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.

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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: [email protected]

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.