BE THAT LAWYER

In this episode, Steve Fretzin and Carrie Smith Trabue discuss:Standing out by being different. Carrie’s transition from practicing law to legal recruiting. What sales actually is (and it’s not a dirty word). Things lawyers need to do to protect themselves in a downturn.  Key Takeaways:Building a book of business gives you more freedom in your career, both at your current firm and for wherever your career path takes you. You are selling all day long without even realizing it. It’s about relationship building. As a lawyer, the biggest job security you can have is to have a book of business. That's the only way to be 100% bulletproof.You have to advocate for yourself and develop relationships with other people.  "With emotional hooks, it's about showing your face…participating in things, inviting other inviting partners or people within the firm to lunches or coffees, and it's about being likeable. Taking the time to actually develop those relationships is important for you, and it's actually a great investment in where you work." —  Carrie Smith Trabue Connect with Carrie Smith Trabue:  Website: https://carringtonlegal.com/Website: https://www.carrington-smith.com/Email: carrie@carringtonlegal.comBook: https://www.carrington-smith.com/orderLinkedIn: https://www.linkedin.com/in/carriesmithtrabue/Twitter: https://twitter.com/CarringtonLegal 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: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Jack Zinda discuss:Maintaining cash flow while building a practice. Building a thriving practice in a tough area.Planning, coaching, and continuous learning. Tips for growing a sustainable practice.  Key Takeaways:You do not have to do only one thing to bring in work. Find a couple of options that work for you and make time to do both. Take the time to invest in your business skills. There are many out there who have done what you want to do - learn from their roadmap. Coaching allows you to learn, not just from the coach, but also from all the experience they’ve had working with other people. Know what it is that you want and have a clear, direct plan for getting there.  "A lot of people don't think of business development as a repeatable process. They think of it as luck or making friends, but, it’s actually about being intentional with the actions that will lead to the outcomes that you want." —  Jack Zinda Connect with Jack Zinda:  Website: https://www.zdfirm.com/Show: https://www.zdfirm.com/the-effective-lawyer/LinkedIn: https://www.linkedin.com/in/johnjackzinda/Twitter: https://twitter.com/ZindaLawGroupFacebook: https://www.facebook.com/ZindaLawGroup/Instagram: https://www.instagram.com/zindalawgroup/ 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: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Mike Capuzzi discuss:Writing a quality book to stand out from the crowd. Why you should write a shook. Self-publishing versus working with a publisher versus a hybrid approach. Getting the buzz of the book out.  Key Takeaways:Most people have not written a book. It is a way to differentiate yourself from your competition. Writing a shook - a short, helpful book - is a great option as most people don’t have time or attention spans for longer books. Self-publishing gives you more control than you would have with a big publisher. However, it does mean you have more responsibility for marketing and promoting your book. The key thing is the relationship you have - this may be online, on various social media platforms, or even with local businesses where your potential clients may be.  "When you are a book author of a quality book, it definitely positions you differently. In this day and age, a lot of people put a lot of respect on quality book authors." —  Mike Capuzzi Connect with Mike Capuzzi:  Website: https://bitesizedbooks.com/Website: https://mikecapuzzi.com/Podcast: https://authorfactor.com/LinkedIn: https://www.linkedin.com/in/mikecapuzzihelps/Get your FREE copies of Mike’s Magic Kit here!: https://mikecapuzzi.com/magic 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: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Mathew Kerbis discuss:Time management efficiently and effectively with technology.Utilizing a client portal.Meeting your clients where they are and going where the market is.Offering more affordable, transparent pricing. Key Takeaways:Put it on your calendar. If you can stick to your calendar, building the habits becomes easier.You have to get your technology in order for everything to be streamlined and automated if you’re looking at moving to a subscription model.There is always an opportunity to layer on a subscription no matter what practice area you are in.Everyone is on subscriptions that they want and need and they don’t bat an eye at it. "A subscription model is finding a way to deliver value on at least a monthly basis. You’ve got to actually provide real value for what you're charging your client on a month-to-month basis." —  Mathew Kerbis Connect with Mathew Kerbis:  Website: https://subscriptionattorney.com/LinkedIn: https://www.linkedin.com/in/mathewrobertkerbis/Twitter: https://twitter.com/MathewKerbisLaw Subscribed Podcast: https://lawsubscribed.com/Book Reference: https://www.amazon.com/Subscribed-Subscription-Model-Companys-Future/dp/0525536469 Episode References: Fidu: https://www.fidulegal.com/Rally: https://www.rallylegal.com/Suite Dash: https://suitedash.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: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Chris Dreyer discuss:Moving out of a scarcity mindset. Why niching will open up opportunities for you. Being perceived as an expert and increasing conversions. Finding a niche in your passion.  Key Takeaways:Have broader experiences and then find your niche. Finding your niche will make your business development even more streamlined and efficient as you will eliminate waste that you never recognized. When you niche, you are not a blank canvas and are having to create custom products each time. What you do becomes repeatable. Focus on how you are going to be different, how you can stand out, and how you are going to generate business.  "If you're thinking about niching, it doesn't mean you have to say no to other things, it gives you optionality." —  Chris Dreyer Connect with Chris Dreyer:  Website: https://rankings.io/Website: https://chrisdreyer.co/Book: https://chrisdreyer.co/books/Show: https://chrisdreyer.co/podcast/YouTube: https://www.youtube.com/channel/UCiRS7BCssVkGrxcNsxCCa6QLinkedIn: https://www.linkedin.com/in/chrisdreyerco/Facebook: https://www.facebook.com/chrisdreyerco/Instagram: https://www.instagram.com/chrisdreyerco/?hl=en 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: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Chris Engelman discuss:Understanding what your client is looking to do and what their challenges are. Common mistakes lawyers make with their finances. Similarities between wealth management advisors and lawyers. Be proactive in building your client relationships.  Key Takeaways:Take a step back and think. Newspapers are in the business of selling newspapers and what sells is bad news. There is risk in both small firms and law firms. The types of risks being made are just different. People will spend what they make. Working with a financial planner will allow you to spend that money wisely for your future and what you want out of your life. Your wealth advisor should be treating your money the way they treat their own.  "It's knowing how these clients are going to tick. Knowing what their hot buttons are, what they're concerned about, what's going on with their family, what's going on with their health, and being a real human being." —  Chris Engelman Connect with Chris Engelman:  Website: https://www.parksideinv.com/Email: chris.engelman@parksideinv.comLinkedIn: https://www.linkedin.com/in/chrisengelmancfa/ 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: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 James Grant discuss:Hiring a business coach early in your law firm. Missteps along the journey to having a successful law firm. Why you need to understand your numbers. Time blocking, not multitasking.  Key Takeaways:Coaches may be expensive, but if you are getting a 10x return or more on that investment, it is absolutely worth it. If you are cheap in your law firm, you will reap what you sow. In hiring an attorney, they should be producing profit for the firm within 4-6 weeks.You might be a great attorney with a great mind, but if you aren’t running a good business your client will not be getting the best service.  "You may not be the best numbers person, but don't be afraid of the numbers; the more you know, the better decisions you can make based on objective metrics." —  James Grant Connect with James Grant:  Website: https://www.gtakg.com/Phone: 833-4TheWinYouTube: https://www.youtube.com/channel/UCc6YLXt4TEKCgZluDLkzwOQLinkedIn: https://www.linkedin.com/in/james-grant-ba0b5328/Facebook: https://www.facebook.com/georgiatrialattorneysInstagram: https://www.instagram.com/accidentattorneyjg/?hl=enTikTok: https://www.tiktok.com/@accidentattorneyjg 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: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Mickie Kennedy discuss:The evolution and power in press releases.What to look for when sending out a press release and who to send it to.Types of press releases to get noticed.Being interesting and an authority in your space. Key Takeaways:Most journalists are open to being reached and are on Twitter, however, they do often rely on the wire as they are often on deadlines and it helps to narrow down the information.Something with a good story is worthy of a press release. Stories will get coverage.Look for anything unique or newsworthy. The subject is more important than the release itself.If you build a relationship with journalists (particularly locally) they are more likely to think of you and quote you on a regular basis. "Another thing that works really well with attorneys is being contrarian. If you have a contrarian viewpoint on a major issue, you stand the chance that you'll get picked up every time they mention this issue because journalists like to be objective, and they like to cover both sides." —  Mickie Kennedy Connect with Mickie Kennedy:  Website: https://www.ereleases.com/LinkedIn: https://www.linkedin.com/in/publicity/Twitter: https://twitter.com/ereleasesFacebook: https://www.facebook.com/ereleases.press.release.distributionFree Master Class on Building a PR Campaign: https://www.ereleases.com/plan Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/Practicepanther: https://www.practicepanther.com/  Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: Steve@Fretzin.comBook: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Judy Dang discuss:Moving past the perils of perfectionism. Embracing imperfection and being open to failures. Findings from Judy’s upcoming book, Perfect Enough. Getting comfortable with precision, not perfection.  Key Takeaways:You are successful despite your perfectionism, not because of it. Perfectionists tend to be more motivated and engaged at work, however, the disadvantages far outweigh those positives - burnout, anxiety, and depression among them. There is a difference between healthy striving and perfectionism. Most of the tasks you do can be judged by pass or fail, rather than a specific grade. Not everything needs to be done to absolute perfection.  "Perfectionism is rooted in a fear, failure, and feelings of inadequacy." —  Judy Dang Connect with Judy Dang:  Website: https://avidatwork.com/Book: https://avidatwork.com/book/LinkedIn: https://www.linkedin.com/in/judydang/YouTube: https://www.youtube.com/channel/UCD63K-Jy8ZeKOd0pJSZraKQFacebook: https://www.facebook.com/judydangsf Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: Steve@Fretzin.comBook: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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 Michael DeLon discuss:Looking for fit, not just for business. Using books to grow your business. Credibility, authority, and thought leadership. Discovering your story.  Key Takeaways:Having a book makes you an expert on that topic. It gives instant credibility. Working with a company like Paperback Expert allows you to speak to write your book, not physically write it yourself. In our culture, it is near sacrilegious to throw away books. Giving a physical book is more likely to be kept (or shared further down the line) than something like a business card or ebook. Tell the story that only you can tell. People remember stories. People connect through stories.  "It's your story. People are going to choose you; they're going to buy you more than what you can do for them. How or why are they going to choose you? You want people who connect with you." —  Michael DeLon Connect with Michael DeLon:  Website: https://paperbackexpert.com/Show: https://paperbackexpert.com/interviews/LinkedIn: https://www.linkedin.com/in/michaeldelon/Twitter: https://twitter.com/MichaelDeLonCredibility Calculator: https://thecredibilitycalculator.com/ Thank you to our Sponsors!Legalese Marketing: https://legaleasemarketing.com/Moneypenny: https://www.moneypenny.com/us/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinFacebook: Fretzin, Inc.Website: Fretzin.comEmail: Steve@Fretzin.comBook: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business 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.