BE THAT LAWYER

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 correlated to sales success - the willingness to take action is. You can activate business development seeds during your standard client interactions. Pick your channel and do it with excellence.  "There are multiple paths in which lawyers can participate concretely, playing to business development strengths. If you don't seemingly have that gregarious networker personality, the great news is that's only one of six viable selling styles that absolutely work." —  Deb Knupp Connect with Deb Knupp:  Website: https://growthplay.com/Email: dknupp@growthplay.comLinkedIn: https://www.linkedin.com/in/deb-knupp-2694a21/ 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 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 you tenfold. Pick a direction and lean into it. Find the gifts as you move forward. When you get the right people in the right spots things will leap forward. Start with yourself. Get naked and be as honest with yourself as you can be to understand and embrace your values and mission.  "You can do right by your community, you can do right by the people that you're trying to serve. All the good that you put out in the world does not mean that you need to hide your brand and that your brand is here to do a job for part of the community as well." —  Brian LaBovick Connect with Brian LaBovick:  Website: https://www.brianlabovick.com/Website: https://www.labovick.com/Safety4Life: https://safety4life.org/Email: brian@labovick.comBook: https://www.brianlabovick.com/the-bookPhone: 866-LABOVICKYouTube: https://www.youtube.com/c/LaBovickLinkedIn: https://www.linkedin.com/in/brian-labovick-40032a9/Twitter: https://twitter.com/LaBovickLawInstagram: https://www.instagram.com/labovicklawgroup/Facebook: https://www.facebook.com/Florida.Lawyers/ 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 Leslee Cohen discuss:Building your own book of business to have freedom, including in a large firm. Finding what makes you unique and differentiates you in the market, then understanding how to communicate that difference. Joining and being fully involved in organizations. Giving leadership roles to those who may not yet have a book of business.  Key Takeaways:You need to believe in yourself and understand that you are, truly, bringing value to the table. It is all about giving - you just have to help others and you will always get something back. People remember a giver, they don’t remember a taker. Law firms can benefit from amazing women lawyers, even those who want to work part time. Your job is more than just being a good lawyer. You have to keep business development and relationship building in mind from day one.  "Without your own book of business, you only get so far within the ranks of a larger law firm." —  Leslee Cohen Connect with Leslee Cohen:  Website: https://www.allriselawyers.com/LinkedIn: https://www.linkedin.com/in/leslee-cohen-48820a6/ 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, Rena Paul, and Alison Trenk discuss:Ongoing wellness for professionals. Having individual tools that you can do daily that work for your life and wellness. Consciously re-regulating our bodies and focusing on our breathing. Finding ways you can get into your present life.  Key Takeaways:Start with the tiny things and bring mindfulness into your life and practice in small ways. It doesn’t have to be big grand things, just something you can do in your life everyday. As humans, we need to speak to our bodies and understand where we need to re-regulate our nervous symptoms. Focus on your breaking - making the exhale longer than the inhale is a surefire way to calm yourself.Learning more about yourself can help you be a more authentic lawyer.  "You need to be well so you can do well for others." —  Rena Paul Connect with Rena Paul & Alison Trenk:  Rena’s Website: https://alcalaw.com/Rena’s Email: rena@alcalaw.comAlison’s Website: http://www.alisontrenklcsw.com/Rena’s LinkedIn: https://www.linkedin.com/in/renapaul/Alison’s LinkedIn: https://www.linkedin.com/in/alison-trenk-ma-lcsw-9111685/ 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 Adam Arkfeld discuss:Sales and marketing working hand in hand. Diagnosing what is happening in your marketing. Who pay-per-click works best for. Tracking the data of your marketing campaigns.  Key Takeaways:Measurement creates integrity - the numbers don’t lie. You have to have clean metrics that you can rely on to understand what is happening with the marketing campaigns. Targeted and paid marketing changes rapidly, anything more than 6 months ago and it really is a different world. YouTube is an untapped market for most lawyers.  "The nice thing about running paid advertising is you can measure everything, and you can make every decision based on analytics and data. It's foundational for what we do and I think it should be foundational for all marketing, to be honest." —  Adam Arkfeld Connect with Adam Arkfeld:  Website: https://www.growwithprevail.com/LinkedIn: https://www.linkedin.com/in/adamarkfeld/ 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 Ken Crutchfield discuss:Thinking about the client first in building and growing your firm. The intersection between technology and relationships. Bringing in new talent to your firm (then retaining them). Looking to the future and understanding what your firm needs.  Key Takeaways:There is pressure on clients to be better, faster, and cheaper. You get to decide how your firm helps your clients to reach their goals. Keep a pulse and check in with your clients. You can’t just rest on your laurels and assume they will stay with you. There is a tension between the desire for more transparency in billing, as well as more flat fees. Understanding the generational differences between your lawyers is extremely important to bringing in and retaining employees.  "If you aren't mining and looking for talent in all places, you're not going to have the talent pool that you need to be successful." —  Ken Crutchfield Connect with Ken Crutchfield:  Website: https://www.wolterskluwer.com/enEmail: ken.crutchfield@wolterskluwer.comLinkedIn: https://www.linkedin.com/in/ken-crutchfield-95b79/Future Ready Lawyer Survey: https://www.wolterskluwer.com/en/know/future-ready-lawyer-2021 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, Margaret Burke, and Casey Blake discuss:Inefficiencies in technology and financial management in law firms. Daily inefficiency improvements. What happens when you wear too many hats. Your law firm as a business.  Key Takeaways:Anyone considering working with you, not just clients, are looking at your website. Make sure it is supporting what you want people to know. Having a diverse team, with mixed speciality areas, can assist you in better supporting and understanding your clients. Fix problems, don’t just cover them with a bandaid. Taking all the work on yourself, is only a bandaid. Let go and delegate to the right people. It is important to see your firm as a law firm and understand that it needs to operate in that fashion.  "Having a process in place really streamlines time and makes staff happier, because the staff end up, sometimes, doing extra work when there's not a process in place. The financial management and processes are critical." —  Casey Blake Connect with Margaret Burke & Casey Blake:  Website: https://www.kolibrilaw.com/Phone:  833-330-1633Email: cblake@kolibrilaw.com & mburke@kolibrilaw.comFacebook: https://www.facebook.com/KolibriLawSupport/Instagram: https://www.instagram.com/kolibrilawsupport/Kolibri’s LinkedIn: https://www.linkedin.com/company/kolibri-law-support-solutions/Margaret’s LinkedIn: https://www.linkedin.com/in/margaret-t-burke/Casey’s LinkedIn: https://www.linkedin.com/in/casey-blake-mosca-82a99324/ 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 Gary Miles discuss:The relationship between physical and mental health. The effects of social media. Drivers of good mental health and the benefits of having an attitude of gratitude. Changing your mindset and improving your health.  Key Takeaways:As humans, we compare our worst to other people’s best (what they post on social media). Being self aware is one of the biggest drivers of mental health. We need to be aware of our mindset and what we are thinking about. Accept everything as it is and just focus on yourself, your reaction, and your responses. Every day we have is a gift, don’t squander it.  "There are things in life we can control. What's the solution to that? Take action, whatever it might be in our business, our practice, or our relationships. But if we can't control it...try to not worry. It's easier to say than to do, and that's a practice like other things." —  Gary Miles Connect with Gary Miles:  LinkedIn: https://www.linkedin.com/in/gary-miles-j-d-88615922/Website: https://www.huesmanjonesandmiles.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 Eric Schurke discuss:From a three man start-up to CEO of Moneypenny North America. The benefits of having a chat feature on your website. Tips and ideas for resolving inefficiencies in your law firm. Taking care of the people around you.  Key Takeaways:A lot of people don’t manage their websites. However, if you can get a chat monitored, it increases the engagement and traffic to your site, and increases those who will convert into a new intake client. Engaging a company, such as Moneypenny, to answer your phone or website chat can take the weight off your staff, allowing them to be transferred to a more productive, or even profitable, position.There are only 2 ways you can extend your hours 24/7 - extending your staff, or outsourcing and looking at automation. Your people are extremely valuable - it is all about listening, trust, and caring for those on your team.  "We save law firms time and money by answering their phones for them. If you look at that, and you try to take care of the people around you, that right there alone is just magic." —  Eric Schurke Connect with Eric Schurke:  Website: https://www.moneypenny.com/us/LinkedIn: https://www.linkedin.com/in/eric-schurke-b26920/ & https://www.linkedin.com/company/moneypenny-usa/Instagram: https://www.instagram.com/lifeatmoneypenny/?hl=enTwitter: https://twitter.com/MoneypennyFacebook: https://www.facebook.com/HelloMoneypennyUS 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 Kim Stapleton discuss:Kim’s professional role as a business development executive at a law firm and how that impacts the firm. Being prepared for all sales and marketing conversations, as well as networking events (no matter the size). Best practices in business development. Utilizing your second degree connections.  Key Takeaways:Show up in someone’s inbox. Even though you may have met, being top of mind at the right time. Invite those you want to connect with to many different things. Something may be appealing that may not have originally been obvious. Verbalize your desire to work with someone during networking meetings. LinkedIn is one of the best marketing tools that you have in your arsenal - use it.  "I can pair up the right people with the right individuals, because it comes down to a relationship...Sales is different than marketing. Marketing is to the masses, but mine is...the relationship." —  Kim Stapleton Connect with Kim Stapleton:  Website: https://www.icemiller.com/Email: kim.stapleton@icemiller.comPhone: 312-726-8106LinkedIn: https://www.linkedin.com/in/kimstapletonbusdev/ 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.