Your cart: G-1 YOUR PRESENT GOOD CLIENTS AND REFERRERS ARE YOUR MOST IMPORTANT MARKETING ASSET $0.99 
Why and how to prioritize your efforts among several groups is demonstrated. The relative importance of past clients, present clients and referrers of clients for new matters is analyzed in this chapter.
G-2 WILL MARKETING RESULT IN BACKLASH ON EXISTING CLIENTS? $0.99
If you are concerned about “backlash” from existing clients when they become aware of your marketing efforts, you should read this short chapter.
G-3 GETTING CLIENTS AND CASES FROM FRIENDS AND RELATIVES $0.99
Friends and relatives are an important source of new matters and referrals, especially for lawyers starting a practice. Some basic rules for developing these sources of clients is discussed.
G-4 THE SPOUSE’S ROLE IN PRACTICE DEVELOPMENT $0.99
Spouses or anyone in your household can be extremely helpful in improving your practice. Some examples of how they can help and what they should not do are given.
G-5 BAR ASSOCIATION LAWYER REFERRAL SERVICES ARE A PROFITABLE SOURCE OF CLIENTS AND FEES $0.99
Bar association lawyer referral service can be an extremely profitable source of new clients and fees. You must understand how they function and what you must and must not do with the service and the clients they send. This chapter will give you specific steps to be taken to get those clients.
G-6 NON-BAR SPONSORED LAWYER REFERRAL SERVICES AS A SOURCE OF CLIENTS AND FEES $0.99
I am wary of some non bar sponsored lawyer referral service. Specific advice on what to look for and what to do are given in this chapter.
G-7 “BUYING” A LAW PRACTICE $0.99
Buying a law practice is increasingly becoming common. Some basic methods to be considered are given.
G-8 NAMING YOURSELF OR A BANK AS EXECUTOR OR TRUSTEE OR ALTERNATE EXECUTOR OR TRUSTEE, TO GET ADDITIONAL LEGAL AND NON-LEGAL INCOME $0.99
Fees gotten by lawyers from probates and trusts are the subject of much public distrust and dislike of lawyers. A whole generation of “do it yourself” and “don’t use a lawyer” books and companies have evolved. Yet the simple truth is that naming oneself as an executor or trustee can generate significant legal and non legal income for valuable services rendered. Examples are given in this chapter.
G- 9 SEND THANK-YOU LETTERS TO JUDGES, WITNESSES, COURTROOM PERSONNEL AND JURORS $0.99
The case is not over until the thank you letters are sent. Examples are given of how thank you letters can generate fees are given with appropriate warning where they may not be appropriate or permissible.
G-10 LAW PROFESSORS, LAW SCHOOLS, AND OTHER EXPERTS AS A SOURCE OF CLIENTS $0.99
Don’t overlook your law school or law professors as client sources. Why and how they can refer your matters is explained in this chapter.
G- 11 GETTING WORK FROM BIG FIRMS $0.99
Large firms can and do refer matters to small firms and solos. How to approach the firm and what to emphasize is explained in this chapter.
G-12 GETTING WORK FROM LAW SCHOOL CLASSMATES $0.99
You spent at least 3 years with your law school classmates. They can be important sources of new clients. This chapter explains how to do it.
G-13 GETTING AND INCREASING REFERRALS (FOONBERG’S RULE: NETWORK THE NETWORKERS) $0.99
Referrals from others whom you have not represented can provide a third to a half or more of your new matters. This chapter gives types and techniques for increasing your new matters from referrals.
G-14 SAMPLE THANK-YOU LETTER FOR A REFERRAL $0.99
A simple thank you letter and a simple card for a referral is provided in this chapter along with a caution of when not to send a thank you.
G-15 BUYING OR SELLING CASES FOR REFERRAL FEES $0.99
The fundamental considerations and basic rules for referral fees is discussed in this chapter.
G-16 CLIENT SECRETARIES AND ASSISTANTS AS A SOURCE OF BUSINESS $0.99
Never ignore your client’s secretaries or assistants. How and when you can get legal work from the client’s secretaries and assistants is explained in this chapter.
G-17 HOW TO INCREASE YOUR INCOME FROM REFERRALS $0.99
This chapter can be read along with chapter G-13 or simply as a short summary of why referrals are so important.