSHIP

Nurture the relationship - our specialty! Not just a one-time for referrals Help out as needed

• Referral source
• Consider offering pro-bono cases
• Consult on cases

PART 4: MAINTAINING & GROWING REFERRAL RELATIONSHIPS

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PARETO PRINCIPLE

• Italian economist
• Noticed that 80% of the peas came from only 20% of the

plants in his garden

• In 1906, applied to principle to economics: 80% of land was
• wned by 20% of the people

Vilfredo Pareto

PART 4: MAINTAINING & GROWING REFERRAL RELATIONSHIPS

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PARETO PRINCIPLE

80% of effects come from 20% of causes Examples

• 20% of drivers cause 80% of all traffic accidents
• 80% of the time, you wear only 20% of the shoes you
• wn
• 80% of work is done by 20% of the staff

Not always exactly 80/20 80% of referrals will come from 20% of your referral sources

PART 4: MAINTAINING & GROWING REFERRAL RELATIONSHIPS

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80/20 RULE IN ACTION

• Clients were referred by 20 different lawyers
• 75% of referrals came from 5 lawyers (25 %)
• 40% of referrals came from only 2 lawyers
• Tracking is essential
• Focus attention on those top referral sources

PART 4: MAINTAINING & GROWING REFERRAL RELATIONSHIPS

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PROMOTIONAL MATERIALS

• Long-lasting
• Bring to events
• Send or give out to lawyers, paralegals &
• thers
• How many people in the office? - be sure to

send enough for everyone

PART 4: MAINTAINING & GROWING REFERRAL RELATIONSHIPS

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PROMOTIONAL MATERIALS

Follow the 3 U rule

• Useful
• Unique
• YoU

PART 4: MAINTAINING & GROWING REFERRAL RELATIONSHIPS

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USEFUL PROMOTIONAL MATERIALS

• Practical
• Used frequently
• Keep you top of mind at the office

PART 4: MAINTAINING & GROWING REFERRAL RELATIONSHIPS

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USEFUL PROMOTIONAL MATERIALS

• More than just a one-time use
• Relevant
• Variety of price points
• Look at daily-use items
• Consider where your name/logo will look best
• Useful & unique?

PART 4: MAINTAINING & GROWING REFERRAL RELATIONSHIPS

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USEFUL EXAMPLE

• Mini notebook - style matched the company
• Practical right away
• Easy to carry and lightweight

PART 4: MAINTAINING & GROWING REFERRAL RELATIONSHIPS

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“PRESCRIPTION PAD”

• Referral form
• Checklist that a lawyer can quickly fill out with important

client information

• Lawyer gives to client & client brings it to their

appointment

• Facilitates communication between lawyer and therapist
• Avoids back-and-forth calls and emails

PART 4: MAINTAINING & GROWING REFERRAL RELATIONSHIPS

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“PRESCRIPTION PAD” FOR LAWYERS

Your name & contact info on top Space for client’s name Boxes that attorney checks off

• Type of case
• Hardship to: ____________
• One year issue (for asylum cases)
• Deadlines for filing or court dates

Additional notes See sample in the downloads

PART 4: MAINTAINING & GROWING REFERRAL RELATIONSHIPS

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UNIQUE PROMOTIONAL MATERIALS

• Think beyond the pens, magnets, notepads
• Memorable
• Something that only you offer
• Almost anything can become a promotional

material - think outside the box

PART 4: MAINTAINING & GROWING REFERRAL RELATIONSHIPS

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UNIQUE EXAMPLE

Play-dough for adults with essential oils Can customize scent, color, label, etc. Dough for it on Etsy - https://www.etsy.com/shop/DoughForIt

PART 4: MAINTAINING & GROWING REFERRAL RELATIONSHIPS

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OTHER UNIQUE IDEAS

Send Thanksgiving cards vs. holiday cards in December Celebrate lawyer & immigration holidays

• Love your lawyer day
• Paralegal day
• World refugee day

Personalized gift cards or baskets

• Know your lawyers’ likes and interests (fitness, cheese

lover, dog owner, etc.)

• Be sure to send enough for everyone

Sources

• Etsy
• Shop Latinx

PART 4: MAINTAINING & GROWING REFERRAL RELATIONSHIPS

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YOU PROMOTIONAL MATERIALS

• Put your name and info on everything
• Don’t forget who sent it
• Courtesy of…

PART 4: MAINTAINING & GROWING REFERRAL RELATIONSHIPS

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WRAPPING UP

• Setting fees
• Expedited fees
• Referrals from attorneys
• Referrals from other sources
• AILA
• Promotional materials
• Nurturing relationships with referral sources

PART 4: MAINTAINING & GROWING REFERRAL RELATIONSHIPS

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STAY IN TOUCH

• Email - hello@immigrationevaltraining.com
• Blog at immigrationevaluationinstitute.com
• Instagram - cecilia.racine
• Private Facebook group

Immigration evaluation therapists https://www.facebook.com/groups/ immigrationevaluations/

• Private case consultation

PART 4: MAINTAINING & GROWING REFERRAL RELATIONSHIPS

THANK YOU!