Million Dollar Team Principle #110: Don’t Be Afraid of Attorneys
Be Afraid of Attorneys
Start referring clients to strategic partners for all their legal matters — Wills, Trusts, Probate, Title, Deeds, and 1031 Exchanges.
Law firms will become your #1 referral source.
Look Upstream for Opportunity
Other professionals are already working with your ideal clients before they ever need you.
Attorneys drafting wills, CPAs preparing returns, financial advisors rebalancing portfolios, insurance agents updating coverage, and contractors improving homes.
The most successful team leaders don’t wait for leads to show up — they build trusted relationships upstream where decisions begin.
The Go-Giver Principle
In The Go-Giver by Bob Burg and John David Mann, the authors share a timeless truth:
“Your true worth is determined by how much more you give in value than you take in payment.”
That’s the foundation of powerful referral partnerships.
When you proactively refer your clients to trusted attorneys or advisors, you create value before asking for anything in return.
And value always circles back.
Make Yourself Referrable
Ivan Misner, founder of BNI and author of Givers Gain, built an international referral network on one principle:
“If you want to get referrals, you have to make yourself referrable.”
That means becoming the connector — the professional others trust to care for their clients with excellence.
Other Overlooked Referral Goldmines for Real Estate Team Leaders
- CPAs and accountants – clients discuss income, deductions, and gains before they sell or invest.
- Financial advisors – guiding clients on downsizing, relocating, or diversifying portfolios.
- Insurance agents – triggered by new home purchases or policy updates.
- Contractors and builders – aware of upcoming listings or investor projects.
- Property managers – connected to landlords ready to liquidate or reinvest.
Million Dollar Team Principle:
The strongest teams don’t chase leads; they cultivate partnerships with professionals who already serve their ideal clients.
