#105: Prospect Lists

Many attorneys spend time developing relationships and networking but fail to leverage those contacts. The key to turning contacts into referrals or clients is to use a prospect list to systematize your efforts. In this episode, I walk you through how to create and execute on a prospect list and even share a free template to help you get started.

Things you will learn in this episode:

  • Why you need a prospect list (even if you’re not trying to build a book of business)
  • The biggest mistake I see attorneys make when it comes to prospect lists
  • How to use a sales funnel within your prospect list
  • The reason why you should broaden your definition of referral sources and update your prospect list accordingly
  • What to include on your prospect list and how to systematically follow-up




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Professional Bio

Heather Joy Hubbard is an attorney, speaker, author, and strategic coach. Through her personal and professional development company, she helps attorneys reduce stress, manage priorities, and build a book of business. Prior to her work helping professionals find more balance and success, Heather was a partner and practice group leader at an AmLaw 200 firm. She has been recognized by Best Lawyers in America in the areas of Copyright, Trademark, Intellectual Property Litigation and Patent Litigation, Mid-South SuperLawyers, Benchmark Litigation and Managing IP Stars. She was also named one of Nashville's Top 40 under 40 by the Nashville Business Journal. Heather graduated  summa cum laude   from the University of Louisville and received her  juris doctorate  from Vanderbilt University Law School.

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