Creating a Referral Target List That Actually Works

Episode Summary 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.

Key Timestamps

00:00 – Why a referral target list is essential for lawyers 03:45 – The danger of relying on hope instead of strategy 07:12 – How the traffic light system (green, yellow, red) prioritizes your outreach 12:05 – Keeping multiple contacts at a firm so referrals don’t disappear 15:50 – Updating case criteria and avoiding bad referrals 19:30 – Creative, low-cost ways to nurture referral relationships 25:00 – Why small towns and competitive markets can still thrive with referrals 28:45 – Turning conflicts and rejected cases into opportunities 32:10 – Final takeaways on building a referral list that brings real results

About the Show

From Coffee to Cases with Delisi Friday is a podcast for lawyers who want to grow their practice through relationships, not just ads. Legal marketing strategist Delisi Friday shares practical, proven strategies to help attorneys build referral-based businesses that are stable, scalable, and authentic. Whether you're a solo or in a large firm, each episode offers simple tools and mindset shifts to help you turn conversations into consistent case flow.

• Learn more about Delisi Friday and her referral marketing strategies at FirstCallFriday.com
• Follow From Coffee to Cases for more practical tips to grow your law firm through intentional connections