Colleen Young, Chief Marketing Officer at Get Staffed Up, joins Steve Fretzin on the Be That Lawyer podcast — the show for lawyers who want to be confident, organized, and skilled rainmakers. Together, they explore how small law firms and solo attorneys can grow through strategic relationships, smart delegation, and a fresh take on what marketing really means in the legal space.
Why Lawyers Shouldn’t Answer Their Own Phones
Steve opens with a quote from Brett Trembly: “If you need brain surgery and the surgeon answers the phone, would you get surgery from that doctor?” Doctors create an air of exclusivity that signals expertise and demand. Lawyers often undermine that by answering every call themselves. Being responsive matters — but it does not have to come from the attorney personally. Having a human answer the phone, welcome the potential client, and handle scheduling frees the attorney to show up when it truly counts.
Relationships Over Ad Budgets
Colleen argues that what actually drives sustainable growth for small law firms is not a bigger marketing budget — it is relationships. The most successful solo attorneys she knows are the ones at Little League games, networking with physicians, and building referral partnerships with complementary practice areas.
Spending $8,000 to $9,000 a month on marketing only makes sense if you are generating three to four times that in return. If you are not, that money may be better reinvested in hiring people and doing business development.
“Get facetime with people, develop the relationships. That is going to cut through the clutter.” — Colleen Young
Delegate, Scale, and Be the Lawyer
When attorneys get overwhelmed — enough clients, but not enough time — that is the moment to hire strategically. A marketing assistant can film you, clip your content, and get it out on social media. You bring the expertise; let someone else handle the production.
GSU’s remote professionals are vetted rigorously: strong English skills, working in your timezone, and tested before placement. Colleen’s own marketing team spans Latin America and South Africa, and she says the remote connection she has built with them is stronger than anything she experienced in a traditional office.
LinkedIn: Less Noise, More Story
Most of what lawyers post on LinkedIn is noise — firm announcements, conference appearances, generic credentials. What breaks through is content that educates, interests, or shows who you really are as a person. One of Steve’s clients posted something authentic and hit 150,000 views, landing a major publication interview. Another wrote about his love for a band and got a new referral out of it.
Your LinkedIn profile is also your credibility asset. When a high-value referral looks you up, a sparse profile is a missed opportunity. Tell your story. People do not care what you do until they know how much you care.
The Takeaway: Sales and Marketing Have to Work Together
Marketing drives the leads. A strong intake specialist sorts them and makes every potential client feel the love from the first contact. The attorney shows up for the right people at the right moments. You do not have to be everywhere or spend a fortune — you do have to be strategic, consistent, and willing to delegate. Start there, and growth follows.
Listen to the full episode below. Ready to take marketing off your plate? Hire a Marketing Assistant through Get Staffed Up and get back to doing what you do best.
Contact Get Staffed Up, LLC for more information by calling (800) 921-4987.
