BE THAT LAWYER

In this episode, Steve Fretzin and Marco Brown discuss:Changing your mindset to overcome limitations placed on you by yourself or your family. Leveraging the knowledge of those who came before you. Learn and implement the sales skills you didn’t learn in law school. Leveraging your attorney referral sources. Key Takeaways:Learn how to sell. Even before you are making it rain, you can turn a potential client into a client through sales and closing. You are not better than sales. As a lawyer, you sell high-level concepts (arguments, negotiations, etc.) every single day. Be aggressive with the sale when you are the right person to help the potential client because you know you can help them solve their problem. Not all referral sources are created equal. Question and qualify potential referral sources to understand how you can help them and they can help you. "Really successful people curate the people around them. That’s perfectly acceptable! You want to be around the people who share your values and who benefit you the most and you can benefit them." — Marco Brown Email Steve at [email protected] for a chance to audit one of his exclusive rainmaker round table groups in April! Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Green Cardigan Marketing: https://greencardiganmarketing.com/ Episode References: Alex Hormozi: https://www.linkedin.com/in/alexhormoziLee Rosen: https://www.linkedin.com/in/leewrosen/Grant Cardone: https://www.linkedin.com/in/grantcardone/The Jordan B Peterson Podcast: https://www.jordanbpeterson.com/podcast/Brett Trembly: https://www.linkedin.com/in/bretttrembly About Marco Brown: Marco grew up in a small village in Alaska called Cold Bay (population 85). He never did manage to graduate from high school, getting his GED before moving on to college, and eventually graduating with honors from law school.In 2010, Marco and his wife, Demaree, moved to Utah and Marco started Brown Family Law, with no clients and no network, on the floor of their condo. They were $160,000 in student loan debt at the time.Since then, Marco has been awarded Utah Family Law Attorney of the Year, as voted on by his peers in the Utah Bar Association. Brown Family Law has grown and helped over 4000 through divorce and family law situations in Utah, and its expanding beyond Utah to help people in other states.In his free time, Marco spends most of his time with his wife and three kids. He also loves to cook and travel, usually to Italy. For exercise, he does what he enjoys: walking and lifting heavy things and puts them down.#Utah#DivorceAttorney #BrownFamilyLaw Connect with Marco Brown: Website: https://www.brownfamilylaw.com/Email: [email protected]: https://www.linkedin.com/in/marcocbrownTikTok: https://www.tiktok.com/@divorceattorney Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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 Ashley Robinson discuss:Creating a life on purpose. Niching down your business to focus on who you want to work with. Where lawyers need help with putting their marketing money. Understanding what potential clients (and Google) are seeing when they look at your website. Working with your marketing company to know what’s happening now and what the future holds. Key Takeaways:Plan to be present in your relationships and in your business. Marketing isn’t bad, but a lot of nuance and strategy goes into understanding what you need for your firm specifically. You need to understand your goals before you start building your marketing plan. Does your client speak to your greatness? Or does it speak to your client’s pain points? "It's on me to bring you qualified leads, it's on you to be a good lawyer and to convert those leads into clients." — Ashley Robinson Email Steve at [email protected] for a chance to audit one of his exclusive rainmaker round table groups in April! Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Green Cardigan Marketing: https://greencardiganmarketing.com/ Episode References: Buy Back Your Time by Dan Martell: https://www.amazon.com/Buy-Back-Your-Time-Unstuck/dp/059342297X About Ashley Robinson: Ashley Robinson is the founder of Green Cardigan Marketing; a boutique marketing agency who specifically targets the unique marketing needs of the legal industry. Connect with Ashley Robinson: Website: https://greencardiganmarketing.com/LinkedIn: https://www.linkedin.com/in/ashleyrobinsongcm/LinkedIn: https://www.linkedin.com/company/green-cardigan-marketing/Facebook: https://www.facebook.com/GreenCardiganMarketingInstagram: https://www.instagram.com/green_cardigan_marketing/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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 Simmons discuss:Selling and following up without upsetting people.Getting out of the race to the bottom and reframing old ways of thinking.Dueling banjos of business development.The power of “how can I help?” and becoming more than just the lawyer. Key Takeaways:What you’re really competing against is lawyer apathy, not other lawyers.You care more when they are your clients than you do when they are handed to you. There is a huge amount of fun in winning the work.Just start with 30 minutes. If you keep repeating that is going to be huge compared to doing nothing.Be nosy. If it is something or someone that interests you, keep asking questions. People love to talk about themselves and their business.You cannot serve everybody. When you narrow it down, your messaging becomes clear. "AI is just going to keep getting better and better and better. And this idea that lawyers continue to be document drafters and researchers if we carry on down that road, that kind of apathy, that will be the end of the profession. Reframing who we are and how we do things, that's absolutely vital." — Scott Simmons Email Steve at [email protected] for a chance to audit one of his exclusive rainmaker round table groups in April! Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Green Cardigan Marketing: https://greencardiganmarketing.com/ Episode References: Rob Hanna: https://www.linkedin.com/in/roberthannaEat Their Lunch by Anthony Iannarino: https://www.amazon.com/Eat-Their-Lunch-Customers-Competition/dp/0525537627 About Scott Simmons: Scott is a toolbox for turning lawyers into rainmakers. After a successful career in law where he faced similar situations to the lawyers of today, he discovered a love of coaching and training that has seen him coaching young lawyers on how to build their own careers, and more senior executives to become rainmakers. He offers bespoke training and coaching to legal professionals at all stages of their career and has developed The BD Breakthrough Blueprint™, a digital education course aimed at helping lawyers take their first steps towards becoming 21st-century trusted advisors. Scott is a husband and father and an avid movie lover, so do not be surprised when he includes a BD analogy relating to ‘Jaws’ or ‘When Harry Met Sally’ into any training or coaching session. To get your copy of The BD Breakthrough Blueprint™, head to legalbalanceinstitute.thinkific.com.. Connect with Scott Simmons: Website: https://legalbalance.co.uk/Book: https://legalbalanceinstitute.thinkific.com/YouTube: https://www.youtube.com/@legalbalance LinkedIn: https://www.linkedin.com/in/scottsimmonsbdm/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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 Martin Lopez discuss:The three tenets of curiosity. Being interested in the other person.Peeling the onion to understand the other person’s problem. Tips to foster deeper connections between lawyers and clients to improve relationships. Key Takeaways:You’re not building trust when you’re talking at someone. You need to connect with them to build rapport and trust. Nobody asks for a pitch unless they explicitly ask for it, then it’s answering a question.It is not about answering questions, it’s about asking questions. Once you start answering questions you’ve lost control of the meeting if the foundation is not yet built. Take yourself out of the picture so you can better understand and assist your clients with their problems. Tension, frustration, and anxiety arise when needs are not being met. "There's three tenets or three foundations of curiosity: trust, safety, and respect. The more trust they have in you, the more safe they feel, and the more respect that you have between each other, the more they're going to open up and start sharing." — Martin Lopez Find out more about the Bootstrap Your Marketing to Build Your Personal Brand Event at: https://fretzin.com/events Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Green Cardigan Marketing: https://greencardiganmarketing.com/ Episode References: Heroic - https://www.heroic.us/Areté: Activate Your Heroic Potential by Brian Johnson - https://www.heroic.us/arete About Martin Lopez: Martin Lopez is a Speaker, Author, Trainer, and Master Coach in the personal development industry. His book The Curiosity Theory is a powerful methodology that radically changes the way we look at life, the way we look at ourselves, and the way we look at each other. Martin’s gift is strengthening professional and personal relationships by applying curiosity thus improving communication and collaboration at a fundamental level. The result… individuals, teams, and organizations work together more openly and efficiently. During his 35+ years in business, Martin has seen opportunities lost due to misaligned energy, conflict, and self-sabotaging communications. Almost every time, the issues were fixable: • Simple misunderstandings • Personal disagreements • Fear-driven distrust The Curiosity Theory is the culmination of his search for answers on how to transform the tension and destruction he found in conflict into connection, creativity, and results. Martin is a graduate of the University of Santa Monica’s Spiritual Psychology program and holds multiple certifications in Coaching, Communication, and Mental Performance.He lives at the beach in San Diego with his fiancé Ingrid and his two boys Jordan & Diego. In addition, he is a Real Estate Professional with over 35 Years of Experience, Former Founder and Vice-President of Equity National Funding, Former Record Producer & Jazz Musician (Piano & Saxophonist). He also leads men’s groups and teaches a course called “BREAKTHROUGH” dedicated to helping people powerfully communicate with clarity, love, and kindness. Connect with Martin Lopez: Website: https://www.thecuriositytheory.com/Cell Phone: 619-838-1553The Curiosity Theory Book: https://www.thecuriositytheory.com/thecuriositytheorybookLinkedIn: https://www.linkedin.com/in/mrmartinlopez/Facebook: https://www.facebook.com/profile.php?id=100025535526690Instagram: https://www.instagram.com/thecuriositytheory/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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 Nermin Jasani discuss:Setting and implementing the plan to achieve your goals. Understanding what is realistic for a quarterly goal. Listing out the micro steps and adding them to your calendar for achievable goals. Monitoring your metrics that move the needle forward.Utilizing time and calendars to make your day work for you. Key Takeaways:Give yourself milestones along the way to keep you on track to achieving your goals. The goal with planning is to make sure you aren’t burning yourself out while still making forward progress. Leverage the tools and resources at your fingertips that you’re already using to help make your goals come to fruition. You won’t know where you are unless you track the data. The data gives you accountability and allows you to gamify your goals. "Give 100% of yourself to that one thing. Then when you achieve that, you’re going to feel the motivation, the fuel, the confidence to go to the next big project you want to tackle." — Nermin Jasani Find out more about the Bootstrap Your Marketing to Build Your Personal Brand Event at: https://fretzin.com/events Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Green Cardigan Marketing: https://greencardiganmarketing.com/ Episode References: The 80/20 Principle: The Secret to Achieving More with Less by Richard Koch - https://www.amazon.com/80-20-Principle-Secret-Achieving/dp/0385491743 About Nermin Jasani: Nermin Jasani is a law firm advisor for solo and small law firms who want to grow their law firm by focusing on their profitability, their team, and their time spent doing those tedious (and sometimes hated) admin tasks. Nermin was a former law firm owner working with hedge funds on Wall Street and is now a full-time law firm growth consultant. Connect with Nermin Jasani: Website: https://ws-lawyers.com/ LinkedIn: https://www.linkedin.com/in/nerminjasani/LinkedIn: https://www.linkedin.com/company/wildlysuccessfullawfirm/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and John Scott discuss:Storytelling with the numbers that leads to a logical conclusion.Why spending time in the numbers is key.Dynamic forecasting and cash flow.Four categories of important financial metrics lawyers need to look at to grow their firm.Improving poor billing hygiene. Key Takeaways:If you pay attention to the numbers regularly, you can make necessary course adjustments along the way rather than scramble at the end of the year to make sure everything is fine.Your goals need to be realistic based on your capacity. Set up your goals, even challenge goals, but then you need to look at them and work through how they can be achieved.If you want more rainmakers, you have to train them to be better at what they do.Bring in a non-lawyer finance team to focus on your firm’s finances. Delegate those things that are not your superpower. Let them focus on the numbers and keep you appraised of where they are at now, not just what they used to be. "The biggest part of running your business’s dynamic forecasting is taking the data points that we have within the practice management system and within our accounting system to determine cashflow, 3-6-9-12 months out so that we know where we're going." — John Scott Find out more about the Bootstrap Your Marketing to Build Your Personal Brand Event at: https://fretzin.com/events Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Green Cardigan Marketing: https://greencardiganmarketing.com/ Episode References: The E-Myth by Michael E. Gerber: https://www.amazon.com/Myth-Most-Businesses-Dont-About/dp/0887303625 About John Scott: John Scott is a Partner in Tax at Anders CPAs + Advisors. With over thirty years of experience, he brings a breadth of financial knowledge and a deep expertise in advising law firms. With a long track record of success that includes firms of all sizes and specialties, John helps maximize profits via cash flow management and KPIs, while minimizing taxes with his extensive understanding of the tax code. Leading the legal industry division of his firm’s Virtual CFO services, John offers strategic advising to mid-sized law firms, using a customizable, industry-leading tech stack that allows firms to make data-driven decisions. He advises on strategies around: staff utilization, cash flow planning, when to hire, creating clear career paths, trust accounting, accounting controls, and partner distributions. He is the author of a forthcoming book on creating a roadmap to success for law firms. Connect with John Scott: Website: https://home.virtualcfo.cpa/johnscott https://anderscpa.com/virtual-cfo-legal/Email: [email protected]: Judicial Dollars and Cents: https://home.virtualcfo.cpa/johnscottLinkedIn: https://www.linkedin.com/in/john-c-scott-cpa/LinkedIn: https://www.linkedin.com/company/vcfobyanders/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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 Halpert discuss:How Marc became the LinkedIn expert that he is today. Spending the time to show the world you’re amazinger. The recent and upcoming changes to LinkedIn. Working within the rules of the system you are bound to. Key Takeaways:LinkedIn is always changing, even as we speak. But there are ways to make LinkedIn work for you, even with the changes. Using only your bio on your firm’s website is not enough. Put your personality into your LinkedIn profile and branding. People won’t know how to connect with you if they can’t figure out who you are. People want to read narrative, they don’t want to read your laundry list of skills or dense paragraphs of text. Tell people why, not what.Write all of your profile in first person and present, active tense. People want to be able to relate to you as a peer. Share on LinkedIn when you have something important to say and always end your posts with a call to action. "If I'm looking to engage a lawyer, I want to find somebody who's going to reflect the personality I'm looking for. I don't want somebody who's bland, dull, and boring. And everybody who went through law school missed the opportunity to learn how to market themselves." — Marc Halpert Find out more about the Bootstrap Your Marketing to Build Your Personal Brand Event at: https://fretzin.com/events Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Green Cardigan Marketing: https://greencardiganmarketing.com/ Episode References: The Startup of You by Reid Hoffman About Marc Halpert: Marc W. Halpert is a self-described “multi-preneur.” In 2010 he started his third concurrent company, connect2collaborate, to spread his LinkedIn and networking evangelism to train and coach others and offer professionals the opportunity to better explain their perceived mission and positioning on their LinkedIn profile pages: why they do what they do, not what. As a personal LinkedIn coach, he advises and mentors professionals in all walks of life to renovate their LinkedIn personal and company profiles. He advises job seekers of all generations to differentiate themselves and extend their transferrable skills. Marc is also recognized as a high-energy LinkedIn speaker at conferences and as an instructor to sales/marketing, HR/training departments at large and small professional service firms and companies including HUB International and GE Capital. He has taught at bar associations, professional practitioner groups, and law schools on these topics. His book LinkedIn Marketing Strategies for Law and Professional Practices(2021 second edition, American Bar Association), helps all types of professionals learn to better market themselves using the tools in LinkedIn and be “amazing-er” than the competition. His book You, Us, Them: LinkedIn Marketing Concepts for Nonprofit Professionals Who Really Want to Make a Difference, (2018, self-published) is the only book of its kind aimed at the nonprofit/NGO/association/foundation/membership organization industries and its employees to prosper in such a fast-changing industry. Marc is a frequent podcast guest, author of articles, LinkedIn advisor to networking groups, and blogger every business day with a LinkedIn Nugget. Connect with Marc Halpert: Website: https://connect2collaborate.com/Email: [email protected]: 203-218-8288LinkedIn: https://linkedin.com/in/marchalpert Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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 Larry Smith discuss:Why lawyers are challenged to deal with stressors in an empathetic way.Listening and diagnosing the problem before trying to solve the client’s problem. Building trust and relationships with clients. How to handle a client on the ledge and setting expectations. Key Takeaways:Be kind, you never know what other people are going through. Don’t just let clients walk out the door. Set up another appointment and get the last word. Set up the next step and make it easy. Make certain promises that you know you can fulfill. Don’t promise things that are uncertain or outright false. It will destroy trust within the relationship. You have to get your mind right before you can empathetically communicate with a client or team member. Everyone has bad conversations and bad days, but you need to get your mind right. "What I like to do is make certain promises that I absolutely know I can fulfill. You’ve got to know what you’re going to be able to do for sure, don’t shoot over." — Larry Smith Find out more about the Bootstrap Your Marketing to Build Your Personal Brand Event at: https://fretzin.com/events Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Green Cardigan Marketing: https://greencardiganmarketing.com/ Episode References: This American Life Podcast: https://www.thisamericanlife.org/ About Larry Smith: Larry Smith has been practicing law for 30 years, spending the last 25 focused on consumer rights, and primarily in consumer financial issues. SmithMarco, P.C. represents consumers who have been victims of cybercrimes and identity theft. With offices in the Chicago area and in Sarasota, Florida, Larry Smith has represented consumers all throughout the country on both the trial and appellate level and in both state and federal courts. Mr. Smith has provided lectures to members of the National Association of Consumer Advocates and the National Consumer Law Center on issues pertaining to fraudulent electronic transactions and consumer credit reporting issues. Connect with Larry Smith: Website: https://www.protectingconsumerrights.com/Website: https://smithmarco.com/Phone: 888-822-1777LinkedIn: https://www.linkedin.com/in/larrypsmithlaw/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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 Doug Bradley discuss:Understanding the numbers around marketing. Bootstrap marketing on a limited budget. Laying the groundwork for solid website optimization. Setting expectations and calls to action. Key Takeaways:Having your own book of business gives you power and freedom. Be willing to try and test out options. There is data out there for search terms but you need to know what you’re trying to accomplish. What might not be the right marketing fit for you right now, could be good later down the line. Don’t discount something permanently just because it’s not right now. When working with a marketing professional, make sure they have experience working with others in the area of practice that you are in. "I would not dismiss completely the option of creating a very basic website and linking to it from your social media channels and your directory profiles. That really gets your website up and running and visible to Google and you really want that." — Doug Bradley Find out more about the Bootstrap Your Marketing to Build Your Personal Brand Event at: https://fretzin.com/events Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Green Cardigan Marketing: https://greencardiganmarketing.com/ Episode References: Justia: https://lawyers.justia.com/new-profileSteve Jobs by Walter Isaacson: https://www.amazon.com/Steve-Jobs-Walter-Isaacson/dp/1451648537 About Doug Bradley: Doug Bradley is the owner of Everest Legal Marketing and a highly experienced SEO professional. He's different than many agency owners because he actually understands technical Search Engine Optimization and diagnoses website visibility issues for law firms. Connect with Doug Bradley: Website: https://www.everestlegalmarketing.com/LinkedIn: https://www.linkedin.com/in/douglas-j-bradley/LinkedIn: https://www.linkedin.com/company/everest-legal-marketing/Twitter: https://twitter.com/EverestLawMktgFacebook: https://www.facebook.com/everestlegalmarketing Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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 Paul Angelle discuss:Working through the lens of ownership. The biggest opportunity for growth…and the biggest obstacle for growth. Advice to law firm owners to create their business plans. Repetitive problems law firms have with executing their business plan. Key Takeaways:Your goal must be consistent with your why. Share your business goals with your team you will have more consistency with an accountability partner. Spreading the ownership of the business plan will improve your company culture. Make sure the people in your law firm are in the right spot - it may mean moving people around or changing tasks to fit strengths and zones of genius. "Businesses that grow, especially businesses that grow fast and in big numbers, have a plan. They never don’t have a plan." —Paul Angelle Find out more about the Mastering the Legal Clock and Thriving Event at: https://fretzin.com/events Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Green Cardigan Marketing: https://greencardiganmarketing.com/ Episode References: The Greatest Salesman in the World by Og Mandino About Paul Angelle: Paul Angelle never really had a choice; he was born into entrepreneurship. Working full-time in his father’s Cajun restaurant in south Louisiana from an early age, he learned the value of work through the lens of ownership. He never thought of himself as an employee as he proudly worked in the family business through college. That mindset would never change. After graduating from the University of Louisiana with multiple degrees, he applied that same passion to sales. He was a natural salesman, a gifted networker, and very successful across multiple industries for over 20 years. In addition to starting his own successful media company, he earned a law degree from Loyola University in New Orleans which landed him a role as the first COO of a statewide, rapidly growing estate planning law firm. In that role, he managed a team of 20, and was instrumental in tripling revenue, increasing services, growing margins, and raising salaries during his 5+ years there.During the lockdown in early 2020, Paul wrote a personal growth book. He had it published in 2021 and experienced the process of a launch that landed him numerous interviews, multiple book signings, and more coaching and consulting requests than he could have ever predicted. He realized that his lifetime goal of helping as many people as possible was finally in reach. After more than 5 years of success growing a law firm, nearly 2 decades of achievement in regional and territory sales, and a record of entrepreneurial accomplishment in publishing, Paul seized the opportunity to use his varied experiences to help others. His track record of success, his infectious enthusiasm, his specific skillset, and his varied experiences made him a perfect fit for HTM.A former “undefeated” little league coach for his sons’ baseball teams, Paul enjoys cooking, fishing and writing. He’s a huge fan of his alma mater and enjoys watching and supporting the Ragin’ Cajuns whenever he can. He’s a father of four who lives on a small farm in tiny Sunset, LA with his beautiful wife Dawn and their horses, goats, chickens, dogs, and cats. Connect with Paul Angelle: Website: https://lawfamilia.net/Website: https://paulangelle.com/LinkedIn: https://www.linkedin.com/in/paulangelle/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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 Justie Nicol discuss:Leading and selling without fear. Building your law firm to support you and your life. Systematizing your training processes and procedures. Running a virtual firm to invest in people over premises. Key Takeaways:There are no bad people, only bad decisions. As a lawyer, your job is to make sure that that bad decision doesn’t wreck the person’s life. Be the best you can be with the years you have with the amazing people you have. Sometimes things change and people move on and that’s okay. Self-care is extremely important for both you, as the leader, and for your team. Finding a way to be flexible and support your team in what they find most important can be culture-defining and still lead to a successful law firm. Check-ins don’t have to be scheduled and formalized. You can have informal meetings to make sure everyone is doing good and all on the same page. "Respect them for who they are and ask them, ‘Am I meeting your needs? Are you feeling like you can contribute in ways that are meaningful to you?’" — Justie Nicol Find out more about the Mastering the Legal Clock and Thriving Event at: https://fretzin.com/events Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Green Cardigan Marketing: https://greencardiganmarketing.com/ Episode References: Podcast - The ONE Thing: https://the1thing.com/podcast/ About Justie Nicol: Justie Nicol is a feisty, red-headed, nerdy, dog & toddler mom, with a variety of legal experience who’s actually a PERSON (human first, then attorney) and who wants to GENUINELY HELP her clients. Justie practices primarily criminal defense work but is also well-known for innovation, systems-design, and using legal tech to achieve great results for the firm and her clients. Justie is often teaching other lawyers about tech stacks, guest-lecturing at local universities about animal law, teaching animal control officers how to testify and investigate, or giving webinars on law firm automation. She is the Colorado Lawyer Team visionary. Justie owns two companies in Colorado and is a licensed real estate broker. Justie is a small-town girl and rural lawyer at heart and often travels to clients throughout the majority of the state of Colorado. Access to Justice is something she’s passionate about, so she keeps her costs down and is on many modest means lists for low-pay slow-pay representation. She enjoys long walks in the mountains (they’re called hikes in Colorado) and she’s horse-crazy. She’s active on social media (@Justie4Justice) where you can see regular appearances by #OfficeDogs and #OfficeHorse. She welcomes questions at any time via email to [email protected]. Connect with Justie Nicol: Website: https://colawteam.com/Email: [email protected]: https://www.linkedin.com/in/justieforjustice/Facebook: https://www.facebook.com/COLawTeamInstagram: https://www.instagram.com/justie4justice Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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 Tim Lupinacci discuss:Time management and prioritization. Testing out leadership in smaller groups first. Learning from others to strengthen your leadership skills. Utilizing daily disciplines to support your leadership and your team. Key Takeaways:Get together and pour into people and allow them to pour into you. You’ll build relationships and strengthen all team members. Seeing people in action will allow you to get to know them and see their strengths and personalities. Building your team, and trusting them, will allow you to transition out of the day-to-day work as you release responsibility to them and start focusing more on your zone of genius and your leadership. Don’t neglect your self-care. Checking in with yourself (either alone or with a professional) is vital for leading successfully. "My experience has been when you build that trust, then the pie gets bigger because now you've got multiple people who can have those relationships because we've got that finite amount of time." — Tim Lupinacci Find out more about the Mastering the Legal Clock and Thriving Event at: https://fretzin.com/events Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Green Cardigan Marketing: https://greencardiganmarketing.com/ Episode References: Four Disciplines of Execution by Chris McChesney, Sean Covey, and Jim Huling: https://www.amazon.com/Disciplines-Execution-Achieving-Wildly-Important/dp/145162705XMeredith Bell: https://www.linkedin.com/in/meredithmbell About Tim Lupinacci: Tim Lupinacci spent the first 28 years of his legal practice focused on helping financial institutions solve complex problems arising in commercial restructuring and bankruptcy matters throughout the country. During his leadership journey at Baker Donelson, Tim chaired the Financial Services Department, the Women’s Pathways to Leadership Committee, and served as a member of the Firm’s Diversity & Inclusion Committee. He was awarded with the Firm’s highest award for both advancement and support of women and advancement and support of minorities. Four years ago, he was selected as CEO and Chair of Baker Donelson, which is one of the 100 largest law firms in the country. In these positions, he has led the Firm through significant organizational change, growth, and the global pandemic. He continues leading Baker Donelson through its five-year BakerVision 2028 strategy, and the execution of its Diversity & Inclusion Compact. Connect with Tim Lupinacci: Website: https://www.bakerdonelson.com/Website: https://www.bakerdonelson.com/Timothy-LupinacciWebsite: https://everybodyleads.org/LinkedIn: https://www.linkedin.com/in/addison-diana/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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 Julie Yusim discuss:Adding a little positive self-talk to your routine. Getting value for your networking time. Going deep and playing the networking long game. Evaluating your wide network to see where you should go deeper. Best tips and tactics for effective networking. Key Takeaways:Networking is about giving, more than anything, especially at the beginning, even if you don’t see how it is going to come back to you. Have a couple of things that you can give in your back pocket, even if you are new to networking. Most networking relationships evolve and mature over time. Get to know those in your smaller circle best, but don’t ignore others in your network. Following up is where the networking really starts. Make notes about the person and conversation you had, then make sure you follow up specifically, not in a blast email selling your services. "The good news is networking works. The less-than-good news is networking is work. It’s not a horrible amount of work, it’s not taxing, it’s not expensive, but there is a process that if you want to be successful at it, you need to follow." — Julie Yusim Find out more about the Mastering the Legal Clock and Thriving Event at: https://fretzin.com/events Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Green Cardigan Marketing: https://greencardiganmarketing.com/ Episode References: ProVisors: https://provisors.com/Boomerang for Outlook: https://www.boomerangoutlook.com/Book: Endless Referrals by Bob Burg - https://www.amazon.com/Endless-Referrals-Third-Bob-Burg/dp/0071462074 About Julie Yusim: Julie Yusim has spent the majority of her career coaching small business owners. She served as Executive Director of a Chicago-area Chamber of Commerce for 17 years, where she taught business owners to how maximize their marketing and networking efforts. As the Director of Marketing for a family-owned chain of auto repair shops, Julie built the company’s brand awareness through extensive networking and marketing. Before consulting full-time, Julie studied and mastered the marketing and compliance systems of a leading U.S. insurance company in order to build the personal brands for successful agent/owners. Julie is an enthusiast of grass-roots marketing techniques and is well-known in Chicago-area business circles as an expert “connector” of people and resources. Julie sits on the Board of Directors for Hunger Resource Network and is an Ambassador for the Northbrook Chamber of Commerce and Industry. Connect with Julie Yusim: Website: https://www.ideamaxmktg.com/Email: [email protected]: 847-975-5257LinkedIn: https://www.linkedin.com/in/julie-yusim-4aa23713a/Facebook: https://www.facebook.com/julie.yusim/Facebook: https://www.facebook.com/profile.php?id=61552727541602Instagram: https://www.instagram.com/networkinggoddess Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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 Lisa Katz discuss:Starting to build your book of business from early in your career. Providing value to your clients with a network of other service providers. Things you need to know when working with counsel. The playbook for building a book of business. Having the hard conversations to experience the growth. Key Takeaways:Everything is consecutive and cumulative, the more you meet with someone and have great, but shorter conversations, the more impact it will have than one multiple-hour conversation. It’s not about the client, it is about the person behind the relationship you are building. The longer you network and connect, the more you learn and grow and keep the connections that fit you and you fit them. Everybody wins when you’re able to connect and solve each other’s problems or connect them with the person who can. Your internal network at a law firm is just as important as your external connections. "Revisiting conversations with the same people at multiple conversations makes sense because factors change. Take time to do that, even committing to a couple hours a week or 20 minutes a day." — Lisa Katz Find out more about the Mastering the Legal Clock and Thriving Event at: https://fretzin.com/events Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Green Cardigan Marketing: https://greencardiganmarketing.com/ Episode References: Book: Lean In by Sheryl Sandberg - https://www.amazon.com/Lean-Women-Work-Will-Lead/dp/0385349947 About Lisa Katz: Lisa Katz is half a healthcare lawyer, half a finance lawyer, and all broker all the time. She prides herself in being a strategic partner with her clients by acting as an outside general counsel to her healthcare provider clients and by representing numerous banks and private lenders on their healthcare finance transactions. Connect with Lisa Katz: Website: https://www.polsinelli.com/LinkedIn: https://www.linkedin.com/in/lisa-katz-17bb1321/LinkedIn: https://www.linkedin.com/company/polsinelli/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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 Andy Hite discuss:Practicing the change you want to see now. How leadership done right can change the world. Emotional intelligence and its role in leading a team and developing a strong culture. Building a strong culture.Uncovering the stories we tell ourselves, and challenging those stories. Key Takeaways:Do it now. You don’t need to wait to see the changes that you want to see in the world. Try now and make changes every day to be closer to what and who you want to be. Emotional intelligence is the true distinguisher between management and leadership. Leaders do need to manage, but managers don’t need to lead. Cultivating both skills creates impactful organizations. Releasing control will allow you to practice things that will allow you to be an effective leader. You only have so much capacity. Your values need to be more important than revenue. "A business is a macrocosm of individuals living out values. If someone really wants a strong culture, they have to define ‘Who do we want to be as an organization? What values do we want to espouse?’ Then filter every decision, action, and way of being in the world through those values." — Andy Hite Find out more about the Mastering the Legal Clock and Thriving Event at: https://fretzin.com/events Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Green Cardigan Marketing: https://greencardiganmarketing.com/ Episode References: Podcast: The Diary of a CEO with Steven Bartlett - https://stevenbartlett.com/the-diary-of-a-ceo-podcast/ProVisors - https://provisors.com/ About Andy Hite: Andy Hite is a recognized executive coach who supports entrepreneurs, executives, and their teams as they navigate the world of building businesses and lives filled with prosperity, meaning, & freedom. Connect with Andy Hite: Website: http://www.scalingminds.com/LinkedIn: https://www.linkedin.com/in/andy-hite/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-SturkieAudio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Pratik Shah discuss:Committing to the process, not just the result, of business development. Tips to develop positive business development habits.Looking out for everyone in your business network. Going deep and wide in the right areas of your network. Key Takeaways:You should have a plan going into your networking event. There is more to it than just showing up and being in the room. Have a committed schedule for progressing your business development routine forward. You can then plan around it if it is on your schedule. Don’t be a professional taker - by helping others you will get so much more out of it. With the way legal tech is developing, you will, eventually, not have a choice to switch or start using it. Don’t be afraid to jump in and start learning to help your clients and your employees. Bring your team in to identify pain points and have someone review the tech options that could help to solve those problems. "Put in inquiries. The more options you see out there, the more you will see what fits with your firm. Every firm is so different, it is impossible to say which tech your firm should have." — Pratik Shah Find out more about the Mastering the Legal Clock and Thriving Event at: https://fretzin.com/events Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Green Cardigan Marketing: https://greencardiganmarketing.com/ Episode References: The Lawyerist: https://lawyerist.com/Bob Ambrogi’s Blog: https://www.lawnext.com/Podcast: The Game with Alex Hormozi About Pratik Shah: Pratik serves as the CEO and co-founder of EsquireTek a leading technology platform used by litigation attorneys to help automate written discovery he is also the Associate Director of Litigation at Panish Shea Boyle Ravipudi where he focuses on business development for the firm as well as trial and litigation strategy. Connect with Pratik Shah: Website: http://www.psbr.law/Website: http://www.esquiretek.com/Email: [email protected] LinkedIn: https://www.linkedin.com/in/pratik-shah-8916198/Instagram: https://instagram.com/esquiretekInstagram: https://www.instagram.com/thecloseresq Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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 Mary Adkins discuss:Why you should consider writing a book today. Building trust as an author. Moving past the things keeping you from following your dream of writing a book. Tips to break down a big project into manageable bites. Key Takeaways:For many people, books are a medium that they enjoy and help them learn and retain information more than a video or audio might do. Books can replace your business card - one will do more for you than the other. Book writing is often less time and less work than people assume it will be. There are increasingly more reasons to self-publish, but there are pros and cons with both traditional publishing and self-publishing. For the first time in 2023, self-publish books are making more than traditionally published books. "A major skill set lawyers have that not a lot of people have is 1) getting their head around massive amounts of information and organizing it - which is very helpful when you’re working with a book, and 2) understanding the idea of having an outline or a skeleton that you’re going to flesh out." — Mary Adkins Find out more about the Mastering the Legal Clock and Thriving Event at: https://fretzin.com/events Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Green Cardigan Marketing: https://greencardiganmarketing.com/ Episode References: The One Thing by Gary Keller and Jay Papasan About Mary Adkins: Mary Adkins is a writing coach and founder of The Book Incubator, a 12-month program to write, revise, and pitch your novel or memoir. She is author of the novels When You Read This (Indie Next Pick, “Best Book of 2019” by Good Housekeeping and Real Simple), Privilege (Today.com “Best Summer Read,” New York Post “Best Book of the Week”), and Palm Beach (recently named one of the New York Post’s “Best Books of 2021”). Her books have been published in 13 countries, and her essays and reporting have appeared in the New York Times, The Atlantic, Slate, and more. A graduate of Yale Law School and Duke University, she helps aspiring authors finish their books with joy and clarity. You can apply for The Book Incubator by going to apply.maryadkinswriter.com. Connect with Mary Adkins: Website: https://maryadkinswriter.com/Website: https://thebookincubator.com/Show: https://maryadkinswriter.com/podcastLinkedIn: https://www.linkedin.com/in/mary-adkins/Instagram: https://www.instagram.com/adkinsmary/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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:How business planning and life planning are more similar than you might think.Building a life that makes you happy.Helping yourself make the right choices, not the wrong ones.Achieving multiple outcomes from the same action (not multitasking). Key Takeaways:Put a team together to support you so you can focus on the things that are your unique talent - in your business, and in your personal life.What low-hanging fruit are you overlooking that could change the game?Start making small changes, they will add up and result in massive changes in less time than you think.You are not the best at most things - delegate the things that you aren’t the best at. Know your limitations. "You’re not sacrificing the work, you’re empowering somebody else who is better at these things to do them better than you would." — Jordan Ostroff Get a free audio copy of Steve’s book “Legal Business Development Isn’t Rocket Science” here: https://fretzin.com/audiobookGiveaway: https://docs.google.com/spreadsheets/d/1QjhaqoRqFKG1D0mZvyFDfPIOVn0iXrU8O-1wtM8FVQE/edit Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Green Cardigan Marketing: https://greencardiganmarketing.com/ Episode References: Atomic Habits Summary: https://www.youtube.com/watch?v=PZ7lDrwYdZcAtomic Habits by James Clear: https://jamesclear.com/atomic-habitsThe Four Tendencies - Gretchen Rubin: https://gretchenrubin.com/books/the-four-tendencies/Delivering Happiness by Tony Hsieh: https://www.amazon.com/Delivering-Happiness-Profits-Passion-Purpose/dp/0446576220 About Jordan Ostroff: Jordan Ostroff is a successful lawyer and visionary entrepreneur. After working as a prosecutor for the State Attorney's Office, Jordan founded his own firm, Driven Law in 2015, a personal injury firm that focuses on using technology and automation to provide top-level legal work with care and compassion. Over the next few years, he went from a struggling lawyer to a successful business owner. He has made it his life’s goal to help more law firm owners run a firm they can be proud of and live a life that’s even better! Connect with Jordan Ostroff: Website: https://jordanostroff.com/LinkedIn: https://www.linkedin.com/in/jordan-ostroff/Facebook: https://www.facebook.com/jordan.ostroffInstagram: https://instagram.com/lawyerwithalife Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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 Bo Royal discuss:The most common mistakes law firms make on their websites and landing pages. Why you should have A/B Testing on your website. Understanding where your website traffic comes from. Tips to improve law firm websites and landing pages immediately. Key Takeaways:Focus optimization on a few key pages - you do not need to overhaul your whole website anytime there’s an issue. Invest in high-quality photo (and video) content on your website that educates your clients on who you are, who you serve, and what you’re all about. Phone calls tend to be the most high-quality leads - have a click-to-call functionality on your website. Don’t underestimate social proof. Nothing is going to sell your law firm better than a client testimonial. "All of the tracking needs to be owned by the law firm. It cannot be something that the agency owns. That data is invaluable to the law firm in the long run." — Bo Royal Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Green Cardigan Marketing: https://greencardiganmarketing.com/ Episode References: Intaker: https://intaker.com/home/Modern Wisdom Podcast: https://chriswillx.com/podcast/ About Bo Royal: Bo Royal is a former Fortune 500 advertising agency executive turned law firm marketing expert. After holding leadership positions at eBay's marketing solutions division and scaling the online advertising revenues of a variety of well-known brands, such as Calvin Klein, Bo pivoted into the world of legal marketing six years ago and never looked back. Today, Bo co-owns and operates Pareto Legal, a growth marketing agency positioned to help small and medium-sized law firms add an extra 7 figures in cases to their pipeline. Connect with Bo Royal: Website: https://legal.paretoppc.com/LinkedIn: https://www.linkedin.com/in/bo-royal/LinkedIn: https://www.linkedin.com/company/pareto-legal/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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 Frank Agin discuss:Why networking isn’t pushed in law school. The science of networking and why networking is like golf. The power of small talk (and why it actually works). The three reasons lawyers do not get referrals. Key Takeaways:Networking is really about building relationships and helping others.You have to help people to help you. If they don’t know what you do or what you are looking for, they won’t know how to refer you or that you even are looking for more business. People need help from you to recognize the referral opportunities and, perhaps, even the empowering language to know what to say. Build relationships outside of the organizations you’re a part of. Meet a few of them on a deeper level, add value to their lives, and it will come around in spades. "Find something you’re passionate about and get out and volunteer. Get out there, put yourself out there with people who care about the same thing you do, and you’ll be amazed and what comes from that." — Frank AginSign up for How to Become a Rainmaker to Achieve Work-Life Balance with Steve Fretzin and Jennifer Gillman at https://fretzin.com/events. Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Green Cardigan Marketing: https://greencardiganmarketing.com/ Episode References: Three New People by Brian MillerFoundational Networking by Frank AginNetworking Rx Podcast About Frank Agin: Frank Agin is president of AmSpirit Business Connections, which empowers entrepreneurs, sales representatives and professionals to become successful through networking.He also shares information and insights on professional relationships, business networking, and best practices for generating referrals under the brand name Networking Rx. This is done via the Networking Rx podcast or the Networking Rx content sharing platform which can be found at www.networking-rx.com.Finally, Frank is the author of several books, including Foundational Networking. See all his books and programs at www.frankagin.com. Connect with Frank Agin: Website: https://www.amspirit.com/Books: https://www.frankagin.com/Podcast: https://networking-rx.com/LinkedIn: https://www.linkedin.com/in/frankagin/LinkedIn: https://www.linkedin.com/company/amspirit-business-connections/Twitter: https://twitter.com/frankaginTwitter: https://twitter.com/amspiritFacebook: https://www.facebook.com/frankaginFacebook: https://www.facebook.com/amspiritbusinessconnectionsInstagram: https://www.instagram.com/frankagin43/Instagram: https://www.instagram.com/amspiritbc/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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 Manuj Aggarwal discuss:Why law is behind in other businesses, especially in the realm of technology. Sales, marketing, and scaling your law firm. Benefits of building a network and keeping in touch with your relationships. Using technology to maintain and strengthen network and client relationships. Key Takeaways:Running a business is a different skill set than practicing law. But it is a skill that can be learned through practice, understanding your unique skills, and understanding the market around you. Use technology to build systems to help you maintain contact with people in your network. It is still authentic, but it keeps you top of mind and keeps the relationships strong. When using AI technology, such as ChatGPT, ask better questions and tell better stories. We live in an attention economy - whoever has the attention, gets the business. "As things get more and more automated, the value of human connection and relationships will continue to go higher. If you want to survive in the next wave of technology, focus on that - focus on building those networks and relationships." — Manuj Aggarwal Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Green Cardigan Marketing: https://greencardiganmarketing.com/ Episode References: PodMatch: https://podmatch.com/MidJourneyAI: https://www.midjourneyai.ai/ChatGPT: https://chat.openai.com/Podcast: The Art of Making Things Happen with Steve D Sims About Manuj Aggarwal: Manuj Aggarwal, is the founder and Chief Innovation Officer of TetraNoodle Technologies, an elite AI consulting company. With a remarkable track record of driving transformative change, Manuj, through TetraNoodle, has touched at least 10 million lives and generated over $500M in value through his expertise in technology and AI. He has shared his insights at the United Nations alongside distinguished figures like the Secretary-General and Nobel Peace Prize winners, while President Obama and Bill Gates have recognized his work. With four AI patents to his name, Manuj is the perfect mentor to guide you through the transformative potential of AI and its benefits for businesses. Join us and discover the limitless possibilities of AI under the guidance of this visionary industry influencer. Connect with Manuj Aggarwal: Website: https://tetranoodle.com/Podcast: https://manujaggarwal.com/podcasts/LinkedIn: https://www.linkedin.com/in/manujaggarwal/Twitter: https://twitter.com/manujagroFacebook: https://www.facebook.com/manuj.aggarwal/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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 Travis Hoechlin discuss:Marketing for your law firm. Where money is being wasted on marketing. Isolating your target market audience. Three marketing secrets that lawyers don’t know. Key Takeaways:Whether you have your own firm or work for someone else, you can still have independence and power, you just need to learn how to make it rain. Track what you are doing for your marketing. You need to know your ROI. You need to make sure your Google My Business page is claimed, updated, and accurate. Have a line in the water with your local community. You can absolutely compete with larger firms if you target those near you. "I always ask my boys, ‘How is your marketing doing? What kind of return on investment are you getting from this?’ And if they can't tell me that, I know they're not tracking it." — Travis HoechlinSign up for How to Become a Rainmaker to Achieve Work-Life Balance with Steve Fretzin and Jennifer Gillman at https://fretzin.com/events. Get a free audio copy of Steve’s book “Legal Business Development Isn’t Rocket Science” by emailing Steve at [email protected] Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Green Cardigan Marketing: https://greencardiganmarketing.com/ Episode References: Podcast: How I Built This with Guy Raz About Travis Hoechlin: Born and raised in Southern California by an entrepreneurial family, my dream had always been to own a successful company that made a difference in people’s lives. With over 15 years of experience in the legal marketing industry, today we help hundreds of law firms grow their firms and attract new clients.When not working I enjoy spending time with my wife Jessie, daughters Blake and Payton, and our dog Bailey. I love to travel, listen to live music, play golf, and watch sports (Los Angeles Lakers, USC football, and Los Angeles Angels). Connect with Travis Hoechlin: Website: https://www.rizeupmedia.com/Cell Phone: 714-261-0185Email: [email protected]: https://www.linkedin.com/in/travishoechlininternetmarketing/LinkedIn: https://www.linkedin.com/company/rizeupmedia/Twitter: https://twitter.com/TravisHoechlinTwitter: https://twitter.com/rizeupmediaFacebook: https://www.facebook.com/travishoechlinFacebook: https://www.facebook.com/rizeupmediaInstagram: https://www.instagram.com/travishoechlin/Instagram: https://www.instagram.com/rizeupmedia/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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 Robert Weiss discuss:Why creating video content is about more than video. Authentic video content for your law firm and for your target audience. Aligning video content with your law firm’s business strategy. Planning to repurpose your video content before you ever film. Key Takeaways:Start with video content today if you’re not already doing it - even if it means hiring a professional to guide you through the process. Authenticity trumps perfection. Your video does not need to be absolutely perfect, fully scripted, or error-free. Start your videos with thought leadership - just take the time to answer the top five questions you get asked all the time and know the answer forward and backward. There is power in video testimonials. While it may seem strange for your clients at first, people will say yes eventually if you keep asking and those will add additional strength to support your business. "I'm not saying don't ever do the brand video or the pro bono video, I'm saying, get started with the most value and get the needle to move." — Robert WeissGet a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Green Cardigan Marketing: https://greencardiganmarketing.com/ Episode References: Good to Great by Jim Collins - https://www.amazon.com/Good-Great-Some-Companies-Others/dp/0066620996 About Robert Weiss: President of MultiVision Digital, a New York video production and video marketing company,that provides the full spectrum of video strategy, video production and video marketingservices. Having produced over 1,400 videos since their inception, MultiVision Digital's holisticapproach has allowed clients to increase sales, lead generation, improve SEO rankings,increase awareness and client loyalty. Clients range from solo-entrepreneurs to global Fortune500 companies across almost every industry. But more importantly have executed successfulbusiness video strategy plans for every business objective. Connect with Robert Weiss: Website: https://www.multivisiondigital.com/YouTube: https://www.youtube.com/user/MVProductionsNYC/videosLinkedIn: https://www.linkedin.com/in/robertweissnyc/LinkedIn: https://www.linkedin.com/company/multivision-digital/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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 Mair Hill discuss:Being in control of who you work with.Teaching, learning, and selling with the younger generations.Best ways for lawyers to learn business development.The six senses of business development. Key Takeaways:If you don’t understand your younger employees, listen more. They are telling you what they need, what they want, and what they know, it is up to you to listen.TikTok can’t teach you every lesson and the answer you want is always going to be found online, even if it isn’t the right answer.There are multiple ways to do business development - getting outside, professional help can assist you with understanding what you need to do and how you can best to succeed.Build the relationships, stay authentic, and keep to the cornerstones of classic selling. That is going to help you to build your business. "The more authentic you are, the sweeter success tastes." — Mair Hill Get a free audio copy of Steve’s book “Legal Business Development Isn’t Rocket Science” here: https://fretzin.com/audiobook Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Green Cardigan Marketing: https://greencardiganmarketing.com/ Episode References: How to Win Friends and Influence People by Dale CarnegieHow I Raised Myself from Failure to Success in Selling by Frank Bettger Connect with Mair Hill: Website: https://mairhillconsulting.com/Book: https://www.amazon.com/GOOD-PLAN-One-You-Can/dp/1502520125LinkedIn: https://www.linkedin.com/in/mairhill/Facebook: https://www.facebook.com/groups/entrepreneurswhowantmoresalesInstagram: https://www.instagram.com/mairhillinspires/TikTok: https://www.tiktok.com/@yoursalesprofessor Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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, Alay Yajnik and Steve Fretzin discuss:Perfect practice in your business development. Why lawyers struggle with business development. The reason having your own book of business is more important than ever before.Tips for starting your next year off with a bang. Key Takeaways:Being a great lawyer alone isn’t enough, you also need to have a great book of business to control your own future and success as a lawyer. When sales is done in a sales-free way, it’s really about solving problems. Start building your book of business and your network early in your career. It doesn’t need to be the first year, but by years 3-5, you will want to start building your own freedom and independence. Get some level of competency in your skill that gives you a level of freedom and control. "If you have your own clients and build your own book of business, you call the shots. You can write your own adventure." — Steve Fretzin Get a free audio copy of Steve’s book “Legal Business Development Isn’t Rocket Science” here: https://fretzin.com/audiobook Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Get Visible: https://www.getvisible.com/ Episode References: Getting Things Done by David AllenUnder the Influence with Terry O’Reilly Connect with Alay Yajnik: Website: LawyerBusinessAdvantage.comOne Page Strategic Plan: LawFirmSuccessGroup.comEmail: [email protected]: linkedin.com/in/alayyajnikBook: https://www.lawfirmsuccessgroup.com/book/Lawyer Business Advantage Podcast: https://www.lawfirmsuccessgroup.com/podcast-2/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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 Charles Gillis discuss:Why associates are the key to profitability in a law firm. How COVID changed the landscape of law for young lawyers. The generational change in lawyers in the industry. Tips for hiring and recruiting. Key Takeaways:Working in a remote or hybrid firm is possible, but having a connection and building relationships are key, especially for newer associates. What you do in the first 7-8 years of your practice will lay the foundation for the rest of your career. You do not always need to work with a recruiter to hire great talent. You just need to be plugged into your community and invest time in new lawyers and excellent law students. If you are working with a recruiter, make sure to qualify them and build the relationship to make sure they are who you want to work with. "You can put information out, without being too heavy-handed, about who we are and what we value. And smart candidates research the heck out of that stuff. The challenge is to live it." — Charles Gillis Get a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Get Visible: https://www.getvisible.com/ Episode References: We Regret to Inform You Podcast: https://apostrophepodcasts.ca/rejection/Book: The Goal by Eliyahu Goldratt About Charles Gillis: Charles Gillis is a seasoned business executive who has over thirty years of law firm management and administration experience. At Platt Richmond, Mr. Gillis oversees all strategic and operational matters for the firm, including finances, human resources, and marketing. He is the author of The Seven Year Trap: Back Office Observations of the Business of Law & the Path to Partnership. Charles received an undergraduate degree from The University of Texas at Austin, an executive MBA from The University of Texas at Dallas, and a Graduate Finance Certificate from Southern Methodist University. He holds an SHRM Senior Certified Professional (SHRMSCP) designation. Connect with Charles Gillis: Website: https://plattrichmond.com/Book: https://www.amazon.com/Seven-Year-Trap-Observations-Partnership/dp/0692195661LinkedIn: https://www.linkedin.com/in/gillis/LinkedIn: https://www.linkedin.com/company/pcrfirm/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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 Warburton discuss:Lessons learned the hard way in leadership and delegation. Top things lawyers should delegate and are not. How to ensure those you delegate to are not going to leave your firm. The process and steps for delegation. Key Takeaways:Only when somebody feels like their future is being impacted by their actions will they take their actions seriously. While it will take time to delegate your responsibilities effectively and appropriately, it will save time and make a difference more quickly than you realize. It is not required to do all the client work to maintain the client relationship. Write down your procedures. If you don’t, everything gets done slightly differently, then there is no way to track and improve it. "Delegating can feel painful and like wading through mud at the beginning. And, in the short run, it is much easier to carry on doing it all yourself, but then you build a firm that keeps you in urgency, not working on what’s important." — Dan WarburtonGet a free audio copy of Steve’s book “Legal Business Development Isn’t Rocket Science” here: https://fretzin.com/audiobook Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Get Visible: https://www.getvisible.com/ Episode References: $100M Offers by Alex Hormozi$100M Leads by Alex HormoziThe Game with Alex Hormozi Connect with Dan Warburton: Website: https://www.danwarburton.com/Book: Dream It Choose It Live ItYouTube: https://www.youtube.com/@DanWarburtonLinkedIn: https://www.linkedin.com/in/authordanwarburton/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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:Why you should have good customer service as a lawyer and for your law firm. Continuing client relationships beyond the case. How Lawmatics can help you to maintain client relationships and better run your law firm. Processes, procedures, and automation. Key Takeaways:Your law firm is a service business. You need to have good customer service and a good customer experience. Most legal business comes from referrals - if you don’t nurture client relationships and networking partners, you are leaving money on the table. Most lawyers are using a CRM (client relationship management) in some fashion, even if you don’t call it that - even your phone is, technically, a CRM. Having a proper CRM to manage all aspects of your client relationship from meeting until the end is key. As a lawyer, you are likely looking at revenue/billing-driven KPIs. However, there is so much more data you can extract from your numbers and information you’re tracking that can help you build a stronger firm. "Your book of business that you’re sitting on is a goldmine. And like any goldmine, it needs to be mined. It won’t come to the surface without any effort." — Matt Spiegel Get a free audio copy of Steve’s book “Legal Business Development Isn’t Rocket Science” here: https://fretzin.com/audiobook Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/1-month-free/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Get Visible: https://www.getvisible.com/ Episode References: All-In Podcast - https://www.allinpodcast.co/The Rewatchables Podcast - https://www.theringer.com/the-rewatchablesGet a 10% Discount on Lawmatics at https://www.lawmatics.com/bethatlawyer/ About Matt Spiegel: Matt Spiegel is a serial entrepreneur and lawyer who enjoys building products and solving problems using management and marketing automation software for attorneys. He founded MyCase and Lawmatics, the latter of which he also serves as CEO. He worked as a criminal defense attorney but has spent years focused on innovating the legal-tech space to help attorneys scale their business. Connect with Matt Spiegel: Website: https://www.lawmatics.com/Email: [email protected]: https://twitter.com/mattspiegelesqLinkedIn: https://www.linkedin.com/in/mattspiegelesq/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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 Mason discuss:Separating our identities and the roles we play in life. Why many people go to law school…often without knowing what to expect. The relationships between ourselves, myths, and culture. Professional freedom and moving past feeling trapped. Key Takeaways:What makes you happy is intimately related to who and what you are - it is directly aligned with knowing yourself. Myths are a projection of the stories we tell ourselves about our identities. When you understand your narrative, you can start to be the hero and begin to write the path you choose, not what others are choosing for you. Purpose plus values will lead to your vision of what is possible. Levened with an understanding of your non-negotiables, then you will be able to create your vision and create a plan to make it happen. "If you're smart enough to be a lawyer, you're smart enough to figure out how to survive in this world one way or another. And you'll probably do better if you're being true to yourself." — Scott MasonGet a free audio copy of Steve’s book “Legal Business Development Isn’t Rocket Science” here: https://fretzin.com/audiobookThank you to our Sponsors!Lawmatics: https://www.lawmatics.com/1-month-free/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Get Visible: https://www.getvisible.com/ Episode References: The Lawyers Edge Podcast: https://thelawyersedge.com/podcast/ About Scott Mason: Scott Mason is the Myth Slayer, a transformational executive & leadership coach for unhappy lawyers looking to find professional freedom and live the life of their dreams. After graduating from Columbia Law School, Scott worked for over 20 years as an attorney and C-Suite executive with numerous government and nonprofit organizations before successfully growing and scaling a manufacturing company. Scott's insights have appeared in book compilations and online magazines as well as on television and podcasts, and he currently sits on the Board of the NYC chapter of the National Speakers Association. Connect with Scott Mason: Website: https://www.myfreedomrocks.com/LinkedIn: https://www.linkedin.com/in/themythslayer/LinkedIn: https://www.linkedin.com/company/myfreedomrocks/Instagram: https://www.instagram.com/s.scott_mason/TikTok: https://www.tiktok.com/@themythslayer_Facebook: https://www.facebook.com/scott.mason.1291/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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 Rick Watson discuss:Building a professional network (and how to do it right). Things lawyers are really bad at doing. The hidden sales in your professional service firm. Being likable and referrable. Key Takeaways:There is a difference between building a wide network (full of lots of people) and building a deep network, with great referral partners that can help you to bring in work regularly. Balancing giving and taking in your network. Build up those you’re networking with and give them the hype that they deserve in your introductions. Trust compression is the human tendency to make decisions about others based on the number of interactions, not the length of those interactions. Be creative in keeping top of mind and in touch with people. It takes time and attention, but is worth maintaining those relationships. "One of the things you can do to make yourself look bigger and better is to edify the people around you." — Rick WatsonGet a free audio copy of Steve’s book “Legal Business Development Isn’t Rocket Science” here: https://fretzin.com/audiobook Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/1-month-free/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Get Visible: https://www.getvisible.com/ Episode References: Rework by Jason Fried About Rick Watson: Rick Watson is the author of “A Firm Worth Building”, which helps professional businesses scale and thrive. He identifies a common problem advice professionals all seem to share. These business owners focus more on performing their professional specialty rather than what it takes to run the business well. Many professional firms, struggle to find “good” growth. Some professionals even look to discard a percentage of their client book every few years, as a way of managing growth. Rick would say this is all backward. When you build a strong business, as the firm grows it gets easier to run, not harder.Rick’s unique experience was forged from growing a firm with only $20 in his savings to managing ½ billion dollars in his current RIA and becoming the CEO of the National Referral Network and several other businesses which has forced him to be a student of running businesses in the best possible way. Rick’s book “A Firm Worth Building” covers about 30 lessons that every business owner should know, from thinking through branding to increasing referrals through professional networks. Additionally, he has a few unique success concepts like compressing the time it takes to build client trust and why building up your staff and other professionals through a dedicated process of “edification” is so helpful. He and his partners are forward-thinkers, their motto is - "We build what should exist". Rick and his team are not afraid of complexity, hard work, or innovation. Rick’s accomplishments have opened the path to achieving his own dreams. Living with his family on a 5-acre horse ranch and wine-making operation in Loomis, CA, he still finds the time to enjoy the life that he has been able to build through embodying his own teachings. When he's not helping manage and scale businesses, Rick rides Arabian horses in 30-100 mile races. Connect with Rick Watson: Website: protectionpointadvisors.comnrnamerica.comLinkedIn: linkedin.com/in/rickwatsonppalinkedin.com/company/protectionpointadvisorslinkedin.com/company/national-referral-networkFacebook: facebook.com/richard.watson.92351facebook.com/protectionpointadvisorsBook: A Firm Worth Building Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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 Meredith Bell discuss:Challenges with communication and why the way we talk to each other matters. Communication between the generations in a workplace. Managing expectations and understanding values and work ethic. Why positive feedback is key to relationships and company culture. Key Takeaways:Many challenges we face are because we come into conversation with assumptions about those we are speaking with. If we slow down enough to ask people what is important to them, listening, then acting upon that information is going to make a difference, no matter who you are talking to. Agreements are talked about by both parties; expectations are full of assumptions without communication. To give more valuable positive feedback, you, as a leader, need to notice more, notice those things you really value, and share that with your team. "When you think about the generations, if we're willing to listen, to ask questions, and listen to learn what's important to this person, then I think we can break down some of these barriers around perceptions and assumptions that we have around whatever the age group is that you want to identify as troublesome for you." — Meredith BellGet a free audio copy of Steve’s book “Legal Business Development Isn’t Rocket Science” here: https://fretzin.com/audiobook Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/1-month-free/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Get Visible: https://www.getvisible.com/ Episode References: How to Get Clients by Steve ChandlerThe One Minute Manager by Kenneth BlanchardThe Rising Leader Podcast with Mark J Silverman About Meredith Bell: Meredith is the Co-founder and President of Grow Strong Leaders. Her company publishes software tools and books that help people build strong relationships at work and at home. Meredith is an expert in leader and team communications, the author of three books, and the host of the Grow Strong Leaders Podcast.Her latest books, co-authored with her business partner, Dr. Dennis Coates, are Connect with Your Team: Mastering the Top 10 Communication Skills, and Peer Coaching Made Simple. In them, Meredith and Denny provide how-to guides for improving communication skills and serving as a peer coach to someone else. Connect with Meredith Bell: Website: https://growstrongleaders.com/Grow Strong Leaders Podcast: https://growstrongleaders.com/podcasts/LinkedIn: https://www.linkedin.com/in/meredithmbellLinkedIn: https://www.linkedin.com/company/1561855Twitter: https://twitter.com/meredithmbellFacebook: https://www.facebook.com/MeredithMBellBooks: Connect With Your Team - https://www.amazon.com/dp/1734805110Peer Coaching Made Simple - https://www.amazon.com/Peer-Coaching-Made-Simple-Helping/dp/1734805145 Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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 Philip Fairley discuss:Measuring everything in your business for success. Biggest opportunities for growth for small law firms. The most overlooked area of your law firm. Competing with larger firms in your marketing without spending an arm and a leg. Key Takeaways:Run your business on the numbers, not on a feeling. Look at the data on a consistent basis and take action on it. Get content out consistently - everyone is watching short-form videos, so do that. Right now, the biggest opportunity is video. React to pop culture, use it as a way to brand, and tell people you’re a lawyer without saying it. This is one way to get your other content moving and visible to more people. Repurpose your content - there are dozens of ways you can repurpose a long-form video with basic editing for different platforms and audiences. "Your potential clients don’t know what they don’t know. By you educating them, you’re branding to them, and that’s when you’re starting to attract more." — Philip FairleyGet a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/1-month-free/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Get Visible: https://www.getvisible.com/ Episode References: The Rainmaker Institute- Free YouTube Channel Optimization Guide: www.therainmakerinstitute.com/bethatlawyerNo Bullsh!t Leadership Podcast: https://www.yourceomentor.com/leadership-podcast About Philip Fairley: Philip Fairley is the President and owner of The Rainmaker Institute, the nation’s largest law firm marketing company that focuses exclusively on client generation, lead conversion, and data analytics. During his time at Rainmaker, he co-developed Turbine®: the only software platform that automates the intake process, and Rainalytics®: the only tool that automatically measures all law firm data. Philip holds degrees from Northwestern University, Wheaton College, and Keller Graduate School, is an NCAA Division I National Debate Champion, and is a recognized expert on intake, lead conversion, and innovative video marketing. His and Rainmaker’s expertise has been noted and quoted in the American Bar Association’s Journal, Entrepreneur, Inc., Fortune Small Business, Harvard Management Update, Business Advisor, the Chicago Tribune, Crain’s Chicago Business, and Attorney at Law magazines. Prior to owning Rainmaker, he was the founder and CEO of two successful companies that specialized in legal tech, cyber security, and communications. He is married with three children and enjoys the Arizona lifestyle, mountain biking, and coaching youth sports. Rainmaker has helped over 23,000 attorneys and law firms grow their business by learning and implementing our proven marketing and intake strategies. Connect with Philip Fairley: Website: https://therainmakerinstitute.com/Email: [email protected]: https://www.youtube.com/@lifestylelawfirmLinkedIn: https://www.linkedin.com/in/philipfairley/LinkedIn: https://www.linkedin.com/company/the-rainmaker-institute/Facebook: https://www.facebook.com/TheRainmakerInstituteInstagram: https://www.instagram.com/rainmakerinstitute/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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 Natalie Knowlton discuss:The growing number of people DIYing their legal needs and why lawyers should be concerned. Non-lawyer ownership of law firms. Why lawyers should embrace thoughtful legal regulatory reform. Emerging business models in the practice of law. Key Takeaways:Law is both a profession and a business. Your law firm should be running as an actual business that provides legal services. Consumers are responding to the commoditization of the law - it is a way that consumers recognize and understand how to use. You can monetize legal information. There is a level of legal information you can package and sell that the average person just doesn’t know. Technology is causing a disruption and a change in the legal industry. That technology, such as AI, is likely here to stay and is only going to get more sophisticated. "Regulatory reform is here to stay. I think the level of opposition we are seeing is a testament to the fact that it is here to stay." — Natalie KnowltonGet a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Get Visible: https://www.getvisible.com/ Episode References: Final Event of 2023!: https://fretzin.com/eventsTalk Justice: https://legaltalknetwork.com/podcasts/talk-justice/Mathew Kerbis: https://www.linkedin.com/in/mathewrobertkerbis/ About Natalie Knowlton: Natalie Anne Knowlton is the Founder of Access to Justice Ventures, empowering entrepreneurs who are developing scalable access to justice solutions. She is a 2023 ABA Journal Legal Rebel and is listed among the ABA Legal Technology Resource Center’s 2022 Women of Legal Tech. Connect with Natalie Knowlton: Website: https://a2jventures.com/LinkedIn: https://www.linkedin.com/in/natalieanneknowlton/Twitter: https://twitter.com/natalalleycat Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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 Michael Liebowitz discuss:Behavioral neurology and how it relates to business development. Understanding your business identity and your identity in your business. Belief alignment, story connection, and the message you are conveying.Talking about the money and criteria for success early in the discovery process. Key Takeaways:All businesses are personal, all great businesses are very personal. The biggest mistake businesses of all sizes make is talking about what they do, and not what it means. Start with the outcome, then follow it up with the belief system. You need to talk about your business in a way that makes people want to work with you. "We are excellent BS detectors. And what I mean by BS is Belief System. We learn this at a very young age. We intuitively know when someone is saying something they don't really believe." — Michael LiebowitzGet a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Get Staffed Up: https://getstaffedup.com/bethatlawyer/Overture: https://overture.law/Get Visible: https://www.getvisible.com/ Episode References: ProVisors: https://provisors.com/Pivot: https://podcasts.apple.com/us/podcast/piv About Michael Liebowitz: Michael creates messages that make more money. Lots of business owners struggle finding that one, perfect message that grabs attention, differentiates, and inspires people to want to work with them. My clients hire me to find theirs. He works with consultants and founders to get them saying all the right things in their marketing, networking conversations, and sales calls that generate more business. The result: Landing more of their ideal clients faster Website and marketing is converting Networking conversations produce results Sales cycle is shorter Connect with Michael Liebowitz: Website: https://www.mindmagnetizer.com/LinkedIn: https://www.linkedin.com/in/michaeljliebowitz/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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 Brooke Lively discuss:Avoiding analysis by paralysis. The six key components of business that you need to understand. EOS (Traction) for law firms. Defining roles and delegating for law firm success. Key Takeaways:When you have your data dialed in, you can see where the issues really are and then you can fix them. Most companies are running at about 20% strong on the six key components. Very few have 100%, but the goal is to always get better. If everything is important, nothing is important. You’ve got to keep the one thing, the one thing. There are many free resources for getting started with EOS that can help transform your law firm now. "When you've got the vision, when you've got the right people that understand that vision and are helping to create it, that are rowing in the same direction, and you're doing it all based on data - everything in your company becomes so clear." — Brooke Lively Get a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Get Visible: https://www.getvisible.com/ Episode References: Final Event of 2023!: https://fretzin.com/eventsCheck out the previous episode with Brooke here: https://www.fretzin.com/podcast/episodes/brooke-lively-from-panic-to-profit-in-your-law-firm/Traction by Gino Wickman: https://www.amazon.com/Traction-Get-Grip-Your-Business/dp/1936661837EOS Worldwide: https://www.eosworldwide.com/brooke-livelyTake The Assessment: https://organizationalcheckup.com/ About Brooke Lively: Brooke is the Founder and President of Cathcap, a group of Profitability Specialists and CEOs who help lawyers grow, scale, and create more profitable firms. She started the company after spinning up a 7-figure law firm in under 2 years and receiving requests for help from other law firm owners for help. That was when Brooke began to understand the apprehension lawyers felt around the numbers in their business, and how rarely they used data in their decision-making process. As Cathcap grew and helped more than 200 firms, she began to see a trend between the firms that excelled and the ones that just survived - and that difference was implementing EOS. After years of trying to find great EOS coaches who understood the legal industry, Brooke ultimately became an EOS Implementer and now helps law firms achieve all their goals. Brooke is an international speaker, international best-selling author, and coach whose down to earth actionable advice has helped hundreds of lawyers. She loves nothing more than the moment when "the light bulb goes on" and she knows that a person is going to take action that will positively impact their business, and not only their life, but the lives of their clients and employees. Brooke holds an MBA in Corporate Finance and Investments from TCU, is a CFA Charter holder, has been voted one of Fort Worth's CFOs of the year, and has been featured in such publications as CNBC, Forbes, and US News and World Report. Connect with Brooke Lively: Website: https://cathcap.com/ LinkedIn: https://www.linkedin.com/in/brookelively/LinkedIn: https://www.linkedin.com/company/cathedralcapital/Facebook: https://www.facebook.com/boo.lively.3Facebook: https://www.facebook.com/CathedralCapital Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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 Jonathan Fitzgarrald discuss:Collaboration between a lawyer and a business coach. Why you should have a business plan for your law firm. Finding the right referral partners and investors. Ideas for staying top of mind and staying in touch. Key Takeaways:Relationships are proactive, not reactive. If you don’t have a plan, you won’t know where you are going.Be the go-to person for people outside of the things you do. Listen with your eyes - people are telling you more on LinkedIn than even they realize. "The number one challenge for most professionals is staying top of mind among their target audience for people who can refer them business." — Jonathan FitzgarraldGet a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Overture: https://overture.law/Get Visible: https://www.getvisible.com/ Episode References: Accept Steve’s Challenge at: http://fretzin.com/Alex Hormozi: https://www.youtube.com/@AlexHormoziJerry Maatman: https://www.linkedin.com/in/geraldmaatman/ProVisors: https://provisors.com/The Armstrong & Getty Podcasts - https://www.armstrongandgetty.com/podcasts/ About Jonathan Fitzgarrald: Jonathan Fitzgarrald looks to undervalued professionals, untapping their potential to grow revenue, market visibility, and their practices. Many of the firms Jonathan advises report up to 20 percent increases in revenue within the first year. Jonathan’s proprietary approach adapts a Moneyball strategy by recognizing and coaching traditionally overlooked, highly skilled professionals in legal, financial, accounting, and professional services firms. Connect with Jonathan Fitzgarrald: Website: https://equinoxstrategy.com/LinkedIn: https://www.linkedin.com/in/jonathanfitzgarrald/LinkedIn: https://www.linkedin.com/company/equinox-strategy-partnersTwitter: https://twitter.com/JRFitzgarraldTwitter: https://twitter.com/EquinoxStrategyFacebook: https://www.facebook.com/EquinoxStrategyInstagram: https://instagram.com/JRFitzgarrald Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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 Stewart Wessel discuss:How Stewart got into legal recruiting. The control and freedom that comes from having your own book of business. Building your network. Understanding the market for 1+1=3. Key Takeaways:As a younger lawyer, you do not have to start building your book alone - you can bring a more senior attorney with you to help close the deal. The optimal size of your book when making a lateral move is different depending on where you are trying to move. When making a lateral move, look for a fit outside of just a monetary fit. The cultural fit and what you’re looking to get out of the firm will also make a difference in where you want to look. There are many questions you need to understand so you go into a move with your eyes wide open. "The truth of the matter is, that's the baseline. The expectation is you're a great lawyer, but you need to have business in order to have some control and some freedom over your life and make moves." — Stewart WesselGet a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Get Visible: https://www.getvisible.com/ Episode References: Last Event of 2023!: https://fretzin.com/eventsProVisors: https://provisors.com/Eat That Frog! By Brian Tracy: https://www.amazon.com/Eat-That-Frog-Great-Procrastinating/dp/B08NN397DN/ref=sr_1_1 Connect with Stewart Wessel: Website: https://www.thewessel.group/Email: [email protected]: https://www.linkedin.com/in/stewart-wessel-88935ab/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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 Diane DiResta discuss:The value of speaking both in person and virtually.Common mistakes lawyers make when speaking.Understanding your audience.What to do when you’re nervous (and why those nerves are selfish). Key Takeaways:Fit is often about culture, not about a skill mismatch.It doesn’t matter if you are a fast speaker, you want to leave space in between - remember the pause. That is where the information you are sharing is going to land with the audience.Speaking is 90% preparation and 10% delivery - the price you charge is for more than the 1 hour of your time to give the presentation.Group things into 3 - it is more memorable. Stories also are memorable and touch the heart. "Speaking is one of the most powerful and cost-effective marketing tools you can have. It's like test driving a car, they get to see you in action." — Diane DiRestaGet a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Get Visible: https://www.getvisible.com/ Episode References: Gladden Longevity Podcast - https://gladdenlongevity.com/podcast-episodes/ About Diane DiResta: Diane DiResta, CSP, is Founder and CEO of DiResta Communications, Inc., a New York City consultancy serving business leaders who deliver high-stakes presentations— whether one-to-one, in front of a crowd, or from a virtual platform. DiResta is the author of Knockout Presentations: How to Deliver Your Message with Power, Punch, and Pizzazz, an Amazon.com category best-seller, and has spoken on 4 continents. She works with lawyers and leaders to speak with confidence, clarity, and exude executive presence. Diane is Past President of the NYC chapter of National Speakers Association and former media trainer for the NBA and WNBA. She was featured on CNN, and quoted in the NY Times, Wall Street Journal, London Guardian, and Investors Business Daily, and Bloomberg radio. Diane is a Certified Speaking Professional, a designation held by less than 12% of speakers nationwide. She is a Certified Virtual Presenter. And her blog, Knockout Presentations, made the Top 50 Public Speaking blogs. Diane is Past President of the NYC chapter of National Speakers Association and former media trainer for the NBA and WNBA. She was featured on CNN, and quoted in the NY Times, Wall Street Journal, London Guardian, and Investors Business Daily, and Bloomberg radio. Diane is a Certified Speaking Professional, a designation held by less than 12% of speakers nationwide. She is a Certified Virtual Presenter. Her LinkedIn Learning course Speaking Confidently and Effectively made the Top 20 Most Popular courses for two consecutive years. Connect with Diane DiResta: Website: https://www.diresta.com/Book: Knockout Presentations: How to Deliver Your Message with Power, Punch, and PizzazzLinkedIn: https://www.linkedin.com/in/dianedirestaLinkedIn: https://www.linkedin.com/company/diresta-communications-inc-Twitter: https://twitter.com/speakingproFacebook: https://www.facebook.com/diane.diresta/Instagram: https://www.instagram.com/dianediresta Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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, Erik Olson, Jocelyn Brumbaugh, Jared Correia, and Gyi Tsakalakis discuss:Social media and your law firm.Doing research on LinkedIn for potential connections. Taking accountability for what you publish on social media. Directing people back to your website for the full content and owning your content on your website. Key Takeaways:Be on the social platforms that your audience is on. Keep your social media posts to information, not advice. Clients want to know about the legal process. Responding to negative reviews is not for the reviewer - it is for the next person who sees it and sees that you are recognizing it. Repurpose the content on your website for social media - don’t make more work for yourself. All content should be guided through the eyes of your audience. "You've got to think about who your audience is. But I will tell you this, from a from a top of mind awareness standpoint, it's the best, the most efficient, and the most effective way to stay in front of your audience on a regular basis. It's cheaper than TV, it's cheaper than radio. Radio and TV don't even have the eyeballs and the attention span that social media has." — Gyi TsakalakisGet a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Get Staffed Up: https://getstaffedup.com/bethatlawyer/Overture: https://overture.law/Get Visible: https://www.getvisible.com/Lawmatics: https://www.lawmatics.com/bethatlawyer/ Episode References: LinkedIn Examples: https://www.linkedin.com/in/ryanmckeen/https://www.linkedin.com/in/brewster-rawls/YouTube Examples: https://www.youtube.com/channel/UCra2AXtKeyqnkAcToRAP8wwhttps://www.youtube.com/playlist?list=PLCFwfTmTPYWyj7F2tg6VPOzg2b1eRru8PClio Legal Trends: https://www.clio.com/resources/legal-trends/What Legal Consumers Want to Know Article: https://www.attorneyatwork.com/2019-clio-legal-trends-report-lawyers-fail-to-communicate-value/Coogan Knows the Law: https://podcasts.apple.com/us/podcast/coogan-knows-the-law/id1701005291Simple Concepts for Legal Consumers: https://drewlewis.law/category/blog/Descript: https://www.descript.com/Think About Client Journeys: https://www.thinkwithgoogle.com/consumer-insights/consumer-journey/micro-moments-understand-new-consumer-behavior/AI Assisted Workflow Tool: https://www.taskade.com/ Connect with Erik Olson: Website: https://arraylaw.com/Show: https://arraylaw.com/managing-partners-podcast/YouTube: https://www.youtube.com/channel/UCWsbJqhtLMS5wmWmXulpY2ALinkedIn: https://www.linkedin.com/in/iamerikjolson/Twitter: https://twitter.com/thisisarrayFacebook: https://www.facebook.com/thisisarrayInstagram: https://www.instagram.com/array.digital/ Connect with Jocelyn Brumbaugh: Website: https://www.buildenpartners.com/LinkedIn: https://www.linkedin.com/in/jocelynbrumbaugh/ 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 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: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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, Erik Olson, Jocelyn Brumbaugh, Jared Correia, and Gyi Tsakalakis discuss:The first step lawyers and law firms need to do before marketing themselves. Positioning yourself as uniquely qualified to help your client. Perspective client avatars and referral partners. Pros and cons of specializing and finding your niche. Key Takeaways:Look at what you are already doing well now and capitalize on that first. Bring in personal differentiation points in your marketing strategy to stand out from the crowd. Positioning is what you want to be known for, it does not necessarily cover all that you do. AI can be a tool, but there still needs to be a human component both before and after using the technology. "AI is a remarkable tool as a supportive assistive tool. I think about it just like we use Grammarly or a bunch of other stuff to help us write and publish and do research, and it is absolutely remarkable in those contexts. So short answer, yes, use it - just learn about it and learn how you can actually use it both effectively and ethically." — Gyi Tsakalakis Get a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Get Staffed Up: https://getstaffedup.com/bethatlawyer/ Overture: https://overture.law/Get Visible: https://www.getvisible.com/Lawmatics: http://lawmatics.com/bethatlawyer Episode References: ChatGPT for Legal Marketing Search: https://www.google.com/search?q=chatgpt+for+legal+marketing ChatGPT for Legal Marketing Article: https://www.attorneysync.com/blog/chatgpt-for-legal-marketing/ Law Firm AI Article: https://thisisarray.com/law-firm-ai/ Connect with Erik Olson: Website: https://arraylaw.com/ Show: https://arraylaw.com/managing-partners-podcast/ YouTube: https://www.youtube.com/channel/UCWsbJqhtLMS5wmWmXulpY2A LinkedIn: https://www.linkedin.com/in/iamerikjolson/Twitter: https://twitter.com/thisisarray Facebook: https://www.facebook.com/thisisarray Instagram: https://www.instagram.com/array.digital/ Connect with Jocelyn Brumbaugh: Website: https://www.buildenpartners.com/ LinkedIn: https://www.linkedin.com/in/jocelynbrumbaugh/ 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 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: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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 Elizabeth Tresp discuss:How Elizabeth started her law firm (and manages her other businesses as well). The secret of work-life balance. Managing workload capacity and workload ability when hiring. Understanding your core competencies and trying new things. Key Takeaways:The work-life balance will change throughout your career and will look different for every person. Knowing when to hire is going to come with experience, but you need to be in tune with your employees, what is really happening, and if the work currently can support someone else. Always be recruiting (even if you’re not currently hiring). You never know what conversation is going to be had and what that will turn into. Be willing to take the risk on things you enjoy and make you feel good. You never know what you will learn or how your business will grow. "Don't be scared. Take the risk. Invest in yourself. Invest in your goal and what you have to offer, own it, and feel good about it." — Elizabeth Tresp Get a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Get Staffed Up: https://getstaffedup.com/bethatlawyer/Overture: https://overture.law/Get Visible: https://www.getvisible.com/ Episode References: 24 Months to Freedom by Brett Trembly - https://www.amazon.com/24-Months-Freedom-Staffing-Solutions/dp/1955242445 About Elizabeth Tresp: An attorney, business owner, investor, philanthropist, and mother, Elizabeth A. Tresp, JD, LL.M. founded her law firm, Tresp Law, APC in 2013 as a solo practitioner but quickly grew the firm to a successful mid-sized practice with several attorneys practicing under her direction. Elizabeth has a national client base consisting of thousands of clients from all walks of life in virtually every State.In 2019, Elizabeth purchased the nationally-revered law firm of Day & Associates, Inc, which has practiced continuously in Solana Beach since 1992. Today, Elizabeth is the principal attorney and owner of both law firms, with offices in Solana Beach, California; San Diego, California; and Kemmerer, Wyoming. Elizabeth is a respected volunteer and major donor in the non-profit community, and an angel investor and small business owner in numerous ventures throughout the United States. Elizabeth also owns or is a partner in several businesses from professional services to retail and food service. Her unique perspective informs her law practice, enabling her to design the right legal solutions for every individual client’s needs.For the past six consecutive years, Elizabeth has been awarded Super Lawyers Rising Star. Awarded by the San Diego Business Journal, Elizabeth is also an honoree of the 2021 and 2023 Women of Influence in Law and the 2022 Business Women of the Year. Elizabeth earned her Juris Doctor (JD) and Master of Laws in Taxation (LLM) at the University of San Diego School of Law. Connect with Elizabeth Tresp: Website: https://www.tresplaw.com/Website: https://www.trespday.com/Website: https://www.normandysolutions.com/Website: https://www.trespcs.com/Phone: 858-248-2779LinkedIn: https://www.linkedin.com/in/elizabethtresp/Instagram: https://instagram.com/tresplawapcInstagram: https://www.instagram.com/trespdayInstagram: https://www.instagram.com/normandysolutionsInstagram: https://www.instagram.com/fossilfuelwy Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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 Jeff Kimmel discuss:Understanding the business and the finances of the firm. Referrals, delegation, and trust in your team. Communicating clearly and confidently to your client about transitions in teams.Scaling down to scale up. Key Takeaways:Everyone has their own way of managing - find the way that works for you and the firm and do that. It can be fun and exciting if you are doing it in a way that is fresh and right for you.You can give clients reassurance that you are part of their case while also assuring them that your team is more than capable and will be handling the day-to-day. You do not have to do it all. Answer internal firm questions not just with an answer, but with perspective as to how it affects the client and the case. You do not need to accept every referral case to maintain relationships - sometimes declining the cases that don’t fit can earn you respect and better future cases. "Even if you don’t want to be the boss, it is so important for you, as a young lawyer, to understand that the firm you are working at is also a business." — Jeff Kimmel Get a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Get Staffed Up: https://getstaffedup.com/bethatlawyer/Overture: https://overture.law/Get Visible: https://www.getvisible.com/ Episode References: What Lawyers Don’t Know by Jeff Kimmel and Connie Henriquez - https://startlovinglife.com/whatlawyersdontknow/ About Jeff Kimmel: As Managing Partner of Salenger, Sack, Kimmel & Bavaro, a New York trial firm, Jeff Kimmel is a fierce business leader and attorney who has navigated the firm's rapid growth and elevated its status to one of the leading personal injury and medical malpractice law firms in New York. Jeff has been recognized in the industry as a leader. His business background and innovative thinking have helped him structure the firm for continued growth and success. Connect with Jeff Kimmel: Website: https://www.sskblaw.com/Book: https://startlovinglife.com/whatlawyersdontknow/LinkedIn: https://www.linkedin.com/in/jeffrey-m-kimmel-4782864/Facebook: https://www.facebook.com/jeffrey.kimmel.524Facebook: https://www.facebook.com/Salengersackkimmelbavaro/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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 Joe Tamburino discuss:Why lawyers struggle to build a book of business and a law practice. Honing your skills and learning from others. Communication, expectations, and building a great team. Building media relationships. Key Takeaways:You have to have confidence in yourself, no matter what venture you go into in life. Having a record of success will give you confidence and will really let you know what your job truly is. You (or someone on your team) have to be available when business comes your way. Everybody has an email - if you are looking to contact someone in the media, see who is in your area and reporting on your area of law, then reach out to them. "Things happen to make your business successful outside of work all the time." — Joe Tamburino Get a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Get Staffed Up: https://getstaffedup.com/bethatlawyer/Overture: https://overture.law/Get Visible: https://www.getvisible.com/ Episode References: The Law Entrepreneur - https://thelawentrepreneur.com/About Joe Tamburino: Joe Tamburino is one of the most effective criminal defense attorneys in the Twin Cities and has been named a Minnesota “Super Lawyer” for the last two decades straight. His passion for excellence in criminal defense has led to an exclusive rating as a Minnesota State Bar Association Board Certified Legal Specialist in Criminal Law, a certification achieved by fewer than 3% of all attorneys. He has defended his clients effectively against a wide range of charges – from DWI and white collar crimes to child pornography, assault and homicide – and has personally tried over 100 jury trials. Joe has over 30 years of criminal experience. A graduate of New York University and the University of Minnesota Law School, Tamburino began his career as a public defender in the Anoka County Attorney’s Office. In 1997, he joined what would become Caplan & Tamburino Law Firm and has become a prominent and visible member of the Minnesota legal community. In 1998 he was named a Rising Star in Minnesota by Minnesota Law & Politics (Rising Stars are attorneys who have practiced for less than 10 years and are the age of 40 or younger). Since 2000, he has been named a Super Lawyer by Minnesota Law & Politics for twenty straight years. Joe Tamburino was nominated for an Emmy Award for his legal analysis on WCCO CBS TV throughout the trial of Derek Chauvin. He is a frequent legal analyst for CBS News, Court TV and Law and Crime Network. Tamburino has shared his expert legal analysis on high-profile cases and is a regular resource for media looking for a conversational understanding of current events with legal complexities. He also presents regularly to law schools and legal professional groups on a wide variety of criminal topics including: drinking & driving, alcohol-related accidents, homicides and criminal sexual conduct, campaign finance, international matters and first amendment (free speech) cases.Tamburino is licensed in Minnesota and Wisconsin and the Federal Courts in Minnesota, Wisconsin, and North Dakota.Connect with Joe Tamburino: Website: https://www.caplantamburino.com/Email: [email protected]: https://www.linkedin.com/in/joe-tamburino-78aa5b10/LinkedIn: https://www.linkedin.com/company/caplan-&-tamburino-law-firm-p-a-/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-SturkieAudio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Emily Witt discuss:How Emily’s Be That Lawyer tipping point started by rock climbing. Top reasons lawyers are looking to move firms. Advice for lawyers searching for a move. One thing lawyers wish they knew. Key Takeaways:Many lawyers feel they are in the dark in regards to their career progression. During the pandemic, we saw that many lawyers do enjoy being around their colleagues and getting feedback from their coworkers and senior lawyers. Some lawyers may not need a book of business to move, but for most attorneys, it is a point of leverage and strength in a move. When it comes time to make a move, many lawyers do not understand how big their book of business needs to be, even when they believe it is comfortable already. "Often lawyers are not aware in law school of what the whole legal landscape looks like, particularly where a lot of law schools give a very siloed view of the law firms that are out there. They might not be completely familiar with the fact that there are boutiques out there and that there are different ways to practice law, and how to get to those different junctures in your career." — Emily WittGet a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Get Staffed Up: https://getstaffedup.com/bethatlawyer/Overture: https://overture.law/Get Visible: https://www.getvisible.com/ Episode References: Pod Save The World - https://crooked.com/podcast-series/pod-save-the-world/ About Emily Witt: Emily Witt is a dedicated legal recruiter with over 20 years of experience, both on the law firm side and the agency side. She began her legal career at Wachtell, Lipton Rosen & Katz, where she was the Senior Recruiting Coordinator. Emily took a leap of faith in 2016 to work for a search firm and now places attorneys into roles in law firms and in-house companies. Her passion for women's advancement in tech and healthcare advocacy fueled her desire to specialize in those areas. Emily hosts a podcast, Beyond the Legal Lens, that helps open the door to jobs in tech and health law. She also has a platform, the Advocate's Mic, that highlights mission-driven attorneys who are creating impactful initiatives in their communities. Connect with Emily Witt: Website: https://www.beyondthelegallens.com/Show: https://www.beyondthelegallens.com/podcastLinkedIn: https://www.linkedin.com/in/emilywittslegalpath/Facebook: https://www.facebook.com/emily.witt.104/Facebook: https://www.facebook.com/profile.php?id=100085002114417Instagram: https://www.instagram.com/emilydwittInstagram: https://www.instagram.com/beyondthelegallens Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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 Coogan discuss:How Jim’s childhood interest in medicine lead to his career in personal injury law. Listen to what the questions really are. Engaging your audience when you speak. How AI is changing legal practice with communication clarity and efficiency. Key Takeaways:In law school, there’s a mentality that you want to speak like a lawyer. Once you’re working with clients, however, they are not (typically) lawyers and will better respond to you translating the law to what they need to know and understand. No matter what area of law you are in, your area of law is going to be connected to other areas depending on your client and their situation. As you practice, you will get better at appreciating and connecting with the audience you are speaking to. But it does take practice and analysis of what you said previously. Your job is to interpret and build trust with your clients so they have a reason to believe what you’re saying as things get more complicated. "It’s just a matter of gauging who's listening to you, and whether what you're saying is making a difference and whether it makes sense in the first place." — Jim CooganGet a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-sellingThank you to our Sponsors!Get Staffed Up: https://getstaffedup.com/bethatlawyer/Overture: https://overture.law/Get Visible: https://www.getvisible.com/Episode References: Cautionary Tales - Tim Harford Podcast: https://timharford.com/articles/cautionarytales/About Jim Coogan: Jim Coogan has been representing injured people his whole legal career. He is a partner at the law firm Coogan Gallagher in Park Ridge, Illinois. He is the host of the "Coogan Knows the Law" podcast. Connect with Jim Coogan: Website: https://cgtrial.com/Podcast: https://feeds.captivate.fm/coogan-knows-the-law/LinkedIn: https://www.linkedin.com/in/jecoogan/LinkedIn: https://www.linkedin.com/company/coogan-gallagher/Twitter: https://twitter.com/james_coogan_Twitter: https://twitter.com/coogangallagherFacebook: https://www.facebook.com/jim.coogan.1Facebook: https://www.facebook.com/coogangallagher/Instagram: https://www.instagram.com/jimcoogan.attyInstagram: https://www.instagram.com/coogangallagher/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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 Neagle discuss:Living a life of continuous improvement. Scaling and improving through processes. Documenting and delegating appropriately. Missing processes in people, sales, organization, and technology. Key Takeaways:When you’re going through an identity shift, keep pushing forward. It will be strange at first, but things will settle when you push through your tipping point. Being really smart does not mean you automatically have every skill set. Without following a process (particularly in sales) you don’t know where it may have failed, or where you can improve. Put the right people, in the right seat, and let them do the thing they’re good at. Giving them freedom and support, that is where scale will come. "If you’re not trying to up-skill your people, you're doing it wrong." — Justin Neagle Get a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Get Staffed Up: https://getstaffedup.com/bethatlawyer/Overture: https://overture.law/Get Visible: https://www.getvisible.com/ Episode References: The Daily Stoic Podcast - https://dailystoic.com/podcast/10 Microsoft Power Automate Workflows Every Small Business Needs - https://spotmigration.com/blog/10-microsoft-power-automate-workflows-every-small-business-needs/ About Justin Neagle: Say hello to Justin Neagle, the Chief Storyteller at Spot Migration and Co-host of the Building Scale Podcast! Justin is one of the unstoppable leaders behind Spot Migration, a leading authority in the realm of IT and Cybersecurity Services. From strategy to implementation, Spot Migration's core focus is to create peace of mind by making technology reliable for their clients. Check out their site for more information - spotmigration.com Separately, Justin has the privilege of interviewing business leaders on his podcast, Building Scale. (buildingscale.net) With an in-depth understanding of storytelling and a purpose-driven mindset, he has been able to interview some amazing CEO and owners who have scaled their businesses with the use of three pillars of scaling - people, processes, and technology. Justin is a leader who loves seeing companies grow and learn. He strongly believes that the secret recipe for successful businesses is a culture that values its people and has a meaningful purpose. Justin has set an ambitious goal for himself. He’s on a mission to guide 1000 companies to find and use their unique core purposes. This way, they can have a positive impact on the world, and everyone involved can experience joy and fulfillment while increasing their earnings. Sounds pretty cool, right? Connect with Justin Neagle: Website: https://spotmigration.com/ Email: [email protected]: https://buildingscale.net/LinkedIn: https://www.linkedin.com/in/justneagle/LinkedIn: https://www.linkedin.com/company/spot-migration/Twitter: https://twitter.com/JustNeagleFacebook: https://www.facebook.com/justin.neagle/Facebook: https://www.facebook.com/spotmigration Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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 Audrey Rubin discuss:Why law firms need to operate more like a business. How to know what your clients really want. 3 Tips for outstanding client services. Asking for connections and introductions. Key Takeaways:There is a lot more to getting clients than just being a really good attorney. Clients care about things like responsiveness, having a point of contact, understanding and predicting their bill, and even more. It’s more than about being a great lawyer at a reduced fee.Build relationships with your clients by working on a joint project with them - get to know them, get comfortable, and be willing to ask them questions about more than just their legal work. There is power in having a team serving your clients, not just you alone. "The best lawyers, who retain and expand their business, issue report cards on themselves to the clients periodically. They ask the client how they are doing, not just on the legal work, but on other things." — Audrey RubinGet a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-sellingThank you to our Sponsors!Get Staffed Up: https://getstaffedup.com/bethatlawyer/Overture: https://overture.law/Get Visible: https://www.getvisible.com/Episode References: Getting Naked by Patrick Lencioni - https://www.amazon.com/Getting-Naked-Business-Shedding-Sabotage/dp/0787976393About Audrey Rubin: Recognized and award-winning leader in profitability, productivity, and people for law firms and corporate law departments. Professor of "Law as a Changing Business" at the University of Illinois College of Law. Former VP and COO of the Global Law Department of Aon. There she was responsible for all budget, talent, strategic planning, process improvement, technology, and talent. Connect with Audrey Rubin: Website: https://www.rubinsolutions.com/LinkedIn: https://www.linkedin.com/in/audreyrubin/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Adam Kosloff discuss:Setting goals and creating habits.Building a process to create your content consistently.Repurposing your content creatively.Evaluating the platforms for content and content creation based on your audience. Key Takeaways:Having unresolved tasks on your to-do list will continue to nag at your brain and keep you discontented.Not all content creation is right for every single person. Find what is in sync with your firm, your life, and your likes.You can use the hacks to get people to click or read, but you want to make sure you’re saying something of value and unique to you.Not all marketing has a direct ROI. Building a reputation as an expert in your space or creating content that can be repurposed and leveraged can be equally as important. "The people who really succeed are the ones who like to have this as a habit, and can sustain it either me, or someone I delegated to do this." — Adam Kosloff Get a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Get Staffed Up: https://getstaffedup.com/bethatlawyer/Overture: https://overture.law/Get Visible: https://www.getvisible.com/ Episode References: The Secret to Success Podcast - https://www.s2spodcast.com/ About Adam Kosloff: I’m the founder of Virtuoso Content, a legal content agency I grew out of my own freelance career writing over 50,000 web pages and hundreds of books. I’ve also written for movies and television, including working as a staff writer for comedian Mel Brooks on Spaceballs: The Animated Series. On the side, I’ve written a popular blog on the keto diet, been a keynote speaker at nutrition science conferences, toured the world as a semi-pro a cappella singer, and defeated the former U.S. chess champion, all while raising three kids. Connect with Adam Kosloff:Website: https://virtuosocontent.com/Cell Phone: 818-601-6747LinkedIn: https://www.linkedin.com/in/adam-kosloff-2346623/LinkedIn: https://www.linkedin.com/company/virtuoso-content/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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, Charlie Uniman, Colin Levy, and Maya Markovich discuss:Best questions to ask a legal tech vendor. Choosing the right tech choice, not just the impulsive decision. Looking for bottlenecks in your firm’s day-to-day productions and bringing your team into the changes. Pros and cons of working with early stage legal tech startup firms. Budgeting for legal tech. Key Takeaways:While you should ask questions about data security and customer support, you want to tailor your questions to what solution you are looking for. Involve your team in the tech choices from the beginning. They are the ones who are going to be using it and you want to make sure it is the right fit for them. Depending on your practice area, there may be different tech needs. However, all firms should look into good operations technology to help their firm run most efficiently. Look at the use of the tools and what your needs are before setting your budget. "Once you’re comfortable with the tech you’re using, don’t be ashamed of it. Tell your clients about it, let them know that you’re tech forward, and let them know how they can benefit from your use of the tech." — Charlie Uniman Get a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Get Staffed Up: https://getstaffedup.com/bethatlawyer/Overture: https://overture.law/Get Visible: https://www.getvisible.com/ Connect with Charlie Uniman: Website: www.legaltechstartupfocus.com Email: [email protected]: https://www.linkedin.com/in/charles-uniman-2316b83/ Connect with Colin Levy: Website: https://www.colinslevy.com/Website: https://www.malbek.io/LinkedIn: https://www.linkedin.com/in/colinslevy/Twitter: https://twitter.com/Clevy_LawFacebook: https://www.facebook.com/clevylaw Connect with Maya Markovich: LinkedIn: https://www.linkedin.com/in/mayamarkovichTwitter: https://twitter.com/MarkovichMayaWebsite: https://vilcap.com/Website: https://justicetechassociation.org/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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, Charlie Uniman, Colin Levy, and Maya Markovich discuss:The disconnect between legal tech and lawyers. Great online resources to stay ahead of legal tech. The AI impact on the legal tech industry. Best legal tech products for startups. Key Takeaways:To get over the hurdle of choosing tech and having people change the way they do business, make a good business case and make someone the champion for the change. Ask yourself why you want to learn about legal tech and let that drive what you look for to avoid getting overwhelmed with the amount of information out there. While prompting is currently a struggle for many with AI, it is not likely to remain a challenge for long as AI gets more intelligent. Some tech isn’t marketed towards law, specifically, but can be a great tool for your law firm. Look at what is going to solve the problem you’re having. "Change management is fundamentally misunderstood in the legal industry. On the brightside, firms are starting to ask about it, but there is a radical misconception as to what that entails and the value it can provide." — Maya Markovich Get a free copy of Steve’s book “Sales-Free Selling” here: www.fretzin.com/sales-free-selling Thank you to our Sponsors!Get Staffed Up: https://getstaffedup.com/bethatlawyer/Overture: https://overture.law/Get Visible: https://www.getvisible.com/ Episode References: Legal Technology Hub - https://www.legaltechnologyhub.com/Lawrina: https://lawrina.org/ Connect with Charlie Uniman: Website: www.legaltechstartupfocus.com Email: [email protected]: https://www.linkedin.com/in/charles-uniman-2316b83/ Connect with Colin Levy: Website: https://www.colinslevy.com/Website: https://www.malbek.io/LinkedIn: https://www.linkedin.com/in/colinslevy/Twitter: https://twitter.com/Clevy_LawFacebook: https://www.facebook.com/clevylaw Connect with Maya Markovich: LinkedIn: https://www.linkedin.com/in/mayamarkovichTwitter: https://twitter.com/MarkovichMayaWebsite: https://vilcap.com/Website: https://justicetechassociation.org/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science 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.