BE THAT LAWYER is for attorneys who want more freedom, enjoyment and most importantly, control in their career. Topics will include business development, marketing, branding, technology, and law firm growth. The goal is to educate, entertain and share best practices related to these topics, so that you, the listener can get real value. This is primarily an interview show with great guests (attorneys and legal marketing professionals), sharing stories and analogies, as well as engaging in personal discussions that will keep you entertained and coming back week after week.
All content for BE THAT LAWYER is the property of Steve Fretzin and is served directly from their servers
with no modification, redirects, or rehosting. The podcast is not affiliated with or endorsed by Podjoint in any way.
BE THAT LAWYER is for attorneys who want more freedom, enjoyment and most importantly, control in their career. Topics will include business development, marketing, branding, technology, and law firm growth. The goal is to educate, entertain and share best practices related to these topics, so that you, the listener can get real value. This is primarily an interview show with great guests (attorneys and legal marketing professionals), sharing stories and analogies, as well as engaging in personal discussions that will keep you entertained and coming back week after week.
Stacey Brown Randall: You Deserve Referrals, But You Do Not Owe Them
BE THAT LAWYER
31 minutes 49 seconds
3 weeks ago
Stacey Brown Randall: You Deserve Referrals, But You Do Not Owe Them
In this episode, Steve Fretzin and Stacey Brown Randall discuss:
The realities and misconceptions of referral marketing for professionals
Building genuine, relationship-driven client experiences that foster loyalty
Balancing efficiency, personalization, and automation in client communication
Mindset management and learning from business failures in professional growth
Key Takeaways:
Doing great work alone doesn’t automatically generate referrals—intentional relationship-building and structured referral strategies are essential.
A strong client experience combines excellent work output with emotional connection and proactive relationship touchpoints across the “new,” “active,” and “alumni” stages.
Only about 20–30% of clients are typically referred; managing expectations and distinguishing between repeat and referred clients prevents misleading assumptions about referral rates.
Protecting one’s mindset and resisting external pressure or comparison—especially regarding success metrics—is crucial to maintaining authenticity and preventing burnout.
"Doing great work does not equal referrals." — Stacey Brown Randall
Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.
Ready to go from good to GOAT in your legal marketing game? Don’t miss PIMCON—where the brightest minds in professional services gather to share what really works. Lock in your spot now: https://www.pimcon.org/
Thank you to our Sponsor!
Rankings.io: https://rankings.io/
Legalverse Media: https://legalversemedia.com/
Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/
About Stacey Brown Randall: Stacey Brown Randall is the author of the new book, The Referable Client Experience, the award-winning book, Generating Business Referrals Without Asking, and the host of the Roadmap to Referrals podcast. Stacey teaches business owners how to generate referrals naturally...without manipulating, incentivizing, or even asking. She has been featured in national publications like Entrepreneur magazine, Investor's Business Daily, Forbes, and more. She received her Master’s in Organizational Communication and is married with three kids.
Connect with Stacey Brown Randall:
Website: https://staceybrownrandall.com/
Book: The Referable Client Experience: https://referableclientexperience.com/
Show: Roadmap to Referrals: https://podcasts.apple.com/us/podcast/roadmap-to-referrals/id1405302350
LinkedIn: https://www.linkedin.com/in/staceybrandall/
Connect with Steve Fretzin:
LinkedIn: Steve Fretzin
Twitter: @stevefretzin
Instagram: @fretzinsteve
Facebook: Fretzin, Inc.
Website: Fretzin.com
Email: Steve@Fretzin.com
Book: Legal Business Development Isn't Rocket Science and more!
YouTube: Steve Fretzin
Call Steve directly at 847-602-6911
Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.
BE THAT LAWYER
BE THAT LAWYER is for attorneys who want more freedom, enjoyment and most importantly, control in their career. Topics will include business development, marketing, branding, technology, and law firm growth. The goal is to educate, entertain and share best practices related to these topics, so that you, the listener can get real value. This is primarily an interview show with great guests (attorneys and legal marketing professionals), sharing stories and analogies, as well as engaging in personal discussions that will keep you entertained and coming back week after week.
