Some of the best referrals Steve Riley ever received came from the last place most attorneys think to look: opposing counsel.
In this solo episode, Steve shares a simple but powerful strategy for turning professional adversaries into long-term referral sources. Through the story of a high-stakes real estate negotiation and an opposing attorney named Richard, Steve reveals how professionalism, emotional intelligence, and intentional relationship-building can create opportunities long after a case is closed.
The core lesson: professionalism is profitable. The lawyers who know how to identify worthwhile adversaries, build trust during difficult matters, and stay connected afterward often unlock a referral pipeline that most attorneys never even see.
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Inside This Episode
- Why opposing counsel may be one of the most overlooked referral sources in your practice
- The “Worthwhile Adversary Test” and how to identify relationships worth investing in
- What it means to be a “class act” while still being a strong advocate for your client
- How emotional intelligence helps resolve matters faster and strengthens professional relationships
- Why the end of a case is often the beginning of a future referral relationship
