Exhibit 3 Rainmaking Advantage® Key Talking Points/scripts

• Library: Building Rainmakers: The Definitive Guide to Business Development for Lawyers (ABA) (2016 Ed.)

Exhibit 3 Rainmaking Advantage® Key Talking Points/Scripts

(This form has been generously provided by the LawVision Group.)

Tips

• Be confident and clear with your message. Know your goal for the call or meeting ahead of time. Focus on building or strengthening the relationship.
• Make sure there is a follow up step and it's in your court. Add it to your calendar so you'll remember to call/schedule meeting or whatever else was decided is a good next step.
• Remember that staying connected will lead to business in the future and that people like to hear from you—it shows you are thinking of them and the message is that they matter.

Below are some helpful scripts when calling or meeting with people:

(1) For clients with whom you have completed some work but no long-term, ongoing relationship yet.

I've enjoyed working with you/getting to know you [whichever is...