We all recognize the value of referral sources and the role they play in helping to advance an estate planning professional’s legal marketing efforts ad business. All referral sources, however, are not created equal. While one may readily refer, another may be detached or disengaged. If you’ve invested the time and energy in building your network but are less than satisfied with the results, here are some practical steps you can take to improve your referral quotient.

Socrates, the classical Greek philosopher, would have made a great marketing man. Like any successful marketer, he understood that before you look across the horizon with your world-shaking plans, look within.

When it comes to advancing your estate planning business, one of the best marketing tools you have is right there in the mirror: You. Your knowledge, insight and expertise can be a real marketing asset. But first you have to position yourself as that expert, the reliable source that the media and others turn to for a thoughtful, professional perspective.