Turn Relationships Into a Predictable Referral Pipeline
(The 90-Day Plan to Make Your Community Growth Coordinator Produce)
SESSION FOCUS
Hiring a Community Growth Coordinator does not automatically create referrals. You can hire someone who is great with people, send them to networking events, tell them to “build relationships,” and six months later have a calendar full of coffee meetings with no measurable pipeline to show for it.
The first 90 days are where this role either becomes a growth engine or becomes another person on payroll. This closing session gives you the 30 / 60 / 90-day plan for moving from introductions and activity to actual referral relationships, opportunities, and signed cases. You will build the pipeline, define the KPIs, establish the follow-up cadence, and know exactly what should be happening at each stage so you are not guessing whether the role is working.
IN THIS SESSION, YOU’LL:
✔️ See the realistic 30 / 60 / 90-day ramp and what your Community Growth Coordinator should be producing at each stage
✔️ Build and tier your Top 20 referral relationships so your team focuses on the people with the greatest opportunity instead of networking with everyone
✔️ Create the weekly cadence for outreach, face-to-face meetings, presentations, follow-up, and relationship nurturing
✔️ Track the pipeline from contact → conversation → referral partner → opportunity → signed case
✔️ Identify the KPIs that tell you whether the role is gaining traction—or simply generating activity
✔️ Build accountability around the role without making the attorney-owner the full-time supervisor
THE CHALLENGE THIS WEEK
Build your referral pipeline.
Take your Top 20 relationships and answer five questions for every name:
Who owns the relationship? When was the last touch? What is the next action? When will it happen? What opportunities or signed cases has this relationship produced?
If those answers only live in someone’s head, you do not have a referral pipeline yet. You have a contact list.
THE CLOSER
Relationships without a system are activity.
Relationships with ownership, follow-up, KPIs, and accountability become a predictable referral pipeline.
CLOSING THE SERIES
Stop hiring people to “do marketing.” Start building a role that owns relationship growth.
Give that person the right profile, the right weekly rhythm, the right scorecard, the right relationships, and a 90-day plan that makes success measurable.
Because referrals should not depend on whether the attorney remembered to make a phone call, schedule a lunch, or follow up with a CPA.
Stop hoping for referrals. Build a system that produces them.
