No Prospecting Allowed

The Waldron COO particularly shies away from the term referral. He says that when he first joined the firm, Waldron gave him all kinds of books and articles to read, most of which talked about the importance of asking your clients for referrals, but he found the idea of asking your clients to give you more clients was “really cheesy.” He knows that if you ask clients, they’ll give you names, “because nobody likes to say no,” but then you’ve got to hound those prospects to turn them into clients. Waldron and Pendyala agree that it’s much better to do an excellent job for their clients, knowing that those clients in turn will mention them to similar individuals in similar situations. They also pick up the occasional endorsement from estate attorneys that they’ve worked with in the past.