Show Notes:

Build a referral network. “The best cases don’t come from Google or pay-per-click. They come from referrals. Ask any lawyer, ‘Where do your best cases come from?’ and they’ll say referrals — from past clients, other lawyers, or community members. So how do you build this referral base and network from scratch? First, you need to put yourself out there. Whether you’re an extrovert or an introvert like me, you have to make the effort. Many don’t realize I’m an introvert. They see me on this podcast and speaking on stage and at workshops, but I find stage speaking to be the safest place. Networking events, however, are exhausting. As an introvert, I recharge by being alone. I don’t need to be the life of the party. However, to build a network and strategic partnerships, you must get out of the house and be in the right rooms. Identify the types of partners and relationships you want, and find where those people meet. You can attend local bar or state bar functions, but they might not be exactly what you’re looking for. Consider legal conferences and seminars, especially those that are business-minded or trial-focused if you’re trying to meet other trial lawyers.”

You have to start somewhere. “Starting from scratch means tapping into every resource you have. When I began Crisp, I vividly recall those early weeks before we had any office. I would go to Starbucks daily for their Wi-Fi and order a green tea and lemonade to justify staying there all day. I’d scroll through my phone, messaging every contact I had ever met, saying, ‘Hey, I just started a company called Crisp. We produce videos for businesses. Do you know anyone who could benefit from this?’ I must have messaged hundreds or perhaps a thousand people. Most didn’t respond — over 90%, 95%, maybe even 99%. But one person did. They said, ‘I’m glad you reached out. I work at a company that needs a video.’ I offered to do it for free just to get started. That one video led to another, and soon we had produced tens of thousands of videos.”

Go further, faster. “You can accomplish much more through collaboration than going it alone. When we talk about strategic partnerships, it means finding someone who has a capability or skill set that you lack, while you have something they need. By joining forces, you create a multiplier effect, achieving exponentially more together than you could individually. This mutual value exchange allows both parties to work together and achieve greater success.”

Be kind. “You never know where a kind gesture might lead. Regardless of what type of networking event you attend — be it a CLE, a legal conference, or a law school reunion — treat everyone well, because the outcome of showing respect and being genuinely kind can be surprising. Always bring your best self to these types of things and offer the most to everyone you encounter. It could open unexpected doors in the future.”

Stop asking. Start giving. “In the early days of Crisp, I attended every networking event possible, from ‘40 Under 40’ to various entrepreneur and startups gatherings in Atlanta. I quickly realized many of these events lacked authenticity. Everyone was broke, passing out business cards, and just asking for business. This transactional approach rarely led to meaningful connections or business growth. Effective networking isn’t about what you can get, but what you can give. When meeting someone new, especially for potential partnerships, focus on how you can support them. Offer to refer a client or case, solve a problem, or connect them with valuable resources. It’s about giving first, not expecting something in return, and genuinely wanting the other person to succeed. This approach builds trust and fosters stronger relationships.”