In 2023, after three years of struggling to get enough business from door knocking and circle prospecting, Lourdes Maestres had an epiphany. Attorneys would make great referral partners… ESPECIALLY divorce, probate, and bankruptcy attorneys – you know, the ones whose clients often need to sell homes. These people trust their attorneys with issues where there’s no room for mistakes, so they’ll likely trust their attorney’s recommendation for other services. And it didn’t take her long to realize that not only could they be a potential lead source, but very few agents focus on this market.

She wasn’t shy on the phone, having developed discipline from circle prospecting. It’s not hard to find attorneys listed online, so she was quickly on the phone every day reaching out, modifying and refining what she said as she gained experience.

As for the referrals themselves, they proved easy to convert and work with. After all, since they trusted their attorneys, they trusted her.

A few years ago, she did a pop-buy at an attorney’s office to follow-up on a call she’d made a few days earlier. It couldn’t have been at a better time. The attorney introduced her to client he had been working with – and she got a signed listing agreement the very next day! This initial transaction subsequently led to who more, resulting in a total of three transactions stemming from a single visit.

• Set weekly appointment-setting goals. Lourdes aims for two appointments per week.
• Aim for the low-hanging fruit. Identify whose who are actively seeking or in need of more business (they have more of an online and advertising presence). Established attorneys likely already have agents they work with.
• She also uses purchased lists of attorneys in her research

• Develop scripts that align with the specific niches of each attorney. Lourdes primarily focuses on bankruptcy, divorce, and probate attorneys.
• For instance, when reaching out to divorce attorneys, Lourdes emphasizes her experience with people going through divorce and her ability to help them sell their homes quickly.
• Use attorney language as appropriate to show you understand the relevant aspects of their business.

• Lourdes offers a unique value proposition to attorneys: the opportunity to create a video together.
• By collaborating on videos, Lourdes not only showcases her marketing expertise (relevant to selling homes) and her knowledge of the attorney’s nice (relevant to understanding the legal process and client needs), but she also provides attorneys with a valuable marketing resource to help build their businesses.

• Attorney time is valuable. Lourdes averages a succinct 10 minute appointment.
• Her primary goal during these meetings is to build trust in her ability to deliver.
• Research attorneys before meeting them. Learn their educational background and specialization. It’s important to ask relevant and insightful questions.
• Know social styles to communicate effectively and build rapport.

• Send a thank you email. It shows appreciation for their time and sets the foundation for continued communication.
• Extend again an invitation to collaborate on a video.
• Maintain the relationship with quarterly touchpoints.
• Keeps them informed about relevant upcoming events extend invitations to participate.
• Suggest other referral partners for them to consider, such as CPAs, financial advisors, counselors.