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.
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Inside This Episode
- 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
