BE THAT LAWYER

In this episode, Steve Fretzin and Kip Boyle discuss:Becoming a professional who sells and serves people in the process.The changing of traditional selling techniques.Creative marketing to connect with your community.The unique, human connections of podcasting. Key Takeaways:People don’t want to connect with companies, they want to connect with people.The selling techniques of yesteryear don’t work and often turn people away.There is a relationship that gets established between a podcast host and the audience that you don’t even realize is happening.It is all about consistency. "There's an intimacy that podcasts can create that the written ways of talking to people just don't." — Kip Boyle Connect with Kip Boyle: Website: https://www.cr-map.comPodcast: cyberriskopportunities.com/podcastLinkedIn: https://www.linkedin.com/in/kipboyle/Twitter: https://twitter.com/KipBoyleBook: https://www.amazon.com/Fire-Doesnt-Innovate-Executives-Practical-ebook/dp/B07M7KTZWX Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Daniel Steinberg discuss:How Daniel’s professional journey lead him to creating lawbrokr.Differentiating yourself enough to find your clients. Branding and specialization. Creating a strong experience in legal. Key Takeaways:It is okay to fail. If you don’t try, you won’t have the opportunity to succeed or fail. Your firm needs to live everywhere consumers are online. There are so many opportunities to be a creator in today’s day and age. That allows you, as the lawyer, to create bite-sized content that can connect with consumers. Your interactions with your customer need to be more experiential than transactional. "If you want to align with your customers, you need to really create and cultivate and explain things to them, and go above and beyond the scope, then what you did last year and the year before, and always be that 1% better every time you talk to that next individual, because it's all around the customer experience, or they're not coming back in every industry, not just legal." — Daniel Steinberg Connect with Daniel Steinberg: Website: https://www.lawbrokr.com/Email: [email protected]: https://www.linkedin.com/in/dsteinberg9/Twitter: https://twitter.com/dslbkrFacebook: https://www.facebook.com/lawbrokrInstagram: https://www.instagram.com/lawbrokr/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Dave Zumpano discuss:Knowing before you no. Distinguishing yourself in what you can do for the client, beyond the typical answer. Systems as a key fundamental of your business. Measuring everything you do, and doing that purposefully. Key Takeaways:Success comes by not stopping at the first “no.”Money is a byproduct of the value you create. If you create value, the money will come. Do something you love that has impact for others. If you can’t measure it, you can’t manage it. You need to know what you’re doing with your systems, your processes, your marketing, and your business development. "Emotion doesn't pay the bills, what pays the bills is understanding your marketing, understanding what happened in the process, so that you can get good information and know how to make it better for them, as well as you, as you go forward." — Dave Zumpano Connect with Dave Zumpano: Website: https://eplawcenter.com/ & https://www.lawyerswithpurpose.com/ & https://guidr.legal/Email: [email protected] & [email protected]: https://www.youtube.com/user/LawyersWithPurpose3LinkedIn: https://www.linkedin.com/in/david-zumpano-a0208119a/Twitter: https://twitter.com/LawyersWPurposeFacebook: https://www.facebook.com/LawyersWithPurpose Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and John Cannon discuss:Overcoming the fear barrier and using that growth to strengthen the foundation of your firm. Continued education for learning and expanding your knowledge to grow your law firm. Changing your mindset and understanding the core of who you are. Delegation, training, and managing the employees in your firm. Key Takeaways:Use your drive time to continue to learn to strengthen your business, such as through podcasts or audiobooks. Change your mindset - you are a business owner who is also an attorney. Utilize your time wisely. Limit your time and limit what your focus is to make your goals more tangible and measurable. Everything you do that makes you a good lawyer can be documented. "By having high quality content, putting it up on a regular basis, having search engine optimization that does well, having a website that gives lots of useful information and giving people the right answers, you're building the keys of marketing." — John Cannon Connect with John Cannon: Website: https://jpcannonlawfirm.com/Phone: 405-657-2323Email: [email protected]: https://www.youtube.com/channel/UCP54Mu8Ug6IAHZCDfv1irmwLinkedIn: https://www.linkedin.com/in/john-cannon-8135b1140/Twitter: https://twitter.com/john_p_cannon_ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Zack Glaser discuss:Challenges lawyers face in creating processes and procedures (and in documenting those). Understanding how to use your email and other business products. Creating efficiencies for both your, and your client’s, convenience. Paying others to utilize your time in higher level tasks. Key Takeaways:A project management software is at least as important, if not more important, than your case management software. If you aren’t paying for the product, you are the product. Paying for the product allows you to have a business agreement with the company and typically comes with higher confidentiality. If you don’t have a practice management software, you are already doing the work, it’s likely just less efficient and less organized. A CRM will save you time and money, if you use it right, in spaces like e-signing, and in the integration of your law practice management system. "You have time. So go do those higher level tasks. Go out and make it rain. Go do those things that are going to get you more business, and still pay somebody to do those lower level things, or use technology to do those lower level things, because you can't pay somebody to go get you business." — Zack Glaser Connect with Zack Glaser: Website: https://lawyerist.com/ & https://tech4lawyers.com/LinkedIn: https://www.linkedin.com/in/zackglaser/Twitter: https://twitter.com/Zack_Glaser Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Nequosha Anderson discuss:Cultivating relationships to reach your end goal. The important aspects of building and maintaining relationships. Creating conversations with those in spaces where you want to be. The benefits to being a disruptor in your space. Key Takeaways:You have to follow through and maintain top of mind with your clients and those in your network. Connect with people on more than just one level. Cultivating relationships long term allows you to build what you want to have. Cultivating relationships will open doors that, not only can you not open on your own, you may not even be able to touch it otherwise. Understand where your focus is and cast your net there and you will find those clients that you want to see and work with. "It is definitely about cultivating relationships. That's how you succeed, especially in any service based industry. You don't even have to be the best practitioner, you just need to be the best person that can be remembered for that thing. And that's all about how you make people feel." — Nequosha Anderson Connect with Nequosha Anderson: Website: https://andersonlawfl.com/Podcast: https://www.puopodcast.com/YouTube: https://www.youtube.com/channel/UCvpMR_2n2lK-Vs_7Z2wBArQLinkedIn: https://www.linkedin.com/in/nequosha-anderson/Instagram: https://www.instagram.com/esquire44/?hl=en Facebook: https://www.facebook.com/andersonlawfl Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Nicole Clark discuss:Better utilizing the data that you have access to. Challenges lawyers have when presenting pitches. Don’t assume you can’t access data just because it wasn’t previously accessible. Asking questions, gathering data, and understanding insights. Key Takeaways:You need to understand the goals in relation to the data of what the client is facing in order to give great advice. Set your expectations with the client and help them to understand what they are likely to expect. There is a lot involved in the context of cases. Having insight and information makes it make or break for a client to believe you are the right attorney for them. More and more information is becoming available from state courts that was not available 5 or 10 years ago. "If you go in prepared with information, you're going to actually feel like you can help your client and that carries across when you feel like you can really be helpful, and you're matched to be able to bring value to them." — Nicole Clark Connect with Nicole Clark: Website: https://trellis.law/Email: [email protected]: https://www.linkedin.com/in/nicole-a-clark/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Deb Knupp discuss:The six viable selling styles that work for all lawyers. Relationship building no matter your personality or sales style. Time management, even when it is crazy busy. Helping others to help yourself. Key Takeaways:There is not one singular way to do business development and become a rainmaker. Introversion and extroversion are not correlated to sales success - the willingness to take action is. You can activate business development seeds during your standard client interactions. Pick your channel and do it with excellence. "There are multiple paths in which lawyers can participate concretely, playing to business development strengths. If you don't seemingly have that gregarious networker personality, the great news is that's only one of six viable selling styles that absolutely work." — Deb Knupp Connect with Deb Knupp: Website: https://growthplay.com/Email: [email protected]: https://www.linkedin.com/in/deb-knupp-2694a21/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Brian LaBovick discuss:Creating focus for success. Understanding who you are and who you want to be, personally and professionally. Leveraging challenges to rise to new heights. Serving your community with the intent of serving, while still maintaining your brand. Key Takeaways:Whatever you need in your life, give first and the world will bring it back to you tenfold. Pick a direction and lean into it. Find the gifts as you move forward. When you get the right people in the right spots things will leap forward. Start with yourself. Get naked and be as honest with yourself as you can be to understand and embrace your values and mission. "You can do right by your community, you can do right by the people that you're trying to serve. All the good that you put out in the world does not mean that you need to hide your brand and that your brand is here to do a job for part of the community as well." — Brian LaBovick Connect with Brian LaBovick: Website: https://www.brianlabovick.com/Website: https://www.labovick.com/Safety4Life: https://safety4life.org/Email: [email protected]: https://www.brianlabovick.com/the-bookPhone: 866-LABOVICKYouTube: https://www.youtube.com/c/LaBovickLinkedIn: https://www.linkedin.com/in/brian-labovick-40032a9/Twitter: https://twitter.com/LaBovickLawInstagram: https://www.instagram.com/labovicklawgroup/Facebook: https://www.facebook.com/Florida.Lawyers/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Leslee Cohen discuss:Building your own book of business to have freedom, including in a large firm. Finding what makes you unique and differentiates you in the market, then understanding how to communicate that difference. Joining and being fully involved in organizations. Giving leadership roles to those who may not yet have a book of business. Key Takeaways:You need to believe in yourself and understand that you are, truly, bringing value to the table. It is all about giving - you just have to help others and you will always get something back. People remember a giver, they don’t remember a taker. Law firms can benefit from amazing women lawyers, even those who want to work part time. Your job is more than just being a good lawyer. You have to keep business development and relationship building in mind from day one. "Without your own book of business, you only get so far within the ranks of a larger law firm." — Leslee Cohen Connect with Leslee Cohen: Website: https://www.allriselawyers.com/LinkedIn: https://www.linkedin.com/in/leslee-cohen-48820a6/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin, Rena Paul, and Alison Trenk discuss:Ongoing wellness for professionals. Having individual tools that you can do daily that work for your life and wellness. Consciously re-regulating our bodies and focusing on our breathing. Finding ways you can get into your present life. Key Takeaways:Start with the tiny things and bring mindfulness into your life and practice in small ways. It doesn’t have to be big grand things, just something you can do in your life everyday. As humans, we need to speak to our bodies and understand where we need to re-regulate our nervous symptoms. Focus on your breaking - making the exhale longer than the inhale is a surefire way to calm yourself.Learning more about yourself can help you be a more authentic lawyer. "You need to be well so you can do well for others." — Rena Paul Connect with Rena Paul & Alison Trenk: Rena’s Website: https://alcalaw.com/Rena’s Email: [email protected]’s Website: http://www.alisontrenklcsw.com/Rena’s LinkedIn: https://www.linkedin.com/in/renapaul/Alison’s LinkedIn: https://www.linkedin.com/in/alison-trenk-ma-lcsw-9111685/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Adam Arkfeld discuss:Sales and marketing working hand in hand. Diagnosing what is happening in your marketing. Who pay-per-click works best for. Tracking the data of your marketing campaigns. Key Takeaways:Measurement creates integrity - the numbers don’t lie. You have to have clean metrics that you can rely on to understand what is happening with the marketing campaigns. Targeted and paid marketing changes rapidly, anything more than 6 months ago and it really is a different world. YouTube is an untapped market for most lawyers. "The nice thing about running paid advertising is you can measure everything, and you can make every decision based on analytics and data. It's foundational for what we do and I think it should be foundational for all marketing, to be honest." — Adam Arkfeld Connect with Adam Arkfeld: Website: https://www.growwithprevail.com/LinkedIn: https://www.linkedin.com/in/adamarkfeld/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Ken Crutchfield discuss:Thinking about the client first in building and growing your firm. The intersection between technology and relationships. Bringing in new talent to your firm (then retaining them). Looking to the future and understanding what your firm needs. Key Takeaways:There is pressure on clients to be better, faster, and cheaper. You get to decide how your firm helps your clients to reach their goals. Keep a pulse and check in with your clients. You can’t just rest on your laurels and assume they will stay with you. There is a tension between the desire for more transparency in billing, as well as more flat fees. Understanding the generational differences between your lawyers is extremely important to bringing in and retaining employees. "If you aren't mining and looking for talent in all places, you're not going to have the talent pool that you need to be successful." — Ken Crutchfield Connect with Ken Crutchfield: Website: https://www.wolterskluwer.com/enEmail: [email protected]: https://www.linkedin.com/in/ken-crutchfield-95b79/Future Ready Lawyer Survey: https://www.wolterskluwer.com/en/know/future-ready-lawyer-2021 Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin, Margaret Burke, and Casey Blake discuss:Inefficiencies in technology and financial management in law firms. Daily inefficiency improvements. What happens when you wear too many hats. Your law firm as a business. Key Takeaways:Anyone considering working with you, not just clients, are looking at your website. Make sure it is supporting what you want people to know. Having a diverse team, with mixed speciality areas, can assist you in better supporting and understanding your clients. Fix problems, don’t just cover them with a bandaid. Taking all the work on yourself, is only a bandaid. Let go and delegate to the right people. It is important to see your firm as a law firm and understand that it needs to operate in that fashion. "Having a process in place really streamlines time and makes staff happier, because the staff end up, sometimes, doing extra work when there's not a process in place. The financial management and processes are critical." — Casey Blake Connect with Margaret Burke & Casey Blake: Website: https://www.kolibrilaw.com/Phone: 833-330-1633Email: [email protected] & [email protected]: https://www.facebook.com/KolibriLawSupport/Instagram: https://www.instagram.com/kolibrilawsupport/Kolibri’s LinkedIn: https://www.linkedin.com/company/kolibri-law-support-solutions/Margaret’s LinkedIn: https://www.linkedin.com/in/margaret-t-burke/Casey’s LinkedIn: https://www.linkedin.com/in/casey-blake-mosca-82a99324/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Gary Miles discuss:The relationship between physical and mental health. The effects of social media. Drivers of good mental health and the benefits of having an attitude of gratitude. Changing your mindset and improving your health. Key Takeaways:As humans, we compare our worst to other people’s best (what they post on social media). Being self aware is one of the biggest drivers of mental health. We need to be aware of our mindset and what we are thinking about. Accept everything as it is and just focus on yourself, your reaction, and your responses. Every day we have is a gift, don’t squander it. "There are things in life we can control. What's the solution to that? Take action, whatever it might be in our business, our practice, or our relationships. But if we can't control it...try to not worry. It's easier to say than to do, and that's a practice like other things." — Gary Miles Connect with Gary Miles: LinkedIn: https://www.linkedin.com/in/gary-miles-j-d-88615922/Website: https://www.huesmanjonesandmiles.com/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Eric Schurke discuss:From a three man start-up to CEO of Moneypenny North America. The benefits of having a chat feature on your website. Tips and ideas for resolving inefficiencies in your law firm. Taking care of the people around you. Key Takeaways:A lot of people don’t manage their websites. However, if you can get a chat monitored, it increases the engagement and traffic to your site, and increases those who will convert into a new intake client. Engaging a company, such as Moneypenny, to answer your phone or website chat can take the weight off your staff, allowing them to be transferred to a more productive, or even profitable, position.There are only 2 ways you can extend your hours 24/7 - extending your staff, or outsourcing and looking at automation. Your people are extremely valuable - it is all about listening, trust, and caring for those on your team. "We save law firms time and money by answering their phones for them. If you look at that, and you try to take care of the people around you, that right there alone is just magic." — Eric Schurke Connect with Eric Schurke: Website: https://www.moneypenny.com/us/LinkedIn: https://www.linkedin.com/in/eric-schurke-b26920/ & https://www.linkedin.com/company/moneypenny-usa/Instagram: https://www.instagram.com/lifeatmoneypenny/?hl=enTwitter: https://twitter.com/MoneypennyFacebook: https://www.facebook.com/HelloMoneypennyUS Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Kim Stapleton discuss:Kim’s professional role as a business development executive at a law firm and how that impacts the firm. Being prepared for all sales and marketing conversations, as well as networking events (no matter the size). Best practices in business development. Utilizing your second degree connections. Key Takeaways:Show up in someone’s inbox. Even though you may have met, being top of mind at the right time. Invite those you want to connect with to many different things. Something may be appealing that may not have originally been obvious. Verbalize your desire to work with someone during networking meetings. LinkedIn is one of the best marketing tools that you have in your arsenal - use it. "I can pair up the right people with the right individuals, because it comes down to a relationship...Sales is different than marketing. Marketing is to the masses, but mine is...the relationship." — Kim Stapleton Connect with Kim Stapleton: Website: https://www.icemiller.com/Email: [email protected]: 312-726-8106LinkedIn: https://www.linkedin.com/in/kimstapletonbusdev/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Ryan Anderson discuss:Challenges lawyers are having with technology.Solutions regarding document and task management for lawyers. How to handle conversations of record. Investing in your employees. Key Takeaways:Make sure your systems are all on the cloud. The majority of law firms are still on servers, which are more easy to penetrate (from a security perspective) than the cloud is. Every document should be uploaded in a system that is searchable and organizable. Lawyers need to consider technologies and automations that are going to make their lives easier and more predictable because the world is changing and it is important to stay on top of those kinds of things. "It is amazing what will happen if an employee feels you're willing to invest in them." — Ryan Anderson Connect with Ryan Anderson: Website: https://www.filevine.com/Email: [email protected]: https://www.linkedin.com/in/ryan-anderson-49a30740/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Kory Kelly discuss:Value in productized, turnkey solutions. Legal Karma is not a robot lawyer, it is a change of delivery. Making changes now, not waiting for the speed of business. Key Takeaways:It’s more about communication than it is about document drafting. Giving your client insight as to what is going on and expectations can ease a lot of stress from you and your client. Changes in the legal market (such as non-lawyer owned law firms) makes it worthwhile to look at the delivery of your legal services. "Make the change now. Moving at the speed of business takes a long time to change these processes and make sense out of it to get the brand recognition and marketing in place that helps you leverage some of the new gifts that come with modernizing the delivery of your practice." — Kory Kelly Connect with Kory Kelly: Website: https://legalkarma.org/LinkedIn: https://www.linkedin.com/in/korykelly/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Nina Stillman discuss:Challenges facing new lawyers in new areas. Applying lessons you learn from your coaches. The benefits of a quick no. Finding the right balance between listening and speaking. Key Takeaways:Understanding the methodology of how to network and ask for referrals then interpret it in your own vernacular will help to grow and evolve your business. You don’t have to take every client - not every client is right for what you are wanting to accomplish. You have to listen and put the client’s needs in front, even if it requires a little bit of patience. All the advice is great, but it needs to be actionable for people to be able to support themselves. "Everything is sales. Even if you're an attorney, or an accountant, or a doctor, everything is sales...It's all in how you treat the people who you want to work with, whether they're a referral source or a client." — Nina Stillman Connect with Nina Stillman: Website: https://www.thestillmanlawgroup.com/Phone: 312-819-5360Email: [email protected]: https://www.linkedin.com/company/the-stillman-law-group/Facebook: https://www.facebook.com/thestillmanlawgroup Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Louis Goodman discuss:Marketing a law practice in the 90s and how it has evolved today. The power of SEO for your website. Creating good content to encourage backlinks to your website. Utilizing content across multiple platforms. Key Takeaways:If you’re going to put money into marketing, put money into SEO. People pick up their phone and do Google searches now, rather than picking up a phone book. You need to be visible for those who have an immediate problem and need an immediate solution. Repurpose content that you create to work across multiple platforms and find ways to encourage others to share links to the content you’ve created. "The key is getting backlinks to your website. And the way you get backlinks to your website, is by having good content so that other websites will link to your website, and you want to encourage people to link to your website." — Louis Goodman Connect with Louis Goodman: Website: https://www.louisgoodman.com/Podcast: https://www.lovethylawyer.com/YouTube: https://www.youtube.com/channel/UC2aeWsyfHKAfCEMgR7wD7bgTwitter: https://twitter.com/louisjgoodmanFacebook: https://www.facebook.com/Law-Office-of-Louis-J-Goodman-338125606393295/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Mat Rotenberg discuss:Where lawyers are killing time and not communicating properly. Navigating technologies and programs for lawyers and law firms. The benefits of utilizing Dashboard Legal.Shifting mindset to a future focus, not just a precedent focus. Key Takeaways:Many lawyers are looking for ways to better organize their data and to better communicate with their teams. There are many different types of software out there that can assist lawyers to better organize and communicate, but many require time and understanding to set up appropriately which can be daunting for many lawyers. The vast majority of tech for lawyers is built by non-lawyers, which can make it difficult for lawyers to transition to how those tools are built. Choosing to be more entrepreneurial with your practice is where the practice of law is going and where personal benefits can be derived in a way that isn't happening at the moment. "It's using technology to start to manage the increased complexity. And lawyers have always done it...lawyers have always innovated. They are motivated to do it, they just need to see and understand the value that it brings." — Mat Rotenberg Connect with Mat Rotenberg: Website: https://dashboardlegal.com/Email: [email protected]: https://www.linkedin.com/in/mathew-rotenberg-10528537/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-SturkieAudio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and James Rodgers discuss:Controlling our natural, human tendencies that create barriers to productive relationships.Diversity is not just about the differences, but also about our similarities. Changing the conversation around diversity. Creating and executing a leadership strategy. Key Takeaways:The management role is about supporting, developing, and encouraging people. It is not about knowing their job or being able to replace them, but being in a support role.Diversity is about each individual, not about one side or the other. If you are looking for differences, that is what you are going to find. If you look for the similarities, even through language or other barriers, you will find something with everyone. Part of leadership is about what is coming, not what is happening today. "It's not about saying why black people deserve a shot. It's not about saying why women need equal representation in the boardroom. It is about simply one person, having to work with another person, having the skills and the equipment to comfortably and productively work with that other person." — James Rodgers Connect with James Rodgers: Website: https://thediversitycoach.com/ & https://jamesorodgers.com/Phone: 770-331-3246Book: https://thediversitycoach.com/publications/Show: https://jamesorodgers.com/podcasts/LinkedIn: https://www.linkedin.com/in/coachandstrategist/Twitter: https://twitter.com/jdiversitycoach Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Chelsea Williams discuss:The importance of having financial clarity in all aspects of your life. The greatest financial bottlenecks for law firms. Parkinson’s Law as it applies to your finances. Flat fee versus hourly billing models. Key Takeaways:Create systems that capture your margins, but also contribute to your cash flow. Until you take getting paid seriously, nobody will take paying you seriously. There is a difference between a financial statement and a meaningful financial statement. Regardless of how you choose to bill, be transparent and upfront with your clients. "Once you understand the power of knowing your storyline, you will understand that you have the ability to be the author of that story and change the direction of your numbers and manipulate them into a direction of your choosing. That is powerful and freedom in and of itself, because then it's up to you." — Chelsea Williams Connect with Chelsea Williams: Website: https://www.yourcoresolution.com/YouTube: https://www.youtube.com/channel/UC80TT79FdeRwH2oNaSkqvQA?view_as=subscriberFacebook: https://www.facebook.com/yourcoresolution/Instagram: https://www.instagram.com/core_solutions_group/LinkedIn: https://www.linkedin.com/in/chelsea-m-williams-%F0%9F%92%B5%E2%9A%96%E2%8F%B1-8303b45a/Book Reference: The E-Myth Attorneyhttps://www.amazon.com/Myth-Attorney-Legal-Practices-About/dp/0470503653 Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Erik Olson discuss:Best practices for online marketing (including following Google’s Best Practices). Understanding your marketing and advertising target and strategy. When to get help with marketing versus doing it yourself. Creating content with authors and timestamps. Key Takeaways:When you create content, you need to create with a strategy in place. Created content needs to be written for people, not just a smash of keywords or it won’t be picked up properly by search engines, such as Google. People are looking for more than just seeing the ad at the top of Google. The majority of people skip over them and go to the first organic search result. Do as much as you can on your own, at some point you will find your consistency drops off and you will want to get internal or external help. "We all know that referrals are the best source of leads, they have the highest trust factor. But the second best, at least within the Digital Marketing realm, is search engine optimization results." — Erik Olson Connect with Erik Olson: Website: https://arraylaw.com/Show: https://arraylaw.com/managing-partners-podcast/YouTube: https://www.youtube.com/channel/UCWsbJqhtLMS5wmWmXulpY2ALinkedIn: https://www.linkedin.com/in/iamerikjolson/Twitter: https://twitter.com/thisisarrayFacebook: https://www.facebook.com/thisisarrayInstagram: https://www.instagram.com/array.digital/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Sharon Christie discuss:Getting a coach so you aren’t reinventing the wheel. The four things you need to get right in your law firm. Being strategic when you are changing your practice of law. Running your business, not letting your business run you. Key Takeaways:There are ways to say no that lead to more referral work from the very same people you say no to. Very first, you have to get your head on straight with the fact that you are running a business, then you need to understand exactly who your client avatar is and every aspect of that client. Understand the aspects of your business that you need to be doing, and what can be done by someone else. By meeting your own needs, you will be able to meet your client’s needs. "The first thing you have to get straight in your head is that this is a business, just like any other service business. We have different professional rules, but we are service based and you have to look at it that way in order to be successful." — Sharon Christie Connect with Sharon Christie: Website: https://boldwomenlawyers.com/ & https://sharonchristielaw.com/Instagram: https://www.instagram.com/boldwomenlawyers/LinkedIn: https://www.linkedin.com/in/sharon-christie-3849961/Twitter: https://twitter.com/sharonchristie?lang=en Facebook: https://www.facebook.com/boldwomenlawyers & https://www.facebook.com/SharonChristieLaw/YouTube: https://www.youtube.com/user/SharonChristieLaw & https://www.youtube.com/channel/UCMUuiVbln7SvvjD5iYYUDmg Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911Book Reference: You are the Brand by Mike Kim https://www.amazon.com/You-Are-Brand-Profitable-Personally/dp/1631953478 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Brooke Lively discuss:Running your law firm by the numbers. Secrets from Brooke’s book, From Panic to Profit.Finding your baseline to manage and improve your numbers. The ideal ratio in your law firm's financials. Key Takeaways:We have to pay more attention to the way we're running the firm and running it like a business than we used to.Rather than a budget, call it a profit plan to help you stay on track to hit your goals. If you know your revenue is going to be good for 3-4 months, then you can take marketing risks or even take a vacation. The further you look out, the more strategic you can become. "If you don't know what it is you have nowhere to start, you have no way to improve it. Once we find that baseline, we start to manage that number, and things start to improve. " — Brooke Lively Connect with Brooke Lively: Website: https://brookelively.com/ & https://www.cathcap.com/Email: [email protected]: https://brookelively.com/books/YouTube: https://www.youtube.com/channel/UCg1JD7XBFwGjizaa9_566sg?reload=9LinkedIn: https://www.linkedin.com/in/brookelively/Facebook: https://www.facebook.com/CathedralCapitalInstagram: https://www.instagram.com/cathedralcapital/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Ali Awad discuss:How to get engagement on your company’s social media. Mindset and the future of law. Hanging around others outside of the law field to learn other forms of business. Delegating low level tasks and firing yourself every step of the way. Key Takeaways:If you’re trying to get business from social media, make sure your page is public and you are giving valuable content, not just posting ads. Your law firm is a business, not a law practice. Run it like a business. You need to determine, are you self-employed or do you have a high-paying job? How are you working in and building your business?One great employee is better than 3-5 mediocre employees, and will make you more than 3-5 mediocre employees ever could. "You need to be willing to try things that are uncertain when there is potential for massive success." — Ali Awad Connect with Ali Awad: Website: https://aliawadlaw.com/Personal LinkedIn: https://www.linkedin.com/in/ceolawyer/Company LinkedIn: https://www.linkedin.com/company/aliawadlawFacebook: https://www.facebook.com/ceolawyer/Instagram: https://www.instagram.com/ceolawyer/?hl=en Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Mathew Kerbis discuss:Being a young lawyer and building relationships. Resources for young, staring attorneys. The billable hour versus the subscription model. The changing of the law firm business model. Key Takeaways:The sky's the limit as a private practice attorney. Bringing in business, even at a larger firm, not only brings in more money, it gives you control over your career. The law firm model needs to be modified as other companies are starting to profitize legal services. "For the billable hour, all you could do is hire more lawyers to bill more hours, because there's only so many hours in the day. With a subscription model, you could scale like never before." — Mathew Kerbis Connect with Mathew Kerbis: Website: https://www.condoncook.com/LinkedIn: https://www.linkedin.com/in/mathewrobertkerbis/Twitter: https://twitter.com/MathewKerbisYoung Lawyer Rising Podcast: https://legaltalknetwork.com/podcasts/aba-young-lawyer-rising-podcast/ Book Reference: https://www.amazon.com/Subscribed-Subscription-Model-Companys-Future/dp/0525536469 Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Justin Stivers discuss:Why lawyers struggle with maintaining marketing consistency. Figuring out where to begin with marketing. Taking control of your calendar (and the repercussions for breaking commitments to yourself). Doing the things you enjoy doing and delegating the other, valuable, items. Key Takeaways:Step one to marketing is finding out what you want your life to look like. There are many options that will work for what you want. Different platforms work for different audiences. Before you leave the office, look at your calendar for the next day and create the day you want before the next day begins. Understand why you are doing the marketing you are choosing to do and why you are wanting to stay top of mind. "That's been my secret - I put it on the calendar, and, as much as I can, I stay as disciplined to that calendar and do what's on there." — Justin Stivers Connect with Justin Stivers: Website: https://www.probatefirm.com/YouTube: https://www.youtube.com/channel/UCcIyGEpme0t_h2R73CdKOBwLinkedIn: https://www.linkedin.com/in/justin-stivers-289b38100/Twitter: https://twitter.com/justinbstiversFacebook: https://www.facebook.com/TheProbateLawFirmInstagram: https://www.instagram.com/theprobatelawfirm/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Mari Ribeiro discuss:Gaining a competitive edge with your brand.Pros and cons of naming your firm something other than your name. Growing and expanding your brand. Keeping your brand relevant and sustainable. Key Takeaways:Your brand speaks to the type of service you are giving. Naming your firm allows you an opportunity to stand out and get noticed in a way beyond being a lawyer. Branding can help your firm to look fresh, new, and exciting - people are drawn to that!Your brand is what will carry the reputation of your firm. Be curious and be willing to get feedback from others about what they experience when they think of your brand. "Gone are the days where you are attracting clients and business just because you hang your shingle... this gives an opportunity for people to show up through their brand, and really help lawyers stand out with what it is that they do, and the unique way in which they do it." — Mari Ribeiro Connect with Mari Ribeiro: Website: https://www.ribeirolawfirm.com/YouTube: https://www.youtube.com/channel/UCxj4BV5kqdByQMHHmsfZ-8QInstagram: https://www.instagram.com/ribeiro_law/Facebook: https://www.facebook.com/ribeirolawfirm Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Vikrant Shaurya discuss:Writing a book to better your business. Ghost writing versus angel writing. How AI is changing the writing field. How to promote your book to generate business. Key Takeaways:Becoming an author establishes you as an authority in the area as well as distinguishes you from your competition. Book covers are extremely important - especially online, you are competing with millions of other books. You want to grab attention quickly and well. The profit of your books comes from the position and your promotion of the book. Podcasting, either your own or being a guest on someone else’s, is a great way to promote your book as well as promote your business and what you do. "If you become an author you will be establishing yourself as an authority - it's authority on demand." — Vikrant Shaurya Connect with Vikrant Shaurya: Website: https://bestsellingbook.com/Book a Call: https://bestsellingbook.com/callYouTube: https://www.youtube.com/channel/UC6n9_bONnLWy168-8vRgC0wLinkedIn: https://www.linkedin.com/company/bestsellingbook/ & https://www.linkedin.com/in/vikrantshaurya/Instagram: https://www.instagram.com/bestsellingbookdotcom/Facebook: https://www.facebook.com/bestsellingbookdotcom Download Vikran’s checklist to make publishing your own book easy! https://bestsellingbook.com/checklist Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Jocelyn Brumbaugh discuss:Random acts of marketing. The five steps to fully leverage everything you do. Headline, content, and insight. Creative content marketing and getting newsletter opens. Key Takeaways:Mine for things your firm is already doing well - you’re already doing a lot of good things, think about them as news. Marketing news is just small wins done all the time by your employees that you can use to stay top of mind with your clients.It is important to have a firm LinkedIn page, not just your personal page. It will make your personal page look better and help your business to look more professional. You have gold, it can be used for more than you are currently using it for. "There's so many good things happening at firms that they can use as touch points, and they don't think about what is news in the way that we do. So, if they take that news and consistently put it through the five steps, that's how you raise profile." — Jocelyn Brumbaugh Connect with Jocelyn Brumbaugh: Website: https://www.buildenpartners.com/LinkedIn: https://www.linkedin.com/in/jocelynbrumbaugh/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Charlotte Smith discuss:The evolving job market because of COVID as well as the generational expectations. Three things to becoming a better leader.Listening as a key to leadership. Discovering and embracing your own leadership identity. Key Takeaways:Be conscious of, and able to define, what your leadership identity is. Irrespective of your job title, we are all leaders, even if it is just a self-leader.Prescription before diagnosis is malpractice. You can analyze leaders you admire to see what attributes you want to emulate and who you want to become like. "As leaders, if we can really hone our listening skills rather than going straight into advice mode - understand their perspective, understand the challenges that they're experiencing - that is incredibly powerful and it is a real sign of a great leader." — Charlotte Smith Connect with Charlotte Smith: Website: https://limitless-lawyer.com/Show: https://www.charlotte-smith.com/podcast/LinkedIn: https://www.linkedin.com/in/charlottesmithlawyercoach/Instagram: https://www.instagram.com/limitless_lawyer/ Facebook: https://www.facebook.com/charlottesmithlawyercoach/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Mark Homer discuss:How legal marketing has evolved. Seeing your law firm as a business. Multichannel marketing. When you should spend money on marketing. Key Takeaways:Understanding your brand, not just the logo, but who your clients are and how you approach the work, helps you to be more successful in marketing your firm. Talk about what you are doing to be more accessible to others. Everyone may be doing it, but if nobody is talking about it, customers won’t know. Google, including Google My Business,x` is a great referral partner if you are properly investing your time. Many lawyers think they have a lead problem, but it is actually a conversion problem. Get that dialed in before you spend money on marketing. "Your law firm is a business. That's something that people are now realizing that they need to think about it from business strategy, business terms, not just in legal practice terms." — Mark Homer Connect with Mark Homer: Website: https://gngf.com/YouTube: https://www.youtube.com/channel/UC8jMUZpf1YIvQ7MyHJEToHwLinkedIn: https://www.linkedin.com/in/markhomer/ & https://www.linkedin.com/company/gngf/Instagram: https://www.instagram.com/gngfound/?hl=enTwitter: https://twitter.com/mark_homer & https://twitter.com/gngfound?lang=enFacebook: https://www.facebook.com/GNGFound/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Jamie Spannhake discuss:The relationship between the billable hour and efficiency. Time management and mind mastery. The 168 Hour exercise and time management tools. Delegation for items below your paygrade. Key Takeaways:Time management is always clearer when we know what our values are - we always want to spend the most time on what we believe is the most important. Lawyering is all about problem solving, which is creative. The only way to be creative is to have downtime. If you feel like you are failing it is because you have too much stuff on your plate. Time tracking is a great way to find out what you are doing that is below your pay grade and where you could be better utilizing your limited time. "Mind management is two things - the way that we think about time, and how we talk to ourselves about time." — Jamie Spannhake Connect with Jamie Spannhake: Website: https://www.jamiespannhake.com/Email: [email protected]: https://www.linkedin.com/in/jamiespannhake/Instagram: https://www.instagram.com/lawyerlionlaundry/Twitter: https://twitter.com/idealyearFacebook: https://www.facebook.com/LawyerLionLaundry Book: https://www.jamiespannhake.com/products/the-lawyer-the-lion-the-laundry-available-for-pre-order Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and John Sciaccotta discuss:The foundation of John’s love of business development and marketing. The different forms of business development. Identifying the influencers around you. Significant touches and reaching out meaningfully. Key Takeaways:Make friends in the practice of law and establish relationships. Success breeds success - a small win can be expanded into even bigger wins. Get involved, build relationships, and be active with whatever group you choose to get involved in. Marketing and business development happens every day - it is up to you as to how many significant touches you make in a day, a week, or a month. "You have to identify influencers, people that can refer you legal business, or have control in sending legal work...you have to make an assessment and identify who are those influencers." — John Sciaccotta Connect with John Sciaccotta: Website: https://www.agdglaw.com/Email: [email protected]: 312-755-3180LinkedIn: https://www.linkedin.com/in/john-c-sciaccotta-7472535/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Catherine O’Connell discuss:Being your own brand in a solo firm. Maneuvering through a list of contacts and utilizing organizational contacts. Tips for handling meetings with Japanese clients. Greetings and etiquette for leaving meetings. Key Takeaways:What is risky to one person, may not be considered a risk by other individuals. In Japan, introductions are your gold medal door opener - don’t cold call, because the relationship matters more. When you are working with different cultures, you have to understand the social context of what people are saying rather than the exact definition of the words being said. Having a digital business card is becoming a new trend as the world learns to continue networking in a COVID and post-COVID world. "Working in Japan, and being successful here, is all about the long game. You've really got to be here and invest in relationships. It will take a long time until you can actually build up enough rapport with somebody to have a business relationship with them." — Catherine O’Connell Connect with Catherine O’Connell: Website: https://www.catherineoconnelllaw.com/Show: https://www.catherineoconnelllaw.com/podcastLinkedIn: https://www.linkedin.com/in/oconnellcatherine/Twitter: https://twitter.com/oconnelllawyer Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin, Robert Plotkin, and Cynthia Gilbert discuss:Relationships at the root of all business and networks.Business development as a learned skill, regardless of personality.Commitment and the art of the follow through.From generalization to specialization. Key Takeaways:Different environments are better for different people. Know yourself and speak to people who are doing what you are thinking of doing.Be cautious about being too transactional in any networking situation.Connections allow you to offer your clients fuller service than you would be able to do otherwise with only your firm.People are more likely to remember a specialist than they are to remember a generalist. "Although we are small and highly specialized, what we want to do is to be able to provide the client with the effective equivalent of a fuller service firm by being able to connect them with the other services that they need." — Robert Plotkin Connect with Robert Plotkin & Cynthia Gilbert: Website: www.robertplotkin.com.Website: https://blueshiftip.com/Show: https://blueshiftip.com/podcasts/Blueshift IP LinkedIn: https://www.linkedin.com/company/blueshift-ip-llc/Robert’s LinkedIn: https://www.linkedin.com/in/robertplotkin/Cynthia’s LinkedIn: https://www.linkedin.com/in/cynthiagilbert/Twitter: https://twitter.com/blueshiftipFacebook: https://www.facebook.com/BlueshiftIP/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Bob Kohn discuss:How Zoom and online connection has changed networking and opened more doors.Challenges lawyers are facing while growing a law practice.The power of a community of allies.Moving from planning to doing and really learning. Key Takeaways:Things do change and will change with little to no notice. By being in control of your own book of business you will have more control over your career.Things will change - people who learn marketing skills will do better both when times are good as well as when times are bad.Being “busy” is an excuse. Understand the obstacles that are stopping you from business development (and it’s not time).Just get started - do something productive that will take you in a positive direction. "Business development should be fun, it should be fulfilling. Business development is really a process of building your community. It's a community of allies, and it's a game changer." — Bob Kohn Connect with Bob Kohn: Website: https://www.kohncommunications.com/Email: [email protected]: https://www.kohncommunications.com/publications/Phone: 831-643-9939LinkedIn: https://www.linkedin.com/in/robert-kohn-2117a414Twitter: https://twitter.com/kohncomm Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Scott Rahn discuss:The importance of people and community. Building law firm culture. Benefits of great culture, detriments of a poor culture. Modernizing the suggestion box and put your money where your mouth is. Key Takeaways:You can only do so much well. Focus on what you do well and hunker down in that area.Your law firm culture is the glue that binds you. Show your employees that you care and that they matter. While we are all separated this is especially important to double down on your culture.As people, we are stronger together. "If you haven't made people feel welcome, safe, and appreciated, you're gonna have a hard time retaining them." — Scott Rahn Connect with Scott Rahn: Website: https://rmolawyers.com/Email: [email protected]: 424-320-9444YouTube: https://www.youtube.com/channel/UClDQzEOOKbGFULmXpdIPEnA/videosLinkedIn: https://www.linkedin.com/in/scott-rahn-trust-estate-probate-litigator-7b71602/Twitter: https://twitter.com/rmolawyers Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Sami Azhari discuss:Networking as a referral source.Qualifying referral sources and keeping an open mind.There is always time to be a thought leader - the law is always evolving.The power of social media and leveraging your work. Key Takeaways:You can be the most brilliant lawyer, but if you can’t generate business you’re not going to be successful.There's always opportunities to be made, there's always a way that you can network with someone and get something out of it.Look at how you are leveraging the interactions you have, the people you meet, and the work you do. There is time and effort that goes into all of your networking.The biggest way to get noticed is not necessarily getting people to view your profile, but by showing that you're active and commenting on other people's posts. "You have to want it. If you don't want it bad enough, there's somebody else out there that wants it worse than you do. If you're not out there hustling, it's just going to be a little difficult to sustain a practice and it's certainly going to be impossible to build one." — Sami Azhari Connect with Sami Azhari:Website: azharillc.comEmail: [email protected]: facebook.com/AzhariLLCTwitter: twitter.com/SamiAzhari1LinkedIn: linkedin.com/in/sami-azhari-60157525 Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Steve Adams discuss:The cultural addiction to distraction and how it is affecting your work. Productive and destructive health habits. Using your prime time for your prime tasks. Living a healthier, better life. Key Takeaways:Physiology, psychology, and engineering your lifestyle are key to your peak performance. You've got to take care of the billion dollar asset, which is you - your body. You only get one brain and one body, and it is a big part of being highly productive. Automate everything you can. Every decision you make in the morning wears down your capacity for what you can do in each day. Sleep needs to become your number one task every day. "Your addiction to distraction is costing you your fortune." — Steve Adams Connect with Steve Adams: Website: https://tigerpi.com/Book: https://tigerpi.com/bookpdf/LinkedIn: https://www.linkedin.com/in/steveladams Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and John Strohmeyer discuss:Recognizing how lawyers and law firms are different from other types of companies.Definition of customer service for a law firm. Minimize the things that don’t help you solve the problem your clients bring to you.Take care of your referral partners with exceptional service as that is where your primary business comes from. Key Takeaways:We are all selling some sort of product and it is, primarily, one of three flavors: stuff, results, or entertainment and fun. Understanding what type of business you are changes how you do customer service. By focusing on what you do, you aren’t getting distracted with other areas of law that are outside your area of focus. Consider what is good for your staff, not just your client. Get the right people in the right jobs to do things for you - you, as the lawyer, cannot do everything all the time. "Most of this service isn't about spending more money. Clients aren't looking for you to shower them with gifts and making sure your office is decked out in marble and glass. It's taking care of things for them and making it easy." — John Strohmeyer Connect with John Strohmeyer: Website: https://www.strohmeyerlaw.com/Show: https://www.fivestarcounsel.com/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Tom Latourette discuss:The three levels of why and looking beyond the apparent reasons. Finding the quantified cost, not just the story of what happened. Generating traction to get in the door for the sales call.Questioning, curiosity, and focusing on the client for best results. Key Takeaways:The first or second conversation you have with a client or potential client should be a discovery call - it should be all about them, not about your credentials. Take the time to explore both the hard costs, as well as the soft costs. When prospecting, think about what is going on in someone else’s world. Reinforce the initial pain point from the discovery call to remind clients and customers why they are continuing to work with you. "We need to get customers to really see that price is different than the total cost of what I pay when I'm working with somebody." — Tom Latourette Connect with Tom Latourette: Website: https://www.m3learning.com/Phone: 847-528-2738Email: [email protected]: https://www.linkedin.com/in/tom-latouretteTwitter: https://twitter.com/tomlatourette Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and John Yaworsky discuss:Lessons John has learned from big budget projects and has been able to apply to small budget projects. The evolution of video marketing and production.Getting more content out of your videos and three tips for the DIY attorney. Understanding when to DIY your videos and when to work with a production expert. Key Takeaways:Media literacy now includes being able to produce a video. Blogs aren’t getting as much attention as they used to, but video and audio are becoming more common and more efficient for many individuals.It is better to do three one-minute videos, than one six-minute video.An audience will forgive bad lighting and bad camera angles, but they will not forgive bad audio. "For business, it makes sense to get the point across quickly or mention you're going to get the point across quickly. It's better to do three, one-minute videos than one, six-minute video. Keep it short, keep it concise, keep them wanting more." — John Yaworsky Connect with John Yaworsky: Website: http://nimbledigitalmedia.com/ Email: [email protected] Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Alex Stamatoglou discuss:Making the decision to work with a coach.Understanding what you want to actually do and accomplish in your career. Business development - it’s not selling, pitching, and convincing.Developing business and sustaining the work you are bringing in. Key Takeaways:Do the little things that you know you need to do, trust the process, and it will lead to clients and revenue. Business development is more than “just get out there.” Working with a coach can help you to find structure and direction in your business development. Offer help to others and follow through. You are not the right person for everybody, but you are the right person for some people. "Many people are willing to help as long as you ask, but you’ll never know if you don’t ask." — Alex Stamatoglou Connect with Alex Stamatoglou: LinkedIn: https://www.linkedin.com/in/alexstamatoglou/Phone: (708) 228-6284 Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Lana Manganiello discuss:Why business development matters as an attorney.Control and how it makes or breaks your career.Tips to keep your business development going even while you’re busy.Business development can be as formal or as informal as you make it. Key Takeaways:Business development gives you control over who you work with and what matters you work on.Take a moment to look at the bigger picture and look at the value that you provide. What you do is more interesting than you may think.Hyperfocus on what type of work that you want to do more of and go after that specifically.The key to business development is intentionality, no matter how you choose to do it. "Business development is the key to career fulfillment in the legal profession." — Lana Manganiello Connect with Lana Manganiello:Website: equinoxstrategy.comLinkedIn: linkedin.com/in/lanamanganielloEmail: [email protected] Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Deb Smolensky discuss:Missteps companies are making as we come out of the COVID-19 pandemic. Retraining our brains to be our best, authentic self. Mental health and mental wellbeing. Bringing positive energy into the micro-moments of your life. Key Takeaways:We need to show up with empathy and curiosity as we meet with people. Pause to get your footing with each scenario and each individual. We are in a period of awareness. We are not the same person, things are not the same. Ask the curiosity questions, don’t just default to the old way. You can’t do two things at once. Your brain is not at peak performance if you are doing more than one thing at a time. When you are in your head in a conversation, that is when you stop listening. Put yourself in your shoes and deep listen to what they are actually saying. "For those leading an organization, remember that what you're feeling or thinking isn't exactly what other people are feeling or thinking. Role model, and then pivot with curiosity and empathy, because they might not be there." — Deb Smolensky Connect with Deb Smolensky: Website: https://www.nfp.com/LinkedIn: https://www.linkedin.com/in/debbiesmolensky/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Karin Conroy discuss:How websites have changed from the beginning brochure style to how they work best strategically now.Where lawyers and law firms are missing the boat on website design and strategy. Being unique and memorable from the first look of your website. Connecting your message with your design. Key Takeaways:Website technology is constantly changing. Whenever you learn it, learn the principles and concepts about marketing and design and evolve with the changes. Don’t pretend that you know what you’re doing in building your website - work with someone who can strategically help you design your website for what you want it to do.Not everyone uses websites the same way you use a website. Conversion does not mean the same for every firm. "Your calls to action need to be aligned with your positioning." — Karin Conroy Connect with Karin Conroy: Website: https://conroycreativecounsel.com/LinkedIn: https://www.linkedin.com/in/karinconroy/Twitter: https://twitter.com/karinconroyFacebook: https://www.facebook.com/conroycreativecounsel/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.