BE THAT LAWYER

In this episode, Steve Fretzin and Walt Hampton discuss: The freedom that comes from discipline.  Identifying your personal high-value targets.  Enrolling and engaging others.  Connecting with the things that make our hearts sing to go the distance.   Key Takeaways: Without a plan, we are in high reactivity mode all day. With a detailed plan for the week, then we have a roadmap to follow.  Not eve...

In this episode, Steve Fretzin and David Ackert discuss: Reframing the mindset of business development.  Organic and inorganic business development.  Being organized in your outreach to those in your circles.  Stepping up to be a coach in your own right.    Key Takeaways: With changes due to the pandemic, a lot of networking and connection is needing to be more purposeful and intentional rather th...

In this episode, Steve Fretzin and Adriana Linares discuss: How technology can facilitate efficiency in the law industry.  The benefit of practice management programs.  Email and document management systems.  Integration of tech products to add efficiency affordably.    Key Takeaways: Two of the biggest issues with technology is that the training is not properly done and people don’t know how to u...

In this episode, Steve Fretzin and Neil Dishman discuss: Reasons to hire a business development coach (even if you seem really good at it already).  The importance of business development to both young and seasoned attorneys.  Clearing the head trash to learn how to develop your business.  Having quality questions and a confident process and approach.    Key Takeaways: From the beginning, you shou...

In this episode, Steve Fretzin and Matt Spiegel discuss: The value of CRMs in your law firm and what makes a good CRM.  What makes Lawmatics such a great program for lawyers.  Continuing your relationship with the client after the case has finished.  Relationships as the key to your success as a business.    Key Takeaways: There is going to be some thought and commitment to setting up your CRM pro...

In this episode, Steve Fretzin and Scott Becker discuss: Overcoming barriers to build your book of business.  Working with others, including a coach or mentor, to learn how to build your practice.  Building your practice in a niche.  Niche-centric and client-centric businesses.    Key Takeaways: Once you do the same thing 8-10 times, or more, people start to look at you as a serious professional t...

In this episode, Steve Fretzin and Jennifer Bennett discuss: What lawyers should be focused on to be successful in their practice or if a move (chosen or forced) is happening.  How women in law today are getting ahead and getting a seat at the table. Leveraging the current circumstances to get ahead and get to the next level.  Relationship building and networking as a core skill.    Key Takeaways:...

In this episode, Steve Fretzin and Brian Weinthal discuss: The lifetime skill of networking and business development.  Knowing what you do well, what you don’t do well, and doing both.  How business development is like baseball.  Why the key to networking is relationships.    Key Takeaways: The law is a sales and relationship job, even if they never tell you that in law school.  Failure is imperat...

In this episode, Steve Fretzin and Gary Johnson discuss: Building networking and marketing strategies based on your strengths and your target market, not just what everyone else is doing.  Tangible tactics to marketing your business.  Writing a strategic business development plan and tweaking it as needed.  Making connections and networking with TALENT.  Getting the most out of networking on Zoom...

In this episode, Steve Fretzin and Roy Sexton discuss: Defining business development and marketing, the relationship is between the two, and how best to integrate them.  Listening to the coaches you bring in until it is built and hardwired into your DNA.  Getting the full value out of your content and of social media.  Being engaged in the social media community.   Key Takeaways: Marketing shows y...

In this episode, Steve Fretzin and Jon Vegosen discuss: How Jon learned about the importance of relationships early in life and how it has affected his career. The benefits of being on one or multiple boards for both the lawyer as well as the board itself. Nothing ventured, nothing gained - keeping your higher purpose in mind will strengthen your position and your will. Building relationships that...

In this episode, Steve Fretzin and Justin Breen discuss: Looking for visionaries and seeing the ROI in PR.  Creating real value and relationships.  Tips and tools for lawyers to get ahead and build a better business.    Key Takeaways: Investments are investments, they aren’t a cost.  The most important thing about being in media is to get validity and credibility both short term and long term. Rai...

In this episode, Steve Fretzin and Kait LeDonne discuss: Branding, marketing, and sales - how are they different and how do they work together for you and your company.  The top mistakes companies and individuals make before going to market.  Narrowing your niche to become the expert in that specific area.  Keeping authentic with your branding.    Key Takeaways: People want to feel seen, heard, an...

In 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 busi...

In 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...

In 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 practice Treat your bu...

In 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 a...

In 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 tec...

In 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...

In 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 thi...

In 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 existin...

In 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, yo...

In 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 sacrifi...

In 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...

In 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...