I stood there for a second and thought, "Wow, I can't believe he just said that..."
Dear ,
I've been giving marketing seminars around the country for nearly 20 years now. I can't believe how quickly the time has flown by.
My very first seminar, in 2002 was to a group of lawyers who owned their own practice or were partners in small firms. (I was the first to call them "lawyerpreneurs" and eventually the term was picked up by the media and other lawyers.)
Anyway, I remember during one of the modules, I made the following statement...
"One of the Biggest Mistakes You Can Make
As a Business Owner is to
Run Away from Paying Referral Fees!"
"It's not a matter of should you pay it... it's a matter of can you ethically pay more than allowed?"
That's how strongly I feel about referral (or finder's) fees.
For about 15 minutes, I was hammering home how crucial it is to give a cut to the lawyer who sent you the client (of course, within ethical bounds). After all, without the referral, you wouldn't have had the client to being with, right? When you think about it, 80% of the pie is better than no % of the pie, right?
Then I made the point that once someone sends you a referral, chances are they'll send you more. The referral fees simply acts as a little added incentive.
And you know what one lawyer said to me? He raised his hand and said...
"I Don't Pay Referral Fees...
I Don't Believe In Them"
True story.
Despite my best attempts to explain to him how, from an economic standpoint, it would pay dividends, he would have none of that. He simply wasn't interested and his mind was made up.
Ok, so, he was a lost cause. I sincerely hope that you don't feel the same way. There's too much on the line to be short-sighted on this. It definitely behooves you to pay the finder's fee. Pay it... pay it quickly... and pay it generously. In the long run, it will pay off handsomely.
P.S. The photo you see above is me speaking at my very first seminars. Yes, I know, I look much younger! :)
And, remember, K.I.C. (Keep It Coptic).
Until next time.
To read Nader Anise's bio on Wikipedia, go to:
Your friend,
Nader
Founder of the Coptic Chamber
ABOUT NADER ANISE
For the last 30 years, Nader’s talents as a marketing strategist and copywriter have generated hundreds of millions of dollars for himself and his clients. In addition, he is a recognized PR expert, and has been featured in countless media outlets such as: The Wall Street Journal, NBC, CBS, Forbes, Bloomberg and USA Today.
Nader’s storied marketing and sales experience has enabled him to mentor business owners in all types of industries, including: legal, medical, financial, therapeutic, mortgage, investment, wealth, retail, insurance, transportation, pharmaceutical, clothing, restaurant, real estate, education, insurance, construction, internet, telecommunications, manufacturing and many others.
Nader has trained over 25,000 business owners from all around the world on sales and marketing.
To read Nader Anise's bio on Wikipedia, go to:
3 AMAZING FACTS ABOUT NADER ANISE, ESQ.
FACT #1: In 2001, Nader wrote a one page press release that generated over $2,200,000 in free national publicity.
FACT #2: Within four years of starting his law practice, Nader was featured on the cover of Lawyers Weekly USA section B (currently Lawyers USA) and was lauded for his remarkable achievement of building a "thriving law practice... without spending a penny on advertising."
FACT #3: Nader landed on the cover of the Wall Street Journal after sending the editor a cold email with a subject line that consisted of nine words, including, ONE key, riveting word.
(BONUS FACT): Nader wrote a direct mail letter for a small business that created such an overwhelming response, the owner sent Nader a frantic email with the message: "You're killing me with all the new business. We are busting at the seams and all my employees are freaking out..."
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