Referrals don’t have to be random. We sit down with legal marketing strategist Delisi Friday to show how law firms can turn trust into a steady pipeline by building real relationships, staying top of mind, and using LinkedIn the way clients and peers actually do. Delisi grew firms from seven to eight figures and learned early that the best cases arrive through people who already believe in your work. She explains why referrals convert better than ads, why former clients are your hidden goldmine, and how a few thoughtful touch points, like a holiday photo event or a handwritten birthday card, can keep your name on someone’s fridge and in their messages.

We dig into LinkedIn with a clear stance: people engage with people, not logos. Rather than hiding behind a firm page, empower your attorneys to post under their own names with short lessons, FAQs, and helpful stories that feel human. Not everyone needs to be on camera; lean into your natural ambassadors and let others support with simple reposts. For video, skip the studio: batch 10 FAQ clips in two hours with a basic lav mic, change shirts, and record in a comfortable environment so tone stays warm and real. Authenticity earns attention, and attention earns referrals.

Finally, we move from ideas to execution. Choose where you’ll track referral outreach, CRM, case management, or a shared sheet, then define a cadence for reporting and review. Make data entry non-negotiable so you can measure touches, referrals, conversion rates, and revenue by source. Assign ownership with “who does what by when,” meet monthly to assess, and pivot fast when something isn’t working. By treating relationships as a system instead of a hope, you’ll create a more predictable intake, attract better-fit matters, and build a practice that grows on trust you keep reinforcing.

Reach Delisi here:
https://www.linkedin.com/in/delisifriday/
50 Activities to Generate Referrals: https://firstcallfriday.com/resources

Law Firm Marketing Fix

Fix Your Law Firm’s Marketing in 10 Simple Steps

Download Your Free Checklist - https://fix.lawmarketingzone.com/

Ready to level up your law firm marketing? Book a FREE Discovery Call with Marilyn Here: https://lawmarketingzone.com/bookacall

Leadership In Law Podcast with host, Marilyn Jenkins
Powered by Law Marketing Zone®
https://lawmarketingzone.com
A full-service Digital Marketing Agency helping clients increase Leads, Cases, and Profit by getting their digital marketing right.

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Healthcare is swallowing budget and patience at the same time, and much of it is unnecessary. We sit down with Donovan Pyle, CEO of Health Compass Consulting and author of 'Fixing Healthcare', to expose where employer dollars leak out of the system and how to plug those holes without sacrificing benefits. Donovan has helped organizations with tens of thousands of employees save four figures per employee per year, and he explains why the fix starts with incentives, contracts, and visibility, not another network discount.

We trace Donovan’s journey across carriers, brokerages, and consulting to show how misaligned incentives became the norm. You’ll hear how ACA medical loss ratio rules pushed insurers to vertically integrate with PBMs, why spread pricing inflates drug costs, and how cash prices can undercut “negotiated” rates. We break down the playbook employers can use now: request the 408(b)(2) broker compensation disclosure, move to a fiduciary advisory model, run a true PBM RFP with pass-through terms and audit rights, and carve out shoppable services with bundled prices at centers of excellence. Donovan shares examples from large employers and a teachers’ union that saved millions by changing one contract.

If you think health plans are fixed products, this conversation reframes them as a vendor stack you control. From specialty drug sourcing to bundled surgery “futures,” there are practical ways to buy care like a world-class procurement team: with transparent pricing, competition, and measurable quality. The result isn’t just lower spend; it’s better access, fewer billing surprises, and benefits employees actually feel. Ready to stop paying more for less? Listen, take notes, and start with one move this quarter, ask for the 408 disclosure and audit your PBM terms.

Reach Donovan here:
www.FixingHealthcare.com
Donovanpyle.com
healthcompassconsulting.com
www.linkedin.com/donovanpyle
Get the book: "Fixing Healthcare' https://amzn.to/43hvjgb

Law Firm Marketing Fix

Fix Your Law Firm’s Marketing in 10 Simple Steps

Download Your Free Checklist - https://fix.lawmarketingzone.com/

Ready to level up your law firm marketing? Book a FREE Discovery Call with Marilyn Here: https://lawmarketingzone.com/bookacall

Leadership In Law Podcast with host, Marilyn Jenkins
Powered by Law Marketing Zone®
https://lawmarketingzone.com
A full-service Digital Marketing Agency helping clients increase Leads, Cases, and Profit by getting their digital marketing right.

Subscribe on your favorite Podcast listening platform!

Like, Share, and Review us!

#leadershipinlawpodcast #leadershipinlaw #lawmarketingzone #marilynjenkins

Imagine your fastest work earning you the most money and your clients feeling calmer as the matter progresses. That’s the power of pricing outcomes instead of hours. We sit down with Jonathan Stark, author of Hourly Billing Is Nuts and host of Ditching Hourly, to unpack how lawyers can move from the grind of timesheets to a model that aligns incentives, improves margins, and strengthens trust.

Jonathan takes us inside the moment he realized hourly billing punished his best developers and rewarded inefficiency. From there, we explore the core mindset shift: stop selling scope and start discovering value. You’ll learn how to lead smarter intake conversations, estimate what the result is worth to the client, and present three clear options with matching scopes of involvement. We dig into a practical divorce example to show how “value to the buyer” varies widely, why hourly pushes risk onto clients, and how fixed fees bring clarity, stability, and better relationships.

We also dive into technology and AI. Under hourly billing, speed cuts revenue; under fixed fees, speed raises profit. That change turns automation, templates, and systems into strategic assets rather than threats. Jonathan shares tactics for piloting fixed fees, tracking internal effort to calibrate pricing, specializing to attract high buying power clients, and deciding when to decline work that can’t be priced within an order of magnitude. For legacy clients, he outlines a pragmatic path to fixed monthly fees with periodic review, freeing you from time tracking while improving outcomes.

Reach Jonathan here:
https://valuepricingbootcamp.com
https://jonathanstark.com/
https://www.linkedin.com/in/jonathanstark/
Hourly Billing Is Nuts on Amazon: https://amzn.to/3J4EoC6

Law Firm Marketing Fix

Fix Your Law Firm’s Marketing in 10 Simple Steps

Download Your Free Checklist - https://fix.lawmarketingzone.com/

Ready to level up your law firm marketing? Book a FREE Discovery Call with Marilyn Here: https://lawmarketingzone.com/bookacall

Leadership In Law Podcast with host, Marilyn Jenkins
Powered by Law Marketing Zone®
https://lawmarketingzone.com
A full-service Digital Marketing Agency helping clients increase Leads, Cases, and Profit by getting their digital marketing right.

Subscribe on your favorite Podcast listening platform!

Like, Share, and Review us!

#leadershipinlawpodcast #leadershipinlaw #lawmarketingzone #marilynjenkins