Episode 170 – How To Stimulate Referrals By Re-purposing Something You Already Do

Episode 170 – How To Stimulate Referrals By Re-purposing Something You Already Do

When your client hires you and fills in your intake form, there’s a great opportunity for you to get a variety of personal information about them and their legal situation such as their phone number, email, home address and a description of the legal problems they’re having in their OWN WORDS.

With this contact data, you can follow up with your clients later via email or by sending them your newsletter, you can also ask them for reviews etc. Listen to the audio below for more information on this. Make sure you subscribe to the podcast and post a review.


Hello, this is Richard Jacobs from Speakeasy Authority Marketing. Today, I want to talk to you about something very interesting I came across. It was in response to a question one of my new clients had. She wanted to have an intake form or her intake form posted on her website behind a password protected area so potential clients can go on the website and fill out the intake form. She wanted this for her own reasons, for convenience which I think is a great idea. So if you are not doing that, you definitely should do it but there are the hidden benefits to this that I wanted to tell you about and it relates to newsletters and it relates to clients follow up.

Now, when someone gets to the point where they are filling in an intake form, you got them, they are your clients. Congratulations. But to do client management, to follow up with them on a regular basis and to get in touch with them, you are going to need their contact info, their phone, their email, their home address and all of that stuff. When someone is in the mode of filling out an intake form, they are filling out answers to questions and they are much more likely to give you pretty much any information you want. Date of birth, social, almost any of that stuff you are asking them because the intake form usually have very personal stuff on it, okay. So you are getting this information, they’re in that mode, they’re in compliance mode where they are just putting in whatever you want them to put in because they are scared about the legal situation, they are worried, they just want to get it resolved, that’s why they are very compliant, great. What you might not have realized is this is a great place to build your follow up for later. So if you have someone’s phone number and their email and their home address, now once they become a client and once they go through that process and they are done, you can follow up and ask them for reviews, you could ask by email or maybe mail something to their house, a postcard asking for help. You could phone them every so often, not too much. You can keep up with them that way and get reviews, you could also send a newsletter to them. An email newsletter, a physical newsletter, you can call and just check in on them every certain number of months just to see if there’s anything else they need in their life. Nothing wrong with any of these things, very few law firms do them. But now, you have a reliable way to capture your client’s information and build the list. So even if you’ve never captured your client’s information before, there is no time like today. So if you get this information on your site and is done in this way, you’ll have a nice database that builds up. And if you are an average attorney that does let’s say 80 or 100 cases a year, that’s a great start. Within a year, you’ll have a substantial list to mail to; within a couple of years, you’ll have a really substantial list to mail to. Again, email, physical mail etc. So this one little thing came up that I thought was very interesting and very helpful.

If you need help in getting your intake form put online on your website behind a password wall in a protected area, let us know. Call 888-225-8594. And if you want to jumpstart your newsletter list and your contact list to get yourself a lot more referrals, again same process, the two become one. So give us a call, email and we’ll help you out. Thank you.


Richard Jacobs

About Richard Jacobs

My name is Richard Jacobs, and I've discovered quite a bit about the plight of solo practitioners and small, 2-5 attorney firms like yours these past 12 years.

I've come to understand the unique challenges in marketing ethically and effectively that attorneys face because I have:

  • Helped over 180 attorneys author their own practice area book and become the 'implied expert' in their practice area
  • Helped hundreds of attorneys successfully navigate Google's search algorithm changes, growing their websites from 2 potential clients calling a month to 4+ calls per DAY for some clients.
  • Interviewed and promoted over 507 attorneys nationwide, in practice areas such as:
  • DUI / DWI
  • Family Law
  • Criminal Defense
  • Bankruptcy
  • Auto Accidents
  • Social Security Disability
  • Slip & Falls (Premises Liability)
  • Real Estate
  • Estate Planning / Probate
  • Wage and Hour Claims
  • Expungements / Post Conviction Relief

Before you decide to invest in your marketing, it makes sense to first request your complimentary, custom, no obligation video website review.

Richard is the author of 6 books published on Amazon, Kindle and Audible.com

Richard is available for speaking engagements on direct marketing for attorneys and has recently spoken at the following legal conferences:

  • PILMMA (Personal Injury Lawyers Marketing & Management Association)
  • Las Vegas DUI Summit – Private event for DUI attorneys
  • New York Boutique Lawyers Association
  • Perry Marshall & Associates Marketing Academy (Marina Del Rey, CA)
  • National Association of Criminal Defense Lawyers (NACDL)