Rainmaking 101: Referral Source Interview
A great many attorneys make this same mistake: they ignore the substantial revenue that their referral sources provide and are caught off guard when one defects. Have you ever had a referral source just drop off the radar screen? Someone who used to send a lot of business, then stopped for some reason? They haven’t moved, died or changed their business model and you don’t know why the referrals just stopped.
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