Keeping revenue flow consistent as a solo attorney is tough. Utilizing your NYC shared law office space can help remedy that issue.
Moving into an NYC shared law office space should definitely be on your list of possibilities as a solo attorney. If you think about it, moving into a working law office can only benefit a solo or a small firm.
In terms of networking, it’s made much easier in an NYC shared law office space because it happens while you go about your day. Instead of trekking through the urban jungle just to network with an awkward crowd, you can do it in your office space!
Referrals are necessary for any attorney and in an NYC shared law office space, this may prove to be abundant. If you are an attorney and don’t have time to waste, this may be a Godsend, especially if you have to do every task for your small firm.
Remember, working in a shared law office space does not guarantee immediate referrals or any referrals from your suitemates at all. The likelihood of trading business is definitely high, but there are still rules to be followed when seeking referrals:
- Referrals are sent when there is a relationship that includes mutual professional trust, and
- It helps if you’ve sent a piece of business before you receive one.
Referral business is only good when done correctly and this can be found in your NYC shared law office space. There may even be enough to cover rent many times over. This same system is implemented at Law Firm Suites, therefore we know over $3,000,000 in suite mate referrals is generated in both of our Financial District and Midtown East shared office spaces.
There is a right and wrong way of seeking out referrals from your NYC shared law office space. When done the right way, these referrals can help you offset the costs of your rent. We know, because we use this same system at Law Firm Suites to generate over $3 million in yearly suite mate referrals in each of our two NYC shared office spaces.
Here’s how it works:
1. Take a walk around the office.
Establishing your presence is important in any shared office setting. When people know you are there and available, it makes you more appealing.
Being the hermit in your office will only make people confused when they see you on rare occasions.
Keep in mind that as attorneys, your suite mate will likely be busy, but when they do have some down time, it’s favorable to stop by and chat about things not related to law. Maybe the weather or a recent current event? Not only is it a good ice breaker, but it helps to build an element of trust between you and the other attorney. This is necessary to make a referral relationship flourish.
2. Let them talk while you listen.
Being able to listen and be actively engaged in what someone else has to say pays off. It allows you to be a good conversationalist and boost your reputation with your NYC share law office space.
Learning to listen is great as an alternative for those who may be introverts and need a different tactic to be being a “social sally.” Doing this will still allow you to open yourself up to referral potential.
3. Keep them wanting more from you.
If you’ve done a stop-in to a colleague’s office, hit the eject button early in the conversation. If you are a constant presence in your neighbor’s doorway and you regularly overstay your welcome, you’ll start to find that your neighbor’s doors may be closed. Always leave them wanting more. You’ll be able to develop trust that your visits will be fun and/or productive and won’t waste their time.
4. Do things outside the office with suite mates.
It may be a good option to leave the office with your suite mates so they can see you in a different light. This can be done every couple of weeks so that a foundation is maintained for a good relationship.
At lunch, keep 90% of the conversation about things other than business. Only about 10% is shop-talk and the rest is something fun like your shared interests and so forth.
5. Market THEIR business too.
Having new possibilities is something everyone wants for their business. To ensure referral potential, you need to act as a source of growth as well for other attorneys. Business relationships have to have an equal exchange and each side needs to know they can get something out of it in the future so that the strength of the relationship is kept strong. Doing this does not only mean client referrals but possibly additional connections and favors.
6. Be generous.
If your neighbor is on leave for any reason, offering to cover them for that time or even helping them with a simple problem can do much to solidify your business relationship. Even if the help is not needed, the offer alone makes the person remember your generosity.
Every few months, buy a few pizzas and a bottle of wine and sponsor an informal happy hour for your neighbors after work hours. It will give you all a chance to blow off some steam without being too formal.
7. Seek their advice when you need it.
Asking for advice can seem intimidating because much of the time we want to figure things out on our own. Appreciation can be powerful because it feeds the ego and allows someone to “show off” what they know. It can ensure a stronger referral relationship.
These tips may seem, well, almost obvious. However, when done consistently, they will lead to business referrals in your office suite. With a little creativity and persistence, you too can turn your office into a revenue-generating machine.