BE THAT LAWYER

In this episode, Steve Fretzin and Carrie Smith Trabue discuss:Standing out by being different. Carrie’s transition from practicing law to legal recruiting. What sales actually is (and it’s not a dirty word). Things lawyers need to do to protect themselves in a downturn. Key Takeaways:Building a book of business gives you more freedom in your career, both at your current firm and for wherever your career path takes you. You are selling all day long without even realizing it. It’s about relationship building. As a lawyer, the biggest job security you can have is to have a book of business. That's the only way to be 100% bulletproof.You have to advocate for yourself and develop relationships with other people. "With emotional hooks, it's about showing your face…participating in things, inviting other inviting partners or people within the firm to lunches or coffees, and it's about being likeable. Taking the time to actually develop those relationships is important for you, and it's actually a great investment in where you work." — Carrie Smith Trabue Connect with Carrie Smith Trabue: Website: https://carringtonlegal.com/Website: https://www.carrington-smith.com/Email: [email protected]: https://www.carrington-smith.com/orderLinkedIn: https://www.linkedin.com/in/carriesmithtrabue/Twitter: https://twitter.com/CarringtonLegal 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 Jack Zinda discuss:Maintaining cash flow while building a practice. Building a thriving practice in a tough area.Planning, coaching, and continuous learning. Tips for growing a sustainable practice. Key Takeaways:You do not have to do only one thing to bring in work. Find a couple of options that work for you and make time to do both. Take the time to invest in your business skills. There are many out there who have done what you want to do - learn from their roadmap. Coaching allows you to learn, not just from the coach, but also from all the experience they’ve had working with other people. Know what it is that you want and have a clear, direct plan for getting there. "A lot of people don't think of business development as a repeatable process. They think of it as luck or making friends, but, it’s actually about being intentional with the actions that will lead to the outcomes that you want." — Jack Zinda Connect with Jack Zinda: Website: https://www.zdfirm.com/Show: https://www.zdfirm.com/the-effective-lawyer/LinkedIn: https://www.linkedin.com/in/johnjackzinda/Twitter: https://twitter.com/ZindaLawGroupFacebook: https://www.facebook.com/ZindaLawGroup/Instagram: https://www.instagram.com/zindalawgroup/ 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 Mike Capuzzi discuss:Writing a quality book to stand out from the crowd. Why you should write a shook. Self-publishing versus working with a publisher versus a hybrid approach. Getting the buzz of the book out. Key Takeaways:Most people have not written a book. It is a way to differentiate yourself from your competition. Writing a shook - a short, helpful book - is a great option as most people don’t have time or attention spans for longer books. Self-publishing gives you more control than you would have with a big publisher. However, it does mean you have more responsibility for marketing and promoting your book. The key thing is the relationship you have - this may be online, on various social media platforms, or even with local businesses where your potential clients may be. "When you are a book author of a quality book, it definitely positions you differently. In this day and age, a lot of people put a lot of respect on quality book authors." — Mike Capuzzi Connect with Mike Capuzzi: Website: https://bitesizedbooks.com/Website: https://mikecapuzzi.com/Podcast: https://authorfactor.com/LinkedIn: https://www.linkedin.com/in/mikecapuzzihelps/Get your FREE copies of Mike’s Magic Kit here!: https://mikecapuzzi.com/magic 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 Mathew Kerbis discuss:Time management efficiently and effectively with technology.Utilizing a client portal.Meeting your clients where they are and going where the market is.Offering more affordable, transparent pricing. Key Takeaways:Put it on your calendar. If you can stick to your calendar, building the habits becomes easier.You have to get your technology in order for everything to be streamlined and automated if you’re looking at moving to a subscription model.There is always an opportunity to layer on a subscription no matter what practice area you are in.Everyone is on subscriptions that they want and need and they don’t bat an eye at it. "A subscription model is finding a way to deliver value on at least a monthly basis. You’ve got to actually provide real value for what you're charging your client on a month-to-month basis." — Mathew Kerbis Connect with Mathew Kerbis: Website: https://subscriptionattorney.com/LinkedIn: https://www.linkedin.com/in/mathewrobertkerbis/Twitter: https://twitter.com/MathewKerbisLaw Subscribed Podcast: https://lawsubscribed.com/Book Reference: https://www.amazon.com/Subscribed-Subscription-Model-Companys-Future/dp/0525536469 Episode References: Fidu: https://www.fidulegal.com/Rally: https://www.rallylegal.com/Suite Dash: https://suitedash.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 Chris Dreyer discuss:Moving out of a scarcity mindset. Why niching will open up opportunities for you. Being perceived as an expert and increasing conversions. Finding a niche in your passion. Key Takeaways:Have broader experiences and then find your niche. Finding your niche will make your business development even more streamlined and efficient as you will eliminate waste that you never recognized. When you niche, you are not a blank canvas and are having to create custom products each time. What you do becomes repeatable. Focus on how you are going to be different, how you can stand out, and how you are going to generate business. "If you're thinking about niching, it doesn't mean you have to say no to other things, it gives you optionality." — Chris Dreyer Connect with Chris Dreyer: Website: https://rankings.io/Website: https://chrisdreyer.co/Book: https://chrisdreyer.co/books/Show: https://chrisdreyer.co/podcast/YouTube: https://www.youtube.com/channel/UCiRS7BCssVkGrxcNsxCCa6QLinkedIn: https://www.linkedin.com/in/chrisdreyerco/Facebook: https://www.facebook.com/chrisdreyerco/Instagram: https://www.instagram.com/chrisdreyerco/?hl=en 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 Chris Engelman discuss:Understanding what your client is looking to do and what their challenges are. Common mistakes lawyers make with their finances. Similarities between wealth management advisors and lawyers. Be proactive in building your client relationships. Key Takeaways:Take a step back and think. Newspapers are in the business of selling newspapers and what sells is bad news. There is risk in both small firms and law firms. The types of risks being made are just different. People will spend what they make. Working with a financial planner will allow you to spend that money wisely for your future and what you want out of your life. Your wealth advisor should be treating your money the way they treat their own. "It's knowing how these clients are going to tick. Knowing what their hot buttons are, what they're concerned about, what's going on with their family, what's going on with their health, and being a real human being." — Chris Engelman Connect with Chris Engelman: Website: https://www.parksideinv.com/Email: [email protected]: https://www.linkedin.com/in/chrisengelmancfa/ 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 James Grant discuss:Hiring a business coach early in your law firm. Missteps along the journey to having a successful law firm. Why you need to understand your numbers. Time blocking, not multitasking. Key Takeaways:Coaches may be expensive, but if you are getting a 10x return or more on that investment, it is absolutely worth it. If you are cheap in your law firm, you will reap what you sow. In hiring an attorney, they should be producing profit for the firm within 4-6 weeks.You might be a great attorney with a great mind, but if you aren’t running a good business your client will not be getting the best service. "You may not be the best numbers person, but don't be afraid of the numbers; the more you know, the better decisions you can make based on objective metrics." — James Grant Connect with James Grant: Website: https://www.gtakg.com/Phone: 833-4TheWinYouTube: https://www.youtube.com/channel/UCc6YLXt4TEKCgZluDLkzwOQLinkedIn: https://www.linkedin.com/in/james-grant-ba0b5328/Facebook: https://www.facebook.com/georgiatrialattorneysInstagram: https://www.instagram.com/accidentattorneyjg/?hl=enTikTok: https://www.tiktok.com/@accidentattorneyjg 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 Mickie Kennedy discuss:The evolution and power in press releases.What to look for when sending out a press release and who to send it to.Types of press releases to get noticed.Being interesting and an authority in your space. Key Takeaways:Most journalists are open to being reached and are on Twitter, however, they do often rely on the wire as they are often on deadlines and it helps to narrow down the information.Something with a good story is worthy of a press release. Stories will get coverage.Look for anything unique or newsworthy. The subject is more important than the release itself.If you build a relationship with journalists (particularly locally) they are more likely to think of you and quote you on a regular basis. "Another thing that works really well with attorneys is being contrarian. If you have a contrarian viewpoint on a major issue, you stand the chance that you'll get picked up every time they mention this issue because journalists like to be objective, and they like to cover both sides." — Mickie Kennedy Connect with Mickie Kennedy: Website: https://www.ereleases.com/LinkedIn: https://www.linkedin.com/in/publicity/Twitter: https://twitter.com/ereleasesFacebook: https://www.facebook.com/ereleases.press.release.distributionFree Master Class on Building a PR Campaign: https://www.ereleases.com/plan Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practicepanther: 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 Judy Dang discuss:Moving past the perils of perfectionism. Embracing imperfection and being open to failures. Findings from Judy’s upcoming book, Perfect Enough. Getting comfortable with precision, not perfection. Key Takeaways:You are successful despite your perfectionism, not because of it. Perfectionists tend to be more motivated and engaged at work, however, the disadvantages far outweigh those positives - burnout, anxiety, and depression among them. There is a difference between healthy striving and perfectionism. Most of the tasks you do can be judged by pass or fail, rather than a specific grade. Not everything needs to be done to absolute perfection. "Perfectionism is rooted in a fear, failure, and feelings of inadequacy." — Judy Dang Connect with Judy Dang: Website: https://avidatwork.com/Book: https://avidatwork.com/book/LinkedIn: https://www.linkedin.com/in/judydang/YouTube: https://www.youtube.com/channel/UCD63K-Jy8ZeKOd0pJSZraKQFacebook: https://www.facebook.com/judydangsf Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ 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 Michael DeLon discuss:Looking for fit, not just for business. Using books to grow your business. Credibility, authority, and thought leadership. Discovering your story. Key Takeaways:Having a book makes you an expert on that topic. It gives instant credibility. Working with a company like Paperback Expert allows you to speak to write your book, not physically write it yourself. In our culture, it is near sacrilegious to throw away books. Giving a physical book is more likely to be kept (or shared further down the line) than something like a business card or ebook. Tell the story that only you can tell. People remember stories. People connect through stories. "It's your story. People are going to choose you; they're going to buy you more than what you can do for them. How or why are they going to choose you? You want people who connect with you." — Michael DeLon Connect with Michael DeLon: Website: https://paperbackexpert.com/Show: https://paperbackexpert.com/interviews/LinkedIn: https://www.linkedin.com/in/michaeldelon/Twitter: https://twitter.com/MichaelDeLonCredibility Calculator: https://thecredibilitycalculator.com/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ 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 Adam Greco discuss:Having the data in order to know how to improve. Evolution of web (now digital) analytics. The analytics you want to track on your website. Working with someone best understanding your analytics. Key Takeaways:Digital analytics is not digital advertising, but digital analytics can be used to understand how your digital advertising is working.Advertising on LinkedIn is becoming more common as it can be more targeted to specifically who you are trying to reach. Analytics and testing can be used to gain more tract and to get more people to take the action you want them to take. If you have the right web developer, they can add a couple of lines of code on your website to make it easy to pull the analytic information. "Every click that people make is a way that they're communicating to you, as a firm, what they're interested in." — Adam Greco Connect with Adam Greco: LinkedIn: https://www.linkedin.com/in/adamgreco/Twitter: https://twitter.com/adamgrecoBlog: https://amplitude.com/blog/author/adam-greco Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ 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 Janet Falk discuss:The power of LinkedIn and how to utilize it to your greatest advantage. Tuning in to WIIFM.How not to get burned by a marketing or public relations expert. The many reasons (beyond attracting new clients) to be in the news and other media. Key Takeaways:Change your LinkedIn headline to be descriptive of your practice utilizing keywords so people can find you in a search. Speak to the issue others face, not about yourself. PR and marketing are not an expense, they are an investment. When a reporter hears from a new source, they will either latch on immediately or file it for later if you reach out with intention and purpose. "People who are attorneys are used to speaking about themselves. In this kind of environment, you're not speaking about yourself, you should be speaking to the issue that the other person faces." — Janet Falk Connect with Janet Falk: Website: https://janetlfalk.com/LinkedIn: https://www.linkedin.com/in/janetlfalk/Twitter: https://twitter.com/JanetLFalkFacebook: https://www.facebook.com/falkcomms/Find more Resources, including Janet’s Media Profile Tool on her website here: https://janetlfalk.com/library/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ 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 Lesley Wallerstein discuss:The relationship between creativity and crazy. Networking as an introvert. Understanding what you have to offer. Finding a networking system that works for you and your personality type. Key Takeaways:It isn’t about what others can do, it’s about what you can do better than others. It takes confidence to go out on your own as a solo. You have to be willing to talk about yourself and put yourself out there or nobody will know what you do. You do have a value to add to the marketplace, but that value means nothing if people don’t know you. Get comfortable with feeling uncomfortable and it will get easier. "It was do or die. I realized the only way that I could make this work is if I open my mouth and start talking about what I do, because everybody else in the room is doing the same thing. My voice counts just as much as everybody else's." — Lesley Wallerstein Connect with Lesley Wallerstein: Website: https://www.wallerstein-ip.com/Phone: 847-912-3553LinkedIn: https://www.linkedin.com/in/lesley-wallerstein-632750a/Facebook: https://www.facebook.com/LesleyWallersteinPatents/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ 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 Sharon Ve discuss:The three motivators to change. Behavioral change to build a better business. Your attitude about your job and the different aspects of it. Leveraging your superpowers (and working around your kryptonite). Key Takeaways:If you are unhappy, you have nobody to blame but yourself. You are the only one standing in your way. Do the activities that keep things moving in a positive direction. Even if they don’t pan out each time or immediately, it will positively affect you in every aspect as well as positively impact your business. Take the time when you are young to understand your strengths, your personality, etc., as it will help you to better understand what you want in your career. We are all made differently. We all have different strengths and superpowers. Find what your strengths are and leverage those. "Believe that you have superpowers; believe that you actually have something to contribute to this world, to the people that you serve, because if you don't believe that, like you're not going to be able to discover it." — Sharon Ve 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/Discover YOUR Superpower: https://www.theinspiredattorney.co/assessment Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ 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 Mark Hunter discuss:Why lawyers are bad at planning for business development. Putting the work in to get ahead as early as you can. How the pandemic has affected business development. What lawyers can do for their clients and their strategic partners. Key Takeaways:There are a lot of tools out there to help you plan so you run your day, not let your day run you. Start understanding client services and business relationships now. It is an important part of building your business. The conversations that used to be had over dinner or coffee can still be had over phone or Zoom. The relationships may have changed if you have not kept up on those conversations during the pandemic. There are a lot of ways that you can serve your clients and strategic partners. The better you know them (not just their file) the better you can serve those in your network. "BD (business development) is a skill that anyone can learn if they're willing to put the time and effort into it. But like with any skill, you’ve got to put the time and effort into it to be successful." — Mark Hunter Connect with Mark Hunter: Website: https://hicksmorley.com/LinkedIn: https://www.linkedin.com/in/markhhunter/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-SturkieAudio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Robert Hanna discuss:Why firms are struggling to retain talent. Firm and personal branding for lawyers. How to start a story (hint, it’s not your name). Reflecting on your why. Key Takeaways:Give trust to your employees - they do not need to be (or want to be) micromanaged. If you build a personal brand, more revenue-generating opportunities will come your way. Everyone who has a very successful personal brand is excellent at storytelling. We, as humans, are drowning in information, but what we are craving is wisdom. Contacts are good, but relationships pay. "I'm still finessing my storytelling because the number one thing people buy is a human-to-human relationship. We talk about B2B and B2C. No, it's H2H, it's human to human." — Robert Hanna Connect with Robert Hanna: Website: https://www.kcpartners.co.uk/Show: https://legallyspeakingpodcast.com/YouTube: https://www.youtube.com/channel/UCXvYfYFRtWplqIFtWuRw3AA & https://www.youtube.com/channel/UCXvYfYFRtWplqIFtWuRw3AALinkedIn: https://www.linkedin.com/in/roberthanna/Twitter: https://twitter.com/LegalSpeakPodFacebook: https://www.facebook.com/legallyspeakingpodcast & https://www.facebook.com/kcpartnersltdInstagram: https://www.instagram.com/legallyspeakingpodcast/ & https://www.instagram.com/kcpartners_/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ 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 Lindsey Corbin discuss:What lawyers struggle with when delegating. Why writing processes will change your firm. The challenge of letting go. The top 5 things lawyers need to delegate. Key Takeaways:If you are a lawyer and are doing work that someone can be doing at a fraction of the cost, you should not be doing those things. You need to track a day (or three) to find what is delegatable. There is more than you think. We always want to do the things we love, and, especially for control freaks, giving up those things can be hard. But once you trust the process, it works. Be smart about your delegation. You do not need to hire a bunch of different people at top prices and break the bank. "If you track everything that you're doing, you can start to figure out where some of your pain points are. Most of those pain points can likely be solved with technology, or another workflow management system." — Lindsey Corbin Connect with Lindsey Corbin: Website: https://delegate.legal/Email: [email protected]: https://www.linkedin.com/in/lindsey-corbin/Instagram: https://www.instagram.com/delegate.legal/Facebook: https://www.facebook.com/delegatelegal Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-SturkieAudio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Larry Fretzin discuss:Growing up in the slums to running a successful solo law firm. How the field of law has evolved over the last few decades. Relationships and referrals. Knowing when you’re ready to retire. Key Takeaways:If you can’t make a sale, make a friend. Getting referrals from other lawyers is a great way to get business. Build those relationships, network, give others work. There is plenty of work to go around. Relationships are a two way street. Stay connected, return calls, follow through on what you say you will do. Play to your strengths as you build relationships. "The important thing is to make a lot of friends, work hard on the cases that you have, so that you can have good rapport with the court and be successful in your cases." — Larry Fretzin Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ 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 Kory Kelly discuss:Talent as a capitalist market. What culture really means and what talented employees are truly looking for. Selling legal services online as the future of the law industry. Automation and productization of legal services within the next five years. Key Takeaways:If you want to retain quality talent, you have to create a place that people want to stay. Ask what your team needs and give it to them to support them in their job. Everybody gets business through relationships. It is not unique to the legal industry. The future of legal services is going to be more hyper specific law firms that do one thing extremely well. "Make your team a product that you obsess over." — Kory Kelly Connect with Kory Kelly: Website: https://legalkarma.org/LinkedIn: https://www.linkedin.com/in/korykelly/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Jeremy Streten discuss:The business lifecycle of every business. Building relationships with your clients. Thinking about what is in it for the other person. Multiway wins with cross marketing. Key Takeaways:It is cheaper to get work from existing clients than from new clients. Even if it is not your area, you can serve your clients by building networks of trusted professionals to whom you can refer your clients with confidence. Cross marketing, especially at a full-service firm, is a way to best serve your clients, your firm, and to best serve your origination. Be the person that others can talk about their business to. "Look for those opportunities, and try out these different approaches. Different approaches will work with different clients; test it out, and you'll find you'll get a good return." — Jeremy Streten Connect with Jeremy Streten: Website: https://businesslegallifecycle.com/Show: https://businesslegallifecycle.com/podcast/LinkedIn: https://www.linkedin.com/in/jeremystreten/Twitter: https://twitter.com/jeremystretenBook: https://businesslegallifecycle.com/book/Go Here for a Special Offer for Be That Lawyer Listeners: https://businesslegallifecycle.com/bethatlawyer/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ 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 Eric Moch discuss:Becoming self-sufficient and creating your own future. Leadership as a learned skill. Culture is king. Serving in leadership to develop a lasting team. Key Takeaways:Just because you have an aptitude and skill for your business does not mean you are going to be qualified to lead and mentor people. As the business owner, your employees will not care about your business as much as you do unless you give them a reason to. You have to provide good talent a supportive, safe, nurturing environment, because it means more than money. Recognize that, unless you have had specific management training, you are going to be bad at it at first. Leadership is a skill that must be learned from square one. "Being autonomous is its own reward, and it’s worth far more than compensation. You can't be halfway autonomous. If you want to be autonomous, you have got to develop the ability and the interest to develop your own practice." — Eric Moch Connect with Eric Moch: Website: https://www.heplerbroom.com/Email: [email protected]: 312-205-7712LinkedIn: https://www.linkedin.com/in/eric-moch-insurance-fraud-lawyer/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-SturkieAudio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Larry Stybel discuss:Determining if your career is a success. Enjoying what you do while you’re doing it. Redefining your title of yourself from within. Understanding what comes during Chapter Three. Key Takeaways:Everyone has a different definition of success and has a different level of what they are comfortable with in their own life. You need to do what you want to do, not what other people are expecting you to do. There are more titles that define you than just your career. The best time to be thinking about what you want to do in 15 years is to think about it now. "The best time for a lawyer to be thinking about their chapter three is when the lawyer is in his or her 50s, and is established in a career and incredibly busy because that gives you the time to position yourself." — Larry Stybel Connect with Larry Stybel: Website: https://stybelpeabody.com/LinkedIn: https://www.linkedin.com/in/lstybel/Twitter: https://twitter.com/lstybel Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Ryan Kimler discuss:The numbers side of your law firm practice. The KPIs firms should be looking into. Why you need to understand your firm’s numbers. Utilizing an expert to look at your numbers to set your firm up for success. Key Takeaways:A lot of built in reports in financial software are for compliance, not for understanding what is happening with your firm’s numbers. Five of the simple numbers you should be tracking regularly: revenue, cost of goods sold, and operating expenses (marketing, payroll, other overhead). Getting a numbers assessment will give you a starting place to understand what your firm needs. You didn’t go to law school to understand the numbers of your firm, working with a financial expert can help you to understand where you are at and where you are going. "The rule of thirds absolutely still holds true today, which is, when you hire an attorney 1/3 of the revenue that are going to generate goes to pay them, 1/3 to overhead, and 1/3 to profit." — Ryan Kimler Connect with Ryan Kimler: Website: https://netprofitcfo.com/Email: [email protected]: https://www.linkedin.com/in/ryankfinancialclarityllc/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ 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 Jaclyn Foster discuss:Changes in virtual law firm assistance. Understanding where hires need to be made. Keep it simple with roll clarity. Preventing bottlenecks in your law firm. Key Takeaways:Hiring virtual gives you a broader hiring pool and gives more flexibility to your employees. You need to understand where time is being spent before you can understand where you may need to bring in additional help. As a lawyer, you should only be doing things the paralegals cannot do. Onboarding is a marathon, not a spring. But it is the best place to define and understand what a job roll contains. "It just keeps reminding us, especially in this world of technology and software and automation and all of these little intricacies that have changed the face of how we work, that people are still the foundational component to making our businesses succeed." — Jaclyn Foster Connect with Jaclyn Foster: Website: https://www.del-trust.com/LinkedIn: https://www.linkedin.com/in/jaclyn-foster-60b457196/Facebook: https://www.facebook.com/deltrustsolutions Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ 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 Jason Levin discuss:Always be chipping away as you are waiting with hope. Self-selecting our next opportunities. Developing relationships to develop business. Using your memory to your advantage in relationship building. Key Takeaways:Every lawyer has the capacity to do business development, it just isn’t often on their radar as it isn’t something that was taught to them previously. Regardless of an attorney’s personality type, they have the ability to build relationships. Most people are going to be polite when you reach out, even if it’s been years. Social science says people love connection and nostalgia. The best CRM is the one that is used. It doesn’t need to be fancy, it just needs to be organized and used. "We all have our own Bermuda Keep In Touch Triangles where you are trapped in your own head because you don't know what to do. The emotions around the triangle that are completely normal are guilt, fear, and worry." — Jason Levin Connect with Jason Levin: Website: https://readysetlaunch.net/Email: [email protected]: https://readysetlaunch.net/relationships-to-infinity/LinkedIn: https://www.linkedin.com/in/jasonlevincareercoach/Twitter: https://twitter.com/jasoncareersFacebook: https://www.facebook.com/readysetlaunchllc/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ 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 Barbara Kaplan discuss:Relationships as the key to success. Why lawyers may struggle with branding. Defining your own brand and narrative. Understanding how to define your brand and what you do. Key Takeaways:Your why lives at the intersection of what you love, what you're great at, what you want to be known for, what sets you apart, and what your ideal client needs.Your brand will be tweaked as you go through your life, but it should always resonate with your clients. If you do not choose what you want to be known for, those you work with will define it for you and it may not be what you want. You want your clients to be your best referral source. If your brand is clear and clearly defines who you are and what you do, your brand can be your best friend. "Branding is about the future. It leverages the past, it reflects the present, and it carries you into the future." — Barbara Kaplan Connect with Barbara Kaplan: Website: https://www.bskstrategies.com/Email: [email protected]: https://www.linkedin.com/in/barbarakaplanprofile/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-SturkieAudio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Molly McGrath discuss:The greatest employment tools you have as a business owner. Attracting players and keeping key employees. Reinventing the hiring process to catch the rockstar candidates. What lawyers want more than money and perks. Key Takeaways:It’s not just about the money. It is about the time, the attention, the resources, the communication, and the feedback with you and your employees. People are not job hunting. They are digging into coaching and self-discovery. You have to outsource hiring because you have to sell your firm, yourself, and your company.Investing in your people, invest in yourself, invest in your culture, invest in coaching. This will help to attract and retain employees. Lawyers want firms that are flexible and progressive in their thinking and business models. "When you hire someone, it is a relationship and not a transaction. The greatest retention tool, the greatest hiring tool, even if you cannot compete with big firm salaries, if you can communicate and demonstrate that you are invested in the relationship with an employee and you give them consistent time, attention and feedback they'll take your job over anybody else's." — Molly McGrath Connect with Molly McGrath: Website: https://hiringandempowering.com/ Books: https://hiringandempowering.com/business-development-books/Show: https://hiringandempowering.com/podcast/LinkedIn: https://www.linkedin.com/in/molly-hallmcgrath/Twitter: https://twitter.com/HireAndEmpowerFacebook: https://www.facebook.com/hiringandempowering/Instagram: https://www.instagram.com/hiringandempowering/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-SturkieAudio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Marc Hankin discuss:Relationships first, middle, and last. Listen first and tune your hearing to hear what others are saying is the problem. The little things to pull together the networking connection. Remembering social rules as we move back to in person meetings. Key Takeaways:Regular communication with those friends you want to maintain connections with is extremely important. Stay top of mind, think of others, and put the relationship first. You have two ears and one mouth, use them in proportion. When making a quality referral, think about how it will put more money in the pocket of those you are helping. Give to give. Do the preparation necessary before meetings to better serve those you are meeting with. If you do the research first, your meetings will go far better. "I learned long ago, the Six Ps: Proper Preparation Prevents Piss Poor Performance. It is the same thing with a meeting, with the troika, with getting together a client pitch, you have to prepare in advance, you have to come in knowing what you need to know, and then ask the questions." — Marc Hankin Connect with Marc Hankin: Website: https://www.hankinpatentlaw.com/Email: [email protected]: https://www.linkedin.com/in/mehankinprotectwhatsinyourmind/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ 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 Lindsey Markus discuss:Putting yourself out there to build your brand, network, and show yourself as an authority in your space. Adding value through connections. Why Lindsey created a publication house to publish her book. Overcoming challenges of business development as a woman. Key Takeaways:Just say yes. Be willing to meet with people who have powerful connections that you may not have to grow your own network. The only thing better than getting a referral, is being able to give one. Be willing to make the ask. You never know who will say yes. We all need support. If you are passionate about something, support those things that resonate with you at whatever points in your career you are in. "You need to figure out what works for you, and you need to do something that you're passionate about and care about." — Lindsey Markus Connect with Lindsey Markus: Website: https://lindseymarkus.com/ & https://www.chuhak.com/Email: [email protected]: https://www.linkedin.com/in/lindsey-markus-a279237/Twitter: https://twitter.com/estateplanattyFacebook: https://www.facebook.com/lindsey.p.markus Book: A Gift For The Future: Conversations About Estate Planninghttps://www.amazon.com/gp/product/B09XH19NVD/ref=dbs_a_def_rwt_bibl_vppi_i0 Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-SturkieAudio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Amy Gardner discuss:Mistakes lawyers make with their time.Taking the initiative to learn the things that you did not learn in law school.Solutions to getting your time under control.Track your time and see if you’re actually spending the time where you want to be.Key Takeaways:Building relationships is not something that can happen when you try and do it faster.Take the time on the things that matter.Look at your to-do list - What can you eliminate? What can you automate? What can you delegate? What can you trade?Be open to new ideas and bring in people with a fresh perspective. You never know where you’re wasting time that you didn’t even realize was being wasted. "Start viewing Saturday and Sunday as extensions of your week. I'm not saying do more work on Saturday and Sunday; I'm saying go into the weekend with a plan. When you do that you can be much more intentional with how you're spending those two days a week, rather than just using them as the recovery time. And that really helps you build a more full life." — Amy Gardner Connect with Amy Gardner: Website: apochromatik.comEmail: [email protected]: linkedin.com/company/apochromatikAmy’s LinkedIn: linkedin.com/in/amygardnerTwitter: twitter.com/apochromatikFacebook: facebook.com/apochromatikSign up at www.aposignup.com/btl for a FREE 30-minute consultation! Referenced Episode: Episode 181 Keith Sbiral: https://fretzin.com/keith-sbiral-delegation-for-success/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-SturkieAudio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Justin Weinrich discuss:Justin’s journey of building his own firm in a city where he knew nobody. Scheduling your networking without burning out. Creativity in your networking connections (not everyone wants more business).Niching down to perfect your craft and be known for that among your network. Key Takeaways:Strategically plan who you are going to network with will allow you to make the most out of your networking time. Be constantly communicating with your clients. Those who refer others to you want to know that you are taking care of those referrals. Get to know people. Your best clients may take years to come, but you’ve built the trust and rapport and will get more referrals from those clients. Perfect your craft - that is what you owe your clients, and that is what will sustain you and your family. "You have to work together to try to figure out how you can help each other. I always tried to give a little bit of something, even if I felt like the other person was helping me a lot more." — Justin Weinrich Connect with Justin Weinrich: Website: https://jweinrichlaw.com/Cell Phone: 636-795-7256LinkedIn: https://www.linkedin.com/in/jweinrichlaw/ Referenced Episode: Episode 162: Kate Curler: https://fretzin.com/kate-curler-the-power-in-people/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-SturkieAudio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Paul Porvaznik discuss:Thinking about business development (even when things are going well). Taking action on taking control of your career. Meeting with the right people and asking the right questions. Start developing your book of business now. Key Takeaways:Having your own clients is one of the best ways to create job security, regardless of where you’re practicing. Keep a blog or write articles. It will show your expertise and help you to grow your business. Not everyone is going to be a good fit for you. If you have a vast connection of networking partners, you can be a great referral partner for them. Business development won’t be natural on day one. It takes practice to continually improve and become more efficient at this craft. "People who have a book of business have autonomy." — Paul Porvaznik Connect with Paul Porvaznik: Website: http://paulporvaznik.com/Email: [email protected]: https://www.linkedin.com/in/paul-porvaznik/Twitter: https://twitter.com/PaulPorvaznik Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ 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 Clare Fanner discuss:Making an impression with purpose. Similarities and differences in the US and UK legal sectors. Changing the focus to the client and aligning it to the business while managing expectations. The enabling power of technology (without taking away from lawyer skills). Key Takeaways:Every little part of what we do matters. We can and do make a difference, even if we do not recognize it. While networking had to change during the pandemic, we are already seeing a comeback of in person events as things taper off. To do your job properly and effectively, you need to take care of the whole client. Different generations have different expectations of their lawyers. You must adapt a strategy to adapt to the generations. "Increasingly, people are recognizing these are not soft skills, they are critical skills. And that is relating to people, having that understanding of how people operate - the human bit." — Clare Fanner Connect with Clare Fanner: Website: https://www.lawfirmmarketingclub.com/Email: [email protected]: https://www.linkedin.com/in/clarefanner/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ 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 Charlie Uniman discuss:The relationship between time and value. The evolution of practicing law. Adopting good legal tech. Utilizing tech to allow you to do the best job possible for your client. Key Takeaways:There are many websites that review legal tech. Check them out and see what can help you to become more productive and more efficient in your firm.There are local meetups as well as LinkedIn groups that can help you understand legal tech. AI is not going to substitute for judgment and creativity, but it will make your firm more efficient. If you know, can learn, and can use the technology, it can exponentially help you to build your brand and your firm. "Software doesn't get bored; software doesn't get tired. It can work 24/7. And as such, it's going to be a great backstop for the creative work that you're doing, and even some of the grunt work that remains." — Charlie Uniman Connect with Charlie Uniman: Website: www.legaltechstartupfocus.comEmail: [email protected]: https://www.linkedin.com/in/charles-uniman-2316b83/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ 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 Amy Mariani discuss:Transitioning to mediation from another role. Getting efficient with networking. Providing value in networking and in connecting. Calendering in your business development tasks, not just your law related tasks. Key Takeaways:Even if you have a large network, it takes time to grow and cultivate the relationships needed to grow your book of business. Be direct in asking for introductions. It may work, it may not, but there’s nothing to lose. Qualify your networking partners. Follow through is important for both you and the person you are trying to refer or introduce. Develop your business acumen. If you learn how to build your business (and treat your firm as if it is a business), you will be more successful and be in a better position to grow your own firm. "You do need to get that networking going, that is going to be the most critical element of your success. You also have to establish that you are a subject matter expert." — Amy Mariani Connect with Amy Mariani: Website: https://www.marianimediation.com/Twitter: https://twitter.com/MarianiMediateLinkedIn: https://www.linkedin.com/in/amy-cashore-mariani/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ 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 Michele Wucker discuss:What the gray rhino is and what it means.Why people are hesitant to take risks.Risk tolerances, risk adversity, and individual risk relationships.Evaluating risks and understanding the risk of not taking a risk. Key Takeaways:We should not assume that because something is ever present and talked about means that it is being handled properly or that you aren’t vulnerable to that issue.The more you take risks, the more you develop your risk muscle, and the better you get at it.By trying to avoid certain risks, you are creating other ones.There are ways that we can increase our own risk taking, such as eating spicy foods, cranking the air conditioner, or turning on upbeat music. "People make an average, give or take, of 35,000 choices a day. Every one of those choices is a risk, and every risk is a choice. But do we think of them as constant risk taking throughout our day? If we do, we become much more self aware about the risks that we're comfortable with." — Michele Wucker Connect with Michele Wucker: Website: https://thegrayrhino.com/ & https://www.wucker.com/Books: https://www.thegrayrhino.com/the-gray-rhino-book/ & https://www.thegrayrhino.com/you-are-what-you-risk/LinkedIn: https://www.linkedin.com/in/wucker/Twitter: https://twitter.com/wuckerFacebook: https://www.facebook.com/MicheleWucker/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ 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 Keith Sbiral discuss:Saying yes to the right things, and no to the less important things. Why lawyers do and do not delegate. Delegation authority and framework. The 5 levels of authority. Key Takeaways:You don’t have to delegate everything right away - prioritize what you need to do and delegate the things that are below your pay grade. Delegation is also about authority, and passing that authority (in the long run) to somebody else. Think about what you can delegate outside of work. It may be worthwhile to hire your own personal assistant depending on where you are at in your career and where you are headed. The levels of authority build on one another. This will build expectations and trust as you go along. "You have to delegate with authority. You can't just say ‘here, go do that.’ You have to let that person know what the parameters are, otherwise, they end up being stuck." — Keith Sbiral Connect with Keith Sbiral: Website: apochromatik.comEmail: [email protected]: linkedin.com/company/apochromatikLinkedIn: linkedin.com/in/keithrsbiralTwitter: twitter.com/apochromatikFacebook: facebook.com/apochromatikSign up at www.aposignup.com/btl for a FREE 30-minute consultation!Prior Episode: https://be-that-lawyer.simplecast.com/episodes/amy-gardner-keith-sbiral-reintegration-and-rebuilding-after-remote-work-oP3_UwTT Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ 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 Manny Griffiths discuss:The importance of understanding the client experience.How Milestones can help you to bridge the gap and provide a better client experience.Setting expectations for both the client and the lawyer.Relationships and communication. Key Takeaways:If the end result is good, the client could still be happy. But if they are referring you to others, then you know they had a good experience.Technology is not a replacement for personal connections with your clients, but it is an aid to those individual touches.The best communicators have the best client experience.Communicate with your clients in ways that aren’t just emails. Many people don’t check their email regularly, or the emails get misfiled and lost. "Technology is just aids. You shouldn't ever do away with your personal touch and stop giving updates to clients on a regular basis, but you can replace some of your touches with technology. It keeps transparency, when you're using technology." — Manny Griffiths Connect with Manny Griffiths: Website: https://www.hona.com/LinkedIn: https://www.linkedin.com/in/manny-griffiths-b5876884/LinkedIn: https://www.linkedin.com/company/honasoftware/Facebook: https://www.facebook.com/honasoftwareInstagram: https://www.instagram.com/honasoftwareThank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ 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 Marko Evans discuss:Developing remote culture. Specialization versus generalization. What a good recruiter needs to know. Transparency and compensation. Key Takeaways:Law firms should have an internal recruiter to keep the pipeline of great talent coming. Recruiting is an ongoing process. Retention times are shorter than ever and you want to make sure to grab good candidates when you can. You don’t necessarily have to pay the most to get and retain staff. You have unique skills that could attract employees. Mid-size firms are more agile than a larger firm would be. "If you are somebody that is concerned about where they are in the market, look around - there are opportunities out there for somebody that has a unique skill, but maybe they are leaving some money on the table." — Marko Evans Connect with Marko Evans:Website: https://nowhiringu.com/LinkedIn: https://www.linkedin.com/in/legalheadhunter/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ 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 Lori Ann Fox discuss:Learning, growing, and moving forward without fear of failure. The evolution of the legal practice in the last 15 years. How Lawmato works and can be a game changer for you. Taking a chance and not waiting until retirement. Key Takeaways:You want to give a client the right service that they really need, not just what may be kind of what they need. Alternative billing models have allowed solo and small firms to work as GC or outside GC for companies in ways they weren’t able to before. Most consumers want to meet with lawyers virtually. This also makes the lawyer's life easier too. Lawmato can help with that. There are resources out there. Take the shot on yourself, and make it happen. "Just take the shot on yourself. You can learn, grow, and you can do and be whoever you want." — Lori Ann Fox Connect with Lori Ann Fox: Website: https://www.lawmato.com/Email: [email protected]: https://twitter.com/loriannfox Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ 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 Carl Ficks discuss:Giving it your all in all that you do. The art and practice of lawyering. Everyone has the same 168 Hours in a week. Resources available to lawyers to better your life. Key Takeaways:Regardless of what your gift is, if you don’t bring your best effort, you are going to sacrifice it. The state bar associations are getting into lawyer well-being. This is a great change and is necessary in this profession. Self-care is not selfish. It is great for your mental and physical well-being, but it also allows you to show up more fully and better for the others in your life, professionally and personally. You can't do business development effectively if your mind, your body, the way you feel, and the way you're running your time isn't working. "In order to be in service to others, you first have to be." — Carl Ficks Connect with Carl Ficks: Website: https://carlficks.com/Email: [email protected]: https://www.linkedin.com/in/carlrficksjr/Institute For Well-Being in Law: https://lawyerwellbeing.net/Listen to Carl’s Previous Episode here: https://fretzin.com/carl-ficks-committing-to-the-practice-of-wellness/Get Carl’s 10 Steps for Getting Back in the Game Here!: https://carlficks.com/free Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ 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 Hillard Sterling discuss:The four pillars of business development and how they interact with each other. Building on your own content with repurposing and leveraging on multiple platforms. How KLTR - Know, LIke, Trust, Refer - is aided by the four pillars of business development. Being proactive in following up on your business development contacts. Key Takeaways:Give things away in your business development so people know how much they need you to do the rest. Build on your own previously created content. Give people information that they can take and use immediately. Find the right audience for your speaking - those who will get value from your points and are not going to compete against you, but possibly hire you. It is riskier to underpost than overpost. It stays on the radar and keeps you top of mind and present online. "You could break it down into four different categories of business development work: writing, speaking, posting, and networking." — Hillard Sterling Connect with Hillard Sterling: Email: [email protected]: 312-606-7747Website: https://www.clausen.com/LinkedIn: https://www.linkedin.com/in/hillard-sterling-84711b85/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ 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 Paul Furiga discuss:Sharing your Story with the decision makers. Understanding your Story, not just your story. Where to start in understanding what your Story is about. How your Story affects your marketing and business development. Key Takeaways:The most important marketing asset an attorney owns, a law firm owns, is their story - the one thing that really sets them apart.Partner with those who can reliably and accurately share your unique story to help you drive your business.Your deep expertise is important, but it needs to be married with your Story.The new technologies being used and sharing your story will allow you to recruit outside of areas you had previously considered. "The big s Story is just that, because it answers four fundamental questions that stand the test of time. Those questions are: why would somebody buy from you ? Work for you? Invest in you? Partner with you in the legal field?" — Paul Furiga Connect with Paul Furiga: Website: https://www.wordwritepr.com/Book: https://www.wordwritepr.com/capital-s-storyLinkedIn: https://www.linkedin.com/in/paulfuriga/Twitter: https://twitter.com/paulfurigaReference: Simon Sinek TedX Talk: https://www.youtube.com/watch?v=u4ZoJKF_VuA Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ 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 Marsha Redmon discuss:Using presence and thought leadership to build your practice.The worst mistakes people are making when communicating digitally.Diminishing attention spans and strengthening your messaging.The breadth and depth of thought leadership. Key Takeaways:If you are on camera, you have authority as you are speaking if you speak with presence and authority.Look at the camera when you are on a Zoom meeting. It makes the other party feel like you are speaking directly to them and connecting with them.Make your point, then get to the details.You are not leaving money on the table if you niche down. It makes you specific enough that people understand what it is that you do. "People want useful, targeted, practical information from people that are qualified to give it to them. That's what thought leadership is." — Marsha Redmon Connect with Marsha Redmon: Website: https://www.marsha.com/Thought Leadership Map: https://thoughtleadershipmap.com/ LinkedIn: https://www.linkedin.com/in/marsharedmon/Twitter: https://twitter.com/marsharedmon Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ 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 Jessica Stern discuss:Niche down to stand out in the sea of lawyers. Honing in on when you are your best self at work. Rate your clients and the type of work that is coming in to understand where you should be focusing your work. Tapping into your magic statement and understanding what keeps you going every day. Key Takeaways:If you niche down to what you are passionate about, others will see that and you will stand out. Find your differentiator - there are many ways that you can stand out and stay doing what you love. You will bring in more by doing what you love than by accepting everything that comes in. Spend time thinking about the client experience to better support your clients and your team. "What's your magic statement? How do you explain who you are and what you do?" — Jessica Stern Connect with Jessica Stern: Website: https://sternlawfirm.us/ LinkedIn: https://www.linkedin.com/in/jstern/Twitter: https://twitter.com/sternlawllcFacebook: https://www.facebook.com/STERNLawLLC/Instagram: https://www.instagram.com/sternlawllc/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Stacey Brown Randall discuss:Generating referrals without asking, without manipulation, without compensation, without networking to know a ton of people, and without just waiting and hoping that they'll happen.Showing up and being seen as the expert.The power behind words and using them for good.Looking at the data of where your referrals came from (not just where you think they may have come from). Key Takeaways:There are a lot of strategies you can learn when it comes to referrals. You have to figure out what works best for you, for your firm, for your brand, and how you want to show up.A referral source is any human that refers you, whether or not they are clients.Maintaining relationships (of all kinds) are the key to referrals. There is a framework to those relationships that will strengthen those relationships and referrals.Thank by name - write a thank you note every time you are referred for specifically who was referred to you (even if they don’t become a client). "If you can actually just pay attention to the psychology and reverse engineer or look a little differently to how referrals actually come to be, we don't have as much control over them as we think. But there are things we do control." — Stacey Brown Randall Connect with Stacey Brown Randall: Website: https://www.staceybrownrandall.com/Show: https://www.staceybrownrandall.com/podcast/YouTube: https://www.youtube.com/channel/UCMvKdDUM_am9RXz--6qua3Q/LinkedIn: https://www.linkedin.com/in/staceybrandall/Twitter: https://twitter.com/staceybrandallFacebook: https://www.facebook.com/StaceyBrownRandall/Book: https://www.amazon.com/Generating-Business-Referrals-Without-Asking/dp/1683509269 Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ 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 Aaron Baer discuss:Being intentional with your legal business development. The mindset behind business development.Preparing for the future of legal. Tips for your best business development practices. Key Takeaways:Start stupid small when you are building habits, including for your business development, and they will become part of your daily routine. The first sell you make is to yourself - you have to believe in yourself and your firm. The younger generations want to buy legal services the same way they buy everything else - client services are going to be the key. Niche down. If you try to be everything to everybody, you will be nothing to nobody. "You can either wait until everyone else is doing it, or you can do it first and have this enormous unfair advantage. And if you want to help clients, if you care about clients, just try to learn stuff that's going to help them and don't listen to the people that are going to tell you that's all nonsense." — Aaron Baer Connect with Aaron Baer: Website: https://buildyourbook.org/ & https://www.4lacademy.ca/LinkedIn: https://www.linkedin.com/in/aaronbaer2/ & https://www.linkedin.com/company/build-your-book/Twitter: https://twitter.com/4lacademy Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911 Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Tom Freeman discuss:The evolution of the legal industry between the great recession and the great resignation. Building beyond the billable hour. The future of law firm cultures. The value and portability of having your own book of business. Key Takeaways:Lawyers and associates now have more choices than they ever have and they are being more particular about what they are willing to accept. DEI is late coming to law firms and law firm culture, but we are starting to see a shift. The thriving firms are the ones that are embracing DEI. The practice of law is changing for the better as more diversity joins in the industry. Minorities and women are going to law school more than ever and bringing a different perspective. Law schools don’t teach you to think like a lawyer, they teach you to think like a law professor. "The billable hour model is broken. It doesn't incentivize those types of mentoring relationships, or those types of collegial training experiences." — Tom Freeman Connect with Tom Freeman: Website: http://www.thomasfreeman.com/LinkedIn: https://www.linkedin.com/in/thomasfreeman/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ 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 Sam Mollaei discuss:How the legal space has radically changed in the last few years. Why following up is key to bringing in new business. Refining your automations.The automation tools all lawyers should be using. Key Takeaways:You need to understand automation before you can most effectively use it in your firm. The automations that work best for you may not be for someone else. But utilizing automations can save your team thousands of hours and thousands of dollars. When bringing in business, focus on where your clients are most coming from. In order to do that, you need to know where your leads are coming from. Your automations don’t have to be complicated or expensive, but they can make a massive difference. If nothing else, use Google Sheets. "The other benefit of automation is it saves your team time. And if you're paying for your team, and on whatever an hourly basis, every minute that you save them is money earned by you." — Sam Mollaei Connect with Sam Mollaei: Website: https://legalfunnel.com/ & https://mollaeilaw.com/YouTube: https://www.youtube.com/c/legalfunnelLinkedIn: https://www.linkedin.com/in/sammollaei/Facebook Group: https://facebook.com/groups/legalfunnel Instagram: https://www.instagram.com/legalfunnel Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ 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 Ashley Robinson discuss:Authentic marketing and becoming the expert in your niche. How video can play a role in law marketing. Videos as a long term investment, not as a quick, results-now marketing tool. Creating regular content and reusing it in other ways. Key Takeaways:Video is still a newer technology in the legal field. It can help lawyers gain trust and show expertise and credibility with their clients and potential clients. A high-end video effects more than just one-for-one marketing. It also can be used for years to come and can influence clients as well as strategic partners. Video adds a personal touch and a story that just showing numbers or images don’t do. Social media is not supposed to be high-end professional. It is supposed to be spontaneous and authentic. "Marketing is casting as many nets as we can to hook people in, in whatever way we can hook them in. But it is not the 80s, it is 2022. People have to make impressions to gain trust and authority." — Ashley Robinson Connect with Ashley Robinson: Website: https://greencardiganmarketing.com/LinkedIn: https://www.linkedin.com/in/ashleyrobinsongcm/Facebook: https://www.facebook.com/GreenCardiganMarketingInstagram: https://www.instagram.com/green_cardigan_marketing/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ 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.