In this episode, Delisi Friday, shares how small law firm attorneys can turn surface-level professional connections into long-term referral partnerships. She explains why getting to know your referral partners as people—not just professionals—is the key to consistent, meaningful referrals.

Delisi offers practical, real-world strategies for attorneys who want to deepen relationships naturally, even if networking feels awkward. From thoughtful gifting and active listening to leveraging assistants and social media insights, she breaks down how to stay top of mind in a genuine way.

Whether you’re introverted or outgoing, this episode shows you how to connect personally and professionally—without feeling forced or phony.

Key Timestamps

00:00 – Why building personal connections strengthens referral relationships
02:00 – How to make relationship-building feel natural, not awkward
04:30 – Using thoughtful gifting and follow-up to stay top of mind
06:00 – How simple personal questions open the door to stronger connections
08:30 – Why assistants can be a secret weapon for meaningful gift-giving
10:00 – “We creep because we care”: Using social media to learn more about your contacts
12:00 – The power of listening and following up to show genuine interest
14:30 – Balancing personal and professional energy when networking
17:00 – Relationship-building tips for introverted attorneys

About the Show

From Coffee to Cases helps small law firm attorneys grow their businesses through real, relationship-based referral marketing. Each episode delivers honest, actionable advice on how to build meaningful connections, increase referrals, and create a steady flow of quality clients—without relying on ads, billboards, or gimmicks.