How to Get Lawyers Who Hate You to Send You Business | Ep. 190

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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In this episode, you will hear:

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 ___________

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If there's a topic you would like us to cover on an upcoming episode, please email us at steve.riley@atticusadvantage.com.

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