Ten Golden Rules Internet Marketing for Law Firms Podcast – Details, episodes & analysis

Referrals don’t happen by accident. With these strategies you can get referrals without even asking. Jay Berkowitz and Stacey Brown Randall, author of Generating Business Referrals Without Asking: A Simple Five-Step Plan to a Referral Explosion, breaks down the science and systems behind creating consistent, high-quality referrals without uncomfortable asks or gimmicky tactics. Drawing from years of research and coaching, Stacey and Jay explore the 10 Golden Rules of Getting Referrals Without Asking, showing how lawyers can build relationships that naturally lead to more business—all while honoring the trust of those who refer.

Key Topics

05:05 – Golden Rule #1: Define Referrals Correctly

A referral isn’t a testimonial, a repeat client, or word-of-mouth. It must include:• A personal connection (the referrer connects the prospect directly to you), and• An identified need (the prospect knows they need help and is open to working with you).Stacey emphasized the importance of recognizing that if someone gives out your name without a connection or context, it’s not a referral—it’s just buzz. Jay added that in personal injury law, real referrals often start with something as simple as “My friend Karen said you helped her after her accident, and I need the same help.” Without both elements, you’re not in control of the opportunity—and may never hear from them.

10:41 – Golden Rule #2: Know Where They Fit

Referrals aren’t marketing or prospecting—they’re a third leg. Most businesses view sales as a two-legged stool:• Prospecting (e.g., networking, cold calls, BNI), and• Marketing (ads, content, websites).Referrals deserve their own strategy. Stacey warns that pushing referrals into one of the other two categories leads to “ask, pay, or annoy” tactics that damage relationships. Jay shared how, once he separated his referral plan from his general marketing, he was able to focus on key sources like coaches, software vendors, and consultants with attorney networks—treating them differently than prospects.

13:39 – Golden Rule #3: Make Referral Tracking A Priority

If you don’t track, you can’t improve. Stacey recommends five columns to track referrals:• Date, Prospect Name, Source, Outcome, and Revenue.Tracking lets you identify patterns—who’s referring most, which types of referrals convert, and what’s working. Jay noted that by reviewing his spreadsheet quarterly, he saw one client who referred five firms—each worth thousands monthly. That insight led to doubling down on personalized outreach for that contact and seeking more like them.

17:01 – Golden Rule #4: Know the Players

There are three referral players: the source, the prospect, and you (the solution provider). And they matter—in that order.Stacey emphasizes that you’re not the hero—the referral source is. They’re helping someone they care about solve a problem, and you’re just the solution. Jay echoed this with his strategy of focusing on relationships with key introducers—like software companies who serve hundreds of attorneys. These aren’t cold prospects; they’re high-trust connectors who deserve thoughtful attention.

22:58 – Golden Rule #5: The Happiness Trifecta

When someone gives a referral, their brain gets a feel-good reward. Referring makes them feel helpful, generous, and important—it’s not about you.This insight changes your strategy. Stacey says every referral deserves a thank-you note, not because it “earns” the next one, but because it validates the referrer’s action. Jay shared that he now treats every referral like a VIP event, sending handwritten notes or thoughtful gifts (not swag!)—reinforcing the dopamine feedback loop that makes people want to do it again.

24:40 – Golden Rule #6: The Psychology of Trust

Referrals are based on liking and...

Most leaders don’t need more hustle—they need more clarity, focus, and intention. Leadership coach and author William C. Attaway joins me as we discuss the 10 Golden Rules of Catalytic Leadership, offering insights that go beyond theory and into real-world impact. From hiring smarter to evaluating success, shifting mindset to delegating authority, we break down the habits and mental frameworks that move leaders—and law firms—from stuck to scaling. This episode isn’t just about motivation, it’s about building systems that support sustainable growth.

Key Topics

[02:16] Introduction of William C. Attaway and his focus on leadership coaching for high-capacity leaders.

[03:06] Explanation of what “catalytic leadership” means and how it differs from traditional leadership approaches.

[04:51] How leadership shows up in both home life and business, and why alignment matters in both.

[05:46] The origin story of William’s coaching model and how it emerged from years of leadership in multiple settings.

[07:46] How to uncover core pain points before solving performance issues.

[09:41] The value of using DISC and Working Genius to understand leadership wiring.

[11:53] A live walkthrough of CrystalKnows and how AI tools help decode team communication styles.

[15:16] What happens when expectations aren’t clearly defined during hiring.

[19:16] Why the leader is often the bottleneck—and how to step aside for team growth.

[22:18] How delegating authority, not just tasks, creates more trust and momentum.

[23:36] Why a business will never grow beyond the leadership capacity at the top.

[25:46] How intentional learning habits—books, podcasts, and masterminds—drive sustained growth.

[27:33] What it looks like to structure daily reading rhythms for better personal development.

[27:52] How mindset influences 90% of success or failure in business leadership.

[28:58] What it means to be “busy” with the wrong things and how to fix it.

[30:16] A step-by-step breakdown of a weekly review to increase focus and learning.

[32:07] Why evaluating success is just as important as evaluating failure.

[34:05] What to examine when a client relationship thrives and how to replicate success.

[34:46] How to uncover what’s keeping a leader up at night—and how that drives real solutions.

[35:38] Why optimization starts by aligning priorities with available time.

[36:04] What part-time teams need to thrive and how to lead them toward greater output.

[36:27] Who benefits most from leadership coaching and what mindset makes it effective.

Resources Mentioned

Assessments & Frameworks

• DISC Assessment – Personality typing tool for communication and team-building
• Working Genius – Productivity and collaboration tool developed by Patrick Lencioni
• EOS (Entrepreneurial Operating System) – Business operating framework for growth and leadership structure

Books

• Eat That Frog by Brian Tracy – A guide to prioritization and time management - https://a.co/d/6Enua2A 
• Catalytic Leadership by William C. Attaway – His book on intentional leadership habits and mindset - https://a.co/d/j2Geg5y 
• Lead.: Leadership Lessons from the (Not So) Minor Prophets by William C. Attaway – A book focused on building strong leadership cultures - https://a.co/d/bO0RRQw 

Podcasts

• Real AF by Andy Frisella – Focuses on mindset, business, and self-discipline -

It seems like everyone is getting a VA - Virtual Assistant these days, and our guest this week has 5 VAs and she helps law firms, and other businesses hire the best VAs and legal staff too! Don’rt miss my conversation with Anna Lautenschlaeger, from LauLau Remote Offshore Staffing, an expert in legal staffing and business growth, plus Anna is awesome at networking, outsourcing, and process automation and she shared some of her best strategies in our conversation. Whether you're a solo practitioner or leading a fast-growing firm, her practical advice will help you scale smarter while freeing up time to focus on what matters most.

Key Topics

[03:46] How Anna’s international background shaped her career and led her to Florida.

[05:05] Lessons learned from managing teams across different industries and countries.

[06:30] Why intentional networking is more powerful than simply attending events.

[08:05] How to prepare for networking events to maximize value and create real business opportunities.

[09:40] The importance of following up multiple times to turn connections into clients.

[11:50] How lawyers can build strong referral networks and partnerships.

[13:10] The benefits of automation in legal practices and how to identify processes to streamline.

[15:05] Reviewing and updating your tech stack regularly to stay ahead in efficiency.

[17:25] Why delegating non-billable tasks is essential for law firm growth.

[18:45] How virtual assistants can handle legal support tasks, saving time and money.

[20:10] The key differences between U.S.-based and offshore legal support professionals.

[21:55] Best practices for managing remote teams effectively and ensuring productivity.

[23:40] How to maintain cybersecurity and data protection when working with virtual assistants.

[25:05] The role of cultural differences in remote work and how to bridge communication gaps.

[26:45] Why law firms struggle to find quality employees and how outsourcing solves this problem.

[28:15] The most common mistakes law firms make when hiring virtual assistants.

[29:50] The best tools and platforms for monitoring remote employees and maintaining accountability.

[31:35] Why law firms should record training sessions for easier onboarding and process efficiency.

[32:55] The importance of securing cyber insurance when working with remote teams.

[35:25] Where to find Anna and how her company, Laulau, helps law firms scale successfully.

Resources Mentioned

Books:

• Never Eat Alone by Keith Ferrazzi - https://a.co/d/eg6pUUs 
• Buy Back Your Time by Dan Martell - https://a.co/d/eaV1CzE 
• Build a Business, Not a Job by David Finkel - https://a.co/d/8VLvpGb 

• Loom – For recording training videos and screen shares.
• Freedom App – Blocks distractions and creates focus time.
• Notion – AI-powered project management and note-taking.
• Teramind – Employee monitoring software for productivity tracking.
• RingCentral – Cloud-based phone system with call recording.
• VPN Services – Used for secure data protection in remote work.

• Legal Pat - Technology and automation for law firms - https://legalpat.com/ 

About Guest:

Anna Lautenschlaeger is a seasoned offshore staffing professional, an author of a book on Hiring & Managing Virtual Assistants, and a proud...

Episode 42 – Amazing Australia with Lee Hopkins and Iconic88, we discuss Twitter Tools including TweetDeck, Bit.lt, HelloTxt.com, TweetDeck, Seesmic DeskTop , HootSuite, ow.ly, Tweetlater how to Sell Social Media to the CEO, Best practices for friending in Facebook, LinkedIn and Twitter, Tips for Link Building, Calls from Josh Braaten, Trey Richards, Scott Wright, Song-of-the-Week Blackheart Blues by Melissa Forbes. Call in line 206-888-6606

Episode 42 – We visit Amazing Australia with Lee Hopkins and we reveal Internet Superhero Iconic88’s secret identity

A discussion of Twitter Tools: TweetDeck, Bit.lt, HelloTxt.com, TweetDeck, Seesmic DeskTop , HootSuite, ow.ly, Tweetlater

Selling Social Media to the CEO, Best practices for making friends in Facebook, LinkedIn and Twitter. Google’s new Local Policies and the Federal Trade Commission’s Rich Cleland is looking into non-disclosure and gifts to Bloggers, Tips for Link Building

Calls from Josh Braaten from Big Picture Web, Trey Richards from Wellness Resources, Scott Wright’s new Street Wise Security Internet Safety Tip, Missing Michael Jackson and Farrah Fawcett, For Immediate Release, Marketing Over Coffee, Audacity, Windows Movie Maker, Video The Way to Future Proof Your Business.

Special Offer GoToMeeting Free Trial for 45 Days with code GOLDEN

Song-of-the-week Blackheart Blues by Melissa Forbes. Call in line 206-888-6606

Timeline:

00:01 Lee Hopkins Introduction

00:40 10 Golden Rules Internet Marketing Podcast Intro

03:27 Ten Golden Rules Podcast Bumper Short

04:01 Trey Richards Wellness Resources

09:00 Josh Braaten Big Picture Web

10:35 Scott Wright Street Wise Security Zone Tip

14:50 Boing

15:02 Goto Meeting Sponsor Testiomonial

16:30 10 Golden Rules Internet Marketing Podcast Bumper

18:59 Lee Hopkins from Better Communications Results

31:07 Drum Roll

31:12 Iconic 88

45:37 Marc Tips for Link Building

47:56 Margie Google’s new Local Policies

49:12 Michael  the Federal Trade Commission’s Rich Cleland is looking into non-disclosure and gifts to Bloggers

50:38 Susan – TweetDeck and Seesmic Desktop Applications

51:55 Mikhaila HootSuite and ow.ly

54:54 Melissa Forbes – Blackheart Blues

59:55 Electronicfx5

1:00:01 10GoldenRules Internet marketing Podcast Extro

1:00:36 Natalie Gelman – 10 golden rules 1

1:00:42 Electronicfx5

1:00:47 Arno Lubbinge – Produced with CastBlaster

Other links from the show:

Tweet Deck

Seesmic Desktop

HootSuite

TweetLater

Hello Text

Bit.ly

Song-of-the-Week: 

Ten Strategies to Manage a Successful Affiliate Program, Internet News Ping, Google Wave, Facebook Usernames, an amazing Commissioner Podcast of the Week, K7.Net, GoToMeeting, Callers @ColderIce, @ShashiB, @RealtyLee, @RichardStanton, @MariSmith, @RohithBhargava, @WarrenCorpus, Eric Wolf from The Art of Storytelling for Children on 3 Types of Entertainment: Fear, Mystery and Sexual Overtones, Ralph Mucci, Theron McCulloch from www.PeoplePond.com , The Wedding Planning Audiocast Song of the Week Have you Googled Yourself Today from  ConSoultant. Call in line 206-888-6606

Interview with Shawn Collins

Ten Strategies to Launch and Manage an Affiliate program

1. Select a Solution. There are two ways to start an affiliate program; you can do it in-house or through an affiliate solutions provider.  You’ll need to accurately manage the tracking and reporting of your program, address technical issues and report on traffic and  commissions, so if you don’t have a large competent development team I recommend the solutions provider route.

The three biggest solutions providers are:

Commission Junction

Linkshare

Share A Sale

Manage your own program:

iDevAffiliate Software

2. Your affiliate Agreement is Important. Draft a strong affiliate agreement and include two important decisions. Many programs are now restricting affiliates search keywords, the goal is to avoid bidding against your affiliates for top keywords. The other critical decision is how you will manage email policy. A No-Spam rule is critical to protect your brand image, and with the new CanSpam legislation in place it is critical to protect your company and your brand. “Write it in common English so affiliates can understand it.”

3. Invite everyone, but pick carefully.  Add an ‘affiliate’ link to your site’s home page and include announcements about your affiliate program in newsletters and other customer communications. Review all affiliate applications carefully, have a look at their site and ensure they comply with your affiliate agreement. “Promote your program like crazy but have a manual approval process.”

4. Make it easy to find and download creative. For website operators and eMailers great creative will improve clicks and conversions, don’t rely on the affiliate to develop the creative, develop great creative and make it easily available to your affiliate network. And, keep it fresh, online creative burns out quickly so a steady stream of new banners will improve performance. Make sure your offers convert. Many affiliates will try a new product or service; few will stick with it if they don’t receive immediate rewards.

5. Be Accessible . Provide your name in the welcome letter, telephone numbers, email, AIM, Twitter etc.

6. Assign a Full-Time Program Manager.  A successful affiliate program requires full-time (or half-time) attention by one assigned manager.

7. Embrace the 90:10 rule. The Pareto Principle or 80:20 rule applies in most businesses, that is 80% of your revenue will come from 20% of your customers. In most affiliate marketing programs, over 90% of your revenue will come from under 10% of your affiliates. These ‘super affiliates’ will be critical to the success of your program. Treat these affiliates like partners, communicate directly with them, listen carefully if they have complaints or suggestions and give them the best compensation agreements. Work hard with your...

Episode 40. 10 Golden Rules Internet Marketing Podcast Community wins a SOFIE AWARD for Best Use of New and Emerging Media, The World’s First Quantcast? Featuring a conversation with Richard Binhammer from Dell Computers, Leading Edge Social Media Customer Service, Twitter Search, Blog Monitoring, The 3 E’s of Social Media, Calls from Social Media Swami Shashi Bellamkonda from Network Solutions, @Iconic88, New Media Photographer Rosh Sillars and Staffing Co-Operative Everett Reiss, Song of the Week Stereophile from Australia’s Douglas Fir. Call in line 206-888-6606

Episode 40. 10 Golden Rules Internet Marketing Podcast Community wins a SOFIE AWARD for Best Use of New and Emerging Media, The World’s First Quantcast? Featuring a conversation with Richard Binhammer from Dell Computers, Leading Edge Social Media Customer Service, Twitter Search, Blog Monitoring, The 3 E’s of Social Media, Calls from Social Media Swami Shashi Bellamkonda from Network Solutions, @Iconic88, New Media Photographer Rosh Sillars and Staffing Co-Operative Everett Reiss, Song of the Week Stereophile from Australia’s Douglas Fir. Call in line 206-888-6606

00:00 @Iconic 88 Audio Clip

00:36 10 Golden Rules Internet Marketing Podcast Introduction

Upcoming Podcasts @Iconic88 Shawn Collins Lee Hopkins

05:48 10 Golden Rules Internet Marketing Podcast Community wins a SOFIE AWARD for Best Use of New and Emerging Media

08:59 Shashi Bellamkonda @ShashiB

11:23 Rosh Sillars @NewMediaPhoto

12:25 Everett Reese The Staffing Co-Operative

16:34 10GR Podcast Bumper Short

16:54 GoToMeeting ( use code GOLDEN for FREE 45 Day Trial ) Customer Call Michelle Bellisari First Time Home Buyer

18:46 Ten Golden Rules Internet Marketing Podcast Bumper Short

19:24 Mayra Ruiz-Mcpherson – SocStardom Event Interview

Meet-up in John Hopkins Rockville – SocStardom3 with Jay Berkowitz June 1st 2009

Buzz up!

Event details:

Monday, June 01, 2009 from 6:30 PM – 8:30 PM (ET)

Johns Hopkins University Montgomery Campus

9601 Medical Center Drive

Rockville, Maryland 20850

ABOUT THE EVENT:

http://www.shashi.name/2009/05/meet-up-in-john-hopkins-rockville.html

REGISTER here :

http://socstardom3.eventbrite.com

26:03 Richard Binhammer from Dell Computers @RichardatDell

Links from our Discussion with Dell’s Richard Binhammer

Radian 6 Social Media Monitoring Service

Google Alerts

Join your host Jay Berkowitz, CEO of TenGoldenRules.com and an all-star internet marketing panel including web semantics expert Richard Stanton, CEO of Bintro.com, Facebook Goddess Mari Smith, Rohit Bhargava, author of, “Personality Not Included” discusses Mystery, web coach Jim Kukral discusses mobile web, David McInnis, founder of PR Web and People Pond explains personal SEO , Maria Harrison breaks down web video marketing and search marketer Joe Laratro discusses social media monitoring. Call in line 206-888-6606

Call in line 206-888-6606

Please share Comments and call in at 206-888-6606 or email us at podcast@10goldenrules.com.

Episode 38 Internet Superstars Month Continues as we sit down with Twitter Superstar Chris Brogan, How to select your Internet Guru, Joke-of-the-Week is back, Google Chrome 3D browsing, Ratings and Reviews, Back-up Solutions, nephews Micheal and Philip, Guy Kawasaki, Rubin Quinones, Ann Taylor, Song-of-the-Week Beat Goes On featuring Madonna, Kanye West and Pharrell Call in line 206-888-6606

How to generate FREE traffic from Search Engine Optimization, Create a FREE Offer or Unique Value Proposition (UVP), How to Measure the cost to acquire a Lead, Tools to Learn from your Competition, Improve conversion performance with Google Optimizer, the ten top reasons for using eNewsletters, how to create a virtual sales force with affiliate marketing, top strategies to engage in Social Media, the best approach for Web Optimized Public Relations and How to Build Your Personal Brand Call in line 206-888-6606

In this presentation we share :

1. Ten Free or Low cost tools
2. How to convert website visits into leads/sales
3. What online business models are working
4. How to use the new Social Media
5. Building a Personal Brand
6. Review your websites
7. Advanced Tips and Strategies

Episode 36 Social Media Superstars Month Featuring Facebook Goddess Mari Smith and an exclusive interview with Michael Stelzner as he and Jay dissect the Social Media Marketing Industry Report, Content, Web Optimized Press Releases, Canonicalization, Song-of the-Week Blake Morgan featuring Lenny Kravitz Call in line 206-888-6606

Links:

Social Media Marketing Industry Report

www.WhyFacebook.com

http://www.mattcutts.com/blog/seo-advice-url-canonicalization

http://www.mattcutts.com/blog/canonicalization-update

00:01 Jason Calacanis Promo

00:31 10 Golden Rules Internet Marketing Podcast intro

02:50 K7 Nicole Fleisher Israel

06:38 K7 Joe Kiwano

09:34 K7 Go To Meeting fan James Traynor Syntryx

10:30 Rain Bumper Short – Rain Bumper Short

11:31 Michael Stelzner Social Media Marketing Industry Report

28:33 Mari Smith Interview

1:06:21 Song-of the-Week Blake Morgan Featuring Lenny Kravitz – Why Don’t You See

1:11:08 Arno Lubbinge – Produced with CastBlaster

1:11:11 Natalie Gelman – 10 Golden Rules Bumper

1:11:17 10 Golden Rules Internet Marketing Podcast Extro