When I worked at that semi-prestigious law firm as an associate, my goal was to develop a national ERISA practice and I thought that a great foundation was the firm\u2019s existing business clients. I thought it would make sense since the originating attorney for the client would get a 50% referral fee from any fees I originated on the ERISA attorney side. For some reason, these former solo attorneys were more interested in protecting their clients than making money.<\/p>\n
So rather than sitting around and waiting to die, I tried to engage financial advisors and try to sell them my legal services by citing my flat fees and how I was less expensive than what my former third-party administrator was charging and I could offer an attorney-client relationship. One advisor put it out bluntly: \u201cwhat was in it for him as an advisor?\u201d There was no quid pro quo, but I knew that getting cost-effective legal services for his clients was not his main concern.<\/p>\n
So that\u2019s why I started writing my articles that advisors and other retirement plan providers could distribute to their clients and potential clients for free. If I built enough goodwill with these providers with articles that could help drum up business, then maybe I\u2019d get it back in referrals. 10 years later, I\u2019m doing ok.<\/p>\n
The point here is that you have to understand what other people may think and when offering them something, what\u2019s in it for them. It doesn\u2019t mean they\u2019re being selfish, but life is a game of give and take.<\/p>\n
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