Need referrals? Experienced lawyers can provide a lifeline

  • March 06, 2014
  • Michael Hassell

When I decided to open a law practice, one of the most frequently asked questions was: how are you going to find clients?

I now have approximately 10 closed files and 25 active files. Of the active files, 50 percent were referred by other lawyers. These tend to be the more interesting and lucrative files.

One of the great things about this profession is how helpful experienced lawyers are in assisting new lawyers. I am grateful.The lawyers I've met have been extremely encouraging and supportive, and they’ve made themselves available to answer questions on a moment's notice.

One of my answers to the question about how I would find clients was that I would talk to busy lawyers practising on their own or in a small firm environment. I didn't know how to find clients directly or how clients would find me. What I did know is that clients can probably find established lawyers. And so can I.

I sent out a template lawyer networking letter to various sole practitioners and lawyers in small firms near where I set up my office.

About one week after sending the letter (with a business card attached), I follow up with a telephone call to the lawyer. When I call, I ask for a brief meeting to introduce myself and learn about their practice. Many lawyers have reacted very positively to this phone call. It has truly been fun running around meeting lawyers and learning about their practices.

After the meeting, I always follow up with a thank you note. As a result, not only have I been able to get to know the lawyers in my geographical area, but I've had fun and taken on new clients.

The reference in the letter to "referrals are respected" means that I do not steal clients and that I return them to the referring lawyer at the end of the matter. Along with a big thank you.

Michael Hassell, who was called to the Ontario bar in September 2008, recently opened a solo practice in Toronto. His primary focus is civil litigation. This article originally appeared as a guest blog post on Bo Arfai’s blog Solo in Ontario: Criminal Practice. Reproduced with permission. Click here to read the original blog post and template letter.