BE THAT LAWYER

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.

In this episode, Steve Fretzin, Gary Johnson, David Ackert, Steve Seckler, and Sharon Ve discuss:Getting more value from your presentations.Qualifying prospective clients. Building referral sources.The hidden power of being an introvert. Key Takeaways:Your ideal client will not be the same as someone else’s, even if you are in the same practice area, because you both have different strengths and focuses. Empower your team who are handling intake to ask the right questions with empathy and get back to people in a timely manner.Communicate in the way that the people you are talking to want to communicate.Mindset is one of the most important aspects of networking. "Just like technology is constantly evolving, allow yourself to evolve as well. Because when you allow yourself to evolve, and making different tweaks to adjust to serve younger clients, or clients who have different needs, it's not going to be as painful as would be a complete shift from not doing anything to having to learn everything and do everything differently." — Sharon Ve Thank you to our Sponsors!LegalEase Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Connect with Gary Johnson: Website: j2marketingconsultants.comLinkedIn: linkedin.com/in/j2marketingconsultantsTwitter: twitter.com/j2consultants Connect with David Ackert: Website: https://www.ackertinc.com/LinkedIn: https://www.linkedin.com/in/davidackert/Twitter: https://twitter.com/DavidAckert Connect with Steve Seckler: Show: https://counseltocounsel.libsyn.com/LinkedIn: https://www.linkedin.com/in/stephenseckler/Twitter: https://twitter.com/stephenseckler 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 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, Gary Johnson, David Ackert, Steve Seckler, and Sharon Ve discuss:Changes to make in marketing as we go into recession.Planning for success in 2023.Building a vetted, powerful, networking cohort.Marketing versus business development (and why both are important). Key Takeaways:Double down on what you are really good at, what you like to do, and those relationships you already have built.Anticipate your client's needs and plan for the opportunities and things they need that you can help with.When you’re planning, write down every idea - it doesn’t have to be good, it just has to be down. From there you can prune down the list and get to the heart of what is most important to your business practice.Think about who you are having business meetings with. Some people are going to be better for networking than others. "Look at the activities that you are really good at, and really thrive in. In a recessionary time, we need to double down on the things we are really good at because we’re going to be more effective in our business development when we do those things." — Gary Johnson Thank you to our Sponsors!LegalEase Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Connect with Gary Johnson: Website: j2marketingconsultants.comLinkedIn: linkedin.com/in/j2marketingconsultantsTwitter: twitter.com/j2consultants Connect with David Ackert: Website: https://www.ackertinc.com/LinkedIn: https://www.linkedin.com/in/davidackert/Twitter: https://twitter.com/DavidAckert Connect with Steve Seckler: Show: https://counseltocounsel.libsyn.com/LinkedIn: https://www.linkedin.com/in/stephenseckler/Twitter: https://twitter.com/stephenseckler 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 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 Jonathan Zacks discuss:Finding a solution for efficiency. Automation for better running your business. Apps and programs to make your life easier. Focusing to improve communication with your customers and employees. Key Takeaways:Technology is constantly changing. Take advantage of it for solving the problems it can solve, but don’t assume it can solve all of your problems. GoReminder is built to help eliminate no-show appointments. Set your review request up automatically with a feedback request from your client. You can send them to a review site for good feedback, and directly to your office for bad feedback. Make 2023 the year of one thing. You don’t have to do 20 different things to make everything work. "There are certain problems that people just don't realize that technology and automation specifically can solve." — Jonathan Zacks Episode References: Superhuman: https://superhuman.com/ Connect the Dots: https://ctd.ai/Zapier: https://zapier.com/Good to Great by Jim Collins: https://www.amazon.com/Good-Great-Some-Companies-Others/dp/0066620996 Connect with Jonathan Zacks: Website: https://www.goreminders.com/LinkedIn: https://www.linkedin.com/in/jonathan-zacks/Twitter: https://twitter.com/jozacksInstagram: https://www.instagram.com/jonnoz/Get Your FREE Guide on How to Maximize Your Appointment Show Up Rate: https://www.goreminders.com/appointment-show-up-maximizer 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 Angela Dunz discuss:Diving into LinkedIn now, even if you didn’t get started from the beginning. How LinkedIn is different from other social media platforms. Client-focused LinkedIn profiles. Optimizing your LinkedIn, cleaning up keywords, and being clear about what you do. Key Takeaways:LinkedIn is more than a database, it’s a relationship builder. It is a business development tool, not just for job seekers. LinkedIn is the only consciously designed B2B platform on the planet.Build your strong personal brand and back it up with a strong professional brand - that is how you become a standout rainmaker. LinkedIn searches are word only - get your keyword in there as many times as you can. "LinkedIn is about your ideal, entry-level client. Make it focused on who you serve, the problem you solve, and the results that you bring, and you’ll have a much better chance of winning on LinkedIn." — Angela Dunz Episode References: The Big Leap by Gay Hendricks: https://www.amazon.com/Big-Leap-Conquer-Hidden-Level/dp/0061735361 Connect with Angela Dunz: LinkedIn: https://www.linkedin.com/in/angeladunzWebsite: https://www.angeladunz.com/YouTube: https://www.youtube.com/channel/UCVk1e69o2uq_jIgLR6ZsgsA 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 Rich Woo discuss:Establishing habits to accomplish your goals. Creating strong relationships to help those around you. The systems of building a relationship-based network.Wide versus deep in relationship building. Key Takeaways:There is value in people, relationships, and caring for others. This will help you to become a better relationship person and a better networker. Networks, at the core, are relationships. They happen over a long period of time of care and value exchange, not over single cups of coffee. Have a way to keep in touch with everyone in your network. It doesn’t have to be the same for everyone, but there should be some type of system in place. Powerful networking happens when you get to know the other’s heart and mind, even if you don’t yet know their business. "I always think about kind of three characteristics that we look for in those specific centers of influences: folks that advocate for you, that have influence, and are connected." — Rich Woo Episode References: Atomic Habits by James Clear: https://www.amazon.com/Atomic-Habits-Proven-Build-Break/dp/0735211299The Power of Habits by Charles Duhigg: https://www.amazon.com/Power-Habit-What-Life-Business/dp/081298160XGive and Take by Adam Grant: https://www.amazon.com/Give-Take-Helping-Others-Success/dp/0143124986 Connect with Rich Woo: Website: https://catalyst.nm.com/Email: [email protected]: https://podcasts.apple.com/us/podcast/the-power-of-connections/id1652852523YouTube: https://www.youtube.com/@northwesternmutualLinkedIn: https://www.linkedin.com/in/richwoo/Instagram: https://www.instagram.com/rich_woo 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 Jeremy Poock discuss:Designing and brokering your exit strategy. Building your law firm like the business it is. How to implement trust transfer. Selling the machine that you created. Key Takeaways:At some point, solo lawyers will need to look at their law firm as a business and build it in the way that it will work for them and is something that they might be able to sell in the future. In the Senior Attorney Match model, trust is the flux capacitor that will allow you to transfer your firm (where people are coming to you) to another senior attorney whom you also trust.Even in a solo firm, you do not need to use your name to name your law firm. There is power in brand names and in creating brand value. The winningest meetings happen when there is synergy between the senior attorney, looking to leave, and their younger protege looking to take over. "Trust transfer is our flux capacitor. We're transferring the trust that our clients that a senior attorneys clients have in that senior attorney. We are transferring that trust to a successor attorney." — Jeremy Poock Episode References: Gary Vee: https://garyvaynerchuk.com/Connect with Jeremy Poock: Website: https://www.seniorattorneymatch.com/LinkedIn: https://www.linkedin.com/in/jeremypoock/Twitter: https://twitter.com/srattorneymatch 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 Keri Sicard discuss:Creating a truly virtual IP firm. Pitfalls of the current law firm model. Promoting collaboration (even through a commission model). Connecting and building culture in a virtual environment. Key Takeaways:The partnership law model was created in the early part of the 1900s. The world has shifted drastically in the last 100 years, but the law industry has not. Breaking the traditional law model format allows you to increase the attorneys take home from each of the cases. There are ways to connect and be together as a team without being in the same place and in the same office. Find your own happiness. That will look different for everyone, so don’t take your cues based on what someone else finds joy and fulfillment in. "There are more people, like me, that don't care about being partner. They just don't want to have to work their life away. I would go five days in a row without seeing my kids when they were two, four, and six. And I don't ever want anyone to have to ever do that." — Keri Sicard Episode References: LawPay: https://www.lawpay.com/Book: Unfu*k Yourself: Get Out of Your Head and Into Your Life by Gary John Bishop Connect with Keri Sicard: LinkedIn: https://www.linkedin.com/in/keri-sicard/Website: https://virtualipllc.com/Email: [email protected] 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 Dr. Bill Saleebey discuss:Report versus rapport. Doing your research before networking with someone. Top tips for networking wide and deep (and for improving your elevator pitch).Deep diving into what people really do. Key Takeaways:Establishing rapport is one of the key elements of networking. You have to engage in rapport talk to really establish relationships. Build the relationship - talk less, listen more, and really connect with those you are meeting with. It takes multiple conversations to truly build a relationship and connect. Volunteer, get involved, do what you say you’re going to do, and do an outstanding job. "My definition of networking is building mutually beneficial relationships over time. There's a lot in that - it's mutually beneficial, and it takes time." — Dr. Bill Saleebey Episode References: Book: Click: Ten Truths for Building Extraordinary Relationships by George Fraser Connect with Dr. Bill Saleebey: LinkedIn: https://www.linkedin.com/in/billsaleebeyWebsite: https://drbillsaleebey.com/Book: Networking in the Virtual AgeYouTube: https://www.youtube.com/user/billSaleebeyTwitter: https://twitter.com/DrBillSaleebeyFacebook: https://www.facebook.com/saleebeyInstagram: https://www.instagram.com/bill_saleebey/ 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 Sarah Tetlow discuss:Why email is so important and so readily used by lawyers.Ways to manage your inbox to make it effortless.What ARTT stands for and how it can help you manage your inbox.Tips for better managing your email. Key Takeaways:Treat your email like a mixed bag of jellybeans. Keep only your favorites (what needs to be done) in your inbox and keep them from being buried.You have the choice of what to do with what comes into your inbox - Action, Reference, Tracking, or Trash.If you’re overwhelmed and bogged down with thousands of emails, get some help to get it cleared out, utilize your filters or quick steps, and only touch once.Some things are better communicated through phone or a meeting than they are through email. "There are three Touch Once - you should touch the email one time only. Those are your actions, your reference archival, and then it's your delete." — Sarah Tetlow Episode References: ARTT: arttemail.com or organizemyinbox.comBe That Lawyer Podcast Episode 52: Sarah Tetlow: Maximizing Your Time and LifeDavid Allen: https://www.linkedin.com/in/davidallengtd/Book: Getting Things Done by David AllenBe That Lawyer Podcast Episode 236: Sarah Reiff-Hekking: Time Management to Take Back Your Life and Business Connect with Sarah Tetlow: Website: Firm-Focus.comLinkedIn: linkedin.com/in/sarah-tetlow-42688b8/LinkedIn: linkedin.com/company/firm-focus-llcFacebook: facebook.com/Firm-Focus-2133715496717831/ 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 Bill Himmelstein discuss:Building relationships in a transactional industry.Having focus on who and how you are helping others.The 3 Keys to Finding a Good Networking Partner.Giving with a purpose to expand the pie. Key Takeaways:Networking is rooted in a philosophy of giving to gain.Search for networking partners whose values align with yours. Take the time to qualify those you are networking with.“Anyone” is not a good client for anyone. Be specific as to who your target client is.Network with those who are trusted advisors to their clients. If there is no relationship, they likely don’t have the ear, trust, or confidence of their clients. "What givers gain means is finding people that you believe can support you back and give to them." — Bill Himmelstein Eventbrite Invitation:https://www.eventbrite.com/e/be-that-lawyer-live-coaches-corner-tickets-473685655547 Episode References: Book: The Secret of Shelter Island by Alexander Green Connect with Bill Himmelstein: Website: https://tagcommercialbroker.com/LinkedIn: https://www.linkedin.com/in/williamhimmelstein/ 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 Josh Schwadron discuss:Lawyers and advertising in the United States.How Mighty is changing the personal injury law world.Secrets of personal injury lawyers.Separating yourself from other law firms. Key Takeaways:Personal injury lawyers don’t compete on fees or on what they do, they compete on marketing and on who can scream the loudest and stand out.In personal injury, lawyers' incentives are misaligned with the incentives of their clients.It’s not about a race to the bottom, it’s about creating differentiated value to get more business.Be authentic in how you differentiate yourself. It’s not about the market tests, it’s about what you embody in your marketing, your service, and your culture. "Most industries are crowded, everybody looks very similar. And if there is something unique about you, that superpower actually should be translated into a benefit to the customer.." — Josh Schwadron Eventbrite Invitation:https://www.eventbrite.com/e/be-that-lawyer-live-coaches-corner-tickets-473685655547 Episode References: Book: The Upside of Stress by Kelly McGonigal Connect with Josh Schwadron: Website: https://www.mighty.com/Email: [email protected]: https://www.linkedin.com/in/schwadron/Twitter: https://twitter.com/joshuaschwadron 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]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Emily Hirsekorn discuss:The relationship between leadership and learning. Why and when lawyers need support in their careers. 4 of the most common blocks to success. The learning that can happen at different stages of your career. Key Takeaways:When you are growing and learning and leading in a way that is most authentic to you, that is where you are going to be happiest and most effective.Find what you really want to do and what you want your life to look like, then work backward to find out how to make that work. Come up with a narrative where you are the hero of the story. You can be confident in yourself without coming across as arrogant. There is so much to learn, and it doesn’t always have to cost money. "I really encourage people to shift from time management to energy management, think about what keeps your energy up, build those positive habits, and then really focus on both performance and well-being because they impact each other." — Emily Hirsekorn Episode References: Book: Energy Leadership by Bruce Schneider Connect with Emily Hirsekorn: Website: https://www.hirsekorncoaching.com/Email: [email protected]: https://www.linkedin.com/in/emilyhirsekorn/Instagram: https://www.instagram.com/hirsekorn_coaching/ 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]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Denny Esford discuss:How lawyers can better plan their day and execute that plan. Build in “no” answers to your strategy. Executing your business plan first thing in the day. Content calendars, scheduling your business development, and preparing in advance. Key Takeaways:Without having clients coming in, consistently, running your firm is just an expense. You need to have a plan to have those clients coming in regularly. Be willing to walk away from situations where you and the client are not a good fit. Plan your day so your day doesn’t have you. Lean on the basics - you do not need to be your banker, your accountant, your bookkeeper, your marketer, your receptionist, etc. "Find out where your energy is in your day because that's when you're going to be most productive, and that's where you schedule the stuff that’s tough to do." — Denny Esford Episode References: Book: Eat That Frog! By Brian TracyBe That Lawyer Episode 205: Lesley Wallerstein: Confidence, Adaptability, and Embracing DiscomfortBook: How to Win Friends and Influence People by Dale Carnegie Connect with Denny Esford: Website: https://www.windycitytrialgroup.com/LinkedIn: https://www.linkedin.com/in/dennyesford/Twitter: https://twitter.com/WindyCtyTrialGpFacebook: https://www.facebook.com/denlaw1217/ 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]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and David Neagle discuss:Why belief is the most important thing to your success. Getting around walls that make you seem stuck. How lawyers can overcome the struggle of negativity. The formula for solving your problems. Key Takeaways:You don’t have a problem, you only create problems. What you see as a problem, just is. You give what is the meaning of problem. Be open to learning, be willing to learn, and take the steps to change. You do not have to be the smartest person in the room. You were never taught how to build a business, learn from those who do know how.We earn what we expect to earn. "Most people stay stuck in their business because that's where they're comfortable. Even if they're complaining and moaning about it, they understand the problems that they have and they deal with those problems every day. But it's far scarier for them to try to blast ahead." — David Neagle Episode References: Book: Working with the Law by Raymond HolliwellBook: Trust by Iyanla Vanzant Connect with David Neagle: Website: https://davidneagle.com/Show: https://successfulmindpodcast.com/LinkedIn: https://www.linkedin.com/in/thedavidneagle/Twitter: https://twitter.com/davidneagleFacebook: https://www.facebook.com/DavidNeagleCommunityInstagram: https://www.instagram.com/david_p_neagle/ 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]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Stuart Baum discuss:Marketing missteps and mistakes that lawyers make in building their firm. Making business development fun. Leveraging what you are good at and what you like to do. Stop being selfish and learn to be a resource. Key Takeaways:The only failure is a failure to learn from your failures. There are a lot of ways to do business development. Do it your way and find success doing the things you like. If it takes you more than five minutes to find two or three people in a good friend’s network that you can connect to people in your network, then you're overthinking it.Enjoy what you are doing, and enjoy helping others. People can see that enjoyment. If it feels like work, people will feel like they are work. "Think about moving from being a vendor to being a partner. If I care about your business and I'm helping you be successful, you think about me as somebody who's gonna sit by your side and help you grow your business." — Stuart Baum Episode References: Drive: The Surprising Truth About What Motivates Us by Daniel Pink: https://www.danpink.com/books/drive/ Connect with Stuart Baum: Website: https://www.largerpond.com/Email: [email protected]: https://www.linkedin.com/in/stuartbaum/ 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]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Sasha Berson discuss:Statistics around lawyers in the United States. The relationship between marketing and company performance. Setting expectations with your marketing team. Why you need to keep up on your advertising and marketing budgets. Key Takeaways:Being a rainmaker is infinitely more profitable than just being a lawyer. Most marketing companies do not charge enough money to be able to provide solid, consistent results.Always ask for references from your marketing company. If they won’t provide them, walk away. If you hire a high-performing marketing team, you should be getting a 4 to 7 times return on that investment. "The one thing that most solo and small law firm lawyers don't know is that you need to be investing 15 to 25% of future revenue into client acquisition." — Sasha Berson Episode References: How to Pick the Best Marketing Company Checklist: https://growlawfirm.com/marketing-company-checklistHow to Get More Clients Report: https://growlawfirm.com/law-firm-report Connect with Sasha Berson: Website: https://growlawfirm.com/Email: [email protected]: https://www.youtube.com/channel/UCrBWJr36by51NtPBZJAreyQLinkedIn: https://www.linkedin.com/company/grow-law-firm/LinkedIn: https://www.linkedin.com/in/aleksanderberson/Facebook: https://www.facebook.com/growlawfirmInstagram: https://www.instagram.com/grow_lawfirm/ 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]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin, Michael English, and Courtney English discuss:Improving efficiency to improve your life and business.Why SOPs are so important to your law firm and business.Top challenges lawyers face in automating and scaling.Writing out the SOPs for your law firm. Key Takeaways:SOPs (standard operating procedures) are the key to creating a streamlined law firm and will allow you to delegate appropriately the activities that you, as the lawyer, do not need to be doing.Create training videos or modules to help train new employees rather than just having them shadow another employee and hoping for the best.For law firms with flat fee pricing, SOPs can create efficiencies and allow for automations that will help you to give more dollars to your bottom line.Automations save time for everyone, but you need to know what it is that is being done in order to standardize, automate, and delegate. "SOPs create consistency and responsibilities within a law firm - everybody knows what their job entails at that point, so there's no question as to the responsibilities that lay on everybody's shoulders. " — Michael English Connect with Michael and Courtney English: Website: https://www.streamlinemylawfirm.com/ 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]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Neil Schwan discuss:Why lawyers don’t keep up with their expenses. Top expenses lawyers have that they don’t look at. Automation and outsourcing to reduce costs. The power of looking to help others first. Key Takeaways:You may not need to wait out a full lease if you are looking to move on. There are options out there, and speaking with a tenant advocate may be able to help. Get competitive quotes every few years on your professional insurance. You can always stay with your broker if you like them, but it doesn’t hurt to see where costs can be saved. As we are in this inflationary period, it is more important than ever to pay attention to rates, negotiate with your provider or vendor, and lowering the costs that are within your control. Network with people that you can help and can also help you. "It's a really good time to be [negotiating with your provider or vendor before your contract is up], preparing yourself or recession and inflationary periods where you can lower the costs you have within your control because there's some you just can't change." — Neil Schwan Episode References: Brad Barkin at Embroker: https://www.linkedin.com/in/bradbarkin/Practice Panther: https://www.practicepanther.com/ Connect with Neil Schwan: Website: https://www.schooleymitchell.com/nschwan/ Phone: 630-381-0037Email: [email protected]: https://www.linkedin.com/in/neil-schwan/ 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]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Kathleen McEntee discuss:Kathleen’s journey from strategy to full service marketing.Branding versus marketing. Distinguishing yourself from your competitors. Talking about what you do and not assuming people know what you do and what your brand is. Key Takeaways:When you are living in the weeds, you are not looking at the bigger picture and looking at how your customer is seeing you. The marketing pushes the branding out to the target audience. Even if you do the same thing as your competition, if nobody is talking about it, and it is something that people care about, you can stand out by talking about it. Ask recent clients what they thought about your business, how you responded, and if and why they would refer you to others. That will tell you what you need to do to sharpen your brand. "Whatever you're really best at, and whatever you have a passion for, is what you use to distinguish yourself within whatever your area of specialty." — Kathleen McEntee Episode References: ProVisors: https://www.provisors.com/Strategic Coach: https://www.strategiccoach.com/ Connect with Kathleen McEntee: Website: https://www.kmcenteeassoc.com/Email: [email protected] YouTube: https://www.youtube.com/channel/UC2FbD6Q0IXYGMlLTBCYjKlALinkedIn: https://www.linkedin.com/in/kmmcentee/Twitter: https://twitter.com/kathleenmcenteeFacebook: https://www.facebook.com/KMcEnteeAssoc 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]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Sarah Reiff-Hekking discuss:Understanding and implementing time management. Building the dream job to live your dream life. Changing behaviors to change your life. Creating the time and environment to focus and do the tasks that only you can do. Key Takeaways:The implementation of time management will look different for everyone because we are all wired differently, be careful what you copy. Find what works for you to save you time. The one for you is what will be remarkable for you and your life. Use your goals as a prioritizing method - it will make a huge difference for your whole day. There are more things that you can control than you think. Habits don’t come out of thin air, they come out of practice. "When, exactly, is the appointment you are making with yourself to do business development? What is going to cause it to be immovable?" — Sarah Reiff-Hekking Episode References: Steve Seckler: https://www.linkedin.com/in/stephenseckler/Atomic Habits: https://jamesclear.com/atomic-habitsThe Happiness Lab Podcast: https://podcasts.apple.com/us/podcast/the-happiness-lab-with-dr-laurie-santos/id1474245040 Connect with Sarah Reiff-Hekking: Website: https://www.truefocuscoaching.com/LinkedIn: https://www.linkedin.com/in/truefocuscoaching/Twitter: https://twitter.com/TrueFocusCoachFacebook: https://www.facebook.com/TrueFocusCoachingFanInstagram: https://www.instagram.com/sarahreiffhekking/Apply for a Strategic Session with Sarah: https://www.truefocuscoaching.com/apply/Check out Sarah’s Free Resources: https://www.truefocuscoaching.com/resources/ 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]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Karin Conroy discuss:Setting your pricing to attract the kind of clients you are wanting to work with.Knowing where your strengths are and hiring for your weaknesses. Having your own plan for your website that fits with your strategy. Understanding your strategy to understand your budget. Key Takeaways:Start in the right way with your pricing and you won’t have to backtrack later and argue for what you are actually worth. Don’t waste time and money doing the things that you can delegate to someone else for less of both. Your website should match your firm. There is psychology that goes behind what the clients are seeing and what they are thinking about you and your legal practice. You can’t set a budget without knowing what success means to you. "Start with what success means to your firm, and then work backward from that - that's strategy." — Karin Conroy Connect with Karin Conroy: Website: https://conroycreativecounsel.com/Podcast: https://counsel-cast.com/LinkedIn: https://www.linkedin.com/in/karinconroy/Twitter: https://twitter.com/karinconroyFacebook: https://www.facebook.com/conroycreativecounsel/Instagram: https://www.instagram.com/conroycreative/Take Karin’s FREE Quiz here: https://conroycreativecounsel.com/marketing-budget-calculator/ 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]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.