Michael Lee's Marketing Report

There's an ingenious way to get referrals for your preferred legal niche... by teaching other lawyers how to practice your area of law!

Here's a simple case study:

In my city bar association, there's a CLE program that has been running for many years now. It's called:

"You Don't Practice Criminal Law?
So, What Do You Do If a Client Calls You in the Middle of the Night about a Criminal Matter?"

Here's the description for this course:

"If you haven't thought about criminal law since you were required to take it in law school, what can you expect to encounter when a client calls you in the middle of the night about a criminal matter? What questions do you ask? How do you counsel your client? What should you do ? or not do? This program is a must for any attorney unfamiliar with the practice of criminal law. Find out everything you need to do to preserve the rights of your client (whether dealing with a minor problem or a serious matter) from the first minute your telephone rings.

CLE Credit: 3 credits total. This program provides transitional credit for newly admitted attorneys.

(In my state, new lawyers are required to take a certain number of "transitional credit.")

This is AMAZING! What happens after you learn a new area of law at a CLE course? For the next few days, you feel "educated" and maybe even competent to handle a case in that area of law. Maybe you even mention to a few people that you've added a new area of practice, or maybe you've already signed a new client and attended that CLE class to learn that area of law.

Of course, nobody can learn an entire area of law in a 3-hour CLE class. That's like trying to stuff an elephant into a mailbox; it simply can't be done.

And that's why the example above is so incredible! It acknowledges that CLE classes are meant to be introductory... and it seeks out inexperienced lawyers who are NOT direct competitors of the CLE instructors...

And here's the sneaky part: It inherently assumes that these inexperienced lawyers will have to eventually refer these cases to the "experts."

In the example above, the CLE class simultaneously... finds lawyers who practice a non-competitive area of law, teaches them how to do a client intake for that particular type of law, and helps them handle the beginning stages of the case.

So, where do you think these inexperienced lawyers are going to turn... when they need to refer a case?

Using this tactic, you can position yourself as a "legal authority" for your area of practice.

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