BE THAT LAWYER

In 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...

In 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 or...

In this episode, Steve Fretzin and Christina Martini discuss: How Tina pivoted from engineering to legal. Selling big law by increasing the stickiness factor through cross-selling. Minding your assets in networking and cross-marketing. Building your book of business authentically. Key Takeaways: The practice of law is not that different from having and nurturing the relationships in your life. Eve...

In this episode, Steve Fretzin and Josh Branch discuss: Building trust with your network, clients, and prospective clients.  Developing your relationships and reputation.  The importance of preparedness to trust and likeability.  Finding natural affinities for helping to build trust.    Key Takeaways: Building a relationship without trust will not lead to successful, healthy places.  Sometimes the...

In this episode, Steve Fretzin and Robert Plotkin discuss: Giving information away.  Writing a lead-generating book while maintaining your law practice. Benefits of writing a book above other kinds of content marketing.  What to do before publication, during promotion, and after publication.    Key Takeaways: Even if you gave someone your entire process, nobody will be able to execute like you do...

In this episode, Steve Fretzin, Josh Blum, and Dr. Andre Caruso discuss: Mistakes attorneys make that fail to gain trust. Why trust matters and the different dimensions of trust. Ways we can quickly build trust. Making the right first impression.  Key Takeaways: People hold how they feel about you higher than how competent you are. You do not always need to be in lawyer mode. Turn off the lawyer s...

In this episode, Steve Fretzin and Jen Lee discuss: Breaking the mold of traditional legal molds within ethical guidelines. Legal models that are changing the game for attorneys. The growing demand for legal services in underserved communities and non-traditional markets. How COVID changed the legal landscape.   Key Takeaways: The billable hour contributes to lawyer burnout and work-life imbalance...

In this episode, Steve Fretzin and Tom Dunlap discuss: Letting go of the old things to promote the new things.  The power in relinquishing control.  The two paths to scaling.  Finding the right fit for your team, clients, and fees.    Key Takeaways: Having your name on the door makes you the lightning rod for problems. It is not as big of a benefit as most lawyers think.  If viable for your firm,...

In this episode, Steve Fretzin and Victoria Collier discuss: Thinking about your law practice of the future.  Selling a book of business versus an actual business.  Balancing future needs with your current lifestyle.  Key components of having an exit strategy and preparing your firm for sale.  Technology that is supporting law firms to run better.    Key Takeaways: A solo practice is an asset as a...

In 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...

In this episode, Steve Fretzin and Laura Sauter discuss: What branding really is and what it really means.  Personal branding to stand out authentically.  Building and protecting your reputation and brand.  Reflecting on your personal brand and values to elevate your law practice.    Key Takeaways: People hire lawyers, not just law firms. To stand out, you must have your own branding, not just tha...

In this episode, Steve Fretzin and David Aaronson discuss: Why sales has a bad reputation in the legal industry.  Being human before selling.  Properly utilizing the Universal Seven Principles of Persuasion.  Understanding the emotional decision-making that happens before the intellectual decision-making.    Key Takeaways: Sales has changed from hard selling to consultant selling.  There is power...

In this episode, Steve Fretzin and Sarah Victory discuss: Building your business without imploding.  What to focus on whether you’re running a small or large firm. The biggest problems lawyers face when scaling.  Getting business and leads from speaking and presentations.    Key Takeaways: Become better in the face of hard challenges. Don’t wish your challenges were easier when you can get stronge...

In this episode, Steve Fretzin and Robert Friedman discuss: Focusing on the client and what their needs are, both physical and psychographic.  The five questions Robert asks each of his questions.   Setting your aperture appropriately.  Understanding your positioning and making it work for you.    Key Takeaways: When you can position yourself precisely, you won’t attract everyone, but you will att...

In this episode, Steve Fretzin and Andrew Michaels discuss: Matching your branding and headshot to your firm and business goals.  Opening the doors to consultation with your headshot.  What every lawyer should have in their arsenal of headshots.  AI headshots.    Key Takeaways: For internal purposes, you should have a friendly-looking headshot. That may not be what you want for your public headsho...

In this episode, Steve Fretzin and Niraj Chhabra discuss: How law firm financial planning is different from the average person.  Building a relationship on education first with your financial advisor.  Avoiding outgrowing your income.  Understanding your expenses now to know what you need for the future.  Thinking about and planning for long-term care.    Key Takeaways: Attorneys need more than ju...

In this episode, Steve Fretzin and Sean Klunder discuss: Why law firms tend to run behind other types of businesses in marketing.  Understanding your SEO strategy.  Individual lawyer marketing versus law firm marketing.  Alignment and consistency in messaging in all areas of your firm.  Watch out for fool’s gold to ensure you’re swimming in the blue ocean.    Key Takeaways: There is a difference b...

In this episode, Steve Fretzin and Pamela DeNeuve discuss: The importance of empathy, compassion, and a trusted listening ear.  Why anxiety, stress, and depression often start in law school.  What to do (and not to do) in the morning to have a better day. Overcoming the busyness and stress of being a lawyer.    Key Takeaways: 11%, that’s 11 out of 100, lawyers are struggling with suicidal ideation...

In this episode, Steve Fretzin and Marco Brown discuss: Changing your mindset to overcome limitations placed on you by yourself or your family.  Leveraging the knowledge of those who came before you.  Learn and implement the sales skills you didn’t learn in law school.  Leveraging your attorney referral sources.    Key Takeaways: Learn how to sell. Even before you are making it rain, you can turn...

In this episode, Steve Fretzin and Ashley Robinson discuss: Creating a life on purpose.  Niching down your business to focus on who you want to work with.  Where lawyers need help with putting their marketing money.  Understanding what potential clients (and Google) are seeing when they look at your website.  Working with your marketing company to know what’s happening now and what the future hold...

In this episode, Steve Fretzin and Scott Simmons discuss: Selling and following up without upsetting people. Getting out of the race to the bottom and reframing old ways of thinking. Dueling banjos of business development. The power of “how can I help?” and becoming more than just the lawyer.   Key Takeaways: What you’re really competing against is lawyer apathy, not other lawyers. You care more w...

In this episode, Steve Fretzin and Martin Lopez discuss: The three tenets of curiosity.  Being interested in the other person. Peeling the onion to understand the other person’s problem.  Tips to foster deeper connections between lawyers and clients to improve relationships.    Key Takeaways: You’re not building trust when you’re talking at someone. You need to connect with them to build rapport a...

In this episode, Steve Fretzin and Nermin Jasani discuss: Setting and implementing the plan to achieve your goals.  Understanding what is realistic for a quarterly goal.  Listing out the micro steps and adding them to your calendar for achievable goals.  Monitoring your metrics that move the needle forward. Utilizing time and calendars to make your day work for you.   Key Takeaways: Give yourself...

In this episode, Steve Fretzin and John Scott discuss: Storytelling with the numbers that leads to a logical conclusion. Why spending time in the numbers is key. Dynamic forecasting and cash flow. Four categories of important financial metrics lawyers need to look at to grow their firm. Improving poor billing hygiene.   Key Takeaways: If you pay attention to the numbers regularly, you can make nec...

In this episode, Steve Fretzin and Marc Halpert discuss: How Marc became the LinkedIn expert that he is today.  Spending the time to show the world you’re amazinger.  The recent and upcoming changes to LinkedIn.  Working within the rules of the system you are bound to.    Key Takeaways: LinkedIn is always changing, even as we speak. But there are ways to make LinkedIn work for you, even with the c...