For attorneys who have spent years—or even decades—in the courtroom, relationships with opposing counsel often come with a competitive edge. Litigation and divorce law create natural divisions, with each side fighting for its client’s best interest. But what if those same attorneys could become some of your most valuable allies?
Transitioning to elder law offers more than a fulfilling and less adversarial practice. It also unlocks a unique marketing advantage: the opportunity to transform former courtroom opponents into trusted referral partners. Here’s why this strategy works and how it can jumpstart your success in elder law.
1. A Natural Referral Network
As an experienced litigator or divorce attorney, you’ve likely built a vast network of colleagues over the years. Many of these attorneys specialize in fields like criminal defense, personal injury, or family law—and have little interest or expertise in elder law or estate planning.
When their clients approach them with elder law needs, these attorneys often don’t know where to turn. By positioning yourself as their go-to referral source, you can become a trusted partner in their practice, helping their clients while providing them with a seamless solution.
2. Why Former Opponents Will Value Your Expertise
Attorneys outside of elder law know the stakes for their clients needing help with estate planning, Medicaid applications, or long-term care solutions. But they also know these areas are complex, time-consuming, and outside their wheelhouse.
Rather than turning clients away or risking mistakes by attempting elder law cases themselves, many attorneys are eager to refer clients to someone they trust. As a former colleague and proven professional, you are a natural choice—especially if you offer fee-sharing arrangements where allowed by state ethics rules.
3. Turning “Combatants” Into Allies
For litigators and divorce attorneys, the courtroom often fosters tension, even with respected colleagues. Transitioning to elder law allows you to step away from adversarial dynamics and build collaborative relationships with former opponents.
These attorneys are no longer competitors—they’re allies. When you help their clients navigate elder law issues, you make them look good to their clients while strengthening their trust in your abilities. Over time, this partnership can evolve into a steady stream of referrals and a positive professional relationship.
4. Fee Sharing: A Win-Win Opportunity
In many states, ethical rules allow for fee-sharing arrangements between attorneys, as long as the agreement is transparent and fair. For attorneys who don’t practice elder law, this can be an attractive incentive to refer clients to you.
Rather than telling their clients, “I don’t do that—go find someone else,” these attorneys can offer a trusted solution by referring their clients to you. In return, they benefit from a portion of the fee while maintaining their client’s trust and satisfaction.
This arrangement creates a win-win scenario:
- The client receives expert elder law assistance.
- The referring attorney retains goodwill with their client and receives compensation.
- You gain a new client and strengthen your referral network.
5. Building a Practice on Collaboration
Transitioning to elder law isn’t just about leaving the courtroom behind—it’s about building a practice that thrives on collaboration. By tapping into your network of colleagues, you can create a steady pipeline of referrals while forging positive, mutually beneficial relationships with other attorneys.
This collaborative approach not only benefits your practice but also transforms your perspective on the legal profession. Instead of seeing other attorneys as opponents, you’ll view them as partners in serving clients and growing your business.
6. How to Position Yourself as the Go-To Elder Law Attorney
To maximize this strategy, focus on becoming the trusted elder law resource in your professional network:
- Educate Your Colleagues: Offer to host lunch-and-learn sessions or webinars for your network to explain the basics of elder law and how you can help their clients.
- Stay Top of Mind: Send periodic updates, newsletters, or case studies to your network, highlighting how you’ve helped clients referred by other attorneys.
- Simplify the Process: Make it easy for colleagues to refer clients by creating a clear process and emphasizing your ability to handle cases efficiently and professionally.
- Offer Ethical Fee Sharing: Where allowed, promote fair and transparent fee-sharing arrangements that incentivize referrals while adhering to professional guidelines.
Elder Law: A Practice Built on Relationships
When you transition to elder law, you’re not just changing your practice area—you’re unlocking the potential of your existing relationships. The attorneys you’ve worked with over the years, whether as colleagues or opponents, can become some of your greatest allies in building a thriving elder law practice.
At The Elder Law Coach, we specialize in helping attorneys make this transition seamlessly and successfully. From building your expertise to creating marketing strategies that leverage your network, we’re here to guide you every step of the way.
Take the Leap Into Elder Law
If you’re ready to leave the courtroom battles behind and create a practice centered on collaboration, compassion, and relationships, elder law is waiting.
Let The Elder Law Coach help you transform your career and leverage your professional network to build a practice that thrives on trust and teamwork. Together, we’ll help you become the go-to elder law attorney for your colleagues—and their clients.
Your next chapter starts now. Are you ready to turn former opponents into trusted partners?
This post highlights a unique angle to attract attorneys, emphasizing collaboration and leveraging existing relationships. Let me know if there’s anything else you’d like to add!
