BE THAT LAWYER

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.

In this episode, Steve Fretzin and Daliah Saper discuss:Dos and Don’ts for attorneys regarding online reputation and social media.Things lawyers can do in a positive way on social media.Challenges women face in the law field and tips to navigate those challenges.Advice to young lawyers as it relates to growing a book of business. Key Takeaways:If you don’t put any content online, one negative comment from someone else will be the only thing that comes up when you are searched.Be known for something – if you’re going to start your own firm, don’t be a generalist, be known specifically for something.ABN – Always Be Networking.Treat the business of law as important today as the law itself. "Do whatever you can to be as visible as possible and then you will see how things naturally build upon each other." — Daliah Saper Connect with Daliah Saper: Twitter: @SaperLawFacebook: Saper Law Offices, LLCWebsite: SaperLaw.comYouTube: Saper Law VideosLinkedIn: Saper Law Offices, LLC & Daliah Saper 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 Barry Zlotowicz discuss:The evolution of marketing for law firms.Challenges and mindsets of attorneys for success and sustainability.Top 3 mistakes lawyers are missing as it relates to marketing.Identifying your target market and where to target that avatar. Key Takeaways:It is essential for every firm to have a website that accurately reflects the professionalism of their firm and to utilize some form of digital marketing.There is something for everybody in marketing.Attorneys’ like to be educated and know what is going on in their practice and where their money is going – this isn’t something that they were taught in law school.Share your social media links with those in your network, ask them to share, and share their links in return to benefit one another. Social media is meant to be social! "One of the biggest changes that you've seen in the last 20 years, is that the change of thinking of your law firm is just a practice, to thinking about your law firm as a business, and focusing and looking at business analytics and those kind of numbers." — Barry Zlotowicz Connect with Barry Zlotowicz: Facebook: LawFull MarketingWebsite: LawFullMarketing.comInstagram: @lawfull_marketingYouTube: LawFullLinkedIn: Barry ZlotowiczPhone: 312-300-0783 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 Michalek discuss:Brian’s background (and initial struggle) in business development.Going through Steve’s business development program and how it helped to grow Brian’s business.The value in one-on-one coaching.Managing business development with billable hours. Key Takeaways:Business development is a skill that can be learned, and sometimes working with a coach and taking classes may be what is needed to grow your business.Perfect practice makes perfect – even in business development.If you’re not managing your time, the time is managing you.Not all practices and organizations will be right for you. There are many things to take into account when making that decision. "Not all organizations are created equal. It’s important to take into account other factors, like culture and colleagues, when practicing law. It can make a big difference in the ability for you to practice, as well as your happiness and lifestyle." — Brian Michalek Connect with Brian Michalek: Email: [email protected]: 312-876-7836LinkedIn: Brian Michalek & Saul Ewing Arnstein & Lehr LLP 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.

Welcome to the BE THAT LAWYER Podcast! Here you will learn life-changing strategies and resources for growing a successful law practice. Listen in and you will hear from Steve Fretzin and his guests, those top rainmakers and experts in the legal industry, on how you can build your book of business and BE THAT LAWYER. With this podcast, you will be entertained, but also educated. This show is for you if you want more freedom and enjoyment over your career by building your own book of business. Join us weekly and you will become confident, organized, and a skilled rainmaker – you will BE THAT LAWYER. "Lawyers began to realize that building and maintaining their own book of business is, maybe, the single most important element to success and financial security as an attorney." — 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-SturkieAudio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.