Posted by JF on 5/15/06

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For better or for worse, I continue to occasionally write
posts that may actually help those drowning solos actually
build their practices. I have been practicing real estate
law for a number of years, but the downturn in the real
estate market has forced me to expand into other areas. I
have had no problem obtaining new clients and new types of
work, and I do this by fishing where the fish are. For
example, in the past, I have suggested that solos hand
out "Have You Made a Will?" brochures to their existing
clients. A great way to get your client to come in for
some estate planning. When the new bankruptcy law went
into effect, many bankruptcy lawyers dropped that area of
practice. I spent an afternoon on the phone calling these
lawyers, telling them that I am practicing bankruptcy law,
and now a number of them have used me as their referral
attorney. I originally built my real estate practice by
opening my office next door to a large, busy real estate
broker office. The referrals came quickly and
consistently. Again, fishing where the fish are. All this
has been supplemented by bar lawyer referral programs.

My newest marketing endeavor targets business entities,
who (in my opinion) ultimately make the best clients. I
had ignored business clients in the past (with the
exception of real estate developers) largely because I did
not believe there were many new businesses in my area, and
existing businesses typically already have counsel. Then I
checked the new business certificate filings in the city
that I practice in and found that there are many new
business filings every month. I have been active in the
local Chamber of Commerce for over a year, and I am the
only lawyer who gives them my time. So I simply called the
Chamber director, who confirmed that, yes, a good amount
of new business people call her for lawyer referrals, and
from now on she will certainly give them my name (since
I'm the only lawyer in town who bothers with them). I had
my first client within a week. Granted, many of these new
businesses will fail, but I will receive the start-up work
and retain those that succeed.

Virtually all solos know how to practice law. The hard
part is obtaining clients, which seems to be the problem
people have here. The work is out there; you just have to
reach out and grab it. It's all about relationship
building, making yourself visible in the community, and
letting people know what you do.

Re: Meanwhile, for those of you who practice law....., 5/18/06, by Hardy Parkerson, Atty..

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