BE THAT LAWYER

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 ears and one mouth, use them proportionately. Treat others the way they want to be treated and you will be remembered as remarkable. Gather the baseline information before you jump to solutions or try and fix without understanding the client’s problem.  "In law sales and networking, you establish rapport and you use words, which are more important than the body. Words are be more important because I pay attention. Be present." —  Susan Ibitz Connect with Susan Ibitz:  Website: https://humanbehaviorlab.com/Email: susan@humanbehaviorlab.comYouTube: https://www.youtube.com/channel/UCsAwKi2NQchiXWrrMd9-uXALinkedIn: https://www.linkedin.com/in/susan-ibitz/Twitter: https://twitter.com/HBehaviorLabFacebook: https://www.facebook.com/SusanIbitzHBL  Instagram: https://www.instagram.com/humanbehaviorhacker/ 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 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 your own firm (or even just looking to grow your book of business) talk to everyone you know and make yourself known. Seek out a mentor and build relationships early on. They will require you taking action and will not just fall in your lap. You only need to do two things when you start to work with networking organizations: show up and do what you say you will do. You can build your book of business in non-traditional ways. Look at what you like to do, where you like to be, and who you like to connect with.  "I firmly believe that if you focus on business development, as a female attorney early on in your career, you truly can create your own path, you are in control of your own destiny. You may choose to stay in a firm, you may choose to launch your own firm, you may go in house, but you will have many more opportunities available to you." —  Jennifer Bullock Connect with Jennifer Bullock:  Website: https://bullocklegal.net/LinkedIn: https://www.linkedin.com/in/jenniferbullocklegal/Twitter: https://twitter.com/bullocklegalFacebook: https://www.facebook.com/flaemploymentlawyer/   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 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 linktree. Have a real person answer the phone. Focus on the end result, not on the vehicle for getting to that result.  "The way that you get someone to buy something is that when they're in so much pain, that the value of getting out of pain is greater than the value of the money. That's what attorneys need to learn how to do." —  Andy Stickel Connect with Andy Stickel:  Website: https://www.socialfirestarter.com/Book: https://freebookforlawyers.com/test-drive-1YouTube: https://www.youtube.com/channel/UCbRE2UVB83CCo4S9rFgZn0QLinkedIn: https://www.linkedin.com/in/andrewstickel/Twitter: https://twitter.com/andystickelFacebook: https://www.facebook.com/groups/marketingforlawyers/Instagram: https://www.instagram.com/andrew.stickel/Operation Underground Railroad: http://ourrescue.org/ 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 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 don’t work and often turn people away.There is a relationship that gets established between a podcast host and the audience that you don’t even realize is happening.It is all about consistency. "There's an intimacy that podcasts can create that the written ways of talking to people just don't." —  Kip Boyle Connect with Kip Boyle:  Website: https://www.cr-map.comPodcast: cyberriskopportunities.com/podcastLinkedIn: https://www.linkedin.com/in/kipboyle/Twitter: https://twitter.com/KipBoyleBook: https://www.amazon.com/Fire-Doesnt-Innovate-Executives-Practical-ebook/dp/B07M7KTZWX 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 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 consumers are online. There are so many opportunities to be a creator in today’s day and age. That allows you, as the lawyer, to create bite-sized content that can connect with consumers. Your interactions with your customer need to be more experiential than transactional.  "If you want to align with your customers, you need to really create and cultivate and explain things to them, and go above and beyond the scope, then what you did last year and the year before, and always be that 1% better every time you talk to that next individual, because it's all around the customer experience, or they're not coming back in every industry, not just legal." —  Daniel Steinberg Connect with Daniel Steinberg:  Website: https://www.lawbrokr.com/Email: daniel@lawbrokr.comLinkedIn: https://www.linkedin.com/in/dsteinberg9/Twitter: https://twitter.com/dslbkrFacebook: https://www.facebook.com/lawbrokrInstagram: https://www.instagram.com/lawbrokr/ 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 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 value, the money will come. Do something you love that has impact for others. If you can’t measure it, you can’t manage it. You need to know what you’re doing with your systems, your processes, your marketing, and your business development.  "Emotion doesn't pay the bills, what pays the bills is understanding your marketing, understanding what happened in the process, so that you can get good information and know how to make it better for them, as well as you, as you go forward." —  Dave Zumpano Connect with Dave Zumpano:  Website: https://eplawcenter.com/ & https://www.lawyerswithpurpose.com/  & https://guidr.legal/Email: dzumpano@eplawcenter.com & info@lawyerswithpurpose.comYouTube: https://www.youtube.com/user/LawyersWithPurpose3LinkedIn: https://www.linkedin.com/in/david-zumpano-a0208119a/Twitter: https://twitter.com/LawyersWPurposeFacebook: https://www.facebook.com/LawyersWithPurpose 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 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 time to continue to learn to strengthen your business, such as through podcasts or audiobooks. Change your mindset - you are a business owner who is also an attorney. Utilize your time wisely. Limit your time and limit what your focus is to make your goals more tangible and measurable. Everything you do that makes you a good lawyer can be documented.  "By having high quality content, putting it up on a regular basis, having search engine optimization that does well, having a website that gives lots of useful information and giving people the right answers, you're building the keys of marketing." —  John Cannon Connect with John Cannon:  Website: https://jpcannonlawfirm.com/Phone: 405-657-2323Email: john@jpcannonlawfirm.comYouTube: https://www.youtube.com/channel/UCP54Mu8Ug6IAHZCDfv1irmwLinkedIn: https://www.linkedin.com/in/john-cannon-8135b1140/Twitter: https://twitter.com/john_p_cannon_   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 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 as important, if not more important, than your case management software. If you aren’t paying for the product, you are the product. Paying for the product allows you to have a business agreement with the company and typically comes with higher confidentiality. If you don’t have a practice management software, you are already doing the work, it’s likely just less efficient and less organized. A CRM will save you time and money, if you use it right, in spaces like e-signing, and in the integration of your law practice management system.  "You have time. So go do those higher level tasks. Go out and make it rain. Go do those things that are going to get you more business, and still pay somebody to do those lower level things, or use technology to do those lower level things, because you can't pay somebody to go get you business." —  Zack Glaser Connect with Zack Glaser:  Website: https://lawyerist.com/ & https://tech4lawyers.com/LinkedIn: https://www.linkedin.com/in/zackglaser/Twitter: https://twitter.com/Zack_Glaser 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 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 network. Connect with people on more than just one level. Cultivating relationships long term allows you to build what you want to have. Cultivating relationships will open doors that, not only can you not open on your own, you may not even be able to touch it otherwise. Understand where your focus is and cast your net there and you will find those clients that you want to see and work with.  "It is definitely about cultivating relationships. That's how you succeed, especially in any service based industry. You don't even have to be the best practitioner, you just need to be the best person that can be remembered for that thing. And that's all about how you make people feel." —  Nequosha Anderson Connect with Nequosha Anderson:  Website: https://andersonlawfl.com/Podcast: https://www.puopodcast.com/YouTube: https://www.youtube.com/channel/UCvpMR_2n2lK-Vs_7Z2wBArQLinkedIn: https://www.linkedin.com/in/nequosha-anderson/Instagram: https://www.instagram.com/esquire44/?hl=en Facebook: https://www.facebook.com/andersonlawfl 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 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 facing in order to give great advice. Set your expectations with the client and help them to understand what they are likely to expect. There is a lot involved in the context of cases. Having insight and information makes it make or break for a client to believe you are the right attorney for them. More and more information is becoming available from state courts that was not available 5 or 10 years ago.  "If you go in prepared with information, you're going to actually feel like you can help your client and that carries across when you feel like you can really be helpful, and you're matched to be able to bring value to them." —  Nicole Clark Connect with Nicole Clark:  Website: https://trellis.law/Email: nicole@trellis.lawLinkedIn: https://www.linkedin.com/in/nicole-a-clark/ 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.