In this episode of From Coffee to Cases, legal marketing strategist Delisi Friday, founder of First Call Friday, shares why every lawyer needs a structured referral target list to build a strong and predictable referral engine. She explains how to prioritize your referral partners using a simple traffic light system, organize outreach efficiently, and maintain valuable connections even when key contacts leave a firm. Delisi also discusses low-cost ways to stay top of mind with your network, how to track case types so you’re always referring accurately, and why this system works even in small towns or competitive practice areas.