Great Practice. Great Life. by Atticus

Referral-based marketing for law firms is the key to long-term growth, client trust, and sustainable success

In this episode of Great Practice, Great Life, Steve Riley is joined by Craig Goldenfarb, CEO and founder of GOLDLAW, a South Florida-based personal injury law firm, to break down the proven strategies behind referral-based marketing for law firms. With a team of 85 employees, including 12 attorneys, Craig shares how nearly a quarter of his cases still come from intentional, relationship-driven referrals—even after scaling his firm and investing in broad advertising.

Craig walks us through how he built a consistent, replicable referral system rooted in personal connection, structure, and strategic generosity. He reveals how he books four relationship-building lunches each week, how he uses personalized gifts to stay top-of-mind, and how keeping detailed notes in his case management system supports long-term connection and trust.

From leveraging attorney networks and professional alliances to incorporating creative content and physical gifts into his outreach, Craig gives actionable advice any lawyer can implement—no matter the size of their firm. He also discusses how the “Give-Give-Get” mindset fosters authentic relationships that fuel both personal satisfaction and business growth.

This episode is a masterclass in building a successful law firm without relying solely on paid ads. If you’re ready to grow your practice through human connection and smart systems, Craig’s insights will show you how to make referral-based marketing a cornerstone of your law firm’s growth.

In this episode, you will hear:

• Craig Goldenfarb’s journey from a small practice to leading a firm of 85 people, including 12 lawyers
• The significance of referral-based marketing in law practices and the concept of a “net referral score”
• Strategies for building genuine connections, including the “Give-Give-Get” approach
• The importance of intentional networking and maintaining professional relationships
• Utilizing unique gifting strategies and reciprocity to enhance client and colleague relationships
• Leveraging personal anecdotes and experiences to illustrate effective marketing tactics
• Emotional intelligence and humility for continuous personal and professional growth

Follow and Review:

We’d love for you to follow us if you haven’t yet. Click that purple '+' in the top right corner of your Apple Podcasts app. We’d love it even more if you could drop a review or 5-star rating over on Apple Podcasts. Simply select “Ratings and Reviews” and “Write a Review” then a quick line with your favorite part of the episode. It only takes a second and it helps spread the word about the podcast.

If there’s a topic you would like us to cover on an upcoming episode, please email us at [email protected].

Supporting Resources:

• GOLDLAW: goldlaw.com/

• Craig M. Goldenfarb, Esq.: goldlaw.com/our-team/craig-m-goldenfarb

• Choose the 2s: (561) 222-2222

• GOLDLAW Newsletters: goldlaw.com/newsletters

• Episode 061: The Secrets to Becoming an 8-Figure Attorney with Craig Goldenfarb: atticusadvantage.com/podcast/the-secrets-to-becoming-an-8-figure-attorney-with-craig-goldenfarb

• Episode 112: The Best of Great Practice. Great Life.: Top Moments of 2024: atticusadvantage.com/podcast/the-best-of-great-practice-great-life-top-moments-of-2024

• Episode 115: The Cost of Work Addiction and How to Reconnect at Home with Colleen Goldenfarb: atticusadvantage.com/podcast/the-cost-of-work-addiction-and-how-to-reconnect-at-home

• Episode 122: The Money-Making Power of Personal Relationships with Colleen Goldenfarb: atticusadvantage.com/podcast/money-making-personal-relationships

• Contact us to learn more about the Trial Lawyer’s Great Practice, Great Life Program: atticusadvantage.com/contact-us

Episode Credits

If you like this podcast and are thinking of creating your own, consider talking to my producer, Emerald City Productions. They helped me grow and produce the podcast you are listening to right now. Find out more at https://emeraldcitypro.com Let them know we sent you.

Discover how creating your own personal board of advisors can help you make better decisions and grow your practice with confidence.

On this episode of Great Practice, Great Life, Steve Riley shares a transformative approach that reshaped both his career and mindset: The Growth Council Strategy.

Early in his career, Steve realized that not everyone in his life could help him navigate the complex problems he faced, either professionally or personally. He needed something more—a space where he could problem-solve quickly, gain perspective, and clear the mental clutter. So he created his own growth council, a mental framework inspired by Napoleon Hill’s Think and Grow Rich, designed to tap into the wisdom of trusted mentors, role models, and even historical figures.

Through personal stories and practical insights, Steve reveals how building a virtual board of advisors helped him silence his inner critics and focus on the voices of those who truly understood his challenges. This internal council became a tool for creativity, accountability, and strategic thinking—one he now teaches others to build for themselves.

You’ll also hear about a chance encounter Steve had with a group of female attorneys who wore bracelets engraved with “WWSRD”—What Would Steve Riley Do? That moment sparked the realization that you can draw inspiration from someone, even if they’re not physically present, and inspired him to formalize the concept of the growth council.

If you’re looking for a way to overcome self-sabotage, make better decisions, and stay grounded as you grow, this episode is your blueprint.

In this episode, you will hear:

• The Growth Council Strategy for cultivating a thriving law practice

• Overcoming mental chaos and negative self-talk to enhance creativity and adopt a growth-oriented mindset

• Managing an inner planning committee and the influence of internal voices like the doubter and the perfectionist

• Building a virtual board of advisors inspired by Napoleon Hill’s “Think and Grow Rich”

• Utilizing reflective thinking and metacognition for creative problem-solving

• Steps and exercises to create and leverage a personal growth council

• Taking action to achieve significant personal and professional growth

Follow and Review:

We’d love for you to follow us if you haven’t yet. Click that purple '+' in the top right corner of your Apple Podcasts app. We’d love it even more if you could drop a review or 5-star rating over on Apple Podcasts. Simply select “Ratings and Reviews” and “Write a Review” then a quick line with your favorite part of the episode. It only takes a second and it helps spread the word about the podcast.

Supporting Resources:

• Steve Riley: atticusadvantage.com/team/steve-riley

• Download: Growth Council Strategy atticusadvantage.com/worksheets/growth-council-strategy 

• Law Firm Coaching: atticusadvantage.com/coaching

• Contact us free Practice Growth Diagnostic: atticusadvantage.com/practice-growth-diagnostic

• Mark Powers: atticusadvantage.com/team/mark-powers

• Patti Paz: atticusadvantage.com/team/patti-paz

• Think and Grow Rich: The Landmark Bestseller Now Revised and Updated for the 21st Century by Napoleon Hill: www.amazon.com/Think-Grow-Rich-Landmark-Bestseller/dp/1585424331

If there’s a topic you would like us to cover on an upcoming episode, please email us at [email protected].

Episode Credits

If you like this podcast and are thinking of creating your own, consider talking to my producer, Emerald City Productions. They helped me grow and produce the podcast you are listening to right now. Find out more at https://emeraldcitypro.com Let them know we sent you.

On this episode of Great Practice, Great Life, Steve sits down with Chris Barron, the inspiring lead singer of the Spin Doctors, for a deep dive into his incredible journey—one marked by relentless resilience, reinvention, and raw determination.

Chris shares his story of overcoming a tough childhood, dyslexia, vocal paralysis, and the heartbreaking loss of his brother—all while forging a legendary career in music. His secret? A relentless work ethic, a sharp mind, and a unique approach to handling setbacks. He embraces what he calls “guided moping,” allowing himself time to process challenges before shifting into creative problem-solving mode.

From the Spin Doctors’ early days recording on a Tascam four-track cassette to crafting hits like “Little Miss Can’t Be Wrong,” Chris has always turned adversity into art—something most business owners can relate to. He shares his unique analogy of running the band like a pirate ship, emphasizing the power of collaboration and teamwork. He also offers insights into how musicians, much like lawyers, find success when they align their personal aspirations with the broader goals of their team.

But Chris isn’t just about music, his insatiable curiosity fuels everything he does. Twice facing vocal paralysis, he adapted with resilience and ingenuity, proving that persistence beats the odds. Whether it’s photography, chess, or studying ancient Greek, he’s constantly evolving, refusing to be defined by his struggles. No matter your path—music, law, or any dream worth chasing—Chris’s story is a testament to how hard work, heart, and resilience can shape a lasting legacy.

Spin Doctors kick off their tour on April 8, 2025, and their new album drops on April 12, 2025!

In this episode, you will hear:

• Chris Barron’s creative journey and identity as a poet and performer
• The analogy of running a band like a pirate ship, emphasizing collaboration and teamwork
• The Spin Doctors’ early days and evolution, highlighting key partnerships and songwriting
• Overcoming personal and professional challenges, including vocal paralysis and loss
• Chris’s passion for diverse interests, such as photography, chess, and lifelong learning
• The importance of reputation, honesty, and balance in creative and legal careers
• Resilience and adaptability as key components of a successful artistic career
•  

Follow and Review:

We’d love for you to follow us if you haven’t yet. Click that purple '+' in the top right corner of your Apple Podcasts app. We’d love it even more if you could drop a review or 5-star rating over on Apple Podcasts. Simply select “Ratings and Reviews” and “Write a Review” then a quick line with your favorite part of the episode. It only takes a second and it helps spread the word about the podcast.

If there’s a topic you would like us to cover on an upcoming episode, please email us at [email protected].

Supporting Resources:

• Chris Barron: thechrisbarron.com

• Spin Doctors: www.spindoctors.com

• Spin Doctors Tour Dates: www.spindoctors.com/tour

• New Album: Face Full of Cake: www.hellomerch.com/products/face-full-of-cake-cd

• New Single: Rock ‘N’ Roll Heaven: spindoctors.lnk.to/RocknRollHeaven

• Spin Doctors Merch: www.hellomerch.com/collections/spin-doctors

• Team Leader Certification Program: atticusadvantage.com/law-firm-team-leader-certification

Episode Credits

If you like this podcast and are thinking of creating your own, consider talking to my producer, Emerald City Productions. They helped me grow and produce the podcast you are listening to right now. Find out more at https://emeraldcitypro.com Let them know we sent you.

Are your employee reviews helping your firm grow or just checking a box? 

In this episode of Great Practice, Great Life, Steve sits down again with Ashley Waters, an estate planning attorney from Tennessee. Hear them discuss how a structured, repeatable employee review process helped her firm grow and thrive. As her practice expanded, Ashley realized the importance of effective feedback loops and strategic delegation. These key elements have strengthened her team and increased profitability.

Ashley shares how she initially approached employee reviews with uncertainty but soon recognized their role in fostering accountability, professional development, and a positive workplace culture. By implementing tools and strategies from Atticus, she gained the confidence to delegate responsibilities and empower her team members, allowing her firm to scale efficiently.

Steve and Ashley also explore the importance of developing strong team leaders and the impact of proactive planning. Ashley learned about her employees’ goals and strengths during these reviews which led her to promote the paralegal who helped her start her firm to an office manager role. This created a support system that allowed Ashley to focus on high-value tasks while ensuring her firm operated smoothly.

This episode highlights the power of intentional leadership, no matter the size or location of your practice. Tune in for an inspiring conversation on how refining your approach to employee management can create a thriving, growth-oriented law firm.

In this episode, you will hear:

• Strategic delegation and employee reviews as tools for law practice growth

• Ashley Waters’ journey from small two-person firm to a thriving practice in rural Tennessee

• Importance of structured feedback loops for team development and profitability

• Transitioning from uncertainty to a proactive management approach

• Challenges and solutions in delegating responsibilities and building a strong team

• The role of communication and clear expectations in scaling a law firm

• Embracing the unique contributions of lawyers in different settings

Follow and Review:

We’d love for you to follow us if you haven’t yet. Click that purple '+' in the top right corner of your Apple Podcasts app. We’d love it even more if you could drop a review or 5-star rating over on Apple Podcasts. Simply select “Ratings and Reviews” and “Write a Review” then a quick line with your favorite part of the episode. It only takes a second and it helps spread the word about the podcast.

If there’s a topic you would like us to cover on an upcoming episode, please email us at [email protected].

Supporting Resources:

• Ashley Waters Bio: www.waters.law/ashley-waters

• Waters Law: www.waters.law

• Episode 120: Hiring Smarter, Communicating Better, and Scaling Faster Using DISC with Ashley Waters: atticusadvantage.com/podcast/scaling-with-disc-assessment

• Team Leader Certification Program: atticusadvantage.com/law-firm-team-leader-certification

• Lori Pulvermacher, Practice Advisor: atticusadvantage.com/team/lori-pulvermacher

• Law Firm Coaching: atticusadvantage.com/coaching

• DISC Assessment: atticusadvantage.com/disc-assessment

• Grow Your Law Practice with AI: atticusadvantage.com/workshops/grow-your-law-practice-with-ai

Episode Credits

If you like this podcast and are thinking of creating your own, consider talking to my producer, Emerald City Productions. They helped me grow and produce the podcast you are listening to right now. Find out more at https://emeraldcitypro.com Let them know we sent you.

What if the key to building a thriving law firm wasn’t just legal expertise, but mastering the art of influence?

In this episode of Great Practice, Great Life, Doug Burnetti, founding attorney of Burnetti P.A., shares how the book How to Win Friends and Influence People shaped his success in law and leadership.

Doug shares how skills like empathy, active listening, and servant leadership are essential in any field. He discusses how attorneys can strengthen client relationships and build high-performing teams by implementing those values. Inspired by Dale Carnegie’s wisdom, he explains why treating others with respect, showing genuine interest, and embracing humility lead to a more fulfilling and profitable legal career.

Steve and Doug also talk about the power of authentic communication in law firm management, the importance of admitting mistakes to build trust, and legal legend Gerry Spence’s storytelling approach to connecting with clients, judges, and juries. Doug goes into strategies for balancing professional success and personal well-being, emphasizing gratitude, leadership growth, and stress reduction.

If you’re looking to improve client satisfaction, strengthen your leadership skills, and build a more fulfilling legal career, this episode is packed with actionable insights.

In this episode, you will hear:

• Doug Burnetti on the impact of servant leadership and self-help principles on his law practice
• Insights from Dale Carnegie’s “How to Win Friends and Influence People”
• The importance of empathy, active listening, and authentic communication in legal practice
• Exploration of Gerry Spence’s storytelling techniques to enhance client relationships
• The role of gratitude and continuous self-improvement in balancing professional and personal well-being
• Tips for effective leadership, including admitting mistakes and fostering trust within teams
• Strategies for improving client service and building strong interpersonal relationships

Follow and Review:

We’d love for you to follow us if you haven’t yet. Click that purple '+' in the top right corner of your Apple Podcasts app. We’d love it even more if you could drop a review or 5-star rating over on Apple Podcasts. Simply select “Ratings and Reviews” and “Write a Review” then a quick line with your favorite part of the episode. It only takes a second and it helps spread the word about the podcast.

Supporting Resources:

• How to Win Friends & Influence People by Dale Carnegie: www.amazon.com/How-Win-Friends-Influence-People/dp/0671027034

• Episode 108: Breakthrough Growth: How Empathetic Leadership Drives Success with Doug Burnetti: atticusadvantage.com/podcast/breakthrough-growth-how-empathetic-leadership-drives-success-with-doug-burnetti

• Burnetti, P.A.: www.burnetti.com

• Doug Burnetti bio: www.burnetti.com/attorneys/doug-burnetti

• Four Thousand Weeks: Time Management for Mortals by Oliver Burkeman: www.amazon.com/Four-Thousand-Weeks-Management-Mortals/dp/0374159122

• Contact us to learn more about the Trial Lawyer’s Great Practice, Great Life Program: atticusadvantage.com/contact-us

• Atticus Law Firm Coaching: atticusadvantage.com/coaching

If there’s a topic you would like us to cover on an upcoming episode, please email us at [email protected].

Episode Credits

If you like this podcast and are thinking of creating your own, consider talking to my producer, Emerald City Productions. They helped me grow and produce the podcast you are listening to right now. Find out more at https://emeraldcitypro.com Let them know we sent you.