Speaking at Santa Clara School of Law in Dec.

I will be speaking at Santa Clara School of Law on Dec. 3rd on the topic of “Finding and Developing Your Clientele” at 2:15pm.  It will be part of the law school’s “Opening Your Own Practice” program.

Actual Networking

While I will discuss the value of social networking, I will put more attention on actual networking.  If an attorney wants to open their own practice, there are several fields which are most promising – estate planning, bankruptcy, personal injury, family law and employment law.  Clients will most likely consist of small businesses and individuals and the best way to reach such people is to join a networking group.  There is the Rotary, Toastmasters and many others.  I belong to BNI (Business Networking International) which may not be that easy for new attorneys to join because attorney categories in BNI chapters are competitive.  However, if you are lucky enough to be invited to join, these groups are terrific training grounds for the basics of building your business.  Here are some of the things you will learn:

  • How to speak to regular folks not just attorneys
  • How to talk about your legal practice in a compelling and engaging manner
  • How to give and receive business referrals
  • Who are your power partners both within the chapter and beyond
  • How to stay engaged in building practice every week as you are required to attend a meeting a week
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