BE THAT LAWYER

In this episode, Steve Fretzin and Gary Winter discuss:How practicing law is like flying an airplane.Must have technology to run your firm.Evolution of the legal industry.Working remotely and building a strong team. Key Takeaways:If you approach your practice of law as a business, it eases the stress of the business side, because that is what it is.Managing a team in a remote environment is different than when you’re in the office.If you give your employees an opportunity to interact, they will do so, even if they aren’t actively in the same office.If you’re utilizing digital practice management, use the whole thing. Don’t be partly on, partly off. "The practice of law is a business. It does need systems, it does need checklists, it does need organization. You have to approach it that way. It actually takes the stress factor down when you do that." —  Gary Winter Thank you to our Sponsors!LegalEase Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Episode References: The Client-Centered Law Firm: How to Succeed in an Experience-Driven World by Jack Newton: https://www.amazon.com/Client-Centered-Law-Firm-Succeed-Experience-Driven/dp/1989603327/Slack: https://slack.com/Bonusly: https://bonus.ly/Sweet Process: https://www.sweetprocess.com/Lawmatics: https://www.lawmatics.com/Case Status: https://www.casestatus.com/Clio Legal Trends Report: https://www.clio.com/resources/legal-trends/ Connect with Gary Winter:  Website: https://lawvex.com/Email: gary@lawvex.comLinkedIn: https://www.linkedin.com/in/garylwinter/Twitter: https://twitter.com/garywinterlaw Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: Steve@Fretzin.comBook: Legal Business Development Isn't Rocket Science and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911  Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Jennifer Gillman discuss:Jennifer’s transition from litigation practice to legal recruiting.Why many lawyers are unhappy. The importance of a book of business. Growing and enjoying your career.  Key Takeaways:There are a lot of differences from firm to firm. If you are unhappy in your job, it may not be the job itself, but it could be where you are working, what you are working in, or who you are working with. Cross-marketing allows you to bring in business in a different area even when your area of law is slower. Having a book of business gives you leverage, both at your current firm, and if you choose to leave. If you want to have freedom in your career, you need to have your own clients.  "If you have your own clients and you don’t like where you are, you don’t have to stay." —  Jennifer Gillman Episode References: The Go Giver by Bob Burg: https://thegogiver.com/ Connect with Jennifer Gillman:  Website: https://gillmanstrategicgroup.com/LinkedIn: https://www.linkedin.com/in/jennifer-gillman-law-firm-matchmaker/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: Steve@Fretzin.comBook: Legal Business Development Isn't Rocket Science and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911  Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin, Gary Johnson, David Ackert, Steve Seckler, and Sharon Ve discuss:Getting more value from your presentations.Qualifying prospective clients. Building referral sources.The hidden power of being an introvert. Key Takeaways:Your ideal client will not be the same as someone else’s, even if you are in the same practice area, because you both have different strengths and focuses. Empower your team who are handling intake to ask the right questions with empathy and get back to people in a timely manner.Communicate in the way that the people you are talking to want to communicate.Mindset is one of the most important aspects of networking. "Just like technology is constantly evolving, allow yourself to evolve as well. Because when you allow yourself to evolve, and making different tweaks to adjust to serve younger clients, or clients who have different needs, it's not going to be as painful as would be a complete shift from not doing anything to having to learn everything and do everything differently." —  Sharon Ve Thank you to our Sponsors!LegalEase Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Connect with Gary Johnson:  Website: j2marketingconsultants.comLinkedIn: linkedin.com/in/j2marketingconsultantsTwitter: twitter.com/j2consultants Connect with David Ackert:  Website: https://www.ackertinc.com/LinkedIn: https://www.linkedin.com/in/davidackert/Twitter: https://twitter.com/DavidAckert Connect with Steve Seckler:  Show: https://counseltocounsel.libsyn.com/LinkedIn: https://www.linkedin.com/in/stephenseckler/Twitter: https://twitter.com/stephenseckler Connect with Sharon Ve: Website: https://www.theinspiredattorney.co/Website: https://www.sharonve.com/Email: sharon@theinspiredattorney.coShow: https://www.theinspiredattorney.co/podcastYouTube: https://www.youtube.com/channel/UCctDNiTtEByHBIH5sPOczZg? LinkedIn: https://www.linkedin.com/in/sharonve/Facebook: https://www.facebook.com/TheInspiredAttorney/Instagram: https://www.instagram.com/theinspiredattorney/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: Steve@Fretzin.comBook: Legal Business Development Isn't Rocket Science and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911  Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin, Gary Johnson, David Ackert, Steve Seckler, and Sharon Ve discuss:Changes to make in marketing as we go into recession.Planning for success in 2023.Building a vetted, powerful, networking cohort.Marketing versus business development (and why both are important). Key Takeaways:Double down on what you are really good at, what you like to do, and those relationships you already have built.Anticipate your client's needs and plan for the opportunities and things they need that you can help with.When you’re planning, write down every idea - it doesn’t have to be good, it just has to be down. From there you can prune down the list and get to the heart of what is most important to your business practice.Think about who you are having business meetings with. Some people are going to be better for networking than others. "Look at the activities that you are really good at, and really thrive in. In a recessionary time, we need to double down on the things we are really good at because we’re going to be more effective in our business development when we do those things." —  Gary Johnson Thank you to our Sponsors!LegalEase Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Connect with Gary Johnson:  Website: j2marketingconsultants.comLinkedIn: linkedin.com/in/j2marketingconsultantsTwitter: twitter.com/j2consultants Connect with David Ackert:  Website: https://www.ackertinc.com/LinkedIn: https://www.linkedin.com/in/davidackert/Twitter: https://twitter.com/DavidAckert Connect with Steve Seckler:  Show: https://counseltocounsel.libsyn.com/LinkedIn: https://www.linkedin.com/in/stephenseckler/Twitter: https://twitter.com/stephenseckler Connect with Sharon Ve:  Website: https://www.theinspiredattorney.co/Website: https://www.sharonve.com/Email: sharon@theinspiredattorney.coShow: https://www.theinspiredattorney.co/podcastYouTube: https://www.youtube.com/channel/UCctDNiTtEByHBIH5sPOczZg? LinkedIn: https://www.linkedin.com/in/sharonve/Facebook: https://www.facebook.com/TheInspiredAttorney/Instagram: https://www.instagram.com/theinspiredattorney/  Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: Steve@Fretzin.comBook: Legal Business Development Isn't Rocket Science and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911  Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Jonathan Zacks discuss:Finding a solution for efficiency. Automation for better running your business. Apps and programs to make your life easier. Focusing to improve communication with your customers and employees.  Key Takeaways:Technology is constantly changing. Take advantage of it for solving the problems it can solve, but don’t assume it can solve all of your problems. GoReminder is built to help eliminate no-show appointments. Set your review request up automatically with a feedback request from your client. You can send them to a review site for good feedback, and directly to your office for bad feedback. Make 2023 the year of one thing. You don’t have to do 20 different things to make everything work.  "There are certain problems that people just don't realize that technology and automation specifically can solve." —  Jonathan Zacks Episode References: Superhuman: https://superhuman.com/  Connect the Dots: https://ctd.ai/Zapier: https://zapier.com/Good to Great by Jim Collins: https://www.amazon.com/Good-Great-Some-Companies-Others/dp/0066620996 Connect with Jonathan Zacks:  Website: https://www.goreminders.com/LinkedIn: https://www.linkedin.com/in/jonathan-zacks/Twitter: https://twitter.com/jozacksInstagram: https://www.instagram.com/jonnoz/Get Your FREE Guide on How to Maximize Your Appointment Show Up Rate: https://www.goreminders.com/appointment-show-up-maximizer Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: Steve@Fretzin.comBook: Legal Business Development Isn't Rocket Science and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911  Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Angela Dunz discuss:Diving into LinkedIn now, even if you didn’t get started from the beginning. How LinkedIn is different from other social media platforms. Client-focused LinkedIn profiles. Optimizing your LinkedIn, cleaning up keywords, and being clear about what you do.  Key Takeaways:LinkedIn is more than a database, it’s a relationship builder. It is a business development tool, not just for job seekers. LinkedIn is the only consciously designed B2B platform on the planet.Build your strong personal brand and back it up with a strong professional brand - that is how you become a standout rainmaker. LinkedIn searches are word only - get your keyword in there as many times as you can.  "LinkedIn is about your ideal, entry-level client. Make it focused on who you serve, the problem you solve, and the results that you bring, and you’ll have a much better chance of winning on LinkedIn." —  Angela Dunz Episode References: The Big Leap by Gay Hendricks: https://www.amazon.com/Big-Leap-Conquer-Hidden-Level/dp/0061735361 Connect with Angela Dunz:  LinkedIn: https://www.linkedin.com/in/angeladunzWebsite: https://www.angeladunz.com/YouTube: https://www.youtube.com/channel/UCVk1e69o2uq_jIgLR6ZsgsA Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: Steve@Fretzin.comBook: Legal Business Development Isn't Rocket Science and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911  Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Rich Woo discuss:Establishing habits to accomplish your goals. Creating strong relationships to help those around you. The systems of building a relationship-based network.Wide versus deep in relationship building.  Key Takeaways:There is value in people, relationships, and caring for others. This will help you to become a better relationship person and a better networker. Networks, at the core, are relationships. They happen over a long period of time of care and value exchange, not over single cups of coffee. Have a way to keep in touch with everyone in your network. It doesn’t have to be the same for everyone, but there should be some type of system in place. Powerful networking happens when you get to know the other’s heart and mind, even if you don’t yet know their business.  "I always think about kind of three characteristics that we look for in those specific centers of influences: folks that advocate for you, that have influence, and are connected." —  Rich Woo Episode References: Atomic Habits by James Clear: https://www.amazon.com/Atomic-Habits-Proven-Build-Break/dp/0735211299The Power of Habits by Charles Duhigg: https://www.amazon.com/Power-Habit-What-Life-Business/dp/081298160XGive and Take by Adam Grant: https://www.amazon.com/Give-Take-Helping-Others-Success/dp/0143124986 Connect with Rich Woo:  Website: https://catalyst.nm.com/Email: richard.woo@nm.comPodcast: https://podcasts.apple.com/us/podcast/the-power-of-connections/id1652852523YouTube: https://www.youtube.com/@northwesternmutualLinkedIn: https://www.linkedin.com/in/richwoo/Instagram: https://www.instagram.com/rich_woo Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: Steve@Fretzin.comBook: Legal Business Development Isn't Rocket Science and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911  Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Jeremy Poock discuss:Designing and brokering your exit strategy. Building your law firm like the business it is. How to implement trust transfer. Selling the machine that you created.  Key Takeaways:At some point, solo lawyers will need to look at their law firm as a business and build it in the way that it will work for them and is something that they might be able to sell in the future. In the Senior Attorney Match model, trust is the flux capacitor that will allow you to transfer your firm (where people are coming to you) to another senior attorney whom you also trust.Even in a solo firm, you do not need to use your name to name your law firm. There is power in brand names and in creating brand value. The winningest meetings happen when there is synergy between the senior attorney, looking to leave, and their younger protege looking to take over.  "Trust transfer is our flux capacitor. We're transferring the trust that our clients that a senior attorneys clients have in that senior attorney. We are transferring that trust to a successor attorney." —  Jeremy Poock Episode References: Gary Vee: https://garyvaynerchuk.com/Connect with Jeremy Poock:  Website: https://www.seniorattorneymatch.com/LinkedIn: https://www.linkedin.com/in/jeremypoock/Twitter: https://twitter.com/srattorneymatch Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: Steve@Fretzin.comBook: Legal Business Development Isn't Rocket Science and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911  Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Keri Sicard discuss:Creating a truly virtual IP firm. Pitfalls of the current law firm model. Promoting collaboration (even through a commission model). Connecting and building culture in a virtual environment.  Key Takeaways:The partnership law model was created in the early part of the 1900s. The world has shifted drastically in the last 100 years, but the law industry has not. Breaking the traditional law model format allows you to increase the attorneys take home from each of the cases. There are ways to connect and be together as a team without being in the same place and in the same office. Find your own happiness. That will look different for everyone, so don’t take your cues based on what someone else finds joy and fulfillment in.  "There are more people, like me, that don't care about being partner. They just don't want to have to work their life away. I would go five days in a row without seeing my kids when they were two, four, and six. And I don't ever want anyone to have to ever do that." —  Keri Sicard Episode References: LawPay: https://www.lawpay.com/Book: Unfu*k Yourself: Get Out of Your Head and Into Your Life by Gary John Bishop Connect with Keri Sicard:  LinkedIn: https://www.linkedin.com/in/keri-sicard/Website: https://virtualipllc.com/Email: kes@virtualipllc.com Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: Steve@Fretzin.comBook: Legal Business Development Isn't Rocket Science and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911  Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Dr. Bill Saleebey discuss:Report versus rapport. Doing your research before networking with someone. Top tips for networking wide and deep (and for improving your elevator pitch).Deep diving into what people really do. Key Takeaways:Establishing rapport is one of the key elements of networking. You have to engage in rapport talk to really establish relationships. Build the relationship - talk less, listen more, and really connect with those you are meeting with. It takes multiple conversations to truly build a relationship and connect. Volunteer, get involved, do what you say you’re going to do, and do an outstanding job.  "My definition of networking is building mutually beneficial relationships over time. There's a lot in that - it's mutually beneficial, and it takes time." —  Dr. Bill Saleebey Episode References: Book: Click: Ten Truths for Building Extraordinary Relationships by George Fraser Connect with Dr. Bill Saleebey:  LinkedIn: https://www.linkedin.com/in/billsaleebeyWebsite: https://drbillsaleebey.com/Book: Networking in the Virtual AgeYouTube: https://www.youtube.com/user/billSaleebeyTwitter: https://twitter.com/DrBillSaleebeyFacebook: https://www.facebook.com/saleebeyInstagram: https://www.instagram.com/bill_saleebey/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practice Panther: https://www.practicepanther.com/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: Steve@Fretzin.comBook: Legal Business Development Isn't Rocket Science and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911  Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.