131: Beyond Word of Mouth: Systemizing Referral Marketing with Barb Betts

Great Practice. Great Life. by Atticus

Unlock the secrets to building a thriving law practice through the power of relationships, with expert insights from guest Barb Betts.

In this episode of Great Practice, Great Life, Steve and Barb Betts dive into the essentials of referral marketing for attorneys. They explain how building strong, intentional relationships can transform your client acquisition process into a reliable growth engine.

Barb introduces her BUILD methodology, which helps attorneys move beyond casual word-of-mouth marketing. She explains how to create a consistent, repeatable system that strengthens relationships and attracts high-quality clients. This strategy applies not just to your professional network but also to volunteer work and community involvement.

Barb and Steve highlight how small, thoughtful actions—like handwritten notes—can deepen trust and loyalty. Even dedicating just one hour each week to nurturing relationships can make a huge impact on your firm’s growth.

They also explore why referral marketing for attorneys works best when built on authenticity. Many lawyers try to impress with polished presentations and expertise alone. Barb emphasizes that true success comes from showing up as your genuine self and standing confidently in your role as the expert your clients need.

This episode proves that a structured strategy for referral marketing for attorneys can dramatically improve both your client base and your bottom line. By implementing Barb’s insights, you’ll create a thriving practice supported by meaningful, lasting connections.

In this episode, you will hear:

• Building a thriving law practice through authentic relationship building and the BUILD framework
• Transforming word-of-mouth referrals into a systematic referral engine
• Strategies for immediate implementation to enhance client engagement
• Importance of prioritizing customer service and leveraging team members for relationship-building
• Utilizing personalized gestures like handwritten notes to foster trust and rapport
• Implementing a five-star system to rank and nurture high-value relationships
• Focusing on authenticity and intentionality in professional and personal interactions

Catch Barb Betts live at this year’s Summit!

We are thrilled to announce that Barb will take the Summit stage as a keynote speaker with How to Become Unforgettable: Build Relationships, Gain Referrals, and Unlock Reliable Revenue. In her high-energy talk, Barb will unpack her proven BUILD Framework—a system designed to help attorneys deepen trust, invest intentionally in their network, and create a client experience that drives repeat business and referrals. Don’t miss the chance to learn from Barb in person and transform your approach to relationship-based marketing.

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Supporting Resources:

• Barb Betts: www.barbbetts.com
• Barb’s Podcast Relationships Are Your Superpower: www.barbbetts.com/relationshipsareyoursuperpowerpodcast
• Barb Betts LinkedIn: www.linkedin.com/in/barbbetts
• The Summit: atticussummit.com

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.