Apr 2, 2018
Zach Stone’s family owns a bed and breakfast, so he
grew up in the hospitality industry where relationship building is
the lifeblood of their business’ success.
Lindsey Daher’s mom manages a medical practice where
relationships are the lifeblood of a successful business.
Attorneys can learn a lot from how businesses in other
industries build long-lasting relationships. It isn’t about doing
one thing right, but doing everything well for the lifespan of a
In our March 2018 webinar, Zach Stone and Lindsey Daher
- The Follow-up and Introduction. Potential
clients are not familiar with your process and may not understand
its benefits. You may feel that their questions about your way of
working aim to criticize rather than learn. Are you putting your
best foot forward?
- Intake and Communication. Ask the right
questions up front to learn where your potential client is at and
what problems they’re trying to solve. You will need to overcome
gaps in terminology, expectations, and different past experiences.
Breakdowns occur when clarity of expectations is lost.
- Moving Forward…or Not. The transition
from potential client to client (or non-client) is extremely
important. 9 out of 10 times, frustrations on both sides occur
because we aren’t effectively communicating with our clients. Most
of the time, we think we’re communicating fine, but the reality is
that our communication needs to be more effective and more
- Maintaining the Relationship. Stay in
touch with your existing and former clients. How can you remain
connected with past clients (and people you weren’t able to
represent) to stay top of mind and continue building a relationship
that will stand the test of time?
Sometimes you have to look beyond your industry for ways to
outperform your competition.
Follow along with the