In this episode of the Renegade Lawyer Podcast, Ben Glass shares a grassroots referral strategy that brought in a 5,900% ROI—and invites you to steal it.

In Chapter 18 of Renegade Lawyer Marketing, you'll hear how a $600 direct mail campaign to local chiropractors turned into $36,000 of revenue in the first week alone. Ben breaks down exactly how he:

• Identified referral partners' biggest pain points
• Launched a targeted, personalized outreach campaign
• Built trust over lunch—without pitching
• Created scalable, repeatable direct mail systems
• Maintains referral relationships with zero digital ad spend

This isn’t theory—it’s a step-by-step playbook you can implement right now to create or grow your own referral engine.

💡 Next episode: Chapter 19 – What You Can Learn From My Attorney Mastermind Groups.

Ben Glass is a nationally recognized personal injury and long-term disability insurance attorney in Fairfax, VA. Since 2005, Ben Glass and Great Legal Marketing have been helping solo and small firm lawyers make more money, get more clients and still get home in time for dinner. We call this TheGLMTribe.com

What Makes The GLM Tribe Special?

In short, we are the only organization within the "business builder for lawyers" space that is led by two practicing lawyers.

One thing we're sure you've noticed is that despite the variety of options within our space, no one else is mixing
the actual practice of law with business building in the way that we are.

There are no other organizations who understand the highs and lows of running a small law firm and are engaged in talking to real clients. That is what sets GLM apart from every other organization, and it is why we have had loyal members that have been with us for two-decades.