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Networking

The Oldest, Most Effective Form of Business Development

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Growing a business is hard work. Tech, automations, SEO, and so much more. But there is one timeless and often forgotten way to drive new business and attract better clients: Networking.

You probably have networked your way to success for years, but did you know that most attorneys get 60-80% of their work from other professionals?

This means that meeting other professional service providers and creating mutually beneficial relationships with them can account for a big part of your growth. That is why in today’s article we’re going to talk about 3 tips for maximizing your networking efforts, and how you can do it effectively starting today.

Networking That Actually Works Tip #1: Start With Clarity

If you have done a lot of networking in the past and it hasn’t led to fruitful relationships, this may be the reason why. Whenever you are speaking with another professional the number one question (after breaking the ice with some small talk) will usually be:

“So, tell me about yourself. What do you do?”

The way you answer this question matters way more than you may currently realize. A vague answer will not be memorable and get lost among the dozens of conversations the other person will have that day. That is why the key is being clear about who you serve and how you serve them.

For example, stating that you serve corporate clients with their legal needs is very ample and easy to forget. But if you say “We are a small boutique firm specializing in compliance for pharmaceutical companies”, the specificity will help the other person remember what you do. This lasting impression significantly increases the chances of that other person referring you to the exact clients you aim to attract.

And while you may want to serve a diverse client base, framing what you do depending on the context may be a great idea. If you are meeting professionals with connections in the financial world, and that is one of the industries that you serve, you may want to emphasize your expertise in this area when talking with them by saying:

“We serve clients in a wide variety of sectors, but one of our specialties is helping financial services companies stay compliant and manage their legal needs.”

In this way, you are keeping your options open while presenting yourself as an expert.

Networking That Actually Works Tip #2: Give First

The best relationships don’t come out of a mindset of extraction, but of service. If you try to help others first, the natural human tendency will be to retribute back. So if you want referrals, refer first; if you want some counsel, provide your expertise first.

A generous attitude can solidify your reputation as a valuable and reliable professional. It also attracts more genuine connections with long-term partners who can significantly impact your business.

Just think about how have you met your best clients. Probably they came from a referral by a person who had a strong relationship with you, or by helping them first with a particular problem which then expanded into a wider working relationship. Networking goes beyond the exchange of business cards: it is about cultivating authenticity, mutually beneficial relationships with other professionals.

Business Coach Dan Sullivan talks about the concept of “Referability Habits”. These are a set of often invisible behaviors that make all the difference when meeting another person. Some of them include showing up on time, doing what you say, finishing what you start, and saying please & thank you. By paying more attention to these basic courtesies, you can become more ‘referrable’ and build your reputation. 

Networking That Actually Works Tip #3: Don’t See Others as Competition

While it is undeniable that some businesses might be in direct competition with you, the reality is that you can create mutually beneficial relationships with most professionals.

The reason is that, even if you both serve the exact same industry, your dream client might be their nightmare client, and vice-versa. Ask yourself, who is your dream referral? and who is your nightmare client? By answering those questions, you can network with other professionals and attract the actual clientele that you want.

The Business That You Want Is Only One Relationship Away

Consider this scenario: You operate a small law firm with 6 employees. At a cocktail party, you meet the CEO of an accounting firm that serves 50 clients. If you cultivated a solid relationship with this person, and successfully created a referral partnership, what would be the chances that your firm thrives?

They would be immense. Whether you are looking for more or better clients, amazing team members, or even raising capital to expand, you are one single relationship away from the business that you want.

This does not mean to treat every relationship as a business opportunity. In fact, many of our most fruitful partnerships have come from spontaneous conversations around the coffee station. It is in those unplanned moments when we can connect with others and come up with our brightest ideas.

Cultivate the Relationships that Will Build Your Business at Amata

While networking can take your business to the next level, the reality is that most of us are busy. That is why at Amata we create an environment where collaboration naturally happens, so you can build your business just by going into the office.

Our workstations are strategically placed to foster collaboration with peers. Our offices are centrally located, with cozy cafés around for meetings. Our signature cognac room allows you to relax and end the day by sharing stories with other attorneys.

At Amata, you’ll also get to meet professionals from other industries, from accountants to financial advisors, marketing professionals, and HR firms. This can lead to new clients, referrals, joint ventures, and even friendships. We also organize monthly meetings with over 600 attorneys, where you can expand your network and business opportunities.

Contact our team here to see how Amata’s networking opportunities can help take your business and relationships to the next level!

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Office Flexibility and Cost Controls

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By Ron Bockstahler

The most common question I’m asked lately is “What is happening in the office space sector?”.  With a client base of over 800 law firms and businesses, I usually have a good read on what is happening in the office sector of the real estate industry. Throughout June we have seen an increased demand for office space, but more specifically, the demand for flexible office space has been a top priority. Clients are placing a high priority on office flexibility and cost controls in their office selection.

JUNE CONTRACTS

This last week of June alone, Amata signed 12 contracts and/or amendments with existing clients and new clients. Eight of these were to take additional or new space and four were to reduce space. One virtual client, converted to have a full-time office and a California based law firm sign an amendment to have Amata manage their phone system and answer their phones. In each conversation clients were focused on cost controls by exercising the flexibility in their agreements.

FLEXIBILITY

Not included in the above-mentioned new contracts is a 500+ employee New York based law firm, that renewed their agreement with Amata, adding additional offices. The deciding factor to remain with Amata versus signing a lease for their own space was the flexibility Amata provides. Adding or removing an office during the contract term, without any penalty is crucial in this business environment. Another firm dropped an office from their agreement the first week in June, then added a workstation this past week. Successful firms are adapting to the fast-changing business landscape and controlling costs by taking advantage of the flexible lease and staffing solutions provided by Amata.

COMPETITIVE ADVANTAGE

One of Amata’s greatest competitive advantages is the flexibility to manage expenses quickly to match changes in revenues. The cost structure with traditional office landlords makes it impractical and unprofitable to provide tenants this type of flexibility. When a company signs a lease, the landlord amortizes the cost to build-out the space, cover concessions, and brokers fees. Amortized costs do not go away when tenant downsizes and no longer requires all the space. Expanding beyond the initially leased space, without increasing the lease term, further locks in fixed expenses.

Learn more about how you can add flexibility and cost controls to your office expenses by contacting Amata.

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Amazing Networking Opportunities for Chicago Lawyers

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By Ron Bockstahler

If you’re anything like me, there are times we dread going to those scheduled networking events. Not that we don’t want to visit with people, but our schedules get busy, we fall behind on work, we sacrifice time with family, or whatever the reason, it can be hard to carve out the time for planned networking.

Yesterday my COO was telling me a fun story about this past Friday night. Our offices have been pretty busy, with more and more people back in the office. It was past 7 p.m., but still light out and she didn’t realize the time. She talks with a few clients that are still working and they ask her what she is still doing in the office. Without realizing the time, she tells them she is working, of course.

They tell her it is past 7 p.m. and offer her a beverage and ask her to join them in the Cognac room. It turns out to be a wonderful, serendipitous get together with a few clients she knows and one she just met that day. Turns out the client has an aunt that performed on Saturday Night Live and did some training at Second City. My COO has taken classes at Second City and they immediately were able to build on this and come up with a lot of fun memories to laugh about.

The more I think about it, the more I realize that experiencing those serendipitous moments, the opportunities for unplanned conversations with others is what I enjoy the most about going into the office. Nothing is planned, there’s no anxiety build-up or second thoughts about what I am missing or giving up to attend a social gathering. Just unrehearsed, natural conversation with peers, co-workers and friends.

It helps that my office is at Amata Office Suites, where I have the opportunity to meet people, other than my co-workers, in the café, hallway or Cognac room. In my business, just about 70% of our new clients come from referrals from existing clients. For lawyers, I’ve read that upwards of 80% of their new business comes from referrals from other lawyers. Having unplanned, unsolicited opportunities to build relationships with others than can refer you business is invaluable. Consider how your year would change if you received one referral form a serendipitous meeting each year.

If you’re interested in hearing more about how you can leverage Amata’s networking for your business, contact us here to get started.

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Meet The Candidate Night with Special Guest Jesse White

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Deidre Baumann for Cook County Judge (Punch 177)

Meet The Candidate Night with Special Guest Secretary of State Jesse White

Amata is proud to host our next Meet the Candidate Night with community member attorney Deidre Baumann on the ballot for Cook County Judge.

Running for public office is a very big undertaking and an act that deserves our time to listen and learn about the candidates. Attorney Deidre Baumann, a life-long Chicagoan and dedicated civil litigator in our community is running for Cook County Judge and will be on democratic primary ballot on June 28th. Deidre bring patience, compassion, experience and knowledge to the bench and asks for your support. She is endorsed by Secretary of State Jesse White, Congressman Danny K. Davis, Representative Omar Williams, Alderman Jason Irvin, Walter Burnett, Emma Mitts, Chris Taliafero, Roderick Sawyer, Cook County Commissioner Frank Aguilar, IVI-IPO, ChicagoNOW, Personal PAC, LGBTG IMPACT, Westside Voter’s Coalition PAC, and others.

Join us and special guest Secretary of State Jesse White

Date: Wednesday, June 22nd,
Time: 5 pm – 7 pm
Location: 180 N. LaSalle St., 37th Floor

The Stage is Set by Chase Hopkins

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Amata Law Offices Suites supports Haymarket Opera | Chicago Entertainment

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We Welcome Back the Haymarket Ballet!

In the French tradition, L’Amant anonyme overflows with stylish dance, performed by members of the Haymarket Opera Ballet. Choreographed by baroque dance specialist Sarah Edgar, Haymarket welcomes dancer Kali Page Benz, Julie Brumfiel, Andrew Erickson and Emmanuel Ramirez. Alongside the delights of this charming opera, enjoy the elegance of early ballet this June!

The premier for Haymarket Opera’s rendition of L’Amant anonyme is set for Thursday, June 16th. With Sunday’s performance sold out and only a few tickets available for Friday and Saturday, get your tickets today!

The Stage is Set by Chase Hopkins, General Director Haymarket Opera Company

It was a huge day for the technical team as the hand-painted scenery was unfurled and hung. Four crew members were needed to hand-tie these fabric panels into place, and even in their initial stages, they look beautiful. Designer, artist, and historian Wendy Waszut-Barret has created something very special for this production.

Our lighting designer, Brian Schneider also had a big day with our master electrician to rig the lighting. The next process will involve focusing the lights in the directions they should hit the stage and scenery. Following that, our team will use “light walkers” or stand-ins for the cast to test lighting levels and set cues for the show. We are running slightly behind on this schedule, but not to worry, it will sparkle when it’s done! Brian and I are also playing with the refracted light from dim chandeliers in the hall to emulate candle glow in the audience. We’ll see where that ends up, but I think it could be an added element that transports us back to the 18th century… without real candles of course. Enough wooden theatres have burned down to ensure that no modern theater allows for real flames on stage!

Costumes

Costumes had their final fitting, which is always such a joy. The cast have been creating their characters in staging rehearsals for the past two weeks, but once the gloves, hats, skirts, and coats  are on, they come to life! The final fittings require a great deal of coordination with our fabulous costume designer, Stephanie Cluggish and the stichers that make each of the garments by hand. Now that they have had their final fittings, last alterations can be made ahead of the dress rehearsals and performances.

Similarly, wigs are being fitted and styled. Each of our 10 cast members, both singers and dancers will appear in period-style wigs. As we have learned, people of the 18th century were actually disgusting, their wigs and hair being no exception. For the comfort of our cast, we’ve chosen to ignore SOME historical practices to stay in line with health and safety standards of today 🙂 For the first time we welcome wig designer Megan Pirtle. Megan is a chicago-based designer with great experience from the Lyric and other theatres. As Megan finishes styling the wigs this week, I look forward to seeing the finished product with you at the performances!

Orchestra

On Monday we work with our fabulous orchestra. Craig will be leading these orchestra-only sessions ahead of work with the cast and the dress rehearsals. We welcome 8 specialists from around the nation who perform on 18-century wind and brass instruments. It should be a fantastic addition to our merry crew. Unfortunately, covid has already taken its toll, as Craig and I had to replace one of our natural horn players today. We are lucky to have sourced a replacement in such short notice! That’s what producing in the time of covid looks like now!

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Amata Socials Now Available For Amata Client Sponsorship

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Thank you to everybody who came out to Amata’s return to in-person networking with Amata Socials! Our next get together is June 9th and will be held at 180 N LaSalle.

We are also excited to extend an opportunity – now you’ll be able to sponsor an Amata Social!

Sponsor an Amata Social

Each month we are providing up to two firms the opportunity to sponsor the social. Amata will continue to pay for food and beverages at these socials and the sponsors will be responsible for getting the word out and making sure they are well attended. In return for sponsoring, Amata will promote the sponsors firm in weekly posts, publications and announcements leading up to the social.

Up to 2 Law Firms will have the opportunity to sponsor each Amata social.

  • The sponsoring law firms will be responsible for attendance at the event. This will include sending out invitations and making sure each event is well attended (25+ participants at each event is the goal).
  • Amata will also promote each event through email distributions to all Amata clients, that will include the logo/name of the sponsoring law firm and signs at every Amata location.
  • Members of the sponsoring firm will greet guests upon their arrival and direct them as appropriate.
  • The sponsoring firm(s) will provide an overview of their firm and the type of work they are able to handle at the beginning of each social.

Amata’s Obligation

  • Amata will provide beverages (both alcohol and non-alcohol) and lite snacks at each social.
  • The sponsoring firms will be featured in Amata’s weekly watercooler email and featured on the flyers distributed at each Amata location.
    Amata will provide a list of all registered participants to the sponsoring firms to allow for follow up.
    Guidelines

Additional Considerations

  • Sponsorship will be on a first come, first serve basis by contacting [email protected]
  • Firms with the same practice areas will not be allowed to sponsor the same event.
  • Attendance by the sponsoring firms is mandatory.

Are you interested in sponsoring an Amata Social?

Reach out to [email protected] today! Each social has two spots and they will be filled on a first come first serve basis.

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Law Firm Efficiency: 4 Ways to Maximize Your Productivity

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The most productive law firm is one in which lawyers are spending the maximum amount of time practicing law, and minimizing the amount of time performing ancillary tasks that, while important, do not result in billable time. Regardless of a lawyer’s expertise or successes in the courtroom, the main financial commitment of a lawyer depends on spending time with casework.

This is, of course, easier said than done. A lawyer may want and intend to practice as much law as possible during any given day, yet certain tasks are essential to their business. Ongoing training, client acquisition, marketing efforts, and other activities fuel your activities.

In this blog, we analyze the best methods for remaining as productive and efficient as possible without neglecting other duties crucial to your practice.

Four Routes to Law Firm Efficiency

Track All of Your Time, Not Just Billable Hours

As a lawyer, it can be tempting to only track the amount of time you spend working for clients. After all, this is where revenue comes from, and is arguably the most important part of the profession from a financial perspective.

While billable hours account for your profit, other time spent throughout the day can help illustrate where the rest of your efforts are spent. This can help lawyers gain a better understanding of your most productive periods of the workday, as well as where time could be better spent.

By understanding workflow on a granular level, lawyers can fine-tune their process to maximize revenue and learn their weaknesses.

Avoid Multitasking

Although it is sometimes impossible to avoid, multitasking is a less efficient way of getting results that you need. Blocking off time to perform a single task, as opposed to trying to accomplish multiple things at once, can help ensure that the most immediate and demanding jobs get done first. It also makes it easier to track your time performing certain tasks.

Alternative Legal Service Providers

Lawyers, particularly solo or private legal practices, must wear many hats throughout their career. Sales, marketing, management, secretarial work, and other fields all fall under the umbrella of the lawyer at some point or another.

With only so many hours in a day, how can a lawyer expect to fulfill all of these tasks? Hiring alternative legal service providers, or ALSPS, can often serve to rectify lost time. While these services incur expense, the amount of money saved by utilizing these services by netting higher volumes of billable hours eclipses the payment required.

A primary advantage to utilizing ALSPs is that they require no training and can scale with your business as needed. Smaller legal practices are often strapped for cash and time, and don’t have the resources required for recruiting and training employees. ALSPs offer a plug-and-play approach – their models adapt to your business.

For instance, consider virtual receptionists. Traditional avenues of hiring a receptionist require you to conduct interviews, find a candidate with proper experience, and train them into your business. This also requires paying them a salary and benefits, as well as carving out a work space for them to operate. This takes a great deal of time and money. Hiring virtual receptionist services from an ALSP, by contrast, makes this process considerably easier. Their messaging can be customized for your business, they can handle your onboarding pipeline even after regular business hours, and can even be temporarily turned off.

Contract paralegals serve a similar as-needed ancillary function. Smaller law firms often have to manage the ebb and flow of unpredictable workloads, and may not require a paralegal on staff full time. ALSP paralegal services allow for assistance as the need arises.

Solo and private legal practices often cannot manage their workload alone. Alternative legal service providers offer a range of services that can help lawyers focus on accruing billable hours first.

Sharing Information with Other Lawyers

While many lawyers operate small practices, they are never alone. Networking with lawyers can give you a sense of how they run their operations. This is made easier than ever when you’re working in the same office environment as them.

Amata Law Office Suites offers more than just office space for lawyers. We provide a community where lawyers can work side by side and access the expertise across a wide variety of specializations. More, we offer alternative legal services in-house. Virtual receptionists and contract paralegals are all a part of our services, making us the premiere legal office experience.

Are you looking to make your practice more efficient? Contact us today and learn more about our services.

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Lawyers Sharing Office Space with Non-Lawyers: Is It a Good Idea?

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As the idea of the traditional office has been shattered by shared work spaces, any savvy attorney might ask whether lawyers sharing office space with non-lawyers is a sound strategy.

Shared work environments can provide tremendous value and are certainly cost-effective, but such workplaces don’t always provide the environment and resources that are needed for success in the legal profession.

Lawyers Sharing Office Space with Non-Lawyers

People in office sharing their work result to potential partner.

Coworking spaces have grown exponentially in popularity, and with good reason – affordable yet modern, filled with basic necessities and in great buildings with easy access to transport; they offer an attractive alternative to a traditional office.

They also provide more financial control. While most traditional office spaces require a lease from anywhere between 2-10 years, shared office spaces can charge by as short a term as a month. Versus long-term leases, the shared office setups offer flexibility and the chance to decrease space, add space, or even work virtually without ever changing your address.

Despite all these benefits, they aren’t always an ideal match for attorneys. Private practice law firms have more demands their spaces need to fill, like a professional work environment and like-minded peers.

Violations of Attorney-Client Privilege

Lawyers are not ethically prohibited from using a shared office space, but caution should be taken to maintain the independence of your law firm and ensure that attorney-client privilege is maintained. For general shared working spaces, this can be a challenge.

Live Answering

Consider a live answering service – if a receptionist is shared between unaffiliated businesses, they will need customized messaging specific to your law practice rather than a general greeting. Additionally, having one receptionist act on behalf of two lawyers who are not affiliated isn’t illegal, but associating them together in the same messaging is ethically dubious. Furthermore, it may come off as unprofessional to your clients.

Data & Document Retention Policies

The shared faxing services and copiers can also pose a problem. If the team receives electronic versions of documents, they need to be sure to have appropriate data policies that protect your firm and your clients. If you use a shared fax machine that doesn’t receive electronically, then you have to also look out as an incoming fax will be available for others to grab, even if it’s accidental, as it lays on the copier.

Some shared offices offer admin work for their clientele as well, and for a busy attorney this may be intriguing. Once again, however, they need to ensure the shared office space has document retention policies that they adhere to and that any work is behind secure storage drives.

With the tech and cybersecurity competence policies being adopted by many bar associations, attorneys need to pay extra attention that they protect their client data and are confident in their shared office space provider’s policies.

For attorneys, the shared space must be compliant with ABA Model Rule 1.6 – Confidentiality of Information; but few know that rule exists.

Culture & Environment Clashes

Startups, marketing firms, advertising spaces; everyone loves shared spaces which can lead to an exciting blend of businesses on a single floor. But the culture at any given business isn’t necessarily compatible with what we might consider a “traditional legal office” – as such, clients who meet with you in a typical shared office space may have doubts as to your professional decorum.

Your clients will be in the common areas when they come to visit, even if it’s just a short span of time while waiting and grabbing a coffee before meeting with you. It’s important that the culture on the floor matches the culture you want your firm to project.

Lawyers Sharing Office Space with Other Lawyers

As a solo or private practice law firm, it is important that you don’t join a shared office space for cost-effectiveness and sacrifice the other important parts of your firm—protection of client data and information, firm brand, and office environment.

At Amata Law Office Suites, lawyers are provided with all of the amenities that a larger law firm might have, with the affordability and flexibility of comparable shared office spaces. With attorney receptionist services, on-demand paralegals, data and document retention policies and internet compliant with ABA code [insert], all of the resources and ethical considerations that a lawyer needs for success are taken care of.

In turn, you’ll work on a floor with other lawyers with a shared mission: practicing law. By sharing an office with other lawyers, you’ll find an easy stream of referrals, as well as collaborative culture where lawyers can share their expertise and advice with others.

Amata Law Office Suites provides an ideal working environment for small and private legal practices. Contact us today for more information about our services.

Lawyers Helping Lawyers And Their Clients

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Lawyers Helping Lawyers And Their Clients

Lawyers who practice solo or in small firms — the majority in the US legal profession — often lack the built-in referral sources found in larger firms and feel isolated without an office full of colleagues who can act as sounding boards. The resolution found by some Chicago lawyers is to create their own communities, which help them generate business, better serve their clients, and forge strong personal bonds — all without wearing a nametag and making small talk at a breakfast or seminar.  

Chicago lawyer Michael Fakaros, a solo who primarily handles real estate and probate matters, has experienced the limits of more formal professional networking. “Relationships based on business alone are not normally as strong,” he said. 

Fakaros prefers the more organic connections he’s been able to make at Amata’s 225 West Washington Street location, where he has practiced for more than 10 years. 

In Chicago’s only legal-centric work environment, it’s inevitable that lawyers talk to each other. Stopping by another attorney’s office with a legal question or to ask for a second pair of eyes to review a brief is common, even if the subject is outside the other lawyer’s practice area. “The constant interaction is very important for small firms and solos who don’t have other partners or associates to bounce ideas off of,” said Fakaros. 

Through these interactions, lawyers across practice areas get to know each other as people not just professionals, which helps make them more comfortable referring cases to each other. “These are attorneys I like and trust,” said Fakaros. “I know where they work—they aren’t going to hide from me when I call.” 

When his past or current probate clients have needed additional assistance he consults with Amata colleague Stephanie Sexauer, who does similar probate and guardianship work. They discuss decedent’s estates, disabled adult estates, and minor’s estates, as well as updates in those areas of law or procedures in the probate court. 

Fakaros has functioned almost as co-counsel – as a resource on personal injury matters that have a probate component – including probate court approval of settlements obtained in cases with personal injury lawyer, Steve Monroe of Marc J. Bern & Partners. The two occasionally refer cases to one another.

What can be good for lawyers, also benefits clients. Their full range of legal needs can be addressed by attorneys within the Amata community who become trusted advisors to make referrals once additional legal needs are made known by clients.

With more than 700 lawyers in seven downtown Chicago locations, representing 27 practice areas, Amata lawyers and their clients are fully supported, not just through the Amata legal service offerings but in more abstract ways, like having a range of expert choices for counsel and representation right next door.

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Lead Generation for Attorneys

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Lead Generation for Attorneys

Lead generation can be a very scary prospect for someone who has never done marketing before. You’re probably a terrific lawyer, but that doesn’t make you an expert at sales. Nevertheless, finding new clients is a critical part of running a firm.

So what are the best ways to generate new clients if you’re a marketing beginner?

Network in your community

You probably plan to garner new clients in your local community. So you have to start networking locally! Go to local events, volunteer for causes that are important to you (and relevant to your practice) and let your face be seen. This will help you establish credibility as someone who works with and within the community.

The American Bar Association puts it best in their article about successful networking:

Ask any successful lawyer how he or she built a practice, and you’ll hear, “It’s all about relationships.” The success of a law firm depends on maintaining and expanding relationships with existing clients and attracting new ones. You can’t do that unless you’re engaging with people and genuinely committed to helping others.

Join social media sites

Of course, networking hasn’t been the same since the advent of the Internet. Social media has changed everything, but that doesn’t mean you should sign up for every site that exists. Choose the right social media sites for you and your practice, ones that reach your target clientelle. The most common and useful for professionals are LinkedIn and Twitter, but 40% of attorneys also use Facebook.

Tips for…

Create a marketing letter to collect new interest from old clients

Client referrals are a great way to build a practice, but clients may not realize you want to be referred much less depend on it to grow your business! By crafting a marketing letter and reaching out to previous clients through snail mail, you put a personable touch in a digital world. No one needs yet another email, but we all love receiving letters and postcards from people we know.

Learn the basics of creating a marketing letter with this handy guide. And don’t forget to mention the obvious: you appreciate referrals!

Do you have any lead generation tips and tricks that have worked for you?

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