The follow-up most attorneys never do
We’ve covered leading with value and collecting leads that actually matter when you are exhibiting at events.
But here’s where most attorneys lose the game: they get back to the office from the event, put the business cards in a drawer, and… nothing.
The opportunity dies in the delay.
This is why we teach our clients the “strike while warm” strategy.
It starts at the event itself. While you’re talking to someone, you plant seeds for immediate next steps.
Not “call me sometime” or “check out my website.”
Something specific. Something soon. Something valuable.
One of our clients does this perfectly. At every event, she mentions: “I’m doing a quick workshop next Thursday about avoiding probate—perfect timing if you’ve been thinking about this stuff. Want me to save you a spot?”
The psychology? It’s easier to say yes to something happening soon than something vague in the future.
But the real magic happens in the 48 hours after the event. We have a specific follow-up sequence that turns event conversations into booked consultations.
It includes what to send, when to send it, and exactly how to follow up without being pushy.
The result? Our clients convert event contacts into consultations.
Plus, there’s the opportunity everyone ignores: the other vendors at these events are potential referral goldmines. The financial advisors, real estate agents, insurance agents—they’re all working with your ideal clients.
We teach our clients exactly how to turn event networking into referral partnerships that generate clients for years.
Your homework: Think about the last community event you attended. How many of those contacts did you actually follow up with? And how many became clients? Now, craft a follow up sequence that you can template out, for your next event to have ready to roll immediately following the event.
—Laura Lee & the LMM Team