BE THAT LAWYER

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.  Th...

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 a...

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 ma...

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 trus...

In this episode, Steve Fretzin and Jay McAllister discuss: The value of technology used in the proper context. Coming to the table as a student in all that you do.  Working smarter, not just harder, through the use of technology.  What separates adequate practices from flourishing firms.    Key Takeaways: The more you illuminate your sphere of knowledge, the more you will learn that you do not kno...

In 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 this episode, Steve Fretzin and Alay Yajnik discuss: The biggest errors law firms make when hiring.  Leveraging your network to grow your firm (not just your business).  Vetting the candidates that you bring into your firm.  Hiring quickly in the current war for talent.    Key Takeaways: You do not need to settle for your hire. Working with a recruiter is often worth the money as it saves you t...

In this episode, Steve Fretzin and Maya Markovich discuss: The evolution of the legal tech industry.  The growing need for focus on client-centric law practices.  Useful technologies that can help lawyers run a more efficient practice.  How COVID has changed the legal industry for the better.  Key Takeaways: We all have to fight together for access to justice. The law is not set up to be client-ce...

In this episode, Steve Fretzin and Jay Paul Deratany discuss: Doing things in your work and life that make a difference.  Making smart decisions to achieve your ambitions.  Creating time to yourself in the midst of your busy life.  Lessons learned in starting your own practice.    Key Takeaways: Go into everything you do with the mindset of service, not just a mindset of serving yourself.  Making...

In this episode, Steve Fretzin and Kate Curler discuss: The power of people’s networks.  Finding mutual advantage in your networking meetings.  Redirection during connection conversations.  Keeping at the front of a networking partner’s mind.    Key Takeaways: When you are networking, give your networking partner something they can work with to help you even as you are helping them.  Going into a...

In 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 th...

In this episode, Steve Fretzin and Andy Cabasso discuss: Focusing on the business, not just in the business  Why a law firm should care about their web presence.  Finding your unique differentiator (and communicating it properly).  Ways to increase your Google ranking and SEO.    Key Takeaways: Your website is your only chance for a first impression with those who find you online.  Your client is...

In this episode, Steve Fretzin and Ida Abbott discuss: Realigning your values and your work. Developing and retaining talent. Challenges lawyers face when considering and thinking about retirement. Examining who you are by choice, not by default.   Key Takeaways: People want to feel a sense of belonging and community in their firms. Loyalty is earned and ever changing. It needs to be constantly de...

In this episode, Steve Fretzin and Susan Ibitz discuss: Soft skills are marketable and make you employable. The relationship behind know, like, and trust.  Starting soft and inviting questions.  Tips about nonverbal communication.    Key Takeaways: If you’re not selling a product, you are selling yourself or your service.  If people don’t remember you when you talk, there is a problem. We have two...

In this episode, Steve Fretzin and Jennifer Bullock discuss: Treating customers in a way that will make them feel like your only customer.  Becoming a strong, influential woman in law.  The importance of committing to your business growth and development early on as part of your necessary work.  Harmonizing your work and your life in the right environment.    Key Takeaways: When you are opening yo...

In this episode, Steve Fretzin and Andy Stickel discuss: Overcoming analysis paralysis.  Marketing beyond getting leads.  Taking a lead through to a sell.  Understanding the pain of your prospective clients and the impact that pain is having.    Key Takeaways: Getting leads is rarely the problem.  Follow up is the key - three times, three ways, and continuously reaching out.  Nobody likes a linktr...

In this episode, Steve Fretzin and Kip Boyle discuss: Becoming a professional who sells and serves people in the process. The changing of traditional selling techniques. Creative marketing to connect with your community. The unique, human connections of podcasting.   Key Takeaways: People don’t want to connect with companies, they want to connect with people. The selling techniques of yesteryear d...

In this episode, Steve Fretzin and Daniel Steinberg discuss: How Daniel’s professional journey lead him to creating lawbrokr. Differentiating yourself enough to find your clients.  Branding and specialization.  Creating a strong experience in legal.    Key Takeaways: It is okay to fail. If you don’t try, you won’t have the opportunity to succeed or fail.  Your firm needs to live everywhere consume...

In this episode, Steve Fretzin and Dave Zumpano discuss: Knowing before you no.  Distinguishing yourself in what you can do for the client, beyond the typical answer.  Systems as a key fundamental of your business.  Measuring everything you do, and doing that purposefully.    Key Takeaways: Success comes by not stopping at the first “no.” Money is a byproduct of the value you create. If you create...

In this episode, Steve Fretzin and John Cannon discuss: Overcoming the fear barrier and using that growth to strengthen the foundation of your firm.  Continued education for learning and expanding your knowledge to grow your law firm.  Changing your mindset and understanding the core of who you are.  Delegation, training, and managing the employees in your firm.    Key Takeaways: Use your drive ti...

In this episode, Steve Fretzin and Zack Glaser discuss: Challenges lawyers face in creating processes and procedures (and in documenting those).  Understanding how to use your email and other business products.  Creating efficiencies for both your, and your client’s, convenience.  Paying others to utilize your time in higher level tasks.    Key Takeaways: A project management software is at least...

In this episode, Steve Fretzin and Nequosha Anderson discuss: Cultivating relationships to reach your end goal.  The important aspects of building and maintaining relationships.  Creating conversations with those in spaces where you want to be.  The benefits to being a disruptor in your space.    Key Takeaways: You have to follow through and maintain top of mind with your clients and those in your...

In this episode, Steve Fretzin and Nicole Clark discuss: Better utilizing the data that you have access to.  Challenges lawyers have when presenting pitches.  Don’t assume you can’t access data just because it wasn’t previously accessible.  Asking questions, gathering data, and understanding insights.    Key Takeaways: You need to understand the goals in relation to the data of what the client is...

In this episode, Steve Fretzin and Deb Knupp discuss: The six viable selling styles that work for all lawyers.  Relationship building no matter your personality or sales style.  Time management, even when it is crazy busy.  Helping others to help yourself.    Key Takeaways: There is not one singular way to do business development and become a rainmaker.  Introversion and extroversion are not corre...

In this episode, Steve Fretzin and Brian LaBovick discuss: Creating focus for success.  Understanding who you are and who you want to be, personally and professionally.  Leveraging challenges to rise to new heights.  Serving your community with the intent of serving, while still maintaining your brand.    Key Takeaways: Whatever you need in your life, give first and the world will bring it back to...