BE THAT LAWYER

In this episode, Steve Fretzin and Regina Leslie discuss:Developing confidence in the business world.Getting out of our own heads, slowing down, and listening. Maximizing the impact of virtual meetings. Tips for presenting, regardless of your size of the audience. Key Takeaways:It’s the self-focus that gets in our way. The more we focus on others, and really listen and engage with that person, the anxiety will immediately drop.Take away fillers and utilize the power of the pause. Look directly into the lens when you are in virtual meetings - it makes all the difference in connecting to the other person. The size of the audience is less important than the way that you present yourself. Speak directly one to one person (or group) as you speak. "People don’t buy what you do, they buy why you do it. You can’t sell that convincingly with a slide as much as you can with your voice and who you are." — Regina Leslie Connect with Regina Leslie: Website: reginaleslieconsulting.comLinkedIn: linkedin.com/in/regina-leslie-39b4a615/ 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 Phil Gafka discuss:The top leadership and culture challenges that are faced in the workplace.Putting the right people in the right seats. Understanding what your values mean to your organization.Posing questions to influence change. Key Takeaways:You manage the process, you lead people. As a “managing partner,” you need to learn how to lead your team, not just manage the processes of what is happening. There are potentially 5 generations working in your organization - stop talking about the difference and focus on the commonalities between us as a team. Values don’t have to transfer from one organization to another, but you do have to be honest and deep with understanding what your organization’s culture and values are. Set your sights on excellence, not perfection. "The only way you can move forward is to accept responsibility and then make those connections." — Phil Gafka Connect with Phil Gafka: Website: leapcoaching.comEmail: [email protected]: linkedin.com/in/philgafka/ 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 Sarah Tetlow discuss:Reducing stress and anxiety.Recharging your own batteries for the most productivity and functionality.Zoom fatigue and the dangers of back to back meetings.Sarah’s top time management tips. Key Takeaways:The top two things to keep the stress down that you should be doing regularly: get good sleep and take breaks.If you know what your top 3 most important things are, it is easier to allow yourself time on your calendar to get those done and still take the breaks needed to reset.Be comfortable with what you are not working on.Write things down - you do not have space in your brain to effectuate the work. Write it down somewhere that it is accessible and a trusted source. "It is important to hold space at the end of your workday to wrap up the last few things, or be comfortable with delaying it until the next day." — Sarah Tetlow Connect with Sarah Tetlow: Website: Firm-Focus.comLinkedIn: linkedin.com/in/sarah-tetlow-42688b8/ & linkedin.com/company/firm-focus-llcFacebook: facebook.com/Firm-Focus-2133715496717831/ Book Reference: Getting Things Done by David Allen - amazon.com/Getting-Things-Done-Stress-Free-Productivity/dp/0142000280 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

In this episode, Steve Fretzin and Bill Himmelstein discuss:Becoming a partner, not a vendor with your networking partners. Leading through giving.Building your social capital and filling the well. The three keys to finding a great networking partner. Key Takeaways:The greatest question you can ask someone is, “how can I help you?”Ask questions, be an active listener, and identify pain points for those you are connecting with. You will not stay closely connected with everyone if the fit isn’t right, but stay loosely connected via social media and be polite, you do not want to burn any bridges, but you also need to watch your time. Be clear upfront about your intentions to build a mutually beneficial networking relationship. "When you can lead with giving it really disarms people. They don’t feel that you’re a salesperson trying to get them to purchase your service or product, but rather, you’re a partner of their’s trying to understand how you can best support the growth of their business." — Bill Himmelstein Connect with Bill Himmelstein: Website: tagcommercialbroker.comEmail: [email protected]: linkedin.com/in/williamhimmelstein 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 Gyi Tsakalakis discuss:Defining your success metrics in advance of a marketing campaign. Having a business objective for your marketing plan. Social media strategies for lawyers and law firms. What lawyers should be focusing on with their marketing. Key Takeaways:Ask a lot of questions - your best weapon is an education in what you’re talking about. Set clear expectations of what the partnership looks like from the beginning when working with any marketing or website expert. The key to social media is engagement. Having content is great, but engaging with others on their posts is a great way to make connections. Social media is like a networking event - you have to nurture the connections in order to get value out of the platforms. "I really would focus on trying to stand out and delivering value over the next couple of years, because those are the people that are going to win the day in the future, no matter what the conditions in the landscape are." — Gyi Tsakalakis Connect with Gyi Tsakalakis: Website: GyiTsakalakis.com & AttorneySync.comEmail: [email protected]: legaltalknetwork.com/podcasts/lunch-hour-legal-marketing/LinkedIn: linkedin.com/in/gyitsakalakisTwitter: twitter.com/gyitsakalakisFacebook: facebook.com/gyitsakalakis 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 Steven Lefkoff discuss:The power of video in giving instruction and information to your clients.Planning and executing his videos for Gavel Powered by Small Claims Academy.Embracing the changing technology to further help your clients.Using video across multiple platforms. Key Takeaways:The video doesn’t need to be perfect as long as the sound is clear and understandable.Nobody wants you to listen to you read a transcript. You know your information, just talk. This is your area of expertise.Videos are another source of marketing. Make them and don’t quit, regardless of the schedule you choose. It is not a fly by night activity, you have to commit to it.Commitment is key. Some videos will hit stronger than others, there is no magic formula. "You don’t have to have everything written down in perfect form before you do everything. That is not reality and it thwarts the ability to just do it." — Steven Lefkoff Connect with Steven Lefkoff: Website: SmallClaimsAcademy.com & Gavel.LegalEmail: [email protected]: linkedin.com/in/stevenlefkoffTwitter: twitter.com/slefkoffFacebook: facebook.com/gavelsca 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

In this episode, Steve Fretzin and Heather Pearce Campbell discuss:The massive opportunities in the legal industry if there is a slight focus shift. Recognizing where your potential customers are spending time. Differentiation is a way to stand out from the crowd. The discovery process that comes before committing to marketing and branding. Key Takeaways:Show up, be in the conversation, and position yourself as the expert in your space, even before people are looking and recognize they need your services. Don’t be afraid to niche down and get very specific on what you do. It’s about breaking the black box legal model. You can give value and have that value come back to you in huge ways if you’re willing to put information and yourself out there. Study what other businesses (not law firms) are doing and what they are doing well. "Collectively, we have a variety of opportunities, firms have different opportunities than solos and smaller practitioners do. But all together, we have an opportunity to be more creative about the way that we show up more creative about the way that we are in conversation with people who should be our clients." — Heather Pearce Campbell Connect with Heather Pearce Campbell: Website: LegalWebsiteWarrior.com & PearceLawServices.comEmail: [email protected] & [email protected]: 206-799-2539Show: Guts, Grit & Great Business - legalwebsitewarrior.com/blog/category/podcastInstagram: instagram.com/thelegalwebsitewarriorLinkedIn: linkedin.com/in/heatherpearcecampbellFacebook: facebook.com/HeatherPearceCampbell 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 Jordan Ostroff discuss:Being the best marketer, not just the best attorney.Finding your niche and playing to your strengths.Reasons to have a strong website.Top 3 tips for marketing your law practice. Key Takeaways:You will learn more from failures and mistakes than from your successes. Don’t be afraid to try new things and see what works.Stand behind your work. Confidentiality is important, but so is transparency. If you don’t ever talk about your work nobody will know what you do.Your personal social media can be the best source of cases that you have.Your phone is the best piece of technology, shoot video clips on different topics and you will get more comfortable presenting in any situation. "Think back to those brave war stories you tell everybody. Your best war story might be your niche." — Jordan Ostroff Connect with Jordan Ostroff: Website: jordanlawfl.comLinkedIn: linkedin.com/in/jordan-ostroff/ & linkedin.com/company/jordanlawfl/Facebook: facebook.com/jordanlawfl/ 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

In this episode, Steve Fretzin and Jared Correia discuss:Marketing and intake strategies for lawyers.How Gideon Software can assist lawyers and law firms.Putting the effort into marketing consistently.Asking for referrals and talking about what you do. Key Takeaways:Physically track your day and find out where you can uncover personal inefficiencies. As you add personal efficiency to your day, there’s a better chance it’ll trickle down to other people.You don’t have to be a slave to the 9-to-5 schedule. Make your schedule fit with what works for you, whatever that looks like.Be open to new ideas and new opportunities. If you’re negative toward everything how will you ever get ahead?Make asking for a review part of your client experience, it doesn’t have to be a big thing, but you do need to ask and strike while the iron is hot. "Content marketing is a place a lot of small firms, in particular, could do really well. And if you're a small business owner, you can be yourself, it's okay to be yourself. You don't have to be like someone else's idea of what a lawyer should be. You're gonna attract more people if you're authentic like that." — Jared Correia Connect with Jared Correia: Website: RedCaveLegal.com & Gideon.LegalLinkedIn: linkedin.com/in/jaredcorreia & linkedin.com/company/gideon-legal-software/Twitter: twitter.com/RedCaveLegal & twitter.com/Gideon_LegalFacebook: facebook.com/GideonLegal 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

In this episode, Steve Fretzin and Walt Hampton discuss:The freedom that comes from discipline. Identifying your personal high-value targets. Enrolling and engaging others. Connecting with the things that make our hearts sing to go the distance. Key Takeaways:Without a plan, we are in high reactivity mode all day. With a detailed plan for the week, then we have a roadmap to follow. Not everything is an emergency in your life - not everything needs to be handled with high reactivity day in and day out. The problem with a to-do list is that every item on the list appears to have equal importance, which is just not true. Become more active and engaged in your firm’s culture. Balance and time master do add to the bottom line. "The single most important thing to realize is that while we all want to manage time, we can't. Time is not amenable to management. We can wrestle it all we want and it will come and go however hard we work at the management of it. We can become better masters of ourselves, and how we show up every single day and, in that way, master that limited time we have on this planet." — Walt Hampton Connect with Walt Hampton: Website: Summit-Success.comEmail: [email protected] eBook: summitsuccess.lpages.co/the-power-principles-of-time-masteryLinkedIn: linkedin.com/in/walthampton 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 David Ackert discuss:Reframing the mindset of business development. Organic and inorganic business development. Being organized in your outreach to those in your circles. Stepping up to be a coach in your own right. Key Takeaways:With changes due to the pandemic, a lot of networking and connection is needing to be more purposeful and intentional rather than happening in the moment. Be focused on your inner circle and your outer circle - you won’t hesitate to reach out or make the calls. Now is the time to mature those relationships. You need to invest time, not just check a box with a generic newsletter. You need to have real-time, authentic conversations. Business development is relationship development, not a sales transaction alone. "Business development is the exercise of helping people be their best selves in the context of the relationships that can help their businesses grow." — David Ackert Connect with David Ackert: Website: AckertInc.comYouTube: youtube.com/playlist?list=PLDc61u78wxY5EU8F4Gw5FY_pDKXnIjSRoLinkedIn: linkedin.com/company/ackert-inc. & linkedin.com/in/davidackertTwitter: twitter.com/davidackertFacebook: facebook.com/ackertinc 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 Adriana Linares discuss:How technology can facilitate efficiency in the law industry. The benefit of practice management programs. Email and document management systems. Integration of tech products to add efficiency affordably. Key Takeaways:Two of the biggest issues with technology is that the training is not properly done and people don’t know how to utilize all of the features. Systems, efficiency, and training are required to grow a law firm properly. Solos and small firms have an advantage over larger firms in becoming more efficient, making changes, and implementing them. As more and more tech products continue to work together, more lawyers are utilizing the different systems to help best manage their firms. "Essentially, for $150 a month per head, your firm can run efficiently, securely, and mobile. I could not have given that number 10 years ago." — Adriana Linares Connect with Adriana Linares: Website: LawTechPartners.comShow: New Solo Podcast - legaltalknetwork.com/podcasts/new-solo/LinkedIn: linkedin.com/in/adrianalinares/ & linkedin.com/company/lawtech-partners/Twitter: twitter.com/AdrianaL & twitter.com/LawTechPartnersFacebook: facebook.com/lawtechInstagram: instagram.com/LawTechPartners/LiteraTV: lawtechpartners.com/category/podcasts/literatv/ 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 Neil Dishman discuss:Reasons to hire a business development coach (even if you seem really good at it already). The importance of business development to both young and seasoned attorneys. Clearing the head trash to learn how to develop your business. Having quality questions and a confident process and approach. Key Takeaways:From the beginning, you should be working on your book of business. Not necessarily bringing in clients right away, but planting seeds, networking, and building relationships. As a lawyer, you are a business person with a product to sell. You don’t have any business to do if you don’t sell your product. The more experience you get and the more substance you build up in yourself makes it easier to spot issues, ask good questions, and build your book. There is no one skill or trait that is necessary to be a successful rainmaker that you don’t already have as a successful litigator. "You need that book of business to have autonomy, to have security in your career. You can end up in a bad spot if you don’t." — Neil Dishman Connect with Neil Dishman: Website: JacksonLewis.comEmail: [email protected]: linkedin.com/in/neildishman/ 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 Matt Spiegel discuss:The value of CRMs in your law firm and what makes a good CRM. What makes Lawmatics such a great program for lawyers. Continuing your relationship with the client after the case has finished. Relationships as the key to your success as a business. Key Takeaways:There is going to be some thought and commitment to setting up your CRM properly. However, it’s not as terrible as you probably think it will be. The learning curve of the platform should never be an issue when setting up a CRM. Lawyers must start thinking more like traditional businesses when it comes to customer/client interaction. If you aren’t nurturing your relationships with your clients after the case ends, that is money you are leaving on the table. "When it comes to intake, follow-up is critical. Law firms that follow up immediately have a significantly higher conversion rate than law firms that don't do that." — Matt Spiegel Connect with Matt Spiegel: Website: Lawmatics.comEmail: [email protected]: linkedin.com/in/mattspiegelesq/Twitter: twitter.com/mattspiegelesq 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 Becker discuss:Overcoming barriers to build your book of business. Working with others, including a coach or mentor, to learn how to build your practice. Building your practice in a niche. Niche-centric and client-centric businesses. Key Takeaways:Once you do the same thing 8-10 times, or more, people start to look at you as a serious professional trying to build something with a serious purpose. You have to have great branding, together with great legal services delivery, and a great team of lawyers to deliver those services. You have to be open for business, even if you’re not asking for business, constantly. Be in front of others and keep the two-way communication open. To make a great lawyer, you have to have the ability to do great analytical work and combine that with really good personal and communication skills. "You have to be great at something. Once you're great at something, you understand what it takes to be great in other things. And so there's obviously a cost to specialization, but it's very hard to attract business, and serious business, without being great at something." — Scott Becker Connect with Scott Becker: Website: McGuireWoods.com & BeckersHealthCare.comEmail: [email protected] or [email protected]: beckershospitalreview.com/podcasts.htmlLinkedIn: linkedin.com/in/scottbeckermw/ 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 Jennifer Bennett discuss:What lawyers should be focused on to be successful in their practice or if a move (chosen or forced) is happening. How women in law today are getting ahead and getting a seat at the table.Leveraging the current circumstances to get ahead and get to the next level. Relationship building and networking as a core skill. Key Takeaways: Self-sufficiency is more important than it's ever been. Most firms are hoping and expecting those looking to be partners to bring business with them on a move and that hasn't changed.Clients are demanding diversification on their case teams and their trial teams, and that has really pushed things forward in a really meaningful way for women. Women should have the confidence and recognize their value to firmsDeveloping your book of business starts with your peers and grows from there, it doesn’t start in your fifth year of practice. "Women shouldn't be afraid to take the time management bull by the horns and take the time they need to do the things they need to do outside the office. Just put it on your calendar, block it off, be confident, and handle your day the way you need to do it." — Jennifer Bennett Connect with Jennifer Bennett: Website: KBFSearch.comLinkedIn: linkedin.com/in/jenniferbennett2 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 Weinthal discuss:The lifetime skill of networking and business development. Knowing what you do well, what you don’t do well, and doing both. How business development is like baseball. Why the key to networking is relationships. Key Takeaways:The law is a sales and relationship job, even if they never tell you that in law school. Failure is imperative. Without failure, there is no learning. Failure is the true constant in every career. Do those things that do not come easy, that make you uncomfortable, and fail forward. You cannot let internalisation eat you alive if something doesn't go the way you think it will.There is no shame in using a coach. There is no stigma or reputation that should ever attach to anybody for reaching out to somebody to ask for help in business development. "No one particular type of networking or business development is perfect for everyone. Each person that decides they're going to have their own book of business and their own clients that's going to make them valuable to their organization needs to find the right way to network, or the right kind of networking, for them. That leads to optimal results." — Brian Weinthal Connect with Brian Weinthal: Website: BurkeLaw.comLinkedIn: linkedin.com/in/brianweinthal 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 Johnson discuss:Building networking and marketing strategies based on your strengths and your target market, not just what everyone else is doing. Tangible tactics to marketing your business. Writing a strategic business development plan and tweaking it as needed. Making connections and networking with TALENT. Getting the most out of networking on Zoom and taking advantage of the technology we all have. Key Takeaways:A plan is great, but without action isn’t worth anything more than the paper and ink. Don’t be afraid to make mistakes. LinkedIn is a great platform to build new connections is a place where I find a lot of people are really messing things up because they're soliciting business from people they don't even have relationships with yetSet a goal - it gets the mind completely focused on that. Stories are very powerful ways of people remembering you, remembering what do you do, and, more importantly, how you helped that person out. "Look at LinkedIn like you're at a networking event where you're shaking somebody's hand. It's the same thing." — Gary Johnson Connect with Gary Johnson: Website: j2marketingconsultants.comLinkedIn: linkedin.com/in/j2marketingconsultantsTwitter: twitter.com/j2consultants 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 Roy Sexton discuss:Defining business development and marketing, the relationship is between the two, and how best to integrate them. Listening to the coaches you bring in until it is built and hardwired into your DNA. Getting the full value out of your content and of social media. Being engaged in the social media community. Key Takeaways:Marketing shows you where the door is, business development helps you walk through it.The business development technique you hold near and dear is not a silver bullet. It's what you do with it. It's how you develop relationships and how you build a book of business. With commitment, there is growth. Business development is a learned thing - you just have to stick to the regiment. The days of being able to avoid social media are over. "We call it a rule of three. If you're speaking somewhere or you've written something, you've three bites at the apple on social media to promote that, at minimum. There's the time leading up to the webinar you're about to promote and promote that more than once." — Roy Sexton Connect with Roy Sexton: LinkedIn: linkedin.com/in/royesexton/Website: ClarkHill.comTwitter: twitter.com/roysextonFacebook: facebook.com/roy.sextonBlog: ReelRoyReviews.comBooks:Reel Roy Reviews: Vol. 1: Keepin’ It Real - amazon.com/Reel-Roy-Reviews-Keepin-Real/dp/0615964907Reel Roy Reviews: Vol. 2: Keep ‘Em Coming - amazon.com/gp/product/0692360433/ref=dbs_a_def_rwt_bibl_vppi_i0YouTube: youtube.com/roysexton 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 Jon Vegosen discuss:How Jon learned about the importance of relationships early in life and how it has affected his career.The benefits of being on one or multiple boards for both the lawyer as well as the board itself.Nothing ventured, nothing gained - keeping your higher purpose in mind will strengthen your position and your will.Building relationships that go above and beyond the legal work. Making everything about those relationships. Key Takeaways:You don’t always have to agree, but it is how you disagree - with respect.Be responsive, provide first rate service, bring joy and always follow up.Develop your confidence so you can gain the confidence of clients and provide wise counsel.Always, always, always be there for your clients. "I take a genuine interest in others, I befriend them, and they see that I care. I listen to them. With a high mission of service, I try to help them with things in their personal and business lives that may have nothing to do with legal issues." — Jon Vegosen Connect with Jon Vegosen: Website: FVLDLaw.comEmail: [email protected] Jon directly: 312-701-6860LinkedIn: LinkedIn.com/in/Jon-Vegosen-06b155/ 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 Breen discuss:Looking for visionaries and seeing the ROI in PR. Creating real value and relationships. Tips and tools for lawyers to get ahead and build a better business. Key Takeaways:Investments are investments, they aren’t a cost. The most important thing about being in media is to get validity and credibility both short term and long term.Raising your rates earns you respect for the people and clients that matter the most. "I think of it as direct and I know who my tribe is, and it just weeds out all the nonsense, all the noise. And that's how I built this global successful company in three years." — Justin Breen Connect with Justin Breen: LinkedIn: Justin BreenWebsite: BrEpicBusiness.comBook: Epic Business: 30 Secrets to Build Your Business Exponentially and Give You the Freedom to Live the Life You Want!Twitter: @BrEpicCommFacebook: BrEpic Business Book 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 Kait LeDonne discuss:Branding, marketing, and sales - how are they different and how do they work together for you and your company. The top mistakes companies and individuals make before going to market. Narrowing your niche to become the expert in that specific area. Keeping authentic with your branding. Key Takeaways:People want to feel seen, heard, and understood. If you can tackle that in branding, you will have a step up for other aspects of your client relationship. NIche down your audience down to the details - if you’re not talking to somebody, you’re talking to nobody. FOCUS - Follow One Course Until Successful. Refine and perfect one marketing channel and dominate that before rolling it into another channel. "Right now, social media attention is an all-time high. You need to be out there providing those comforting statements of what people don't know they don't know about how COVID is impacting them, and you need to be doing it on a platform where your audience is most likely spending time." — Kait LeDonne Connect with Kait LeDonne: Website: LeDonneBrands.comLinkedIn: Kait LeDonneTwitter: @kaitledonneFacebook: Kait LeDonneInstagram: @kaitledonneBook: The Attraction Magnet 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 Jay Harrington discuss:Seeing opportunity even in the time of COVID-19.Prioritizing business development.Networking efficiently and effectively with a plan. Investing in a coach and the benefits of doing so. Key Takeaways:Don't assume that the opportunities aren't there, you've got to become more proactive.Prioritizing that one hour a day to work on business development is the most important thing you probably do all day.Business development is the key to financial freedom and security. There is value in making an investment. We take things more seriously if we invest dollars into something. "You need to position yourself to be more visible and relevant in places where people are now searching for solutions - which is online." — Jay Harrington Connect with Jay Harrington: Twitter: @harringj75Facebook: HarringtonWebsite: HCommunications.bizBook: The Productivity Pivot & More!Show: The Thought Leadership ProjectLinkedIn: Jay Harrington 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 Duc Trang discuss:Engaging with companies about their business specifically. How to get in the door with a high-level GC. The value of different billing models. Trends in the law field as a result of COVID-19. Key Takeaways:It’s a lot cheaper to create additional revenue streams from your current client base. You want to have the headspace of your current clients so that they will have conversations about you when you're not in the room or when you're not askingWe will all have our successes and our lack of successes. Take a clientcentric approach - stay curious and look outside of yourself and your career. "In fact, [General Counsel are] probably talking to the firm because they've already been vetted that you have technical expertise, what they want to understand are two things: Do you understand my business and my business problem of which legal is only apart? And how would you marshall the resources at the firm to try to help you solve this business problems?" — Duc Trang Connect with Duc Trang: Website: MLAGlobal.comLinkedIn: Duc V. Trang 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 Jim Lundy discuss:Why you want to grow your own book of business. Balancing business development, marketing, client service, and the billable hour. Changes to the legal community because of the current pandemic. Giving and assisting with sincerity. Key Takeaways:The best way for a lawyer to be their own boss was to develop their own practiceTreat your business development as important as the billable hour. View other lawyers as collaborators and as potential referral sources, not as competitors. We need to embrace the new reality and use the virtual opportunities that we have to continue to interact with our clients and potential clients. "Whether you're on your own as a solo, whether you're in a small firm, or whether you're in a large firm, I think you do have to view yourself as your own businessman." — Jim Lundy Connect with Jim Lundy: Email: [email protected] Phone: 708-557-9656LinkedIn: Jim LundyWebsite: FaegreDrinker.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 Steve Seckler discuss:Getting to know others as a way to sell professional services. Challenges and issues facing lawyers in career transitions and building a law practice.Ways to start building your book of business. Transitioning out to potential retirement or out of the law. Key Takeaways:Selling legal services is not about a hard sell. It’s learning about people's concerns and getting to know them over time. Lawyers, as a group, tend to be more conservative, which can make it difficult for them to make lateral moves or move to an equity role. Coaching is a strength, not a weakness. People have succeeded in every field at every level because of a coach. When you are thinking about transitioning, you want to have a plan in place. You won’t want to make the decisions on the doorstep out. You want to make the decisions long before you get out. "The best subjects for coaching are the people that have the most potential." — Steve Seckler Connect with Steve Seckler: Twitter: @stephensecklerWebsite: CounselToCounsel.comShow: Counsel to Counsel with Stephen Seckler, Esq.LinkedIn: Stephen Seckler 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 Brad Barkin discuss:Reasons for having insurance and challenges that lawyers face in making those choices. Networking to identify new business and new strategic partners. Being a better provider by going beyond the transaction. The changing landscape of the insurance industry. Key Takeaways:Always be offering. What goes around comes around. Embracing technology and adapting that technology to your company can be massively helpful for you and your company. Being selfless goes a long way. If you’re helping someone, in more ways than standard, you will be a better advocate for your client. Insurance is not going anywhere, but there is more technology being inserted into the space which will only benefit the consumer. "If you can be a provider or a source of expertise on something to the industry beyond simply insurance, then you're instantly a better advocate or a better provider then the next guy." — Brad Barkin Connect with Brad Barkin: Website: Embroker.comLinkedIn: Brad Barkin 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 David Fram discuss:The importance of good public speaking. Challenges lawyers typically have around speaking and how it can be helped.Key steps when giving a legal presentation. Enhancing not detracting from your presentation both in person and online with body language, visuals, and how you are laying out your presentation. Key Takeaways:Any good teacher or speaker can make any topic interesting. A bad teacher or speaker can make even the most interesting topics boring. Content is a small part of a listeners takeaway - roughly 7% based on studies. You get credibility when you use the terminology that your audience knows and uses.People are motivated and learn through story. Be excited about what you are speaking about. Use your body to bring the audience into what you are saying. "You’re getting tons of exposure when you do a presentation, you should be getting value back." — David Fram Connect with David Fram: Twitter: @FramNELIWebsite: NELI.org & DavidKFram.comBook: Raising the Bar: How to Give Outstanding Legal PresentationsYouTube: David K. Fram SpeakerLinkedIn: David Fram 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 Ron Bockstahler discuss:Natural networking while working in a suite of lawyers. Building your book of business from early in your career. Finding efficiencies to make the most out of what you have.The changes happening in communication and technology and how it is affecting firms. Key Takeaways:Invest in space to have a successful law firm - but having third party offices may be a really good option. Collaboration is a key aspect to practicing law. Utilize this time that we have to build your brand, reconnect, and help those that you can.Revitalize old contacts and relationships while we have the time and technology to do so, even if it isn’t in person. "We're seeing some firms look at pooling their back office resources into a separate third party company, which never thought you would have seen some of the largest firms in the world looking to do something like that. I think that's going to be happening more and more." — Ron Bockstahler Connect with Ron Bockstahler: Twitter: @amataofficesFacebook: Amata Law Office SuitesWebsite: AmataOffices.comEmail: [email protected]: The 1958 LawyerLinkedIn: Ron Bockstahler & Amata Law Office Suites 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 Rich Lenkov discuss:Non-traditional marketing and branding to grow your book of business. Servicing your existing clients first, no matter what marketing you choose to do.Your must dos for succeeding in growing your practice. Utilizing other attorneys and skill sets in your firm to better serve your clients. Key Takeaways:Understand and serve your existing clients by understanding their business and their principles. Be more than just a provider of a legal service - be a business partner first.As a good marketer, you will fail more than you succeed - if you’re not failing, you’re not trying.If you want to grow your business, and grow it well, you have to take the time to do it right. "If you don’t service your existing clients first and take care of them, then all the marketing in the world won’t help." — Rich Lenkov Connect with Rich Lenkov: Twitter: @rlenkovWebsite: BDLFirm.com & ChilaProductions.comShow: Legal Face-off PodcastLinkedIn: Rich Lenkov 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 Russell Knight discuss:Getting clients from the strange questions you answer on your website. How regular contact can impact how you’re found online. SEO and content creation. Three things any lawyer should be focusing on now to build business. Key Takeaways:When you write articles, be specific about what you write about, not a broad, general question, you will drive clients to you from their searches. A website is like a car, you can tell what year it is from just by glancing at it.Keep doing what you’re doing - double down on what is working for you. Invest in your website - consider going through a private individual rather than an agency and you may get a different artistic perspective. "If you're doing research, you should be taking notes. If you're taking notes, you might as well turn it into an article." — Russell Knight Connect with Russell Knight: Twitter: @RDKLegalFacebook: Law Office of Russell D. KnightWebsite: RDKLegal.com & DivorceAttorneyNaplesFL.comLinkedIn: Russell Knight 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 Marc Siegel discuss:Getting respect, even from opposing counsel.Reciprocating referrals. Successful tips for growing your law practice through referrals.Having multiple buckets of incoming business in your book of business.Marketing as an opportunity to better your life and making the most out of every meeting you have. Key Takeaways:You can never sacrifice your own reputation to satisfy what the client wants.Take good care of the referrals so the client and the contact are both satisfied that they are being taken care of.Get your website on the front page. To help with that, ask your clients for Google Reviews. Your brand is everything when you are working with individuals. Being a good lawyer isn’t enough. "Assume that you’re going to start your own practice." — Marc Siegel Connect with Marc Siegel: Website: MSiegelLaw.com & ConsultTheNegotiator.comEmail: [email protected]: 312-878-3210LinkedIn: Mark Siegel 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 Anita Ventrelli discuss:How Anita keeps, maintains, and builds relationships with clients. Drilling down to the why with your clients.Building relationships naturally. Confidence through preparation and effort. Key Takeaways:Learning the why behind what is going on will help you to avoid miscommunication. Nobody likes to feel like they are a cookie cutter - everyone and their situation is unique. Network with an air of giving - especially those stronger connections in your circle. Increasing our collective knowledge helps us all work better together. "We are always better when we are passionate about something." — Anita Ventrelli Connect with Anita Ventrelli: Website: sdflaw.comProfessional Bio: Anita Ventrelli Blog: FamilyLawTopics.comLinkedIn: Anita Ventrelli 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 Estis discuss:Important keys for speaking in front of an audience. Adapting and changing to customer expectations and sophistication. Asking effective questions to connect in conversation.Altering conversations during times of crisis. Key Takeaways:The best speakers are master storytellers. Blend expertise and emotional resonance and you’re doing a good job. The sales process today has to be more customized and personalized. You have to create customer intimacy and get obsessed with customer outcomes. Most people love to sit on warm leads in the land of indecision, and that can often be the kiss of death for performance, too. "We've got to learn to be comfortable being a little uncomfortable, having the courageous conversations, and getting clarity around where somebody is in their decision making process after a certain point in conversation or engagement." — Ryan Estis Connect with Ryan Estis:Twitter: @RyanEstisFacebook: Ryan EstisWebsite: RyanEstis.comeBook: Adapt and ThriveYouTube: Ryan Estis & AssociatesLinkedIn: Ryan EstisInstagram: @ryanestis 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 discusses:Having a centralized list of all your key relationships. Think about where you are and where you need to be. Having and creating a marketing and business plan for your company.Finding your differentiator and your infomercial. Getting results from networking and qualifying a contact with T.A.L.E.N.T. Key Takeaways:Create systems around you that will allow you to practice law. Look at your strengths and weaknesses - some of those weaknesses may be learned skills that you can improve.A business without a business plan is like a road trip without GPS or planned destinations. Your plan needs to have a beginning, middle, and end. Make it as specific as you can be.Business development is a learned skill. "Business development has become a bigger part of what determines success as a lawyer.." — Steve Fretzin Connect with Jeremy Baker:Website: OperationPalmtree.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 Dan Gershenson discuss:Enjoying the swing and the process of business development.Biggest mistakes professionals are doing in their social media and branding.Deciding what you will focus on marketing. Staying active and building your brand, even during COVID. Key Takeaways:Mistakes are part of the game - treat them like a learning experience. There is no such thing as luck. Track your activity and learn the difference between an introduction and a quality introduction. Become a trusted advisor - answer questions on what you do and how you can help others serve their businesses.No brand strategy should take more than 2 months maximum. "There’s a difference between niching your brand, and niching your business." — Dan Gershenson Connect with Dan Gershenson: Twitter: @DanOnBrandingFacebook: Caliber Brand Strategy + Content MarketingWebsite: HighCaliberBranding.comPhone: 773-677-6043Book: Content Marketing for Local SearchEmail: [email protected]: Dan Gershenson 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 Walker Lawrence discuss:Creating your own destiny through key relationships.Becoming a center of influence to grow your book of business.Leveraging technology to help you network.Quality versus quantity in your networking and relationships. Key Takeaways:In order for you to have control of your own work and destiny, you have to take ownership of it. To do that, you need relationships and clients and have ways to bring value.If you don’t have the relationships, you aren’t bringing in the business (especially right now) which makes you more of a liability than an asset.Find a method that helps you to screen your relationships so that you can connect with the strongest relationships.Be open with your network and synergy partners so that they know who to introduce you to. "Relationships are the driver of your business." — Walker Lawrence Connect with Walker Lawrence: Website: LGAttorneys.comEmail: [email protected]: Walker Lawrence 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 Colleen Hurley discuss:Colleen’s decision to hire a coach, and hiring a male coach, to grow her own book of business and business development skills.Finding a synergistic coaching relationship.Skills learned by working with Steve as her coach.What it takes to be successful in growing your book of business. Key Takeaways:Gender should not be a consideration in who you work with - it has nothing to do with gender and everything to do with the person and who you connect with for things to work well.By taking the pressure off, you’re more likely to work with someone as it doesn’t feel forced and you can build a genuine connection.Focus on your work product - you need to consistently provide quality representation for your book of business.If you care enough about something, you will make the time and prioritize it. Working with a coach can assist you in finding that time management while growing your book and strengthening you in your career. "The thing that is most helpful is doing great work for someone - because then they’re going to want to refer you, they’re going to want to give your name to a friend who needs that same level of work." — Colleen Hurley Connect with Colleen Hurley: Website: LavelleLaw.comPhone: 312-888-4112Email: [email protected]: Colleen Hurley 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 Christina Martini discuss:Christina’s journey from engineering to law school and how she got into her current role as a partner in the non-patent aspects of IP law at McDermott Will & Emery in Chicago.Developing a book of business for those who aren’t necessarily in front of clients every day.Learning new languages and plans, working with coaches, and growing as a lawyer in business development.Staying connected and finding normalcy during COVID-19. Key Takeaways:The foundation of building your book of business is being excellent at what you do, developing your street cred, and enjoying being with clients, both figuratively and literally.It is important to put aside what your normal personality profile predilections are, get out there and make a name for yourself.Plans, processes, and languages are there to be learned and studied so that it becomes more normal and comfortable.Be as transparent as possible in the engagement process. "Being excellent at what you do is just the beginning." — Christina Martini Connect with Christina Martini: Twitter: @TinaMartini10Show: Paradigm Shift Podcast & Legal Face-OffWebsite: MWE.com & www.paradigmshiftshow.comLinkedIn: Christina Martini 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.

This episode was recorded prior to the Coronavirus epidemic, however, the ideas and methodologies still work in the virtual environment. In this episode, Steve Fretzin discusses in his training class:How to be efficient in a one-on-one meeting.Setting out a gameplan going into a networking meeting.Keeping the steps moving forward during the conversation.Scripting for networking situations. Key Takeaways:Keep the conversation balanced - if one person dominates the networking conversation, there is not an appropriate amount of communication to know if you’re going to work together.When working with someone new, start small. Baby steps to see if you’re a good fit working together.Bring something to the table at networking events even if you can’t bring anybody any new business that day.Be a giver. Help people first and it will be reciprocated if done intelligently. "We want to invest our time wisely with the right people. You want to set up some activity to continue to drive your new strategic partners to see if they’re a player and can go on your team." — Steve Fretzin 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 Geo Bellas discuss:Geo’s long-term use of technology in law and how he has evolved as technology has evolved and will continue to evolve.Reverse mentoring with new lawyers to move into a technological world.The impact of AI in the law industry. Using technology to your advantage. Key Takeaways:Technology advancements have drastically accelerated over the last 30 years - as a lawyer, you need to continue to grow with that technology as it will continue to advance at an even greater rate. This pandemic is accelerating the pace of change - it is all going towards a technological world.Technology is allowing lawyers, and others in all professions, to serve those in underserved, and previously unrepresented communities. You must start thinking out of the box in order to survive in your law practice. "The old way of practicing is going to fade out, and is fading out. We have to learn how to live in that world, make money in that world, and, more importantly, serve our clients." — Geo Bellas Connect with Geo Bellas: Twitter: @GeoBellasFacebook: Bellas & Wachowski, Attorneys at LawWebsite: Bellas-Wachowski.comLinkedIn: Bellas & Wachowski & George “Geo” BellasJustia Lawyers: Bellas & Wachowski - Attorneys at Law 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 discuss:Top 5 tips and ideas for starting your solo practice. Knowing your sweet spot in the marketplace and how to find it.Leveraging your network and going after the low hanging fruit first.Evolving and changing with the socioeconomic climate. Key Takeaways:Evaluate your strengths and your weaknesses - there is always something to leverage or improve.Consider rewriting your business plan to take into consideration the state of the world at this moment, it may have changed since last year or even since January. It’s not about creating a list, it’s about taking action on that list.If you don’t have a coach, have an accountability partner to help you to achieve your goals and help them to achieve their goals. "Your level of activity will determine your level of success." — Steve Fretzin 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 Stacey Kalamaras discuss:How she moved from marketing and advertising to her second career in intellectual property law.Adding value to your team and your company overall in whatever way you can.Understanding how to interact with people to understand their problems. What to do when networking, branding, and growing your book of business. Key Takeaways:Understanding your client’s business will give them faith and trust in you as the lawyer.Developing your book of business can be difficult, and it will be individual for every lawyer. Play to your strengths in connecting with people and potential clients. It’s the business of law - you can’t practice without your own clients. "Remember, regardless of what size firm you go into, your internal partners are your clients. You need to make those people happy. If you make them happy, not only with your work product, but also with your can-do attitude, word is going to spread and everyone is going to want to work with you." — Stacey Kalamaras Connect with Stacey Kalamaras: Twitter: @LegalKloWebsite: klolegal.comEmail: [email protected]: 708-320-2033LinkedIn: Kalamaras Law Office, LLC & Stacey Kalamaras 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 discusses:Developing a tactical, actionable marketing/prospecting plan.The 3 P’s Methodology.Narrowing your strategy focus to best achieve your objectives.The power of deadlines and following through on those deadlines. Key Takeaways:Improve your process along the way with feedback to improve your performance.Write down your objective, think about your strategies, and consider the low hanging fruit.Lay out tactics once you decide on your strategies to actually understand how you are spending your time.If you fail to plan, you plan to fail. "There is a process for everything related to business development from how you run a meeting with a friend to get an introduction, how you meet with a prospective client and walk them through a buying decision, how you drive client loyalty, so that your clients never leave. There's processes that I've developed for everything." — Steve Fretzin 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 Ciesielka discuss:Reason why lawyers and law firms may need to work with a PR firm. Mitigating problems and promoting or publicizing when appropriate.Public relations and social media.Delegating social media to get it personalized for you when you have time. Key Takeaways:In PR, your words have to be just as precise as they would need to be in a law brief. Getting out first is a great way to put yourself in front of others.Social media often drives mainstream media.LinkedIn is both social and professional. It is a great way to connect with those you may not otherwise be able to. "Don’t get mad, get proactive." — Tom Ciesielka Connect with Tom Ciesielka: Twitter: @TomciesielkaFacebook: TC Public RelationsWebsite: TCPR.netLinkedIn: Thomas CiesielkaPhone: 312-422-1333 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 discusses:Handling the pandemic from a business standpoint.5 constructive ways to maintain and grow your practice.Leveraging social media and creating content.Building client loyalty. Key Takeaways:Evaluate your personal and business standpoint and what challenges are being faced and the opportunities that exist at this time.Take time with developing your personal and firm brand, creating new content, and finding ways to connect.Connect with people and be a resource when you can.Check in on your current and past clients, prospects, and strategic partners. See how they are doing and how you may be able to help. "Really thinking about developing your brand now is the right time. To just sit back, let this all blow over, and hope for the best is probably not the strongest play right now. You're going to want to get active with calling people, emailing people, content development, technology development - this is going to be a make or break for a lot of people." — Steve Fretzin 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 Jerry Maatman discuss:The evolution of being a lawyer since Jerry started practicing in 1981.What goes beyond being a great lawyer that is critical to a successful, sustainable practice.Being responsive to your client in the age of the internet.Four Steps for going above and beyond what the standard lawyer is doing. Key Takeaways:You must be a great lawyer, a great problem solver, and have a great book of business.Resolve every day on how you will find the next case, the next project, the next client. Find ways to keep yourself supercharged and wanting to be the best lawyer you can be.Persistence, diligence, and dedication are key to being more than just a lawyer to your clients.If you’re not thinking about business development, someone else is stealing that work from you because they are thinking about it. "The first is you need to invest in yourself. You need your time. Be your own best friend when it comes to business development. And by that, I mean you need to set aside time, not once a month, but every day to polish your brand, to enhance your skills, and to deepen your relationships." — Jerry Maatman 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 Jeremy Baker discuss:What design and construction law is and what it means at Jeremy’s firm.Jeremy’s transition from large law firms to opening his own firm in October 2019.Lessons learned from going solo at any budget.What wasn’t taught in law school but is really important as regards to growth, practice management, and the business side of the firm. Key Takeaways:By proactively avoiding disputes and achieving win-win outcomes, it can help avoid the cost and hassle of protracted litigation or arbitration.Small firms and solo lawyers are doing cutting edge things with technology and implementing lean methodologies to increase efficiencies, self-improvement, and improving practices.You can commit on a monthly basis instead of long-term subscriptions which can help in getting your practice off the ground.You must be focused on client acquisition. It’s more than just about practice area. "It's an exercise in project management, starting your own firm. The kind of project management that I had to do over the last couple years is really no different, in many ways, much easier, than a lot of the project management that I had to do on major pieces of litigation when I was at the large firms." — Jeremy Baker Connect with Jeremy Baker: Twitter: @builderlawyer & @BuildChicagoLawFacebook: Baker Law Group LLCWebsite: BuildChicagoLaw.comYouTube: Baker Law Group LLCLinkedIn: Jeremy Baker & Baker Law Group LLC 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 discusses:Resources and processes for time management.Making decisions and being honest about where the disorganization needs to go.David Allen’s 4 D’s.Looking at managing your time for business development. Key Takeaways:Don’t be afraid to do The Purge – taking everything that is out of order in your office, put it in one pile, and work your way through it top down.Multi-tasking is a misnomer – you lose productivity as you try and do more than one thing at a time.Hold true to appointments with yourself as thoroughly as you would with a client.Breaking commitments to yourself breaks down your belief in yourself. "Be okay letting things go. Be okay moving on and looking on to other elements of things that you can do." — Steve Fretzin In Episode References:David Allen – Getting Things Done: The Art of Stress-Free ProductivityBlinkist App 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 Chris White discuss:Why lawyers may move from one law firm to another.The importance of a book of business and how it relates to lateral moves.The hard and soft costs of recruitment and replacement.Business development from a lawyer perspective. Key Takeaways:It is extremely important to have a book of business – it is difficult to place partners without books, even if they went to top law schools or worked at top firms.Law firms are making improvements to accommodate culturally and compensation for their attorneys.People need to be prepared for the legal marketplace to change overnight – with day to day political and economic news, things can be altered at any time.Having your own book of business gives you stability in case of a recession but also puts you in a good position if you are wishing to advance. "Always think about where you want your career to go. Even if you're happy at your current firm or company, always think about the next steps, always keep that resume somewhat close at hand. You never know and the more thought you put into it on an ongoing basis, the more prepared you are if anything should go wrong and the happier you'll be in your career, because you're going to have a better sense of control going forward." — Chris White Connect with Chris White: Website: GuntherGroup.com & ChicagoBeerExperience.comLinkedIn: Christopher Group 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.