This may be a weird topic to be posted by a lawyer. Most of you think of lawyers as "reactive" and not very proactive in their business development methods. However, I like to cold call. Yes, sad but true. Several of you cringed reading those two words.
Here's the trick: think of how you met your closest work affiliates or clients. Some are probably from past employment, some are from schmoozing industry events, some are past clients who worked with you along the way, and some (I hope) are people you just met.
So what I envision when I dial the phone to call people, I think of about four or five people I have GREAT relationships with in my business that "BUT FOR" cold calling I would have never met. Daniel Odio is a great example. I consider Daniel one of my most valuable contacts of all time. I consider him a friend and am truly impressed by his work and projects he takes on. Daniel was a result of calling a Listing for a Property for Sale on craigslist that had "1031 Exchange" in the notes (what I do). I just called to "introduce myself".
Therefore I urge you to network and even "Cold call" and keep in your mind the new friends you are going to make. Start with a simple introduction rather than a sales pitch.
And once you make a friend, treat them like one: help them out. Roger staubach said, "Life is like an HOV lane, you can get to where you're going a lot faster if you take others with you."
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