The number one question I am asked most frequently as a legal business mentor is, “How do I get more clients?” My answer: focus on building your list.

Your home listing is the most valuable asset in your business. You use it to build relationships with the people who will hire you when they need a lawyer or refer you to friends and family when they need your services. And trust me, it’s a GREAT way to set yourself apart from other attorneys in your community, if you use your list correctly. (We’ll cover how to build a relationship with your list in a future article.)

If you don’t already have a list, here’s how you can start building your list today:

1. Choose a database or CRM (contact relationship management) system to manage your list.

You can use something as simple as MailChimp or as complex as Infusionsoft. Most importantly, you place every client, prospect, and referral source that has been through your practice and will do so in the future and “tag” each person appropriately as they enter the database so that you can personalize communications as much as possible, even when communicating with many people at the same time.

2. Upload all of your current customers, prospects, and referral sources and then focus on adding more people to your list on a weekly basis.

The best way to generate new leads to add to your list is to go out and talk to the people who are the ideal people to use your services. Encourage everyone who hears you speak to fill out and return a worksheet with their contact information by offering something of great value (a lead generation magnet) in exchange for attendees’ contact information.

3. Create a powerful lead generation magnet to deliver not just when you speak, but on the web, in the newspaper, and across town.

Your lead generation magnet is something your ideal client needs and wants and you will be happy to provide their contact information in return, it could be a book, a report, an audio program, or even a certificate for a private educational session with you. Offer something educational that the people who need your services really want and need (not just a free consultation), and they’ll be more than willing to give you their names and email addresses to get it.

The best part is that your lead generation magnet – be it a book, talk, free report, audio, or even a private meeting with you – is designed to educate your prospects and prepare them to work with you. So it really does double duty – you build a list of prospects who will call you first and recommend you to their friends and family, but you also pre-educate your prospects so they are ready to say yes to working with you when the time is right. for them. to make a hiring decision.

How will you start building (or adding) your home list today? Do you already have a lead generation magnet? If not, what can you create today so you can start building your home list right away?