Shows
BE THAT LAWYERBen Chiriboga: How Lawyers Can Reinvent Themselves With Intention and CourageIn this episode, Steve Fretzin and Ben Chiriboga discuss:Career reinvention for lawyers beyond traditional legal rolesRelationship-building as a foundation for personal and professional successInternal mindset shifts needed for meaningful career growthFear as a driving force behind both success and stagnation Key Takeaways:Building a sustainable legal career requires deliberately cultivating professional relationships rather than relying on coincidence or default connections.Success in and beyond law depends not only on delivering excellent work but also on ensuring others perceive the value of that work.Many lawyers unknowingly use fear to fuel perfectionism or people-pleasing b...2025-06-0230 min
BE THAT LAWYERNick Augustine: Creating Connection and Legacy in Your PracticeIn this episode, Steve Fretzin and Nick Augustine discuss:Authenticity in legal careers and professional identityBranding, marketing, and business development in lawCareer reinvention through personal values and experienceThe connection between human storytelling and client trust Key Takeaways:Lawyers should humanize their brand by sharing personal interests (e.g., hobbies, family life) on social media to create relatability and trust with clients.Many attorneys fail at marketing because they attempt to outsource it without contributing their personality or narrative, which is what really attracts referrals.To identify your authentic brand, listen closely to client compliments a...2025-05-2931 min
BE THAT LAWYERCecilia Poullain: The Power of Speaking Up and Refusing to ShrinkIn this episode, Steve Fretzin and Cecilia Poullain discuss:The intersection of personal transformation and professional identityNavigating and overcoming fear through self-expressionThe power of storytelling in reclaiming one’s voiceShifting from traditional career paths to more authentic, purpose-driven lives Key Takeaways:To overcome fear of public speaking or visibility, engage in practices like vocal training or performance-based activities that reconnect you with your physical voice and sense of self-expression.Before pursuing a major career opportunity, reflect deeply on whether the role aligns with your true values and identity, rather than simply accepting it based on...2025-05-2230 min
BE THAT LAWYERTyson Mutrux: What Every Lawyer Needs to Know About Mindset, Money, and OperationsIn this episode, Steve Fretzin and Tyson Mutrux discuss:The importance of cultivating the right mindset for professional growthBuilding and scaling a law firm through strategic hiring and systematized operationsThe power of networking and targeted referrals in developing a legal practiceUtilizing peer groups, coaching, and mentorship as tools for continuous improvement Key Takeaways:Mindset is the number one limiting factor for lawyers—without overcoming mental barriers, no strategy will work, even with a step-by-step million-dollar blueprint.Many law firms suffer from cash flow problems because lawyers pull too much money from the business too ear...2025-05-0132 min
BE THAT LAWYERJody Glidden: How to Be the Lawyer Clients Never Leave—With a Little Help from AIIn this episode, Steve Fretzin and Jody Glidden discuss:The evolution and growing impact of AI in professional servicesChallenges lawyers face in client relationship managementThe limitations and future of traditional CRMsStrategies for maintaining and expanding client relationships Key Takeaways:43% of clients leave law firms not because of service quality but due to poor communication and lack of follow-up.AI-powered tools like Postilize can monitor relationship gaps and generate personalized outreach suggestions for lawyers to approve and send.Keeping in touch with clients through relevant life or business events — like promotions, layoffs, or funding rounds — can s...2025-04-2131 min
BE THAT LAWYERAlex Geisler: Creating Sticky Client Relationships in LawIn this episode, Steve Fretzin and Alex Geisler discuss:Building long-term client loyalty in legal practiceStructuring legal work around client expectations and needsImproving legal service delivery through lean process thinkingDeveloping deeper relationships through proactive, strategic communication Key Takeaways:Long-term client loyalty is built through the TREE approach: Transparency in communication, Reliability in service, Efficiency in delivery, and clear Expectations that align with the client's goals.Lawyers can create stronger, “stickier” client relationships by going beyond transactional work and offering value through strategic thinking and curiosity.A structured approach to legal work—planning, executing, reviewing, and imp...2025-04-1034 min
BE THAT LAWYERJudy Barton: Lessons in Business Adaptation and Customer-Centric InnovationIn this episode, Steve Fretzin and Judy Barton discuss:Cultivating meaningful and lasting business relationshipsEffective networking techniques for lawyers and financial professionalsEstablishing credibility and attracting opportunitiesThe importance of integrity in business Key Takeaways:Effective networking is not about collecting contacts but about fostering genuine, mutually beneficial relationships that lead to long-term success.Lawyers and financial professionals should focus on providing value first, rather than immediately seeking business, to build trust and credibility.Personal branding plays a crucial role in professional growth, as a strong and authentic presence can differentiate individuals in competitive industries.Integrity a...2025-04-0736 min
BE THAT LAWYERBruce La Fetra: The Client Whisperer’s Playbook in Building a Thriving Law PracticeIn this episode, Steve Fretzin and Bruce La Fetra discuss:The importance of understanding your best clientsMarketing strategy for law firms in a competitive landscapeThe difference between experts and advisorsThe power of client testimonials and validation Key Takeaways:The best clients are not only more profitable but also easier to work with, as they buy faster, pay more, and create fewer headaches, making them essential for long-term business growth.Law firm marketing should shift from highlighting expertise to showcasing the real-world impact of legal services, such as improving business operations, reducing risks, or increasing r...2025-02-2427 min
BE THAT LAWYERJay McAllister: The Next Evolution of AI in Legal PracticeIn this episode, Steve Fretzin and Jay McAllister discuss:The evolving role of AI in legal practiceLeveraging AI for business development and marketingEthical and risk considerations when using AI in lawThe future of legal technology and the rise of agentic AI Key Takeaways:Many law firms have shifted from traditional keyword-based legal research to AI-powered tools that analyze case law and provide curated, context-aware results, significantly reducing time spent on research.Insurance carriers and other clients are leveraging data analytics and AI to challenge the hours law firms bill, forcing firms to adopt more e...2025-02-1336 min
BE THAT LAWYERSam Mollaei: The AI Advantage: Revolutionizing Legal Practices for 2025 and BeyondIn this episode, Steve Fretzin and Sam Mollaei discuss:Strategies for scaling and automating a law firmEffective time management and focus for professionalsThe role of social media and marketing in client generationUtilizing AI and technology for efficiency in legal practice Key Takeaways:To manage time effectively, create a strict schedule using tools like Google Calendar and focus exclusively on high-value activities during concentrated work periods.Social media ads on platforms like Facebook, Instagram, and TikTok are significantly more effective than Google Ads for client acquisition in 2025 due to saturation in the latter.A six-point f...2025-02-0332 min
BE THAT LAWYERMichael Cohen: The Lawyer's Guide to Leadership, Equity, and Career SatisfactionIn this episode, Steve Fretzin and Michael Cohen discuss:Strategies for building and maintaining a successful law practiceThe role of leadership and personal branding in legal careersOvercoming challenges and finding fulfillment in the legal professionThe importance of authenticity, advocacy, and adaptability in professional growth Key Takeaways:When hiring, be financially prepared, follow a "slow to hire, quick to fire" approach, and seek candidates whose goals align with long-term retention.Building a career aligned with passion may require sacrifices, such as taking non-traditional opportunities and traveling extensively to develop expertise and a brand.Law firms c...2025-01-3032 min
BE THAT LAWYERErika Steinberg: Fractional Marketing and the Future of Law Firm StrategyIn this episode, Steve Fretzin and Erika Steinberg discuss:The value of having a focused marketing plan for lawyers and firmsStrategies for retaining and growing client relationshipsBuilding a personal brand using LinkedInBenefits of fractional marketing for law firms Key Takeaways:A written marketing plan provides focus, direction, and measurable goals, allowing lawyers and firms to avoid chasing "shiny objects" and instead focus on impactful projects.Lawyers often neglect past and existing clients as a source of business due to discomfort, yet these relationships often present the easiest opportunities for growth.Marketing activities should align w...2025-01-2731 min
BE THAT LAWYERSarah Allen: Simplifying Video Marketing for Lawyers and BeyondIn this episode, Steve Fretzin and Sarah Allen discuss:The importance of consistency and discipline in achieving business successLeveraging video marketing to build credibility and save timeUnderstanding and overcoming common barriers to adopting video marketingThe value of clarity and focus in business strategy and client engagement Key Takeaways:Starting with short videos that address frequently asked questions allows lawyers to engage clients effectively while also reducing the time spent repeatedly explaining the same concepts.Tailoring video content to a specific audience builds trust, credibility, and professional authority, making it more effective than chasing viral s...2025-01-2332 min
BE THAT LAWYERJulia Taylor: Unlocking Law Firm Potential with Virtual Talent and AutomationIn this episode, Steve Fretzin and Julia Taylor discuss:Delegation and outsourcing as growth strategies for small law firmsChallenges in accessing experienced legal talent and solutions through outsourcingUsing technology and automation to streamline law firm operationsAddressing financial and trust concerns in outsourcing decisions Key Takeaways:Outsourcing tasks like paralegal work or back-office functions can significantly reduce overhead and provide flexibility, as firms pay only for billable hours without the burden of full-time employee costs.Many solo and small firm owners struggle to find experienced talent locally, making nationwide outsourcing a critical solution to access s...2025-01-1330 min
BE THAT LAWYERScott Monroe: Building a High-Quality Criminal Defense PracticeIn this episode, Steve Fretzin and Scott Monroe discuss:Balancing quality and quantity in legal practiceChallenges and strategies in building and managing a successful law firmThe role of technology, automation, and staff training in enhancing legal efficiencyInnovative approaches to legal marketing and networking Key Takeaways:Transitioning from a solo practitioner to building a team ensures higher quality service and enables sustainable work-life balance.Investing in technology, such as case management software, significantly increases operational efficiency and reduces burnout.For criminal defense, effective online marketing strategies like Google ads, SEO, and customer reviews are crucial f...2025-01-0932 min
BE THAT LAWYERGideon Grunfeld: Navigating Pricing, Psychology, and Strategy in Legal PracticeIn this episode, Steve Fretzin and Gideon Grunfeld discuss:Strategies for pricing legal services effectivelyOvercoming psychological barriers to fee adjustments in legal practiceThe importance of tailoring legal service modelsLeveraging emotional connections and effective communication in client relationships Key Takeaways:Lawyers often undercharge because they fear client objections, but raising rates with new clients or incrementally testing higher fees with existing clients can result in fairer compensation.Time is not always the best proxy for value in legal services; using flat fees or value-based pricing can align better with the real impact of a lawyer's w...2024-12-2635 min
BE THAT LAWYERStuart Baum: The Power of Listening, Storytelling, and Good Habits in Law PracticeIn this episode, Steve Fretzin and Stuart Baum discuss:Developing positive habits for personal and professional successOvercoming bad habits that hinder productivity and growthThe importance of accountability and structured systems in habit formationStrategies for effective business development and client engagement Key Takeaways:Writing down commitments and follow-ups immediately after meetings, whether by texting yourself or using a note app, ensures accountability and helps avoid forgetting key tasks or names from conversations.Allocating two 30-minute blocks each week exclusively for business development activities, such as following up on leads or setting appointments, creates consistency and a...2024-12-0934 min
BE THAT LAWYERJohn Kormanik: Time Mastery and Growth Strategies for Busy Legal ProfessionalsIn this episode, Steve Fretzin and John Kormanik discuss:Mastering time and prioritization for lawyersTransitioning from law practice to impactful coachingEmbracing work-life blend over balanceThe value of coaching for professional growth Key Takeaways:Lawyers should identify and focus on high-level tasks only they can perform, saying no to distractions and delegating effectively to reclaim control of their schedules.Creating space to recharge, such as leaving your phone behind during walks or taking intentional downtime, is crucial to maintaining focus and high performance.Begin each day with proactive work aligned with your goals, avoiding the t...2024-12-0233 min
BE THAT LAWYERBrian Zapf: Financial Foundations for Law Firm GrowthIn this episode, Steve Fretzin and Brian Zapf discuss:Financial planning and metrics for law firmsImportance of strategic investments and cost controlLeveraging financial storytelling for decision-makingBest practices for client and revenue management Key Takeaways:In addition to revenue, law firm owners should track net income and cash flow, as well as specific KPIs like effective hourly rates and client lifetime value to fully understand profitability.Payroll should be about 40-45% of revenue; excessive payroll spending can prevent firm growth and profitability, especially if partners or staff are not contributing proportional value.Firms should aim t...2024-11-1432 min
BE THAT LAWYERScott Love: The Power of Niching Down: Legal Recruiting, Branding, and BeyondIn this episode, Steve Fretzin and Scott Love discuss:The value of finding a specialized niche in legal recruitingStrategies for building resilience in a challenging fieldTechniques for effectively positioning oneself as a trusted expertThe importance of focusing efforts to maximize productivity and impact Key Takeaways:Focusing exclusively on corporate, finance, and private equity law clients allowed Scott to build deeper client relationships and better anticipate client needs.Analyzing hiring and attrition data from law firms helps identify ideal clients whose needs align well with a specialized niche, enhancing recruitment effectiveness.Narrowing service to a l...2024-11-1131 min
BE THAT LAWYERCamille Stell & Brenda Barnes: Aligning Law Firm Growth with Attorney RetentionIn this episode, Steve, Camille, and Brenda discuss:Law firm compensation structures and challengesThe role of transparency in legal industry compensationSuccession planning and generational shifts in law firmsRecruiting and retaining legal talent in a competitive market Key Takeaways:Non-equity partnership tracks are becoming common, allowing lawyers to learn financial and managerial aspects before committing to buy-ins.Law school debt significantly influences young lawyers' careers, with some firms offering loan reimbursement to attract top talent.Compensation plans should align with a firm's goals and offer flexibility to retain high performers while balancing work-life needs.Origination c...2024-10-2831 min
BE THAT LAWYERSteve Mehr: Differentiation, CRM, and SOPs for a Sweet Law Firm GrowthIn this episode, Steve Fretzin and Steve Mehr discuss:Importance of CRM and data-driven approaches in law practice managementStrategies for scaling a law firm efficientlyThe role of marketing and brand differentiation in legal industry successBalancing multiple roles and responsibilities within a growing practice Key Takeaways:A customized CRM system is essential for tracking key metrics, enabling predictive analytics, improving budgeting, and preventing lawyers from running practices without measurable results.Scaling a law firm effectively requires standard operating procedures (SOPs) to ensure consistent case outcomes, allowing firms to handle more cases successfully as they grow.A...2024-10-2432 min
BE THAT LAWYEREido Walny: Building a Winning Business with Commitment, Communication, and Client Experience SuccessIn this episode, Steve Fretzin and Eido Walny discuss:Entrepreneurial mindset in lawBalancing personal and professional lifeClient experience and relationship managementMentorship and professional growth Key Takeaways:A singular focus on achieving business goals ensures that all efforts are dedicated to success, with no fallback plan to divert attention.Focusing on doing what’s best for the business and clients will naturally lead to financial rewards, rather than chasing short-term gains.Ensuring clients leave just as satisfied as they were when they arrived (‘Smiles In, Smiles Out’ policy) by maintaining clear, timely communication and proactively managin...2024-10-2133 min
BE THAT LAWYERJonathan Baum: From Big Law to Independent Lawyering SuccessIn this episode, Steve Fretzin and Jonathan Baum discuss:Transitioning from a big law firm to independent practiceCultivating strong client relationships for career sustainability in lawThe evolving dynamics of legal workPersonal branding and positioning oneself in a competitive legal environment Key Takeaways:Independent lawyers can effectively compete with large firms by assembling specialized teams for specific projects, which allows them to deliver high-quality services while remaining flexible and responsive to client needs.The financial advantages of independent practice are substantial, as independent lawyers can retain up to 99.7% of their billed income, a stark contrast t...2024-10-1732 min
BE THAT LAWYERChris Ruzicka: The Power of Business Development and Networking in Law FirmsIn this episode, Steve Fretzin and Chris Ruzicka discuss:Networking and relationship buildingThe role of business development in law firmsWhy many lawyers struggle with sales and networkingMaking the most out of networking opportunities Key Takeaways:Building strong relationships is key to business development by focusing on genuine connections over immediate sales and starting with familiar, comfortable contacts.Non-lawyers add significant value in law firms by handling networking, generating referrals, and guiding attorneys in business development strategies that drive firm growth.Effective networking relies on thorough preparation through researching contacts, utilizing LinkedIn, and planning conversations t...2024-09-3036 min
BE THAT LAWYERRobert Hanna: Unlocking Legal Success Through Podcasting, Recruiting, and Community BuildingIn this episode, Steve Fretzin and Robert Hanna discuss:Podcasting as a business development toolBuilding and engaging a legal communityStrategies for growing a personal or firm brandLeveraging LinkedIn and legal technology for career advancement Key Takeaways:Launching a podcast differentiates a business, builds client relationships, and establishes a brand by offering valuable content over direct sales approaches.Consistent content creation and social media engagement, especially on LinkedIn, enhances professional visibility and opens doors to opportunities and collaborations.Mistakes in podcasting, like generic episode titles or ineffective video strategies, limit growth potential, highlighting the need f...2024-09-2635 min
BE THAT LAWYERRon Latz: Mastering Law Firm Growth through Strategic MarketingIn this episode, Steve Fretzin and Ron Latz discuss:Challenges in business development and marketing for lawyersAligning marketing strategies with law firm goalsChoosing the right marketing vendors for law firmsPersonal branding and networking in law firm success Key Takeaways:Lawyers often struggle with marketing due to a lack of business development education and being overwhelmed by running their practices.When selecting marketing vendors, firms should assess cultural fit, business alignment, scope of work, track record of success, and trust.Small law firms with limited budgets can achieve growth by focusing on community involvement, referral m...2024-09-2330 min
BE THAT LAWYERMerry Neitlich: Mastering Legal Branding From Taglines to Revenue GenerationIn this episode, Steve Fretzin and Merry Neitlich discuss:Challenges in legal marketingImportance of branding in law firmsEvolving marketing techniquesIntegration of branding with business development Key Takeaways:Lawyers often misunderstand branding as a tagline, but effective branding requires a deep dive into what makes their services unique and meaningful to clients.Without integrating marketing and business development efforts, even the best branding will not drive results, as lawyers must raise visibility through thought leadership and client engagement.Short-form videos and data-driven social media strategies are increasingly important, with platforms like LinkedIn promoting interactive content t...2024-09-1931 min
BE THAT LAWYERGregg Goldfarb: Staying Profitable in a Changing Legal LandscapeIn this episode, Steve Fretzin and Gregg Goldfarb discuss:Evolving legal marketing strategiesNon-lawyer ownership in law firmsRevenue growth through referrals and partnershipsNetworking and education for lawyers Key Takeaways:Lawyers can expand their revenue streams by engaging in referral marketing, where they identify cases outside their expertise and refer them to other firms, earning a fee for the referral.Non-lawyer owned firms are now possible in states like Arizona, allowing lawyers to partner with marketers or business professionals to focus on legal work while leveraging external business expertise for growth.Legal professionals should invest in the...2024-09-0933 min
BE THAT LAWYERDouglas Wood: Crafting Purposeful Transitions and Empowering Experienced AttorneysIn this episode, Steve Fretzin and Douglas Wood discuss:Career transition planning for lawyersEffective planning and execution in law firmsChallenges for senior lawyers in staying relevantLeveraging senior lawyers' expertise in law firms Key Takeaways:Lawyers should self-assess to identify their strengths, weaknesses, and opportunities early to make informed career decisions and avoid unwanted retirement.Law firms can create cohorts for senior lawyers to share knowledge and discuss transitioning their practices, similar to support provided for other groups like veterans or LGBTQ+ professionals.Solo practitioners and small firm owners benefit from planning the transfer of t...2024-09-0534 min
BE THAT LAWYERPaige Fox: Thriving through Mindfulness & Self-CareIn this episode, Steve Fretzin and Paige Fox discuss:The importance of mindfulness and wellness in professional lifeThe challenges lawyers face with time management and stressThe impact of meditation on mental health and productivityStrategies for lawyers to maintain a balanced lifestyle Key Takeaways:Chronic stress and long work hours often lead to burnout, highlighting the need to integrate mindfulness and wellness into daily routines to maintain mental health and job performance.Managing time through delegation, automation, and prioritization is crucial for professionals, especially lawyers, to allocate time for self-care practices like meditation and exercise.I...2024-09-0234 min
BE THAT LAWYERPhil Gafka: Leveraging a Multigenerational Workforce to Enhance Law Firm CultureIn this episode, Steve Fretzin and Phil Gafka discuss:The impact of cultural shifts on workplace harmonyThe role of clear expectations in boosting employee morale and productivityHow inclusive leadership practices improve job satisfactionLeveraging unique team experiences and backgrounds Key Takeaways:Embracing cultural changes, valuing diverse perspectives, and fostering collaboration create a more inclusive and harmonious workplace for all employees.Clear communication of organizational goals and work-life balance boosts employee loyalty, satisfaction, retention, and productivity.Emphasizing collaborative and inclusive leadership over top-down management enhances job satisfaction and career fulfillment, making employees feel valued and heard.L...2024-08-2233 min
BE THAT LAWYERMark Silverman: Make It Happen ConsistentlyIn this episode, Steve Fretzin and Mark Silverman discuss:Building client relationships from the start of your career.Bringing your full, authentic self to your client relationships. Being forward with those you’ve served when asking for referrals. The art of bringing in new work from current clients. Key Takeaways:Even when you’re crazy busy, it is key to reach out to a client or post on LinkedIn or send a text to connect with those in your network. Everybody wins in referrals when there is a transferral of trust. Be honest about where you...2024-07-2232 min
BE THAT LAWYERRanda Predergast: Conquering Your Law Firm’s AR and BillingIn this episode, Steve Fretzin and Randa Predergast discuss:Committing to your processes no matter how busy or slow your firm is. Why many lawyers struggle with billing and accounts receivable. Perceived value in your costs with your clients and setting expectations around billing with them. Handling difficult AR and collections with clients. Key Takeaways:Lack of processes, lack of time, and thinking emotionally about your costs are three of the biggest issues around lawyers receiving their proper payments. Lawyers make exceptions more than any other professional industry leading to higher levels of AR. You ar...2024-07-1533 min
BE THAT LAWYERAdrian Mendoza: Sincerity and Qualification in Successful NetworkingIn this episode, Steve Fretzin and Adrian Mendoza discuss:Flipping the script on sales to professional development. Spending your time in the best way for your skills and interests. The importance of qualifying questions and building the right relationships. Tips for networking effectively. Key Takeaways:Networking is about building relationships, not just about getting the business. It’s planting seeds to see what grows over time. In order to know what to give, you have to listen. Don’t be so focused on giving your pitch that you’re ignoring what the other person’s needs and co...2024-06-0331 min
BE THAT LAWYERErik Reid: Changing the Image of International HiringIn this episode, Steve Fretzin and Erik Reid discuss:Why you should consider international hiring for your US-based company. What to consider in doing remote versus in-house staffing. The red flags to catch if you did make a wrong hiring decision. Changing the stigma around international hiring. Key Takeaways:Using an aptitude test can help you understand someone’s potential within your organization even before you understand if they are the right fit for your organization. Every role is different and different personalities will thrive in those different roles. Communication and clear instructions can give you...2024-05-3031 min
BE THAT LAWYERMiriam Airington-Fisher: Be the Entrepreneur of Your Law FirmIn this episode, Steve Fretzin and Miriam Airington-Fisher discuss:Building your business on your own or under a firm umbrella. Embracing an entrepreneurial mindset. Growing and scaling in different ways. Advice for those lawyers going out on their own. Key Takeaways:You get a higher return when you’re the one that you’re investing in. Even though we are all important in our own ways, we can still delegate to others. You do not need to be the person talking to every single person on every single issue. Take yourself out of the day-to-day...2024-05-0234 min
BE THAT LAWYERAshley Robinson: Law Firm Marketing the Right WayIn this episode, Steve Fretzin and Ashley Robinson discuss:Creating a life on purpose. Niching down your business to focus on who you want to work with. Where lawyers need help with putting their marketing money. Understanding what potential clients (and Google) are seeing when they look at your website. Working with your marketing company to know what’s happening now and what the future holds. Key Takeaways:Plan to be present in your relationships and in your business. Marketing isn’t bad, but a lot of nuance and strategy goes into understanding what you need fo...2024-03-2835 min
BE THAT LAWYERNermin Jasani: Planning for Success in Your Law FirmIn this episode, Steve Fretzin and Nermin Jasani discuss:Setting and implementing the plan to achieve your goals. Understanding what is realistic for a quarterly goal. Listing out the micro steps and adding them to your calendar for achievable goals. Monitoring your metrics that move the needle forward.Utilizing time and calendars to make your day work for you. Key Takeaways:Give yourself milestones along the way to keep you on track to achieving your goals. The goal with planning is to make sure you aren’t burning yourself out while still making forward progres...2024-03-1834 min
BE THAT LAWYERLarry Smith: Becoming an Empathetic LawyerIn this episode, Steve Fretzin and Larry Smith discuss:Why lawyers are challenged to deal with stressors in an empathetic way.Listening and diagnosing the problem before trying to solve the client’s problem. Building trust and relationships with clients. How to handle a client on the ledge and setting expectations. Key Takeaways:Be kind, you never know what other people are going through. Don’t just let clients walk out the door. Set up another appointment and get the last word. Set up the next step and make it easy. Make certain promises that you k...2024-03-0735 min
BE THAT LAWYERDoug Bradley: Marketing Your Law Firm the Right WayIn this episode, Steve Fretzin and Doug Bradley discuss:Understanding the numbers around marketing. Bootstrap marketing on a limited budget. Laying the groundwork for solid website optimization. Setting expectations and calls to action. Key Takeaways:Having your own book of business gives you power and freedom. Be willing to try and test out options. There is data out there for search terms but you need to know what you’re trying to accomplish. What might not be the right marketing fit for you right now, could be good later down the line. Don’t discount so...2024-03-0433 min
BE THAT LAWYERLisa Katz: Building a Powerful Relationship-Based Book of BusinessIn this episode, Steve Fretzin and Lisa Katz discuss:Starting to build your book of business from early in your career. Providing value to your clients with a network of other service providers. Things you need to know when working with counsel. The playbook for building a book of business. Having the hard conversations to experience the growth. Key Takeaways:Everything is consecutive and cumulative, the more you meet with someone and have great, but shorter conversations, the more impact it will have than one multiple-hour conversation. It’s not about the client, it is about...2024-02-1531 min
BE THAT LAWYERAndy Hite: Clearing the Head Trash to Be The ChangeIn this episode, Steve Fretzin and Andy Hite discuss:Practicing the change you want to see now. How leadership done right can change the world. Emotional intelligence and its role in leading a team and developing a strong culture. Building a strong culture.Uncovering the stories we tell ourselves, and challenging those stories. Key Takeaways:Do it now. You don’t need to wait to see the changes that you want to see in the world. Try now and make changes every day to be closer to what and who you want to be. Emotiona...2024-02-1231 min
BE THAT LAWYERMair Hill: Sales, Relationships, and Generational DifferencesIn this episode, Steve Fretzin and Mair Hill discuss:Being in control of who you work with.Teaching, learning, and selling with the younger generations.Best ways for lawyers to learn business development.The six senses of business development. Key Takeaways:If you don’t understand your younger employees, listen more. They are telling you what they need, what they want, and what they know, it is up to you to listen.TikTok can’t teach you every lesson and the answer you want is always going to be found online, even if it isn’t...2024-01-1133 min
BE THAT LAWYERSteve Fretzin: Turning the Tables on Steve FretzinIn this episode, Alay Yajnik and Steve Fretzin discuss:Perfect practice in your business development. Why lawyers struggle with business development. The reason having your own book of business is more important than ever before.Tips for starting your next year off with a bang. Key Takeaways:Being a great lawyer alone isn’t enough, you also need to have a great book of business to control your own future and success as a lawyer. When sales is done in a sales-free way, it’s really about solving problems. Start building your book of business a...2024-01-0829 min
BE THAT LAWYERDan Warburton: A Deep Dive into DelegationIn this episode, Steve Fretzin and Dan Warburton discuss:Lessons learned the hard way in leadership and delegation. Top things lawyers should delegate and are not. How to ensure those you delegate to are not going to leave your firm. The process and steps for delegation. Key Takeaways:Only when somebody feels like their future is being impacted by their actions will they take their actions seriously. While it will take time to delegate your responsibilities effectively and appropriately, it will save time and make a difference more quickly than you realize. It is not req...2024-01-0137 min
BE THAT LAWYERNatalie Knowlton: The Changing Legal Field and Why Lawyers Should be Paying AttentionIn this episode, Steve Fretzin and Natalie Knowlton discuss:The growing number of people DIYing their legal needs and why lawyers should be concerned. Non-lawyer ownership of law firms. Why lawyers should embrace thoughtful legal regulatory reform. Emerging business models in the practice of law. Key Takeaways:Law is both a profession and a business. Your law firm should be running as an actual business that provides legal services. Consumers are responding to the commoditization of the law - it is a way that consumers recognize and understand how to use. You can monetize legal i...2023-12-1130 min
BE THAT LAWYERMichael Liebowitz: Articulation in Marketing and Business DevelopmentIn this episode, Steve Fretzin and Michael Liebowitz discuss:Behavioral neurology and how it relates to business development. Understanding your business identity and your identity in your business. Belief alignment, story connection, and the message you are conveying.Talking about the money and criteria for success early in the discovery process. Key Takeaways:All businesses are personal, all great businesses are very personal. The biggest mistake businesses of all sizes make is talking about what they do, and not what it means. Start with the outcome, then follow it up with the belief system. You nee...2023-12-0735 min
BE THAT LAWYERJonathan Fitzgarrald: Tips for Growth ModeIn this episode, Steve Fretzin and Jonathan Fitzgarrald discuss:Collaboration between a lawyer and a business coach. Why you should have a business plan for your law firm. Finding the right referral partners and investors. Ideas for staying top of mind and staying in touch. Key Takeaways:Relationships are proactive, not reactive. If you don’t have a plan, you won’t know where you are going.Be the go-to person for people outside of the things you do. Listen with your eyes - people are telling you more on LinkedIn than even they realize. 2023-11-3034 min
BE THAT LAWYERStewart Wessel: Preparing for a Lateral MoveIn this episode, Steve Fretzin and Stewart Wessel discuss:How Stewart got into legal recruiting. The control and freedom that comes from having your own book of business. Building your network. Understanding the market for 1+1=3. Key Takeaways:As a younger lawyer, you do not have to start building your book alone - you can bring a more senior attorney with you to help close the deal. The optimal size of your book when making a lateral move is different depending on where you are trying to move. When making a lateral move, look for a fit o...2023-11-2733 min
BE THAT LAWYERBE THAT LAWYER - Marketing Mavericks - Part 1 of 2In this episode, Steve Fretzin, Erik Olson, Jocelyn Brumbaugh, Jared Correia, and Gyi Tsakalakis discuss:The first step lawyers and law firms need to do before marketing themselves. Positioning yourself as uniquely qualified to help your client. Perspective client avatars and referral partners. Pros and cons of specializing and finding your niche. Key Takeaways:Look at what you are already doing well now and capitalize on that first. Bring in personal differentiation points in your marketing strategy to stand out from the crowd. Positioning is what you want to be known for, it does not nec...2023-11-1635 min
BE THAT LAWYERJeff Kimmel: Managing a Firm with Consistency and ClarityIn this episode, Steve Fretzin and Jeff Kimmel discuss:Understanding the business and the finances of the firm. Referrals, delegation, and trust in your team. Communicating clearly and confidently to your client about transitions in teams.Scaling down to scale up. Key Takeaways:Everyone has their own way of managing - find the way that works for you and the firm and do that. It can be fun and exciting if you are doing it in a way that is fresh and right for you.You can give clients reassurance that you are part of t...2023-11-0937 min
BE THAT LAWYERAudrey Rubin: Exceptional Client Service for Successful Law FirmsIn this episode, Steve Fretzin and Audrey Rubin discuss:Why law firms need to operate more like a business. How to know what your clients really want. 3 Tips for outstanding client services. Asking for connections and introductions. Key Takeaways:There is a lot more to getting clients than just being a really good attorney. Clients care about things like responsiveness, having a point of contact, understanding and predicting their bill, and even more. It’s more than about being a great lawyer at a reduced fee.Build relationships with your clients by working on a joint...2023-10-2333 min
BE THAT LAWYERAdam Kosloff: Consistent, Creative Content CreationIn this episode, Steve Fretzin and Adam Kosloff discuss:Setting goals and creating habits.Building a process to create your content consistently.Repurposing your content creatively.Evaluating the platforms for content and content creation based on your audience. Key Takeaways:Having unresolved tasks on your to-do list will continue to nag at your brain and keep you discontented.Not all content creation is right for every single person. Find what is in sync with your firm, your life, and your likes.You can use the hacks to get people to click or read, but y...2023-10-1932 min
BE THAT LAWYERHugo Gomez: Multicultural Digital MarketingIn this episode, Steve Fretzin and Hugo Gomez discuss:Niche down on what you know. Finding your angle to stand out from the others in your field. Working with outside partners to truly grow and scale your business. Why lawyers should be marketing to the Spanish-speaking communities around them. Key Takeaways:You cannot please everyone - if you niche into a very specific area, you will be able to find success and give more buy-in to your clients. English-only speakers are in decline according to the latest census. Working with a marketing company that has cul...2023-10-0930 min
BE THAT LAWYERJonathan Hawkins: Shared Vision, Shared Values, Shared SuccessIn this episode, Steve Fretzin and Jonathan Hawkins discuss:Having a destination in mind for your career and business. Shared vision for building a multi-attorney law firm. Having a written agreement in a partnership. The right way to build a partnership in a law firm. Key Takeaways:When building a partnership, you want to have different skill sets for the best opportunities for success. Partnering with your best friend may not be the best idea - if the partnership falls apart, your friendship might follow. In a partnership, you cannot always win - it require...2023-10-0231 min
BE THAT LAWYERKevin Daisey: Offering Value and Building Relationships Through Podcast MarketingIn this episode, Steve Fretzin and Kevin Daisey discuss:Crafting your product around your client, not the other way around.Getting unstuck from making the same mistakes. How a podcast can help your marketing, no matter what field you’re in. The secret about podcasting for lawyers. Key Takeaways:Everything comes back to strategy. Results and growth over time always start with strategy. You need to be focused, have a plan, give your marketing strategies time, and have someone who is tracking the KPIs from it. Without the data, you don’t know how to handle...2023-09-2137 min
BE THAT LAWYERBrett Trembly: Staffing Up Your Law FirmIn this episode, Steve Fretzin and Brett Trembly discuss:Scheduling time off, not dropping agreements with yourself. The need to delegate to grow your firm. Tracking ALL of your time (not just the billable time). Getting over the mental minutia and the fear of hiring. Key Takeaways:You are losing money every time you do a $10 job that you can pay someone else for when you charge way more than that per hour. Hiring a good executive assistant will free up enough time for you to double your output and double your income. Your first h...2023-09-1134 min
BE THAT LAWYERJoan Butler: Focusing Beyond The ProblemsIn this episode, Steve Fretzin and Joan Butler discuss:Looking at what is working and focusing on that. Why so many people are unsatisfied with their life. The Power Life Script. The paradigm shifts in our lives. Key Takeaways:The more we focus on the things that are broken and are not working, the more things will continue to be dysfunctional. People need to take time to listen to what they truly love and what is inside, not what anyone else is saying to them. Enacting changes comes through making decisions. The content of our life...2023-08-3134 min
BE THAT LAWYERJason Ciment: Running Your Partnership in Full AlignmentIn this episode, Steve Fretzin and Jason Ciment discuss:Building and maintaining relationships. Going solo versus having a partnership. Outsourcing components of your business that were previously not possible to outsource. Top tips to ensure a successful partnership. Key Takeaways:You never know what relationships are going to lead to your next game-changing relationship. Marketing is great, but business development will lead to your best referrals and customers. Manage your expectations in the partnership. Both sides will have expectations, both sides will be negotiating and need to give in a little bit. But make sure to...2023-08-1738 min
BE THAT LAWYERAlexandra Watkins: Take Control of Your Name and BrandIn this episode, Steve Fretzin and Alexandra Watkins discuss:The profession of naming. Brand, personal, and business naming. Identifying what makes you unique and your brand personality. Creating a consistent message across your brand, social media, and all aspects of your business. Key Takeaways:People fall in love with brands, but it doesn’t happen overnight. The name is the soul of your brand. If you name it correctly, you can attract the business you want to work with off of the name alone. Brainstorm by using all of your online resources. Using colors on a whit...2023-08-0333 min
BE THAT LAWYERBob Green: Peer Networking for SuccessIn this episode, Steve Fretzin and Bob Green discuss:Bob’s experience in stopping a murder trial and how it lead to his current professional role. Making progress by solving at least one problem each month. Who are you when you’re not famous? Connecting with peer networking groups for personal and professional growth. Key Takeaways:Be willing to do things you have never done before. If you don’t, you’ll never achieve something you’ve never achieved. As a leader, you want to help everyone to bring their superpowers to the table because that is...2023-07-3135 min
BE THAT LAWYERWendy Salajka: Understanding Your PQ to Be a Better LawyerIn this episode, Steve Fretzin and Wendy Salajka discuss:The sages and saboteurs in our lives and how they affect what we do.How Positive Intelligence is relevant to running a law firm. Mental health in the legal industry. The 5 powers of the sage and building the human connection first. Key Takeaways:Our brains are not reliable. Sometimes they are for us, sometimes they are against us, and, in an effort to protect us, sometimes they hurt us in their attempts. Giving into the thoughts of your saboteurs is not helping you, even if they...2023-06-2934 min
BE THAT LAWYERGerald Maatman: Flipping the Switch to Become a Good Business DeveloperIn this episode, Steve Fretzin and Gerald Maatman discuss:Investing in yourself for better business development. The Darwinism of business development. Finding your passion and purpose. Utilizing your skillsets appropriately in marketing. Key Takeaways:In business development, sweat equity pays dividends. You want to get ahead of the problem and deliver value to the clients who end up with that problem. Do a great job on project number one, and project number two will follow. Be able to articulate in a quick sentence who you are and what value proposition you bring. Skill and success...2023-06-1232 min
BE THAT LAWYERSteve Seckler: Coaching Superstar LawyersIn this episode, Steve Fretzin and Steve Seckler discuss:Steve’s professional journey from law school to coaching. Why Steve is well-suited to coaching lawyers, and how to know if a coach is right for you. Challenges lawyers face in their own personal development. Results that happen when coaches coach and the players play. Investing in coaching and changing the way you think about money. Key Takeaways:Hiring a coach can help you to fill in the skill gaps that you might have, and help you to identify where they are if you don’t think yo...2023-04-2040 min
BE THAT LAWYERSteve Gordon: Creating a Buzz with Your BookIn 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 pe...2023-04-1738 min
BE THAT LAWYERLarry Fretzin: Celebrating 200 Episodes with a Successful Special GuestIn 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...2022-06-2732 min
BE THAT LAWYERAmy Gardner: Why Lawyers Suck at Time ManagementIn 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 de...2022-05-1632 min
BE THAT LAWYERJustin Weinrich: The Chess Game of NetworkingIn 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 tak...2022-05-1236 min
BE THAT LAWYERCarl Ficks: Well-Being in the LawIn 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-bein...2022-04-0733 min
BE THAT LAWYERSteve Hamburg: Thriving in the UncomfortableIn this episode, Steve Fretzin and Steve Hamburg discuss:Pursuing meaningful pursuits with a higher degree of conversion. Moving past the stigma of being a salesperson in your own mind. Practical tips for sales free selling. Creating your structure around selling to gain comfort with selling. Key Takeaways:Winging it is not a strategy or a process. Engage a sales journal into your process in a way that works for you. If you can quantify it, you can track it and understand what you need to do in order to understand what activities are the mo...2022-02-2835 min
BE THAT LAWYERWalt Hampton: Seizing Your JoyIn this episode, Steve Fretzin and Walt Hampton discuss:Your extraordinary toolbelt taught in law school.Success beyond what society thinks it should be.Why you should write a book and what it can do for your book of business.Writing, publishing, and marketing a book. Key Takeaways:There will be amazing rewards for those who can lean into the discomfort.With a book in the world you have the capacity to touch people beyond your wildest imaginations.From a business perspective, there is no better credibility builder, authority builder, expertise builder, client attracting m...2022-02-1034 min
Tiger Performance PodcastThriving After Surviving with Steve Fretzin, President of FRETZIN, Inc.Steve Fretzin is President of FRETZIN, Inc., where he serves as a business development coach for attorneys. He’s also a three-time author and the host of the BE THAT LAWYER Podcast. Driven, focused, and passionate about helping attorneys reach their full potential, Steve has spent the past 17 years ensuring that lawyers master the art of business development to achieve their business goals. Steve has survived a tragic plane crash, served as the Regional Vice President of Sign-A-Rama, and the Managing Partner of Team Discovery, LLC. In this episode… Do you love what you d...2021-09-2940 min
BE THAT LAWYERSteve Adams: Becoming a Peak PerformerIn this episode, Steve Fretzin and Steve Adams discuss:The cultural addiction to distraction and how it is affecting your work. Productive and destructive health habits. Using your prime time for your prime tasks. Living a healthier, better life. Key Takeaways:Physiology, psychology, and engineering your lifestyle are key to your peak performance. You've got to take care of the billion dollar asset, which is you - your body. You only get one brain and one body, and it is a big part of being highly productive. Automate everything you can. Every decision you make in...2021-08-2628 min
BE THAT LAWYERChuki Obiyo: Diversity and Inclusion in Business DevelopmentIn this episode, Steve Fretzin and Chuki Obiyo discuss:Diversity, inclusion, and equity in business development. Business development as a method and tool of empowerment. The top challenges and concerns people face in business development.The Diversity Business Development Roundtable. Key Takeaways:There is accountability with your actions in every roundtable or initiative that you take part in. You must follow up after your initial interaction with a new contact. Instead of waiting, set up a next action step at the end of a meeting (such as scheduling your next meeting right then).Having a bus...2021-06-2131 min
BE THAT LAWYERIan Garlic: Intention vs. AttentionIn this episode, Steve Fretzin and Ian Garlic discuss:Filming with having a sales tool in mind.Having a case story, instead of a case study. Videos and websites working in unison to strengthen your brand and company.What to look for in a video editor and in your video marketing. Key Takeaways:Now more than ever, it is important to not look like every other attorney in your marketing. Have pre-prepared video answers to FAQs that you can send to clients when they ask. The best way to get better at video is to m...2021-03-0830 min
BE THAT LAWYERThe Dueling Banjos of Legal Business DevelopmentIn this episode, Steve Fretzin and Jay Harrington discuss:Seeing opportunity even in the time of COVID-19.Prioritizing business development.Networking efficiently and effectively with a plan. Investing in a coach and the benefits of doing so. Key Takeaways:Don't assume that the opportunities aren't there, you've got to become more proactive.Prioritizing that one hour a day to work on business development is the most important thing you probably do all day.Business development is the key to financial freedom and security. There is value in making an investment. We take things more seri...2020-09-0739 min
BE THAT LAWYERDuc Trang: Being a Top Law Firm PartnerIn this episode, Steve Fretzin and Duc Trang discuss:Engaging with companies about their business specifically. How to get in the door with a high-level GC. The value of different billing models. Trends in the law field as a result of COVID-19. Key Takeaways:It’s a lot cheaper to create additional revenue streams from your current client base. You want to have the headspace of your current clients so that they will have conversations about you when you're not in the room or when you're not askingWe will all have our successes and our lac...2020-08-3127 min
BE THAT LAWYERJim Lundy: Embracing the New RealityIn this episode, Steve Fretzin and Jim Lundy discuss:Why you want to grow your own book of business. Balancing business development, marketing, client service, and the billable hour. Changes to the legal community because of the current pandemic. Giving and assisting with sincerity. Key Takeaways:The best way for a lawyer to be their own boss was to develop their own practiceTreat your business development as important as the billable hour. View other lawyers as collaborators and as potential referral sources, not as competitors. We need to embrace the new reality and use the vir...2020-08-2422 min
BE THAT LAWYERSteve Seckler: Coaching to the Next LevelIn this episode, Steve Fretzin and Steve Seckler discuss:Getting to know others as a way to sell professional services. Challenges and issues facing lawyers in career transitions and building a law practice.Ways to start building your book of business. Transitioning out to potential retirement or out of the law. Key Takeaways:Selling legal services is not about a hard sell. It’s learning about people's concerns and getting to know them over time. Lawyers, as a group, tend to be more conservative, which can make it difficult for them to make lateral moves o...2020-08-1726 min
BE THAT LAWYERBrad Barkin: Having the Right Insurance Broker for Your Law FirmIn this episode, Steve Fretzin and Brad Barkin discuss:Reasons for having insurance and challenges that lawyers face in making those choices. Networking to identify new business and new strategic partners. Being a better provider by going beyond the transaction. The changing landscape of the insurance industry. Key Takeaways:Always be offering. What goes around comes around. Embracing technology and adapting that technology to your company can be massively helpful for you and your company. Being selfless goes a long way. If you’re helping someone, in more ways than standard, you will be a better...2020-08-1022 min
BE THAT LAWYERDavid Fram: Giving a Great Legal PresentationIn this episode, Steve Fretzin and David Fram discuss:The importance of good public speaking. Challenges lawyers typically have around speaking and how it can be helped.Key steps when giving a legal presentation. Enhancing not detracting from your presentation both in person and online with body language, visuals, and how you are laying out your presentation. Key Takeaways:Any good teacher or speaker can make any topic interesting. A bad teacher or speaker can make even the most interesting topics boring. Content is a small part of a listeners takeaway - roughly 7% based on st...2020-08-0345 min
BE THAT LAWYERRon Bockstahler: Third-Party Suites for Lawyers and CollaborationIn this episode, Steve Fretzin and Ron Bockstahler discuss:Natural networking while working in a suite of lawyers. Building your book of business from early in your career. Finding efficiencies to make the most out of what you have.The changes happening in communication and technology and how it is affecting firms. Key Takeaways:Invest in space to have a successful law firm - but having third party offices may be a really good option. Collaboration is a key aspect to practicing law. Utilize this time that we have to build your brand, reconnect, and h...2020-07-2729 min
BE THAT LAWYERRich Lenkov: Non-Traditional Marketing to Gain Career ConfidenceIn this episode, Steve Fretzin and Rich Lenkov discuss:Non-traditional marketing and branding to grow your book of business. Servicing your existing clients first, no matter what marketing you choose to do.Your must dos for succeeding in growing your practice. Utilizing other attorneys and skill sets in your firm to better serve your clients. Key Takeaways:Understand and serve your existing clients by understanding their business and their principles. Be more than just a provider of a legal service - be a business partner first.As a good marketer, you will fail more than...2020-07-2030 min
BE THAT LAWYERRussell Knight: Building Your Brand with Content CreationIn this episode, Steve Fretzin and Russell Knight discuss:Getting clients from the strange questions you answer on your website. How regular contact can impact how you’re found online. SEO and content creation. Three things any lawyer should be focusing on now to build business. Key Takeaways:When you write articles, be specific about what you write about, not a broad, general question, you will drive clients to you from their searches. A website is like a car, you can tell what year it is from just by glancing at it.Keep doing what you...2020-07-1327 min
BE THAT LAWYERMarc Siegel: Getting Referred by Your AdversariesIn this episode, Steve Fretzin and Marc Siegel discuss:Getting respect, even from opposing counsel.Reciprocating referrals. Successful tips for growing your law practice through referrals.Having multiple buckets of incoming business in your book of business.Marketing as an opportunity to better your life and making the most out of every meeting you have. Key Takeaways:You can never sacrifice your own reputation to satisfy what the client wants.Take good care of the referrals so the client and the contact are both satisfied that they are being taken care of.Get your we...2020-07-0629 min
BE THAT LAWYERAnita Ventrelli: Asking the Right Questions to Connect with Your ClientsIn this episode, Steve Fretzin and Anita Ventrelli discuss:How Anita keeps, maintains, and builds relationships with clients. Drilling down to the why with your clients.Building relationships naturally. Confidence through preparation and effort. Key Takeaways:Learning the why behind what is going on will help you to avoid miscommunication. Nobody likes to feel like they are a cookie cutter - everyone and their situation is unique. Network with an air of giving - especially those stronger connections in your circle. Increasing our collective knowledge helps us all work better together. "We are a...2020-06-2928 min
BE THAT LAWYERRyan Estis: Being Comfortable in the Discomfort of Becoming a Better SpeakerIn this episode, Steve Fretzin and Ryan Estis discuss:Important keys for speaking in front of an audience. Adapting and changing to customer expectations and sophistication. Asking effective questions to connect in conversation.Altering conversations during times of crisis. Key Takeaways:The best speakers are master storytellers. Blend expertise and emotional resonance and you’re doing a good job. The sales process today has to be more customized and personalized. You have to create customer intimacy and get obsessed with customer outcomes. Most people love to sit on warm leads in the land of indecisio...2020-06-2225 min
BE THAT LAWYERLET’S GO SOLO! PresentationIn this episode, Steve Fretzin discusses:Having a centralized list of all your key relationships. Think about where you are and where you need to be. Having and creating a marketing and business plan for your company.Finding your differentiator and your infomercial. Getting results from networking and qualifying a contact with T.A.L.E.N.T. Key Takeaways:Create systems around you that will allow you to practice law. Look at your strengths and weaknesses - some of those weaknesses may be learned skills that you can improve.A business without a busin...2020-06-1557 min
BE THAT LAWYERDan Gershenson: High Caliber Branding for LawyersIn this episode, Steve Fretzin and Dan Gershenson discuss:Enjoying the swing and the process of business development.Biggest mistakes professionals are doing in their social media and branding.Deciding what you will focus on marketing. Staying active and building your brand, even during COVID. Key Takeaways:Mistakes are part of the game - treat them like a learning experience. There is no such thing as luck. Track your activity and learn the difference between an introduction and a quality introduction. Become a trusted advisor - answer questions on what you do and how you...2020-06-0829 min
BE THAT LAWYERWalker Lawrence: The Power of Being a Fantastic NetworkerIn this episode, Steve Fretzin and Walker Lawrence discuss:Creating your own destiny through key relationships.Becoming a center of influence to grow your book of business.Leveraging technology to help you network.Quality versus quantity in your networking and relationships. Key Takeaways:In order for you to have control of your own work and destiny, you have to take ownership of it. To do that, you need relationships and clients and have ways to bring value.If you don’t have the relationships, you aren’t bringing in the business (especially right now) which...2020-06-0119 min
BE THAT LAWYERColleen Hurley: Working with a Synergistic Coach to Grow Your BookIn this episode, Steve Fretzin and Colleen Hurley discuss:Colleen’s decision to hire a coach, and hiring a male coach, to grow her own book of business and business development skills.Finding a synergistic coaching relationship.Skills learned by working with Steve as her coach.What it takes to be successful in growing your book of business. Key Takeaways:Gender should not be a consideration in who you work with - it has nothing to do with gender and everything to do with the person and who you connect with for things to wor...2020-05-2524 min
BE THAT LAWYERChristina Martini: Standing Out and Being More than ExcellentIn this episode, Steve Fretzin and Christina Martini discuss:Christina’s journey from engineering to law school and how she got into her current role as a partner in the non-patent aspects of IP law at McDermott Will & Emery in Chicago.Developing a book of business for those who aren’t necessarily in front of clients every day.Learning new languages and plans, working with coaches, and growing as a lawyer in business development.Staying connected and finding normalcy during COVID-19. Key Takeaways:The foundation of building your book of business is being excellent at wha...2020-05-1833 min
BE THAT LAWYERNext Level NetworkingThis episode was recorded prior to the Coronavirus epidemic, however, the ideas and methodologies still work in the virtual environment. In this episode, Steve Fretzin discusses in his training class:How to be efficient in a one-on-one meeting.Setting out a gameplan going into a networking meeting.Keeping the steps moving forward during the conversation.Scripting for networking situations. Key Takeaways:Keep the conversation balanced - if one person dominates the networking conversation, there is not an appropriate amount of communication to know if you’re going to work together.When w...2020-05-1138 min
BE THAT LAWYERGeo Bellas: The Changing Law Practice and the Vital Need for Understanding TechnologyIn this episode, Steve Fretzin and Geo Bellas discuss:Geo’s long-term use of technology in law and how he has evolved as technology has evolved and will continue to evolve.Reverse mentoring with new lawyers to move into a technological world.The impact of AI in the law industry. Using technology to your advantage. Key Takeaways:Technology advancements have drastically accelerated over the last 30 years - as a lawyer, you need to continue to grow with that technology as it will continue to advance at an even greater rate. This pandemic is accelerating the pa...2020-05-0429 minBE THAT LAWYERLet’s Go Solo!: Tips and Ideas for Running and Succeeding with Your Own Law PracticeIn this episode, Steve Fretzin discuss:Top 5 tips and ideas for starting your solo practice. Knowing your sweet spot in the marketplace and how to find it.Leveraging your network and going after the low hanging fruit first.Evolving and changing with the socioeconomic climate. Key Takeaways:Evaluate your strengths and your weaknesses - there is always something to leverage or improve.Consider rewriting your business plan to take into consideration the state of the world at this moment, it may have changed since last year or even since January. It’s not about creat...2020-04-2749 minBE THAT LAWYERTeachable Moments: Marketing PlanIn this episode, Steve Fretzin discusses:Developing a tactical, actionable marketing/prospecting plan.The 3 P’s Methodology.Narrowing your strategy focus to best achieve your objectives.The power of deadlines and following through on those deadlines. Key Takeaways:Improve your process along the way with feedback to improve your performance.Write down your objective, think about your strategies, and consider the low hanging fruit.Lay out tactics once you decide on your strategies to actually understand how you are spending your time.If you fail to plan, you plan to fail. "Ther...2020-04-1320 minBE THAT LAWYERFive Steps to Grow Your Law Practice During a PandemicIn this episode, Steve Fretzin discusses:Handling the pandemic from a business standpoint.5 constructive ways to maintain and grow your practice.Leveraging social media and creating content.Building client loyalty. Key Takeaways:Evaluate your personal and business standpoint and what challenges are being faced and the opportunities that exist at this time.Take time with developing your personal and firm brand, creating new content, and finding ways to connect.Connect with people and be a resource when you can.Check in on your current and past clients, prospects, and strategic partners. See how they a...2020-03-3016 minBE THAT LAWYERTeachable Moments: Time ManagementIn this episode, Steve Fretzin discusses:Resources and processes for time management.Making decisions and being honest about where the disorganization needs to go.David Allen’s 4 D’s.Looking at managing your time for business development. Key Takeaways:Don’t be afraid to do The Purge – taking everything that is out of order in your office, put it in one pile, and work your way through it top down.Multi-tasking is a misnomer – you lose productivity as you try and do more than one thing at a time.Hold true to appointments with yourself as...2020-03-0919 minBE THAT LAWYERWelcome to BE THAT LAWYERWelcome to the BE THAT LAWYER Podcast! Here you will learn life-changing strategies and resources for growing a successful law practice. Listen in and you will hear from Steve Fretzin and his guests, those top rainmakers and experts in the legal industry, on how you can build your book of business and BE THAT LAWYER. With this podcast, you will be entertained, but also educated. This show is for you if you want more freedom and enjoyment over your career by building your own book of business. Join us weekly and you will become confident, organized, and a skilled...2020-02-1006 min