BE THAT LAWYER

In this episode, Steve Fretzin and Wendy Salajka discuss:The sages and saboteurs in our lives and how they affect what we do.How Positive Intelligence is relevant to running a law firm. Mental health in the legal industry. The 5 powers of the sage and building the human connection first. Key Takeaways:Our brains are not reliable. Sometimes they are for us, sometimes they are against us, and, in an effort to protect us, sometimes they hurt us in their attempts. Giving into the thoughts of your saboteurs is not helping you, even if they feel like they are what is driving you to success. Your saboteurs are never right. Your negative emotions are one-second indicators to course correct, not a space to live in and have drive you forward. There is good and bad in everything we do. Even if that good is microscopic, it can be enough to power us through anything. "The more you accumulate the positive, the more you realize that this thing that I'm stuck in isn't going to last forever. But also, you build up a database in your brain so that when you are going through difficult times, you know you can get through it." — Wendy Salajka Thank you to our Sponsors!Moneypenny: https://www.moneypenny.com/us/Get Visible: https://www.getvisible.com/ Episode References: Uncorking a Story - “So, How do we Begin? With Steve Fretzin” https://uncorkingastory.com/steve-fretzin/The Mel Robbins Podcast - https://www.melrobbins.com/podcast About Wendy Salajka: My name is Wendy Salajka (suh/ /like/ /uh). I am a lifelong observer of people and a student of psychology and neuroscience both formally and informally. I have a BS in psychology and a master’s degree in Leadership Development specializing in Organizational Leadership. I have certifications in Positive Intelligence Quotient (PQ), Neuroscience of Change Neuropsychology, DBT (Dialectical Behavioral Therapy), ACT (Acceptance and Commitment Therapy), Life Coaching, Brain Health Coaching & Human Design. Connect with Wendy Salajka: Website: https://identifyandconquer.com/pq-home/Email: [email protected]: 331-202-8367LinkedIn: https://www.linkedin.com/in/wendysalajka/LinkedIn: https://www.linkedin.com/company/wendy-salajka/Facebook: https://www.facebook.com/wendy.salajkaFacebook: https://www.facebook.com/identifyandconquerInstagram: https://www.instagram.com/wendy_salajka_pilcher/ 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 Katie Burke discuss:Building a brand for yourself and your law firm. Informing your network about what you’re doing. Developing strategic partnerships. Evolving and growing your network and business. Key Takeaways:If you are interested in more than one, unrelated, area of law, there are ways to make both work, it just takes some creativity and tenacity. Repetition is the key to letting people know what you do. If they don’t have a connection to make a quick quippy phrase, you do not have to try and force it and make it disingenuous. Expand your circles. There are more people out there that you don’t know that could be helping to promote your business or send work your way and who you can help as well. Don’t be afraid to try something new and to reach for things that you love and have a passion for. "Growing and changing and evolving your brand means keeping it fresh and keeping it out there. What you're doing now, if you're doing the same thing 20 years later, something's gone wrong." — Katie Burke Thank you to our Sponsors!Moneypenny: https://www.moneypenny.com/us/Get Visible: https://www.getvisible.com/ Episode References: Provisors: https://www.provisors.com/Fly on the Wall with Dana Carvey and David Spade: https://www.youtube.com/@flyonthewallpod About Katie Burke: Katie Burke has practiced law in San Francisco for twenty years. She is the owner of Burke Law. Katie conducts workplace investigations, drafts and reviews premarital and post-marital agreements, represents individual clients in family law disputes, and mediates family law matters. Connect with Katie Burke: Website: https://burkelawsf.com/Email: [email protected]: 415-997-6665LinkedIn: https://www.linkedin.com/in/katherineburke/LinkedIn: https://www.linkedin.com/company/burkelaw/ 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, Ashley Robinson, Conrad Saam, and Roy Sexton discuss:Social media as a tool for engagement. Deciding the best social media platform for you. Law firm marketing versus individual marketing. Connecting with those who already have deep roots in the community. Key Takeaways:How you use social media matters. Doing nothing but promoting yourself is not going to build relationships. Connect with people, comment on their posts, and build relationships with your targets. You do not need to master all the platforms, but if you know your clients are on that platform, follow them, and comment on their posts. You don’t need to duplicate everything your marketing team is doing but don’t be silent on your own social media. People hire lawyers, not a law firm. Focus on thought leadership in a way that makes sense for you. "There is no silver bullet or AI for authenticity." — Conrad Saam Thank you to our Sponsors!Moneypenny: https://www.moneypenny.com/us/Get Visible: https://www.getvisible.com/ Episode References: Steve Seckler: https://www.linkedin.com/in/stephenseckler/Get Staffed Up: https://getstaffedup.com/ Connect with Ashley Robinson: Website: https://greencardiganmarketing.com/LinkedIn: https://www.linkedin.com/in/ashleyrobinsongcm/Facebook: https://www.facebook.com/GreenCardiganMarketingInstagram: https://www.instagram.com/green_cardigan_marketing/ Connect with Roy Sexton: Website: https://www.clarkhill.com/LMA: https://legalmarketing.org/ LinkedIn: https://www.linkedin.com/in/royesexton/Twitter: https://twitter.com/roysexton Connect with Conrad Saam: Website: https://mockingbird.marketing/LinkedIn: https://www.linkedin.com/in/conradsaam/Twitter: https://twitter.com/ConradSaamFacebook: https://www.facebook.com/Mockingbird.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, Ashley Robinson, Conrad Saam, and Roy Sexton discuss:The difference between marketing and business development. Creating a detailed client avatar. Marketing in a way that is comfortable for you and is where your audience is. Utilizing AI in marketing appropriately. Key Takeaways:Marketing shows you the door and business development helps you to talk through it. Understand what you are wanting to do with your marketing and why you want to do it. Without knowing what you want to accomplish with your marketing, it will be harder to maintain effectively. Customize your social media marketing with a marketing team so you know what is and is not working and what does work for you and your firm. More content is not going to be the sole answer to your SEO problems. "Focus on what you do well, and do that well, and then build on that, and build on that. We know that from dieting, exercise, and life, you’re not going to look like Arnold Schwarzenegger just by saying you want that. You have to do the work slowly, surely steadily. And marketing is exactly that. And business development is exactly that." — Roy Sexton Thank you to our Sponsors!Moneypenny: https://www.moneypenny.com/us/Get Visible: https://www.getvisible.com/ Episode References: Book: Selling the Invisible by Harry Beckwith - https://www.amazon.com/Selling-Invisible-Field-Modern-Marketing/dp/0446672319 Connect with Ashley Robinson: Website: https://greencardiganmarketing.com/LinkedIn: https://www.linkedin.com/in/ashleyrobinsongcm/Facebook: https://www.facebook.com/GreenCardiganMarketingInstagram: https://www.instagram.com/green_cardigan_marketing/ Connect with Roy Sexton: Website: https://www.clarkhill.com/LMA: https://legalmarketing.org/ LinkedIn: https://www.linkedin.com/in/royesexton/Twitter: https://twitter.com/roysexton Connect with Conrad Saam: Website: https://mockingbird.marketing/LinkedIn: https://www.linkedin.com/in/conradsaam/Twitter: https://twitter.com/ConradSaamFacebook: https://www.facebook.com/Mockingbird.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 Alex McLaughlin discuss:Legal tech at every law firm size. Challenges lawyers are having with and without legal technology. The evolution of the legal technology landscape. Utilizing tech for a better work-life balance and to better serve clients. Key Takeaways:Find the right technology that works for you, customize it to your firm, and get the proper training so it can work for you and help, not hinder your day-to-day business. If you have too many technology systems, it makes it more difficult to bring on new staff without long training times and frustration for both employer and employee. Your mind and your focus are the best things you can give to your clients. When you break out of a high-focus space, it can take up to 15 minutes to get back into that working space. "If you don't have a system to store that data, reference it, and make use of it, that's how you get lost in a project - you miss a deadline, you blow a statute. That's where legal tech has stepped in and is helping to pull all of those loose threads together, tie them up, and allow you to have one place to look at your case." — Alex McLaughlin Thank you to our Sponsors!Moneypenny: https://www.moneypenny.com/us/Get Visible: https://www.getvisible.com/Fretzin, Inc.: https://fretzin.com/ Episode References: Book: A World Without Email by Cal NewportBook: Getting Things Done by David AllenAbout Alex McLaughlin: Alex McLaughlin is a Senior Director of Product at Filevine, innovating on the core features that make law firms more efficient and profitable. Alex has worked across a broad domain at Filevine from Document management to permissions and billing tools. He comes from a technical background working as an IT director for a plaintiff and Mass Tort practice and previously has worked on some of the largest cases in the country. He brings a unique blend of product management, technical knowledge, and industry expertise that allows Filevine to build for the future of legal tech. Connect with Alex McLaughlin: Website: https://www.filevine.com/LinkedIn: https://www.linkedin.com/in/alex-mclaughlin-a6515318/LinkedIn: https://www.linkedin.com/company/filevine/Twitter: https://twitter.com/amclaughlin2005Twitter: https://twitter.com/filevine 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 Gerald Maatman discuss:Investing in yourself for better business development. The Darwinism of business development. Finding your passion and purpose. Utilizing your skillsets appropriately in marketing. Key Takeaways:In business development, sweat equity pays dividends. You want to get ahead of the problem and deliver value to the clients who end up with that problem. Do a great job on project number one, and project number two will follow. Be able to articulate in a quick sentence who you are and what value proposition you bring. Skill and success are valued by clients. Use the success you’ve had and market that to other purchasers of legal services, not by bragging, but by example. "The very most important thing that I would share with a younger lawyer is you need to flip the switch on your mindset. To be a good business developer, you need to be resilient. You need to be optimistic." — Gerald Maatman Thank you to our Sponsors!Moneypenny: https://www.moneypenny.com/us/Get Visible: https://www.getvisible.com/ Episode References: Book: Legal Business Development Isn’t Rocket Science by Steve Fretzin Connect with Gerald Maatman: Website: https://www.duanemorris.com/attorneys/geraldmaatman.htmlLinkedIn: https://www.linkedin.com/in/geraldmaatman/Twitter: https://twitter.com/g_maatman 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 Eric Gros-Dubois discuss:Eric’s motivations for starting his law firm (and what held him back from taking the first step).Surround yourself with those who are better than you.Working to the highest and best use of your time.Creatively hiring to suit your law firm’s needs. Key Takeaways:You can delegate a task, but you cannot delegate the responsibility. As a manager or a leader, you cannot pass the blame if something goes wrong.Believe you are successful, and act like it, even if you aren’t there yet. You will be putting yourself in a position to be successful, not a position of failure.Effective marketing and networking is more financially beneficial to your law firm than if you were billing hours. You can hire and delegate the work to another associate, but nobody knows your firm better than you. "It is very important to me that I track every single referral I receive because the people who are sending me those referrals, those are the people I need to give love to." — Eric Gros-Dubois Thank you to our Sponsors!Moneypenny: https://www.moneypenny.com/us/Get Visible: https://www.getvisible.com/ Episode References: Book: How to Build Friends & Influence People by Dale Carnegie - https://www.amazon.com/How-Win-Friends-Influence-People/dp/0671027034 About Eric Gros-Dubois: Medium-sized law firm founder and owner in Miami, Florida, focusing on business law, and mentoring young attorneys. Connect with Eric Gros-Dubois: Website: https://www.epgdlaw.com/Email: [email protected]: https://www.youtube.com/@epgdbusinesslaw6643LinkedIn: https://www.linkedin.com/in/ericgrosdubois/LinkedIn: https://www.linkedin.com/company/epgd-attorneys-at-law-p-a-/Facebook: https://www.facebook.com/EPGDLaw/Instagram: https://www.instagram.com/epgdbusinesslaw/ 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 Margaret Enloe discuss:Narrowing down what you want to pursue and what drives you. Thinking about change and better habits. Stepping out of the weeds of everyday work to look at the bigger picture of your business. Getting a mentor and/or coach to grow in life and business. Key Takeaways:Better habits start with becoming more self-aware. As you build better habits, your confidence will grow and, as a lawyer, you need to be able to project that confidence to your clients. Time management is a habit that can be learned and can help you to better meet the bigger goals in your business and life. Ask for feedback, both good and bad, from those you trust to be honest with you and with the clients that you’ve been working with for a long time. Most people get a lot out of helping and lifting others. They are more likely to say yes and give advice when asked than you think. "Better habits start with becoming more self-aware. What is it that I'm doing? Is that either something I should continue or strengthen? What am I doing that is getting in the way and holding me back?" — Margaret Enloe Thank you to our Sponsors!Moneypenny: https://www.moneypenny.com/us/Get Visible: https://www.getvisible.com/ Episode References: Be That Lawyer Episode 285 with Steve Seckler: https://www.fretzin.com/podcast/episodes/steve-seckler-coaching-superstar-lawyers/Book: Insight by Tasha Eurich: https://www.amazon.com/Insight-Tasha-Eurich-audiobook/dp/B06XDD9NB6 About Margaret Enloe: Margaret Enloe is a professional certified coach and speaker who works with attorneys and non-legal professionals to increase job satisfaction and resilience, enhance leadership presence, improve business development and communication skills, realize career goals, and facilitate transitions. Margaret brings an extensive career in law with over thirty years working both as an in-house and firm attorney. Margaret has held leadership roles including as a Partner and Associate General Counsel at PricewaterhouseCoopers where she represented the firm on a wide variety of legal matters for over 25 years. Prior to joining PwC, Margaret was a litigation associate at Skadden Arps and had a federal judicial clerkship in the Eastern District of Pennsylvania. Margaret received her master coaching certification from the Hudson Institute and is a Professional Certified Coach with the International Coach Federation. Her many years as a partner in a Big Four accounting firm, as a lawyer, a mother, and a cancer survivor help inform the work she does with clients, which they find tremendously valuable. Margaret has three grown children and resides in Manhattan with her husband. Connect with Margaret Enloe: Website: https://www.margaretenloe.com/Email: [email protected]: https://www.linkedin.com/in/margaretenloe/Twitter: https://twitter.com/mmenloeFacebook: https://www.facebook.com/margaret.m.enloeFacebook: https://www.facebook.com/MargaretEnloe/Instagram: https://www.instagram.com/margaretenloecoach/ 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 Melissa Griffiths discuss:The connection between the brain and body. The anxieties that we experience today (and why, biologically, they show up in the way they do). Why lawyers are more prone to stress and anxiety than other professions.How HeartMath can assist in dealing with unwanted emotions. The single most effective technique people can use when feeling stressed and overwhelmed. Key Takeaways:It is scientifically proven that the brain and mind can impact the physical body. Your body doesn’t know the difference between being chased by a tiger or an upcoming deadline. It is up to us to bring ourselves back into balance rather than live in a state of constant stress. Stress is any change in your environment that requires your body to react and change. Not all stress is bad, but it does need to be balanced and not take over our everyday existence. The body knows how to communicate. Unless there has been an accident, there is usually something emotional behind the pain in your body. "We can control how we respond to stress, which is really important because it means we don't have to be victims to our own emotions and thoughts." — Melissa Griffiths Thank you to our Sponsors!LegalEase Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Episode References: Book: The MindBody Prescription by John E. Sarno, M.D.: https://www.amazon.com/Mindbody-Prescription-Healing-Body-Pain/dp/0446675156Book: The Go-GIver by Bob Burg: https://www.amazon.com/Go-Giver-Expanded-Little-Powerful-Business/dp/1591848288Book: The Biology of Belief by Bruce H. Lipton, Ph.D.: https://www.amazon.com/Biology-Belief-10th-Anniversary-Consciousness/dp/140195247X About Melissa Griffiths: For over 25 years Melissa lived by the hormones of stress. As a high-performing business development executive, Melissa spent every workday (and most weekends) focused on generating revenue. She worked exclusively in professional service firms where she ran national sales teams, worked with Fortune 50 companies, and closed multi-million dollar deals. In 2016 Melissa was forced to slow down when she suffered a freak accident that left her with adrenal fatigue, migraines, and depression. It took her 2 years to heal, during which time she went through a myriad of emotions from frustration and anxiety, to stress and overwhelm. In healing herself, she came to realize that her true value was synthesizing everything she had learned to teach others how their thoughts, feelings, and emotions can affect their physical body and overall health. From working with both lawyers and accountants, she saw how the stress of these professions impacted people, who then took that discomfort back to their home lives. It became harder to work in an environment that fed the stress, rather than helping it. Melissa founded Ascension to share the tools and techniques that worked for her. Melissa is a Certified HeartMath Practitioner, a Certified Emotional Resolution Practitioner, and a Certified BodyTalk Practitioner, and is in the process of completing certification as a Clinical Anxiety Treatment Professional. Connect with Melissa Griffiths: Website: https://active-ascension.com/LinkedIn: https://www.linkedin.com/in/melissagriffiths/ 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 Belle Walker discuss:What process mapping is and how it varies from standard operating procedures. Including client touch points in your process map (not just in the standard operating procedure). The value process mapping has for a law firm. Getting started on process mapping for your legal business. Key Takeaways:When starting a process map, have a start point, an end point, and a name for the process map. If a process has concrete steps, that is just a list. If there are decisions that need to be made, a process map could be engaged to serve your goals. Become familiar with visual language - shapes that have meaning. There are many software products that can assist you with process mapping for your firm for little to no additional cost to your firm. "Process maps have value when you have decision points, options, and loops - conditions that need to be met." — Belle Walker Thank you to our Sponsors!LegalEase Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Episode References: Book: The Hard Thing About Hard Things by Ben Horowitz: https://www.amazon.com/Hard-Thing-About-Things-Building/dp/0062273205 About Belle Walker: Belle Walker takes organizations from Friction to Function, recapturing lost efficiency and engagement by aligning ways of working with strategic goals. Her clients span tech, professional services, nonprofits, and more. Prior to consulting, Belle built several successful teams for HERE Technology, including one responsible for the quality of maps for autonomous vehicles, and received two patents. Belle began her career at Google, building a nationwide aerial photography operation. She has also built Product Management and Customer Service organizations. Belle has a Mechanical Engineering degree from Harvard and a Systems Engineering master’s from USC where her research studied organizations as systems. Connect with Belle Walker: Website: https://belleviewconsulting.com/LinkedIn: https://www.linkedin.com/in/bellekwalker/LinkedIn: https://www.linkedin.com/company/belleview-consulting/ 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 Akeisha Johnson discuss:Releasing the people and things that need to be released in your life.Knowing when to charge for the amateur hobby that is getting in the way of your career.Why you should have a coach (and how to identify the right coach for you).Setting performance metrics and evaluating them regularly. Key Takeaways:Cancel culture does not work, but you can give people a safe space to facilitate change with the real problems in the world.A life coach is different from a sales coach. All coaches are different and have specialties.Coaching is for everyone. It is not just for people who have more means or a bigger title or any other. Don’t eliminate opportunities for yourself based on incorrect perceptions.The more accountability you have, the more likely you will be to follow through - coaching is a great way to hold yourself accountable. "Those metrics that you're talking about is the difference between you actually steering the wheel and the wind blowing your boat." — Akeisha Johnson Thank you to our Sponsors!LegalEase Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Episode References: Book: Atomic Habits by James Clear - https://www.amazon.com/Atomic-Habits-Proven-Build-Break/dp/0735211299Video: Atomic Habits - https://www.youtube.com/watch?v=U_nzqnXWvSoBook: The Big Leap by Gay Hendricks - https://www.amazon.com/Big-Leap-Conquer-Hidden-Level/dp/0061735361 About Akeisha Johnson: Akeisha Johnson of An Inspired Story aims to transform workplace relationships by empowering business leaders to become the kind of boss other people WANT to work for. Her SafeSTTAR™ (Safe Space to Talk About Race) Programs provide facilitated meetings/ workshops for professionals to practice confronting and addressing DEI-related issues for the creation of impactful workplace initiatives and programs. Akeisha is a group coach/guide at Chief.com developing executive women in designing and scaling their careers. She is a featured speaker, a corporate trainer, and a program designer who creates interactive and innovatively engaging events with and for her clients. Connect with Akeisha Johnson: Website: https://aninspiredstory.com/LinkedIn: https://www.linkedin.com/in/akeisha-johnson/LinkedIn: https://www.linkedin.com/company/ais-coaching/about/Instagram: https://www.instagram.com/an_inspired_story/ 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 Lewis Landerholm discuss:Adapting to the changing law industry. Having the money conversations and asking for the business. Questioning and qualifying potential clients. Creating an org chart for a visual of where you are going (then fire yourself from as many positions as possible). Key Takeaways:The fear of the unknown often hinders moving forward with a necessary hire. Every time you answer “I’ll do it” will keep you as a true solo. If you wish to scale and grow you must delegate and let go of certain tasks. Assign a monetary figure to everything you do. If it is under your pay grade, delegate it out. Assign a responsibility title to each to do and see what role you need to hire for first. Learn to ask for help. You do not and cannot know everything. You need other people to grow. "The piece that really helped me the most at the beginning, was just understanding that I had to fill in the gaps of figuring out what I didn't know. Because I knew there was a lot that I didn't know. So it was the not letting my ego or other things get in the way of seeking out that information from other people, and looking for it in mentors and coaches." — Lewis Landerholm Thank you to our Sponsors!LegalEase Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Episode References: Be That Lawyer Episode 263 with Marco Brown: https://www.fretzin.com/podcast/episodes/marco-brown-growing-your-firm-without-spending-a-dime/Book: Fans First by Jesse Cole - https://www.amazon.com/Fans-First-Change-Unforgettable-Experience/dp/154452921X About Lewis Landerholm: Lewis Landerholm is the Founding Partner of Pacific Cascade Legal, a law firm that represents family law, bankruptcy, and personal injury clients throughout the Pacific Northwest. Lewis's proclivity for business management and his desire to provide genuine support to families who are navigating difficult seasons and transitions have made him uniquely qualified to identify and deliver on the needs of clients and establish a successful firm that has become a household name throughout Oregon and Washington. Connect with Lewis Landerholm: Website: https://www.pacificcascadelegal.com/Email: [email protected]: 503-227-0200LinkedIn: https://www.linkedin.com/in/lewislanderholm/LinkedIn: https://www.linkedin.com/company/pacificcascadelegalTwitter: https://twitter.com/PacificCasLegalFacebook: https://www.facebook.com/PacificCascadeLegalInstagram: https://www.instagram.com/pacificcascadelegal/ 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, Steve Seckler, Stuart Baum, Sharon Ve, and Chuki Obiyo discuss:The relationship between business development and marketing. Content creation to bridge the gap between marketing and relationships. Trusting your instincts and working with the clients you want to work with.Supporting and cooperating with your competition for wider spread success. Key Takeaways:Find out who your ideal client is and go to where they are. If your client isn't where you are, they will never see your content. Create content that you can repurpose across multiple platforms - it will help you stay top of mind and add value. Qualifying clients will help you to ensure it is a harmonious transaction for all involved. Ask enough open-ended questions before you try and solve the problem. With regards to _______, what are your greatest challenges, frustrations, and concerns you want to address today? "Consistently complimenting your colleagues. This is a blue-sky opportunity that a number of attorneys have not fully leveraged. Do that consistently, and you will get the benefits and the ROI." — Chuki Obiyo Thank you to our Sponsors!LegalEase Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Episode References: Gary Johnson: linkedin.com/in/j2marketingconsultants Connect with Steve Seckler: Website: https://www.seckler.com/Email: [email protected]: https://counseltocounsel.libsyn.com/LinkedIn: https://www.linkedin.com/in/stephenseckler/ Connect with Stuart Baum: Website: https://www.largerpond.com/Email: [email protected]: https://www.linkedin.com/in/stuartbaum/ Connect with Sharon Ve: Website: https://www.theinspiredattorney.co/Website: https://www.sharonve.com/Email: [email protected]: https://www.theinspiredattorney.co/podcastYouTube: https://www.youtube.com/channel/UCctDNiTtEByHBIH5sPOczZg? LinkedIn: https://www.linkedin.com/in/sharonve/Facebook: https://www.facebook.com/TheInspiredAttorney/Instagram: https://www.instagram.com/theinspiredattorney/ Connect with Chuki Obiyo: Website: https://www.vedderprice.com/LinkedIn: https://www.linkedin.com/in/chukiobiyo/Twitter: https://twitter.com/lawchukiInstagram: https://www.instagram.com/chuki_law 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, Steve Seckler, Stuart Baum, Sharon Ve, and Chuki Obiyo discuss:Finding your why and narrowing your niche. Building good relationships. Doing what you like to do to develop business. How much time you should spend on your business development. Key Takeaways:Understanding why you don’t like to do something can help you to find new avenues of business development and relationship building.Challenge yourself in new ways and you will unlock potential you didn’t know that you had. Practice more self-compassion. Attorneys are inundated with expectations from others. There needs to be a time commitment to understand what one is passionate about and can commit to. Just being the best lawyer does not mean you are automatically the best business developer. "If you don’t have a reason to grow your own practice, you will not get away from your desk to do the things you need to do." — Stuart Baum Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Episode References: Book: Getting Things Done by David Allen: https://www.amazon.com/Getting-Things-Done-Stress-Free-Productivity-ebook/dp/B00KWG9M2E/Book: Atomic Habits by James Clear: https://www.amazon.com/Atomic-Habits-James-Clear-audiobook/dp/B07RFSSYBH/ Connect with Steve Seckler: Website: https://www.seckler.com/Email: [email protected]: https://counseltocounsel.libsyn.com/LinkedIn: https://www.linkedin.com/in/stephenseckler/ Connect with Stuart Baum: Website: https://www.largerpond.com/Email: [email protected]: https://www.linkedin.com/in/stuartbaum/ Connect with Sharon Ve: Website: https://www.theinspiredattorney.co/Website: https://www.sharonve.com/Email: [email protected]: https://www.theinspiredattorney.co/podcastYouTube: https://www.youtube.com/channel/UCctDNiTtEByHBIH5sPOczZg? LinkedIn: https://www.linkedin.com/in/sharonve/Facebook: https://www.facebook.com/TheInspiredAttorney/Instagram: https://www.instagram.com/theinspiredattorney/ Connect with Chuki Obiyo: Website: https://www.vedderprice.com/LinkedIn: https://www.linkedin.com/in/chukiobiyo/Twitter: https://twitter.com/lawchukiInstagram: https://www.instagram.com/chuki_law 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 Camacho discuss:Eliminating the doubt, taking chances, and making mistakes.Diane’s experience with starting her consulting firm. Setting appropriate expectations. What it takes to be a good leader. Key Takeaways:You must understand the realization and understand the cost of AR, unbilled time, and the cost of everything happening in your firm.Just because someone seems busy, doesn’t mean they are fully engaged. Understand workflow and what people are actually doing each day. Technology can be a great tool, but you need to know what you are looking to get out of it, how the automations can save you time every day, and how it will be utilized by your team. Treat people the way they want to be treated. "A lot of times in the finance piece, lawyers are not looking at reports, they don't know really what the cost of their widget is - their widget is their hour or their flat fee. They understand what is happening, sort of, but they don't understand the true cost." — Diane Camacho Thank you to our Sponsors!LegalEase Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Episode References: Book: Working with Emotional Intelligence by Daniel Goleman - https://www.amazon.com/Working-Emotional-Intelligence-Daniel-Goleman/dp/0553378589 About Diane Camacho: Diane L. Camacho is the founder of DLC Consulting Services, LLC which provides legal management and operations consulting services to small and solo law firms. She is a Certified Legal Manager with over 30 years of legal management experience and a degree in organizational behavior and leadership. Diane teaches in the paralegal program at San Francisco State University and speaks on a variety of legal management topics to attorneys and legal organizations. Connect with Diane Camacho: Website: https://dlccs.com/Email: [email protected]: https://www.linkedin.com/in/dianelcamacho/LinkedIn: https://www.linkedin.com/company/dlc-consulting-services/Facebook: https://www.facebook.com/dlcconsultingsrvcs 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 Molly McGrath discuss:Hiring right and hiring legal leaders. Changing your interview process to focus less on the resume and more on the human interaction. Giving time, attention, and feedback in real-time. Investing in personal and professional growth to attract and retain team members. Key Takeaways:You are hiring human beings, not human doings. Employees and team members are wanting purpose and reason in their job. When hiring, it should be a hard yes or a hard no. If it is a maybe, you are trying to convince yourself. You will know within 30 days if someone is a good fit or not. The #1 thing people want is connection and collaboration. Automations are great, but don’t forget about the soft skills and the people aspect of managing your team. "I really am very passionate about transforming the great employee resignation and quiet quitting into the great employee restoration." — Molly McGrath Thank you to our Sponsors!LegalEase Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Episode References: Law Firm Admin Bootcamp: https://hiringandempowering.com/law-firm-leadership-development-program/Book: Transitions by William Bridges - https://www.amazon.com/Transitions-Making-Sense-Lifes-Changes-ebook/dp/B004ZY23TS About Molly McGrath: Since the late nineties, Molly has coached, consulted, and directed presidents and founders of national organizations and over 4,000 law firms in; executive-level leadership, continuous improvement, and team empowerment initiatives to infiltrate new markets, leveraging partner ecosystems and producing profitability. Molly has 23 years of specific skillset experience in legal CMO marketing, factional CEO, conversation intelligence coaching, team development & empowerment, intrapreneur talent acquisition, Kaizen leadership, root cause analysis, revenue mapping, and action-based project management. Connect with Molly McGrath: Website: https://hiringandempowering.com/ Books: https://hiringandempowering.com/business-development-books/Show: https://hiringandempowering.com/podcast/LinkedIn: https://www.linkedin.com/in/molly-hallmcgrath/Twitter: https://twitter.com/HireAndEmpowerFacebook: https://www.facebook.com/hiringandempowering/Instagram: https://www.instagram.com/hiringandempowering/Instagram: https://www.instagram.com/molly_mcgrath_co/ 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 Plotkin discuss:How AI can assist a law firm and the benefits of automating those things that can be automated.Best practices for selecting automation and law firm technologies.Common misconceptions about law firm automation.Creating a culture of innovation and continuous improvement. Key Takeaways:No matter how much we automate, there will always be something for humans to do. Not everything can be automated, but those things that can be, can help your law firm run more efficiently.When you use automation to generate content, you must apply the same level of care and review that you would when reviewing content generated by humans.If you haven’t used much automation, start with the tool that gives you the most return for the least amount of setup effort.You can automate many things on the business side that don’t have anything to do with the document generation or client tasks. This will still save you time and money. "I still think it's true that performing legal analysis, in many ways, cannot be automated. If you were to observe, during the course of your day, what all the tasks are you perform as a lawyer and you break them down into smaller units, many of them don't really require the skill of a lawyer. Those can be automated." — Robert Plotkin Thank you to our Sponsors!LegalEase Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Episode References: Book: The Paradox of Choice by Barry Schwartz - https://www.amazon.com/Paradox-Choice-Why-More-Less/dp/0060005696 About Robert Plotkin: Robert Plotkin is a patent attorney who has been specializing in software and AI patents for over 25 years. He also enjoys automating business processes in his law firm and sharing his automation and efficiency tips with other lawyers. Connect with Robert Plotkin: Website: www.robertplotkin.com.Website: https://blueshiftip.com/LinkedIn: https://www.linkedin.com/in/robertplotkin/LinkedIn: https://www.linkedin.com/company/blueshift-ip-llc/Twitter: https://twitter.com/blueshiftipFacebook: https://www.facebook.com/BlueshiftIP/ 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 Kormanik discuss:Creating a career that allowed John to have greater impact and geographic independence. Picking a firm and practice area that aligns with your values and lights you up. Lies lawyers accept in their profession. Setting expectations and boundaries in your career. Key Takeaways:We are all placed on the planet to do incredible things. If you are busy, you are lazy because you aren’t making the hard decisions that need to be made for what gets you to stay on your 168-hour week. It is hard to improve when you’re on your own. You cannot see where your blindspots are and where improvements can be made. You are the bottleneck if you are trying to do everything yourself. You cannot do it all and expect to grow. "The fact of the matter is, you went to law school to have freedom. And a large part of freedom is getting to decide who you work with." — John Kormanik Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Episode References: Book: Transcend: The New Science of Self-Actualization by Scott Barry Kaufman, Ph.D.About John Kormanik: John R. Kormanik is a Certified Professional Coach and Lawyer who coaches lawyers. He’s driven by the belief that the only way for the legal profession to reclaim its soul is to learn how to say “no” to what no longer serves you. John guides lawyers to reclaim their L.I.F.E. (Legacy, Impact, Freedom, and Energy) by rewiring their mindset, reengineering their systems, and redefining their legacy. Connect with John Kormanik: Website: https://www.johnrkormanik.com/ LinkedIn: https://www.linkedin.com/in/johnrkormanik/LinkedIn: https://www.linkedin.com/company/johnrkormanikcoaching/Facebook: https://www.facebook.com/Jkormanik19 Instagram: https://www.instagram.com/jkormanik/Twitter: https://twitter.com/jkormanik 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 Ross Albers discuss:Having the courage to run your own firm. The hardest thing about starting and growing your own law firm. Why Ross describes his firm as a personal and professional development company that happens to practice law. The pros and cons of working at a firm versus being on your own. What it takes to run a successful business. Key Takeaways:Having your own book of business can help with the courage to start your own firm. While there is natural-born leadership, it is a skill that can be learned if it isn’t a skill that you were born with. You should not go completely alone when you start a solo firm. You should have an accountant to keep track of money, and you should have a coach to help keep you accountable. Owning a business is being a salesperson. Your law firm is a business and you need to be able to acquire new business, acquire top talent, and do all the other things related to business, not just the practice of law. "I think people have a misconception between going out on their own and starting a law firm and going out of their own and creating a glorified job for themselves. And that's two very different things." — Ross Albers Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Episode References: Book: Hunting in a Farmer’s World: Celebrating the Mind of an Entrepreneur by John F. DiniAbout Ross Albers: Two weeks before he got married Ross was fired. He came home and told his wife.She was pissed.But, Ross told her not to worry. He was going to start his own law firm.In the past eight years, Ross has grown the business from a solo practice to multiple offices, practice areas, and attorneys throughout Maryland. Along the way, Ross has learned to dream big, take action, and be relentless. His role has changed from practicing attorney to that of a CEO that hires, acquires, and inspires. Connect with Ross Albers: Website: https://www.rossalbers.com/LinkedIn: https://www.linkedin.com/in/ross-albers-a7b2b183/LinkedIn: https://www.linkedin.com/company/the-law-office-of-ross-w--albers-llc/Facebook: https://www.facebook.com/rosswalbersFacebook: https://www.facebook.com/RossAlbersLaw/ 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 Ken Crutchfield discuss:Limitations of traditional market research in uncharted territory. How VUCA is affecting the legal industry. AI, ChatGPT, and how the future of the world is changing. Technologies lawyers should have or should be considering. Key Takeaways:You cannot do market research on a market that doesn’t exist. You can use ChatGPT as a starting point, but you need to be extra diligent about reviewing and validating the information that comes out of the technology like this. With the increase in AI technology, there will be a change in the user experience and in the current advertising model. Utilize the tech you have to do the mundane things that can be automated so you can focus on what you do best. "There's a term called VUCA, volatility, uncertainty, complexity, and ambiguity that really pervades everything. That's kind of the backdrop that I look at with all of this. And when you see that, there's pressure on firms, and on individual attorneys to perform, to think, to do differently, to be better in how they operate." — Ken Crutchfield Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Episode References: Book: The Innovator’s Dilemma by Clayton M. ChristensenAbove the Law: https://abovethelaw.com/author/kcrutchfield/About Ken Crutchfield: With more than three decades of experience, Ken Crutchfield leads the Legal Markets Group within Wolters Kluwer Legal & Regulatory U.S., providing legal professionals across a wide range of markets with expert content and analysis and leading workflow solutions. Throughout his career, he has successfully led the growth of multiple businesses in varying industries, including tax & accounting and legal. Connect with Ken Crutchfield: Website: https://www.wolterskluwer.com/en/solutions/legal-regulatoryEmail: [email protected]: https://www.linkedin.com/in/ken-crutchfield-95b79/LinkedIn: https://www.linkedin.com/company/wolterskluwerlr/Future Ready Lawyer Survey: https://www.wolterskluwer.com/en/know/future-ready-lawyer-2022 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 Steve Seckler discuss:Steve’s professional journey from law school to coaching. Why Steve is well-suited to coaching lawyers, and how to know if a coach is right for you. Challenges lawyers face in their own personal development. Results that happen when coaches coach and the players play. Investing in coaching and changing the way you think about money. Key Takeaways:Hiring a coach can help you to fill in the skill gaps that you might have, and help you to identify where they are if you don’t think you have any. Working with a coach can help you to focus your messaging and better articulate what you do that nobody else does. Communicating outside of work-related tasks only is key to understanding how the firm works and building your relationship skills. Your greatest insights will come when you work one-on-one with someone. There is a level of safety that allows for greater vulnerability. "Not everybody is coachable, they have to be willing to be coached. And, as you and I know, the best people to coach are actually the superstars." — Steve Seckler Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Episode References: Larry Richards: https://www.lawyerbrain.com/Book: What Got You Here Won't Get You There: How Successful People Become Even More Successful by Marshall Goldsmith About Steve Seckler: Stephen E. Seckler, Esq. ([email protected]), is the President of Seckler Attorney Coaching. He is an award-winning coach who helps lawyers looking to build more satisfying careers. As Counsel to Counsel, he has coached hundreds of attorneys through career transitions and helped hundreds of lawyers to grow their income and become better leaders. You can listen to his podcast Counsel to Counsel wherever you get your podcasts or follow the link on his website. Connect with Steve Seckler: Website: https://www.seckler.com/Email: [email protected]: https://counseltocounsel.libsyn.com/LinkedIn: https://www.linkedin.com/in/stephenseckler/ 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 Steve Gordon discuss:Why you should write a book (and how it can help your law firm grow). Changing your introduction and cementing your place as the expert. What it takes to write a book today. Using your book to get the right kind of clients. Key Takeaways:You can build your network and get referrals by sharing information. Writing a book allows you to disseminate that information more widely and effectively.Be a part of an organization that works to lift one another, not just lift yourself. The perceived hardest part of writing a book is actually the easiest part of it - writing it. There is a pattern and a structure that works well to reach audiences. You know your content and you are the expert. Your client doesn’t want a textbook, they want a transformation. Show them the transformation and the process. That makes a great lead-generating book. "There is no way to contain all of your expertise and give it all away in a 100 to 150 page book. That's not the purpose of a book." — Steve Gordon Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Episode References: The Ultimate Sales Letter by Dan Kennedy - https://www.amazon.com/Ultimate-Sales-Letter-4Th-Customers-ebook/dp/B004J35JFU/ Connect with Steve Gordon: Website: https://milliondollarauthor.io/LinkedIn: https://www.linkedin.com/in/gordonsteve/Twitter: https://twitter.com/steve_gordonFacebook: https://www.facebook.com/stevegordononlineGet Steve Gordon’s Latest Book, Jumpstart Your Own, and More Here: https://milliondollarauthor.io/bethatlawyer Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: 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 Jesse Frye discuss:Why Jesse started ScaleLegal.Most common gaps in the client experience. Utilizing your tech stack appropriately and effectively. 3 Tips for improving your client experience. Key Takeaways:Communication is often one of the largest gaps in the client experience. Consistency in communication is key. Most tech isn’t customized for lawyers. There are ways to customize (and be properly trained in) your technology for the best use in your firm. Map out your client journey. You need to understand your current state before you can plan for what you want in the future of your firm. Understand the journey, fill the gaps, and clear the friction points. "You can remove a lot of the issues that you have with your client’s experience just by being very clear and upfront with their pricing." — Jesse Frye Thank you to our Sponsors!Moneypenny: https://www.moneypenny.com/us/Legalese Marketing: https://legaleasemarketing.com/Practice Panther: https://www.practicepanther.com/ Episode References: Book: The Dichotomy of Leadership by Jocko Willink and Leif Babin - https://www.amazon.com/Dichotomy-Leadership-Balancing-Challenges-Ownership/dp/1250195772Law Firm Mentor: https://www.lawfirmmentor.net/Steve Seckler: https://www.linkedin.com/in/stephenseckler/David Ackert: https://www.linkedin.com/in/davidackert/Allison Williams: https://www.linkedin.com/in/allisoncwilliams/ About Jesse Frye: Jesse Frye is the CEO and Co-Founder of ScaleLegal. Jesse is a Certified Business Coach & Productivity coach with more than 25 years of experience improving the efficiency of businesses, including hundreds of small law firms. Additionally, Jesse has experience running Client Experience departments for small and medium size businesses, taking poorly performing brands and turning them into successful, thriving businesses. He has an MBA from Norwich Military University and is a United States Coast Guard Veteran. Connect with Jesse Frye: Website: https://www.scalelegal.com/Email: [email protected]: https://www.linkedin.com/in/jessejohnathanfrye/LinkedIn: https://www.linkedin.com/company/scalelegal/Facebook: https://www.facebook.com/scalelegalusa Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: 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:The two things that make lawyers most successful. The single biggest trap lawyers face on their path to being an equity partner. Challenges on the path to promotion. Advice to mid-level attorneys looking to build their business. Key Takeaways:Lawyers need to focus on their higher purposes. If they are taking time to do the time-taking activities, the firm is probably losing unnecessary money. You need to keep building higher and higher. Look at your career development path and don’t confuse the rewards you get for productivity for validation of career progress. Put more and more time into your business development plan each year once you’ve reached your production goals. Business development doesn’t get easier the longer you wait. Start small, start now, and be consistent. "You have to recognize the end goal is to have clients, but you will not secure that day one, you'll plant seeds on day one." — Charles Gillis Thank you to our Sponsors!Moneypenny: https://www.moneypenny.com/us/Legalese Marketing: https://legaleasemarketing.com/Practice Panther: https://www.practicepanther.com/ Episode References: Book: The Goal by Eliyahu Goldratt About Charles Gillis: Charles Gillis is a seasoned business executive who has over thirty years of law firm administration experience. At Platt Cheema Richmond, Mr. Gillis oversees all strategic and operational matters for the firm, including finances, human resources, and administration. 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 (SHRM-SCP) designation. Connect with Charles Gillis: Website: https://pcrfirm.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: @stevefretzinFacebook: 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 Stuart TenHoor discuss:Engaging in the news and media. The intersection of legal and business. Marketing yourself in your specialty.Leaving space to receive. Key Takeaways:Being known in a space is critical. You want to be the name that comes to mind in your industry when a specific situation comes up for someone else. Sales is not manipulation, it’s persuasion. You are helping people to figure out what they want.Becoming the go-to person in a subject area does not happen overnight. It takes consistency and effort. While you need to get things done and generate great ideas, you also want to leave space for the good things that will come your way as you are building relationships and your business. "Having a good LinkedIn profile and having a good website profile, those are all important. But you’ve got to put your niches out there." — Stuart TenHoor Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Episode References: Book: Get Sh*t Done by Jeffrey GitomerAbout Stuart TenHoor: STUART TENHOOR, President of Stuart TenHoor Legal Search, is in his 35th year as a legal search consultant in the Greater Washington, DC area. TenHoor is also a career coach for food and drug lawyers (www.stuarttenhoor.com) and consults with law firms, corporations, and other private employers, and to federal agencies on their lateral hiring goals and helps them find FDA and other types of legal talent. TenHoor’s specialty is working with food and drug lawyers as they seek the best employment fit for their evolving professional goals. Connect with Stuart TenHoor: Website: https://www.stuarttenhoor.com/LinkedIn: https://www.linkedin.com/in/TenHoor/Twitter: https://twitter.com/tenhoor Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: 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 Luis Scott Jr. discuss:Leveraging others to help you focus and grow the business.Making the sale in a natural way.Distinguishing yourself from the pack.Delegating without exploiting. Key Takeaways:When you are engaged in too many things, it is hard to be excellent at any of those things.Niching down within a niche becomes a unique selling proposition. When it comes to sales, people want to know there is something unique, but they need to know the full value.Most people do not know how to delegate, and lawyers are not any different. Becoming the master delegator is the key to growing your business.You are in absolute control of your future. "There's a difference between a unique selling proposition and a value proposition. First of all, understanding what your value proposition is, and then, the second thing, learn how to deliver it with confidence." — Luis Scott Jr. Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Episode References: Book: The Four Agreements by Don Miguel Ruiz: https://www.amazon.com/Four-Agreements-Practical-Personal-Freedom/dp/1878424319Email Luis at [email protected] and mention hearing him on Be That Lawyer to get a FREE copy of his book: The King of Growth: How to Dominate Your Market, Increase Predictability, and Unleash the Power of Your Law Firm for Personal and Financial Freedom!!! About Luis Scott Jr.: Luis Scott is a respected attorney ad consultant. He is the owner of Bader Scott Injury Lawyers and 8-Figure Firm Consulting and specializes in helping legal professionals optimize and grow their practices. He has been recognized by various legal organizations and has 20 years of experience, including as the owner and managing partner of a successful law firm with almost 200 employees. Connect with Luis Scott Jr.: Website: https://luisscottjr.com/Website: https://baderscott.com/Website: https://www.8figurefirm.com/Books: https://luisscottjr.com/books/Show: https://luisscottjr.com/podcast/YouTube: https://www.youtube.com/channel/UCwpUZsAwYm3bff5HVJc3rEQLinkedIn: https://www.linkedin.com/in/luis-scott-bader-law/LinkedIn: https://www.linkedin.com/company/8figurefirm/Facebook: https://www.facebook.com/8figurefirmInstagram: https://www.instagram.com/luisscottjr/Instagram: https://www.instagram.com/8figurefirm/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: 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 Dorna Moini discuss:Automating for affordable options. Tapping into larger segments of the legal market. Adopting technology in your practice. Resources available for lawyers to start utilizing technology for little work and little money. Key Takeaways:There is a cap to how much people will pay for a service, and you are also limited by time. Thinking of other billing models or automated services can help you to break out of the mold with something more lucrative. There is a place for the billable hour, but it doesn’t need to apply to all services. For cost and convenience, consumers like digital products and services. Younger attorneys have a leg up with technology and that is a strength on their resumes. "I hear this more from people outside of the legal field than the lawyers themselves about ‘jobs can be replaced, why would anyone want to use automation’, but I think at the end of the day, I see this, and a lot of our customers see this, as an opportunity. ." — Dorna Moini Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Episode References: ABA TECHSHOW: https://www.techshow.com/Zapier: https://zapier.com/TextExpander: https://textexpander.com/Grammarly: https://app.grammarly.com/Lob: https://www.lob.com/Upwork: https://www.upwork.com/Book: Play Bigger by Al Ramadan: https://www.amazon.com/Play-Bigger-Dreamers-Innovators-Dominate/dp/0062407619 Connect with Dorna Moini: Website: https://www.gavel.io/Email: [email protected]: https://www.linkedin.com/in/documentautomation/Twitter: https://twitter.com/gavel_io Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: 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, Jocelyn Brumbaugh, Jared Correia, and Gyi Tsakalakis discuss:Appreciation marketing, email marketing, and newsletters. The incremental approach to social media and content marketing. The business of law and treating your firm like a business. Being involved in the marketing plan. Key Takeaways:Send a handwritten note. People get stuff all the time, but a handwritten note is personalized and feels more intentional. Segment your list. Do as many thank you cards as you can, but don’t ignore everyone else. Utilize stats, don’t just list your credentials, in your marketing, content, and bio.You need to understand your goals and what needs to be done in marketing to make those goals happen. "Business development is about process, it's about figuring out what works and takes the least amount of your time and doing it over and over again. And that's no fun. That's so boring. But it's always like losing weight and figuring out how to run a marathon and learning another language - it's doing something incrementally every day. " — Jocelyn Brumbaugh Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Connect with Jocelyn Brumbaugh: Website: https://www.buildenpartners.com/LinkedIn: https://www.linkedin.com/in/jocelynbrumbaugh/ Connect with Jared Correia: Website: https://redcavelegal.com/Show: https://legaltalknetwork.com/podcasts/legal-toolkit/LinkedIn: https://www.linkedin.com/in/jaredcorreia/Twitter: https://twitter.com/RedCaveLegal Connect with Gyi Tsakalakis: Website: https://gyitsakalakis.com/Website: https://www.attorneysync.com/Website: https://epldigital.com/LinkedIn: https://www.linkedin.com/in/gyitsakalakis/Twitter: https://twitter.com/gyitsakalakis Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: 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, Jocelyn Brumbaugh, Jared Correia, and Gyi Tsakalakis discuss:How law firms can show their personal side on social media. Focus on who you are serving. Marketing locally and internationally for the best return. Opportunities and challenges around AI. Key Takeaways:Lawyers do really cool things outside of the law - people want to see that side of you. Put some of you in your bio, not just your credentials. Optimize content on your site for users who consume it internationally. If you can position yourself as the expert, it is a much less competitive market. ChatGPT and other AI are changing the face of searching and content generation. Your content is best when you are in the content. It needs to be authentic and sound like you to really soar. "At the end of the day, there is no shortcut to good content." — Jocelyn Brumbaugh Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Connect with Jocelyn Brumbaugh: Website: https://www.buildenpartners.com/LinkedIn: https://www.linkedin.com/in/jocelynbrumbaugh/ Connect with Jared Correia: Website: https://redcavelegal.com/Show: https://legaltalknetwork.com/podcasts/legal-toolkit/LinkedIn: https://www.linkedin.com/in/jaredcorreia/Twitter: https://twitter.com/RedCaveLegal Connect with Gyi Tsakalakis: Website: https://gyitsakalakis.com/Website: https://www.attorneysync.com/Website: https://epldigital.com/LinkedIn: https://www.linkedin.com/in/gyitsakalakis/Twitter: https://twitter.com/gyitsakalakis Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: 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 Tina Solis discuss:Things to consider when moving firms.Looking at partnership agreements.Big picture things to know when making a lateral move.What law firm managers can be doing better to retain talent and keep relationships when someone has left. Key Takeaways:You have an obligation to your clients, not just the other attorneys in your firm.Timing is essential in preparing for your move. You want to be aware of where you are in the year-end pay cycle. Depending on the timing, it could add to the complexity.People are leaving a bad culture for the money, but they don’t leave a good culture or team just for money. Culture is becoming more and more important in the legal industry.When you part amicably, referrals can still come back from those attorneys who do leave. "If we can keep emotions deescalated, departures tend to go more smoothly for both sides." — Tina Solis Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Episode Reference: Jonathan Friedland: https://www.linkedin.com/in/jonathanfriedland/ Connect with Tina Solis: Website: https://www.nixonpeabody.com/Email: [email protected]: 312-977-4482LinkedIn: https://www.linkedin.com/in/tina-solis-39538116/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: 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 JD Gershbein discuss:The evolution of LinkedIn and why it is prevalent and important. Being findable on LinkedIn. How LinkedIn supports the practice of law. Building an outcome-directed LinkedIn profile. Key Takeaways:You need to have an identity in the business universe. LinkedIn allows you to stand out and have a clear identity for others. Your profile page can be one of your greatest assets in business. There are many ways you can get started on LinkedIn that won’t take hours each week but will allow you to get out educational content that is relevant and valuable. If your profile is not set up correctly, it will lead to lost opportunities. Attend to it, do a content audit of your page, and make sure that your unique value is articulated. "LinkedIn has arrived at a point where we are reliant on it. We are dependent on it. Not just for information or to keep a sense of connectedness with people, but to really show who we are to peers, to clients, to colleagues, and to those who would refer or introduce us." — JD Gershbein Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Episode References: Book: Think & Grow Rich by Napoleon Hill: https://www.amazon.com/Think-Grow-Rich-Landmark-Bestseller/dp/1585424331 Connect with JD Gershbein: Website: https://jdgershbein.com/LinkedIn: https://www.linkedin.com/in/jdgershbein/YouTube: https://www.youtube.com/channel/UCPoeIXB2HQ5r0hIjI28mV5gTwitter: https://twitter.com/jdgershbeinFacebook: https://www.facebook.com/whoisjdInstagram: https://www.instagram.com/jdgershbein/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: 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 Love discuss:Earning trust in professional relationships. Innovation in the time of COVID (and continuing that innovation in the aftermath). When to move and when not to move law firms. The importance of building and maintaining relationships. Key Takeaways:There’s more poker theory in legal recruiting than in a game of poker. When looking at moving firms, it’s about more than you - it’s also about what is best for your clients. You have to have client and business relationships. The practice of law is not an island, it requires those relationships to grow, develop, and continue to bring in money. Build relationships, have conversations, and get into the habit of staying in touch. "When you evaluate a partner's effectiveness, it's based on two things: the book of business and their leadership effectiveness - how well they get along with their clients and their colleagues." — Scott Love Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Episode References: Business Relationships that Last by Ed Wallace: https://www.amazon.com/Business-Relationships-That-Last-Performing/dp/1608320014 Connect with Scott Love: Website: https://attorneysearchgroup.com/Podcast: https://attorneysearchgroup.com/the-rainmaking-podcast Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: 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 Alison Ver Halen discuss:Tools for the readability of your content. Benefits of writing as a lawyer. How to use (and how NOT to use) ChatGPT. Getting people to read your blog. Key Takeaways:Legal writing and marketing writing utilize two different parts of your brain. Utilizing ChatGPT (or another AI) to write for your website, articles, or blog can be problematic as it scans other content on the internet and uses that to create its writing. Own your content whenever you can. Social media is good for distributing content but write for your own website first, then for other publications. Incorporate a story into your writing. You are not the hero, your ideal client is the hero. "We all know what's interesting to us and what we want to write about. But does your audience really care about that? It all needs to start with who your ideal client is, what they care about, and what are they searching for." — Alison Ver Halen Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Episode References: Grammarly: https://www.grammarly.com/Yoast: https://yoast.com/research/real-time-content-analysis/Hemingway Editor: https://hemingwayapp.com/Book: Practical Content Strategy and Marketing by Julia McCoy: https://www.amazon.com/Practical-Content-Strategy-Marketing-Certification-ebook/dp/B077SKLYNT Connect with Alison Ver Halen: Website: https://avwritingservices.com/Email: [email protected]: https://www.linkedin.com/in/alison-ver-halen/LinkedIn: https://www.linkedin.com/company/av-writing-services/Facebook: https://www.facebook.com/profile.php?id=100057495307448Instagram: https://www.instagram.com/av_writing_services/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: 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, Walt Hampton, David Ackert, and Liz Wendling discuss:Client, prospect, and networking follow-ups.Beyond the billable hour.Crossmarketing and solving the problems your clients are having.Specializing versus generalizing. Key Takeaways:People want to do business with people. You don’t need to use specific marketing language when talking to prospects.Increasing your rates will not run your clients off. If they see your value, they will continue to pay you with no problems.You can’t just say you are the specialist or the expert, you need to prove it and show it from every aspect of your firm from beginning to end.Business is a co-creation exercise. Creating an amazing business is about having amazing relationships. "This is all baby steps, everything in practice growth comes down to baby steps. Spend a few hours talking to somebody about what those baby steps might look like. It will motivate you to take them." — David Ackert Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Connect with Walt Hampton: Website: Summit-Success.comEmail: [email protected] eBook: summitsuccess.lpages.co/the-power-principles-of-time-masteryLinkedIn: linkedin.com/in/walthamptonPublishing Resource: http://summitpresspublishers.com/steve Connect with Chuki Obiyo: LinkedIn: https://www.linkedin.com/in/chukiobiyo/Twitter: https://twitter.com/lawchuki?lang=enInstagram: https://www.instagram.com/chuki_law/?hl=en Connect with Liz Wendling: Website: https://www.therainmakingcoach.com/Books: https://www.therainmakingcoach.com/lizs-book/LinkedIn: https://www.linkedin.com/in/lizwendling/Twitter: https://twitter.com/lizwendling4Facebook: https://www.facebook.com/insightbusinessconsultants Connect with David Ackert: Website: https://www.ackertinc.com/LinkedIn: https://www.linkedin.com/in/davidackert/Twitter: https://twitter.com/DavidAckert Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: 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, Walt Hampton, David Ackert, and Liz Wendling discuss:Staying consistent in your business development amidst the whirlwind of life.The top automations that are saving automations time.Scheduling made easier.Removing email as a friction point. Key Takeaways:Block time for you and your tasks, not just to accommodate others.Your calendar communicates your values. What you schedule time for is what you value the most.Consider listing out a singular date option, then linking your calendar if you are hesitant to move to the automated scheduling.ChatGPT should not be used for blog articles on your website. You want your blog to sound like you. "We're all busy, toddlers are busy, we have to create that time and make that time and the more you tell yourself, you're busy, the more you start to believe that and the more you stay in the pinball machine." — Liz Wendling Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Episode References: ReMarkable2: https://remarkable.com/store/remarkable-2PipelinePlus: https://pipelineplus.com/Calendly: https://calendly.com/Acuity: https://www.acuityscheduling.com/Doodle: https://doodle.com/SaneBox: https://www.sanebox.comChatGPT: https://openai.com/blog/chatgpt/ Connect with Walt Hampton: Website: Summit-Success.comEmail: [email protected] eBook: summitsuccess.lpages.co/the-power-principles-of-time-masteryLinkedIn: linkedin.com/in/walthamptonPublishing Resource: http://summitpresspublishers.com/steve Connect with Liz Wendling: Website: https://www.therainmakingcoach.com/Books: https://www.therainmakingcoach.com/lizs-book/LinkedIn: https://www.linkedin.com/in/lizwendling/Twitter: https://twitter.com/lizwendling4Facebook: https://www.facebook.com/insightbusinessconsultants Connect with Chuki Obiyo: LinkedIn: https://www.linkedin.com/in/chukiobiyo/Twitter: https://twitter.com/lawchuki?lang=enInstagram: https://www.instagram.com/chuki_law/?hl=en Connect with David Ackert: Website: https://www.ackertinc.com/LinkedIn: https://www.linkedin.com/in/davidackert/Twitter: https://twitter.com/DavidAckert Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: 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 Brocato discuss:Pursuing your passions, belief in yourself, and having a determination to succeed. Living authentically with balance in your work and passions.Conveying confidence.The three pillars of relationships. Key Takeaways:If you want to have a great book of business, you need to be a great lawyer first.Be who you are and have confidence in your ability and your desire to help your clients.You can be nice and be friends without needing to make a networking connection with everyone. Make a friend, but don’t feel obligated to sit with someone for longer than you want.Bring your authentic self into relationships. When you are that way, you are also able to set authentic goals - which makes you more likely to achieve it, and more likely to enjoy the process. "If you come into the relationship confident and upbeat, in a sincere way, because you truly are authentically happy, I think it really helps. It helps in your business development efforts." — Joe Brocato Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Episode References: Book: happy is cool.: How to Ignite True Happiness in You by J.B. Brocato- https://www.amazon.com/happy-cool-Ignite-True-Happiness/dp/0615906036Book: How to Win Friends and Influence People by Dale Carnegie - https://www.amazon.com/How-Win-Friends-Influence-People/dp/0671027034 Connect with Joe Brocato: Website: https://joebrocato.com/Website: https://www.gozdel.com/Email: [email protected]: https://hititoffthebook.com/LinkedIn: https://www.linkedin.com/in/joebrocato/Twitter: https://twitter.com/JB_BrocatoPre-Order Joe’s Latest Book Here!Hit it Off: 21 Rules for Mastering the Art and Science of Relationships In Life and Business - https://hititoffthebook.com/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: 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 Josh Fitch discuss:Taking educated risks. How Josh started his own firm directly out of law school. Networking as an allyship. Having a fit with you, your client, and your employees. Key Takeaways:Having a partner takes away some of the isolation of running a firm alone. It also gives you a time to share in the victories and strengthen each other through the trials. Have a contract for your partnership, but also have written agreements as to what is expected from each partner that is measurable and specific. We live in a digital age, the power of a face-to-face connection is immeasurable. Look at what revenue you are losing by doing tasks that don’t need to be done by you. Get those off your plate. How much are you willing to pay for the comfort of controlling everything? "The book of business doesn't just come out of nowhere, it did require a massive effort of just kind of creating a presence here in Denver." — Josh Fitch Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Episode References: Book: Ego is the Enemy by Ryan Holiday - https://www.amazon.com/Ego-Enemy-Ryan-Holiday/dp/1591847818 Connect with Josh Fitch: Website: https://www.troxelfitchlaw.com/Email: [email protected]: https://www.linkedin.com/in/josh-fitch-2953b5b0/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: 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 RJ Curcio discuss:Growing up surrounded by lawyers. Being a millennial lawyer.Keys to getting a strong book of business in a transactional field of law. Adapting the modern workplace to the workforce in your company. Key Takeaways:The way law firms were run in the 1950s was very different from how they are run today. Learn from the other generations, in both directions. A lot of personal injury attorneys get their clients via referrals from other attorneys. Network with those in other practice areas and make yourself top of mind with them. Networking with other 1-to-1 attorneys can help everyone to build a stronger book and to lift each other in their fields. Millennials are hard workers and creative, but they may think differently and work differently than the previous generations. Different generations require different tools to work most effectively. "It comes down to understanding who your workforce is, who is going to be a big part of that, and how they want to operate. Ultimately, you want to make sure that you can provide those different options to that workforce in order to get the most out of them." — RJ Curcio Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Episode References: Book: The 7 Habits of Highly Effective People by Stephen R. Covey - https://www.amazon.com/Habits-Highly-Effective-People-Powerful/dp/0743269519 Connect with RJ Curcio: Website: https://www.curcio-law.com/Phone: 312-321-1111LinkedIn: https://www.linkedin.com/in/rj-curcio-2463648a/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: 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 Ellen Freedman discuss:Learning and growing in all aspects of your law firm.Going out on your own as a solo firm.The automations and technologies that lawyers should implement in their business.The best approach to hiring and the growing trend of going virtual. Key Takeaways:Your best work never happens immediately, especially when trying something new. Keep a good attitude and keep trying at your business development and networking.Do your own needs analysis when looking to buy new technology for your firm. Don’t just go with what one friend said because that friend said it.Budget the time, when purchasing new software or equipment, to install and train everyone on your staff. This is the best way to adequately use all the resources and features of the software you choose.It takes time to do the right hire. Vet your candidates well and hire for all the necessary criteria, not just the most pressing criteria. "The must-have technology for every lawyer, from the solo on up, is to have either a document management or a good, quality desktop search engine." — Ellen Freedman Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Episode References: Book: Atomic Habits by James Clear - https://jamesclear.com/atomic-habitsVideo: Atomic Habits - https://www.youtube.com/watch?v=U_nzqnXWvSo Connect with Ellen Freedman: Website: https://www.freedmanlpm.com/Email: [email protected]: https://www.linkedin.com/in/ellenfreedman/Twitter: https://twitter.com/PA_PMAFacebook: https://www.facebook.com/freedmanconsultinginc Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: 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 Steph Vaughan-Jones discuss:Hiring the right people for the right job.Being flexible to find success.Getting closer to your customer.Developing relationships and developing leaders. Key Takeaways:People fear mistakes - that is why they don’t take risks. Mistakes are not a failure, they are a chance to learn and further your success.Recognize the potential in the people on your team. If you put them in the right role, they will shine.Stay close to your client - ask questions and identify the needs they have (even if they don’t yet realize it).The best teachers are those who do it well. "62% of calls are for urgent matters. Nothing can beat that phone call, and that human interaction." — Steph Vaughan-Jones Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Connect with Steph Vaughan-Jones: Website: https://moneypenny.com/us/LinkedIn: https://www.linkedin.com/in/stephanievaughanjones/Twitter: https://twitter.com/Moneypenny Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: 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 Spear discuss:Common pitfalls lawyers make in digital marketing. The unique challenges to marketing for your unique way of doing business. Creative content creation to stand out in the market. What to look for in a marketing agency. Key Takeaways:Marketing can help you to stabilize your inflow pipeline and allows you to bring in clients beyond just the referrals. Every law firm sees their business differently, even when they are in the same practice area. You need to know the firm to know how to market appropriately to their audience. When working with a marketing firm, they need to understand your firm - if they have a recommendation right out of the gate, they may not be the right one for you. You want to be able to trust that the marketing team behind you understands what your goal is and is bringing information to you about the market. "Marketing is not just about placement in front of everybody. It’s about strategic placement in front of people that want to do business with that type of firm." — Jordan Spear Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/Episode References: Book: Don’t Sweat the Small Stuff by Richard Carlson - https://www.amazon.com/Dont-Sweat-Small-Stuff-Its/dp/0786881852SPIN Selling by Neil Rackham - https://www.amazon.com/SPIN-Selling-Neil-Rackham/dp/0070511136Connect with Jordan Spear: Website: https://www.bolddigitalventures.com/Email: [email protected]: https://www.linkedin.com/in/jordan-spear-69a059a2/Connect with Steve Fretzin: LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: 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 Mark Bullock discuss:Addressing more than just the logistical and legal side of your client's cases. Why do lawyers hesitate to delve into social or video. Secrets to making great video content. Getting tons of content from one video. Key Takeaways:99.99+% of people will not go on video. YouTube is not the 11 o’clock news, it is people authentically talking to people. Have a conversation on camera as if you are speaking to a person, not speaking to an inanimate object. Be willing to practice having a conversation, rather than presenting a topic. You can’t buy the same type of work that a raving fan given exceptional client service can send your way through referral. "Video is the place to be. Why? Because people can relate; people watching this right now can relate to the fact that you and I are having a conversation, and we're including them in this conversation, and in doing so it's far more engaging." — Mark Bullock Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Episode References: Book: Raving Fans: A Revolutionary Approach to Customer Service by Ken Blanchard: https://www.amazon.com/Raving-Fans-Revolutionary-Approach-Customer/dp/0739309536 Connect with Mark Bullock: Website: https://phoneblogger.net/ Website: https://videosocials.net/ Website: https://videointerviewpodcasts.com/LinkedIn: https://www.linkedin.com/in/markvbullock/Twitter: https://twitter.com/mvbullock Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: 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 Marco Brown discuss:Figuring out the business of law for survival.Key systems for success at your firm.Marketing and sales for lawyers.Becoming a student of the sales game. Key Takeaways:You have to want success. Wanting to be a good lawyer is the bottom of the barrel. You need to also want to have monetary success.When you make more money, you can help more people.Sales is important, not a dirty word. You can’t service those you could help if you don’t have any clients.Be you in your sales process. Your clients want to work with you because they think you can help serve them as you are. "I do it the way I do it because I want to help my family and secure their wealth. I want to help my team and secure their wealth for them and their family, and so we can help can 10s of 1000s of people going through a divorce. That is my duty to people. That's why I do things the way I do." — Marco Brown Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Episode References: Book: The Closer’s Survival Guide by Grant Cardone: https://www.amazon.com/Closers-Survival-Guide-Third/dp/B00C7ISUZABook: The Total Money Makeover by Dave Ramsey: https://www.amazon.com/Total-Money-Makeover-Classic-Financial/dp/1595555277 Connect with Marco Brown: Website: https://www.brownfamilylaw.com/LinkedIn: https://www.linkedin.com/in/marcocbrown/Twitter: https://twitter.com/BrownLawLLC Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: 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, Deb Knupp, Alay Yajnik, and Gary Johnson discuss:Strategies to build a network when you’re away from the city. LinkedIn and being a thought leader. Getting out of the net of the friend zone. Making the pitch and getting the sale. Key Takeaways:Staying in touch with people is all about authentic reasons. Even from a distance, invite people, introduce people, be involved, and share your insights. Create valuable content that is both educational and inspirational. When you do that, people will trust you more. When someone hasn’t responded back to you, it may not be you. It is often that they are busy. Follow up often. It is typically 5-7 touches to get business. If you’re going to be giving somebody a proposal, schedule a conversation to go through the proposal. Most people need context and information to go with the number on the price tag. "Have the mindset that sales is an act of service. It is when you're committed to building authentic relationships, and you can suspend self-interest long enough to solve the problem that should be solved, not just the one you get billed for. Give before get - it will make a huge, huge difference." — Deb Knupp Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Connect with Deb Knupp: Website: https://growthplay.com/ Email: [email protected] LinkedIn: https://www.linkedin.com/in/deb-knupp-2694a21/ Connect with Alay Yajnik:Website: LawFirmSuccessGroup.comPodcast: http://lawyerbusinessadvantage.com/Email: [email protected]: linkedin.com/in/alayyajnik Connect with Gary Johnson: Website: j2marketingconsultants.comLinkedIn: linkedin.com/in/j2marketingconsultantsTwitter: twitter.com/j2consultants Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: 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, Deb Knupp, Alay Yajnik, and Gary Johnson discuss:Time management and business development. Finding focus when you’re having a hard time focusing. Getting in front of the decision-makers. Knowing when to hire an associate. Key Takeaways:Get a bigger impact out of everything you do in marketing. All aspects of what you do should be working in tandem to give you more content with less time. Make your to-do list the night before and mark your must-do tasks in order of what should be done. The next morning, start at the top and don’t stop until it’s done. You must understand who your targets are. Who are the right strategic partners for you? Who is your ideal client? Who are you trying to connect with and why?By bringing somebody into your firm, you are increasing your income threshold, not just spending money on them. "When you're doing your marketing and business development, try and do things that complement each other. They shouldn't be silos - they should all be working cohesively." — Gary Johnson Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Episode References: Book: Getting Things Done by David Allen: https://www.amazon.com/Getting-Things-Done-Stress-Free-Productivity/dp/0142000280Book: Atomic Habits by James Clear: https://www.amazon.com/Atomic-Habits-Proven-Build-Break/dp/0735211299Video: Atomic Habits: How to get 1% Better Every Day by James Clear: https://www.youtube.com/watch?v=U_nzqnXWvSo Connect with Deb Knupp: Website: https://growthplay.com/ Email: [email protected] LinkedIn: https://www.linkedin.com/in/deb-knupp-2694a21/ Connect with Alay Yajnik:Website: LawFirmSuccessGroup.comPodcast: http://lawyerbusinessadvantage.com/Email: [email protected]: linkedin.com/in/alayyajnik Connect with Gary Johnson: Website: j2marketingconsultants.comLinkedIn: linkedin.com/in/j2marketingconsultantsTwitter: twitter.com/j2consultants Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: 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 Tracy Coenen discuss:How Tracy got into forensic accounting and how it can help in your law field.Being a valuable connector. Time blocking and being strategic with your networking, referral sources, and other business development. The importance of touch points with your clients. Key Takeaways:If you have an extensive network of professionals, it will help you look like a hero to your clients as you can direct them to additional resources that can help solve their problems.By making good, solid connections for your clients, you will help to build forever loyalty and rapport, which can lead to additional work from that client or referrals. Do you know what your clients are currently looking for? Make a list - do you have people that already fit that criterion? You don’t have to treat all your connections equally. Be consistent, do what works for you, and stay top of mind with those most important. "I like being thought of as a connector, a trusted person, for my clients, for their clients, for my friends and family, and people will call me and say, ‘I have this problem, and I knew that you would know someone who can help me.’" — Tracy Coenen Episode References:ProVisors: https://www.provisors.com/ Who Not How: The Formula to Achieve Bigger Goals Through Accelerating Teamwork by Dan Sullivan: https://www.amazon.com/Who-Not-How-Accelerating-Teamwork-ebook/dp/B0867ZJ151 Connect with Tracy Coenen: Website: https://fraudcoach.com/Website: https://www.sequenceinc.com/Divorce Money Guide: https://www.fraudcoach.com/divorcemoneyguideShow: https://www.sequenceinc.com/fraudfiles-podcast/LinkedIn: https://www.linkedin.com/in/tracycoenen/Facebook: https://www.facebook.com/sequenceinc/Instagram: https://www.instagram.com/divorcemoneyguide/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: 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 Strauch discuss:Why lawyers are averse to sales. The top 3 things to do during the initial intake phone call. Building trust, listening with empathy and skillfully getting information. Honing your persuasion (and sales) skills that were learned in law school. Key Takeaways:Clients are the lifeblood of your practice. If you can’t bring them in, you don’t have a practice. Build relationships with your clients from the very first call. If you don’t know what the pain point is, you haven’t ever gotten to the emotional component, and you’re less likely to get the sale. During the intake call, be very clear about what the next steps are going to be. "People make emotional buying decisions and justify it with logic." — Michael Strauch Episode References: The 4-Hour Workweek by Tim Ferriss: https://www.amazon.com/4-Hour-Workweek-Escape-Live-Anywhere/dp/0307465357 Connect with Michael Strauch: Website: https://www.theclosingroom.com/Email: [email protected]: https://www.youtube.com/@theclosingroomLinkedIn: https://www.linkedin.com/in/michael-patrick-strauch-mps-28403864/Twitter: https://twitter.com/mpsthesalesguyInstagram: https://www.instagram.com/strauchyy/Get your free resources here: https://theclosingroom.com/podcast Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: 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 Colin Levy discuss:The intersection of law and technology. ChatGPT and the applicable potential of AI.Benefits and drawbacks of social media platforms. Value-based social media content. Key Takeaways:Each social media platform is unique and offers different benefits and risks than the other platforms. Do your research before you dive into using all of them as that is unnecessary. Before you do anything else on LinkedIn, use the About Me section to tell your story. Be consistent regardless of which platform you choose to use. Do it with intention, start small, and hold to a regular consistent posting schedule. Give more than you take on social media. Be creative and demonstrate your authority, but also your authenticity, in your posts. "LinkedIn has really been the hero. It's been super empowering and powerful for me to both build my personal professional brand." — Colin Levy Episode References: The Daily Podcast: https://www.nytimes.com/column/the-dailyConnect the Dots: https://www.ctd.ai/Lawmatics: https://www.lawmatics.com/ChatGPT: https://openai.com/blog/chatgpt/AI For Lawyers by Noah Waisberg: https://www.amazon.com/Lawyers-Artificial-Intelligence-Transforming-Profession/dp/1119723841On Legal AI by Joshua Walker: https://www.amazon.com/Legal-AI-Joshua-Walker/dp/1949884074 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 Thank you to our Sponsors!LegalEase Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: 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 Gary Winter discuss:How practicing law is like flying an airplane.Must have technology to run your firm.Evolution of the legal industry.Working remotely and building a strong team. Key Takeaways:If you approach your practice of law as a business, it eases the stress of the business side, because that is what it is.Managing a team in a remote environment is different than when you’re in the office.If you give your employees an opportunity to interact, they will do so, even if they aren’t actively in the same office.If you’re utilizing digital practice management, use the whole thing. Don’t be partly on, partly off. "The practice of law is a business. It does need systems, it does need checklists, it does need organization. You have to approach it that way. It actually takes the stress factor down when you do that." — Gary Winter Thank you to our Sponsors!LegalEase Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Episode References: The Client-Centered Law Firm: How to Succeed in an Experience-Driven World by Jack Newton: https://www.amazon.com/Client-Centered-Law-Firm-Succeed-Experience-Driven/dp/1989603327/Slack: https://slack.com/Bonusly: https://bonus.ly/Sweet Process: https://www.sweetprocess.com/Lawmatics: https://www.lawmatics.com/Case Status: https://www.casestatus.com/Clio Legal Trends Report: https://www.clio.com/resources/legal-trends/ Connect with Gary Winter: Website: https://lawvex.com/Email: [email protected]: https://www.linkedin.com/in/garylwinter/Twitter: https://twitter.com/garywinterlaw Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: 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 Jennifer Gillman discuss:Jennifer’s transition from litigation practice to legal recruiting.Why many lawyers are unhappy. The importance of a book of business. Growing and enjoying your career. Key Takeaways:There are a lot of differences from firm to firm. If you are unhappy in your job, it may not be the job itself, but it could be where you are working, what you are working in, or who you are working with. Cross-marketing allows you to bring in business in a different area even when your area of law is slower. Having a book of business gives you leverage, both at your current firm, and if you choose to leave. If you want to have freedom in your career, you need to have your own clients. "If you have your own clients and you don’t like where you are, you don’t have to stay." — Jennifer Gillman Episode References: The Go Giver by Bob Burg: https://thegogiver.com/ Connect with Jennifer Gillman: Website: https://gillmanstrategicgroup.com/LinkedIn: https://www.linkedin.com/in/jennifer-gillman-law-firm-matchmaker/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: 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.