Make an Attorney Referral Introduction Useful

An attorney referral arrives with trust, but it also requires discretion. The business development advisor should not assume the attorney’s description replaces a client conversation or request confidential portfolio information before the prospect chooses to engage. The goal is a relevant first meeting with clear boundaries.

Thank the referring attorney, confirm the prospect has consented to an introduction, and keep the initial outreach broad. Explain what a planning conversation covers, how information is handled, and who the prospect may want to include. Let the prospect decide whether their attorney participates in a later conversation.

An attorney introduces Maya, saying only that she is updating estate documents. The advisor tells Maya, “Your attorney suggested a conversation may be useful. I have not asked for details about your finances. Would you be open to a short meeting about the questions you want your broader plan to address?” Maya says she wants to coordinate family and charitable priorities. The advisor replies, “We can start with those goals and discuss whether you want your attorney included through your authorization.” Maya schedules a meeting for thirty minutes the following week.

Review your referral email for two things: it should explain the purpose of the meeting, and it should not imply an existing recommendation. Practice saying “with your authorization” until it sounds natural and specific.