BE THAT LAWYER

In this episode, Steve Fretzin and Catherine O’Connell discuss:Being your own brand in a solo firm. Maneuvering through a list of contacts and utilizing organizational contacts. Tips for handling meetings with Japanese clients. Greetings and etiquette for leaving meetings.  Key Takeaways:What is risky to one person, may not be considered a risk by other individuals. In Japan, introductions are your gold medal door opener - don’t cold call, because the relationship matters more. When you are working with different cultures, you have to understand the social context of what people are saying rather than the exact definition of the words being said. Having a digital business card is becoming a new trend as the world learns to continue networking in a COVID and post-COVID world.  "Working in Japan, and being successful here, is all about the long game. You've really got to be here and invest in relationships. It will take a long time until you can actually build up enough rapport with somebody to have a business relationship with them." —  Catherine O’Connell Connect with Catherine O’Connell:  Website: https://www.catherineoconnelllaw.com/Show: https://www.catherineoconnelllaw.com/podcastLinkedIn: https://www.linkedin.com/in/oconnellcatherine/Twitter: https://twitter.com/oconnelllawyer 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, Robert Plotkin, and Cynthia Gilbert discuss:Relationships at the root of all business and networks.Business development as a learned skill, regardless of personality.Commitment and the art of the follow through.From generalization to specialization. Key Takeaways:Different environments are better for different people. Know yourself and speak to people who are doing what you are thinking of doing.Be cautious about being too transactional in any networking situation.Connections allow you to offer your clients fuller service than you would be able to do otherwise with only your firm.People are more likely to remember a specialist than they are to remember a generalist. "Although we are small and highly specialized, what we want to do is to be able to provide the client with the effective equivalent of a fuller service firm by being able to connect them with the other services that they need." —  Robert Plotkin Connect with Robert Plotkin & Cynthia Gilbert:  Website: www.robertplotkin.com.Website: https://blueshiftip.com/Show: https://blueshiftip.com/podcasts/Blueshift IP LinkedIn: https://www.linkedin.com/company/blueshift-ip-llc/Robert’s LinkedIn: https://www.linkedin.com/in/robertplotkin/Cynthia’s LinkedIn: https://www.linkedin.com/in/cynthiagilbert/Twitter: https://twitter.com/blueshiftipFacebook: https://www.facebook.com/BlueshiftIP/ 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 Bob Kohn discuss:How Zoom and online connection has changed networking and opened more doors.Challenges lawyers are facing while growing a law practice.The power of a community of allies.Moving from planning to doing and really learning. Key Takeaways:Things do change and will change with little to no notice. By being in control of your own book of business you will have more control over your career.Things will change - people who learn marketing skills will do better both when times are good as well as when times are bad.Being “busy” is an excuse. Understand the obstacles that are stopping you from business development (and it’s not time).Just get started - do something productive that will take you in a positive direction. "Business development should be fun, it should be fulfilling. Business development is really a process of building your community. It's a community of allies, and it's a game changer." —  Bob Kohn Connect with Bob Kohn:  Website: https://www.kohncommunications.com/Email: bob@kohncommunications.comBook: https://www.kohncommunications.com/publications/Phone: 831-643-9939LinkedIn: https://www.linkedin.com/in/robert-kohn-2117a414Twitter: https://twitter.com/kohncomm 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 Scott Rahn discuss:The importance of people and community. Building law firm culture. Benefits of great culture, detriments of a poor culture. Modernizing the suggestion box and put your money where your mouth is.  Key Takeaways:You can only do so much well. Focus on what you do well and hunker down in that area.Your law firm culture is the glue that binds you. Show your employees that you care and that they matter. While we are all separated this is especially important to double down on your culture.As people, we are stronger together.  "If you haven't made people feel welcome, safe, and appreciated, you're gonna have a hard time retaining them." —  Scott Rahn  Connect with Scott Rahn:  Website: https://rmolawyers.com/Email: rahns@rmolawyers.comPhone: 424-320-9444YouTube: https://www.youtube.com/channel/UClDQzEOOKbGFULmXpdIPEnA/videosLinkedIn: https://www.linkedin.com/in/scott-rahn-trust-estate-probate-litigator-7b71602/Twitter: https://twitter.com/rmolawyers 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 Sami Azhari discuss:Networking as a referral source.Qualifying referral sources and keeping an open mind.There is always time to be a thought leader - the law is always evolving.The power of social media and leveraging your work. Key Takeaways:You can be the most brilliant lawyer, but if you can’t generate business you’re not going to be successful.There's always opportunities to be made, there's always a way that you can network with someone and get something out of it.Look at how you are leveraging the interactions you have, the people you meet, and the work you do. There is time and effort that goes into all of your networking.The biggest way to get noticed is not necessarily getting people to view your profile, but by showing that you're active and commenting on other people's posts. "You have to want it. If you don't want it bad enough, there's somebody else out there that wants it worse than you do. If you're not out there hustling, it's just going to be a little difficult to sustain a practice and it's certainly going to be impossible to build one." —  Sami Azhari Connect with Sami Azhari:Website: azharillc.comEmail: sazhari@azharillc.comFacebook: facebook.com/AzhariLLCTwitter: twitter.com/SamiAzhari1LinkedIn: linkedin.com/in/sami-azhari-60157525 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 Steve Adams discuss:The cultural addiction to distraction and how it is affecting your work. Productive and destructive health habits. Using your prime time for your prime tasks. Living a healthier, better life.  Key Takeaways:Physiology, psychology, and engineering your lifestyle are key to your peak performance. You've got to take care of the billion dollar asset, which is you - your body. You only get one brain and one body, and it is a big part of being highly productive. Automate everything you can. Every decision you make in the morning wears down your capacity for what you can do in each day. Sleep needs to become your number one task every day. "Your addiction to distraction is costing you your fortune." —  Steve Adams Connect with Steve Adams:  Website: https://tigerpi.com/Book: https://tigerpi.com/bookpdf/LinkedIn: https://www.linkedin.com/in/steveladams 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 Strohmeyer discuss:Recognizing how lawyers and law firms are different from other types of companies.Definition of customer service for a law firm. Minimize the things that don’t help you solve the problem your clients bring to you.Take care of your referral partners with exceptional service as that is where your primary business comes from.  Key Takeaways:We are all selling some sort of product and it is, primarily, one of three flavors: stuff, results, or entertainment and fun. Understanding what type of business you are changes how you do customer service. By focusing on what you do, you aren’t getting distracted with other areas of law that are outside your area of focus. Consider what is good for your staff, not just your client. Get the right people in the right jobs to do things for you - you, as the lawyer, cannot do everything all the time.  "Most of this service isn't about spending more money. Clients aren't looking for you to shower them with gifts and making sure your office is decked out in marble and glass. It's taking care of things for them and making it easy." —  John Strohmeyer Connect with John Strohmeyer:  Website: https://www.strohmeyerlaw.com/Show: https://www.fivestarcounsel.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 Tom Latourette discuss:The three levels of why and looking beyond the apparent reasons. Finding the quantified cost, not just the story of what happened. Generating traction to get in the door for the sales call.Questioning, curiosity, and focusing on the client for best results.  Key Takeaways:The first or second conversation you have with a client or potential client should be a discovery call - it should be all about them, not about your credentials. Take the time to explore both the hard costs, as well as the soft costs. When prospecting, think about what is going on in someone else’s world. Reinforce the initial pain point from the discovery call to remind clients and customers why they are continuing to work with you.  "We need to get customers to really see that price is different than the total cost of what I pay when I'm working with somebody." —  Tom Latourette Connect with Tom Latourette:  Website: https://www.m3learning.com/Phone: 847-528-2738Email: tom@m3learning.comLinkedIn: https://www.linkedin.com/in/tom-latouretteTwitter: https://twitter.com/tomlatourette 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 Yaworsky discuss:Lessons John has learned from big budget projects and has been able to apply to small budget projects. The evolution of video marketing and production.Getting more content out of your videos and three tips for the DIY attorney. Understanding when to DIY your videos and when to work with a production expert.  Key Takeaways:Media literacy now includes being able to produce a video. Blogs aren’t getting as much attention as they used to, but video and audio are becoming more common and more efficient for many individuals.It is better to do three one-minute videos, than one six-minute video.An audience will forgive bad lighting and bad camera angles, but they will not forgive bad audio.  "For business, it makes sense to get the point across quickly or mention you're going to get the point across quickly. It's better to do three, one-minute videos than one, six-minute video. Keep it short, keep it concise, keep them wanting more." —  John Yaworsky Connect with John Yaworsky:  Website: http://nimbledigitalmedia.com/   Email: john@nimbledigitalmedia.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 Alex Stamatoglou discuss:Making the decision to work with a coach.Understanding what you want to actually do and accomplish in your career. Business development - it’s not selling, pitching, and convincing.Developing business and sustaining the work you are bringing in.  Key Takeaways:Do the little things that you know you need to do, trust the process, and it will lead to clients and revenue. Business development is more than “just get out there.” Working with a coach can help you to find structure and direction in your business development. Offer help to others and follow through. You are not the right person for everybody, but you are the right person for some people.  "Many people are willing to help as long as you ask, but you’ll never know if you don’t ask." —  Alex Stamatoglou Connect with Alex Stamatoglou:  LinkedIn: https://www.linkedin.com/in/alexstamatoglou/Phone: (708) 228-6284 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.