BE THAT LAWYER

In this episode, Steve Fretzin and Rafi Arbel discuss:Persistence is a key element in long-term marketing and outreachThe impact of in-person networking on professional relationshipsBlending digital tools with personal follow-up strategiesSystem-building as a solution for scaling and stabilizing a business Key Takeaways:Attending legal trade shows and following up with structured CRM tools like HubSpot or even a spreadsheet is crucial for relationship-driven client acquisition.AI tools like Fathom are effectively used post-Zoom calls to generate meeting summaries, action items, and even tailored follow-up emails.A major operational failure—losing a key employee without SOPs—led to the implementation of structured daily team meetings and detailed task documentation using ClickUp and SweetProcess.Personalized outreach, such as sending curated articles based on someone's interests or social media activity, is a highly effective way to maintain engagement with referral sources. "The reason the water cuts through the rock is that it is a constant, constantly hitting it with small forces. And that's really what we're doing in marketing." —  Rafi Arbel Unlock the secrets of the industry's top rainmakers with Be That Lawyer: 101 Top Rainmakers' Secrets to Growing a Successful Law Practice. Grab your ultimate guide to building a thriving law firm now on Amazon: https://www.amazon.com/dp/B0F78HXJHT Ready to go from good to GOAT in your legal marketing game? Don't miss PIMCON—where the brightest minds in professional services gather to share what really works. Lock in your spot now: https://www.pimcon.org/ Thank you to our Sponsors!Rankings.io: https://rankings.io/ Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/ About Rafi Arbel: Rafi Arbel is the founder of Market JD, a digital marketing agency for consumer law firms. A former trial attorney, Rafi helps personal injury, criminal defense, family, and immigration lawyers grow their practices through SEO, PPC, and high-converting websites. He's a recognized voice on legal marketing strategy, referral network building, and law firm growth. Connect with Rafi Arbel:  Website: https://marketjd.comEmail: rafi@marketjd.comLinkedIn: https://www.linkedin.com/in/rafiarbel/ & https://www.linkedin.com/company/market-jd-inc-/Twitter: https://x.com/rarbelFacebook: https://www.facebook.com/rafi.arbel/Instagram: https://www.instagram.com/rafi.arbel/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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 Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Seth Price discuss:Challenges of marketing and business development for lawyers and law firmsStrategic differences between B2B and B2C legal marketingImportance of content creation and personal branding in legal marketingLessons from entrepreneurial growth and mistakes in legal and digital ventures Key Takeaways:Lawyers in B2B markets should avoid SEO as a first strategy and instead build relationships through networking, targeted events, or personalized outreach.Creating consistent, niche-specific content on LinkedIn is a powerful yet underutilized strategy for establishing authority in legal fields.Delegating legal versus business responsibilities within a firm can allow for more focused and scalable growth, as seen in the speaker's dual-leadership model.Trying to network with senior lawyers often yields less return than building long-term relationships with peers who grow into referral sources over time. "If you create great content over time... you may not get a ton of interaction, but the people that are interested are going to find it, and you're going to be that guy." —  Seth Price Unlock the secrets of the industry's top rainmakers with Be That Lawyer: 101 Top Rainmakers' Secrets to Growing a Successful Law Practice. Grab your ultimate guide to building a thriving law firm now on Amazon: https://www.amazon.com/dp/B0F78HXJHT Ready to go from good to GOAT in your legal marketing game? Don't miss PIMCON—where the brightest minds in professional services gather to share what really works. Lock in your spot now: https://www.pimcon.org/ Thank you to our Sponsors!Rankings.io: https://rankings.io/ Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/ About Seth Price: Seth Price is a seasoned marketing and branding expert with over two decades of experience in digital marketing. He has consulted for more than 300 companies, including 19 of the Fortune 500, and has helped build four multimillion-dollar companies from the ground up. As VP of Marketing at Placester, he has guided tens of thousands of real estate professionals through social media and content strategies, and he also founded the Real Estate Marketing Academy, which reaches over 75,000 marketers monthly. A recognized thought leader, Seth is a frequent keynote speaker and contributor to outlets like Entrepreneur, Forbes, and REALTOR.com. He is also the author of The Road to Recognition, a go-to guide for building personal brands in the digital age. Connect with Seth Price:  Website: https://pricebenowitz.com/Book: The Road to Recognition: https://www.amazon.com/Road-Recognition-Z-Accelerating-Professional/dp/1940858364LinkedIn: https://www.linkedin.com/in/sethpriceConnect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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 Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Claire Parsons discuss:Integrating mindfulness into high-pressure professional environmentsNavigating mental health challenges while maintaining demanding careersRethinking traditional views on business development for introvertsBuilding emotional resilience and clarity through intentional daily practices Key Takeaways:Starting with just one minute of daily meditation can create subtle but lasting shifts in emotional regulation, clarity, and resilience under pressure.Mindfulness doesn't eliminate stress but reshapes how it's processed, making space for more grounded decisions and healthier coping habits.Emotional regulation skills gained through meditation reduce fear of rejection, making business development feel less risky and more authentic.Practices like breathwork, body scans, and loving-kindness help professionals stay centered during conflict, reconnect with purpose, and act from intention rather than reactivity. "A lot of law practice involves a gut check… and you have to consistently check in with your values to make sure you're representing your client as best you can." —  Claire Parsons Unlock the secrets of the industry's top rainmakers with Be That Lawyer: 101 Top Rainmakers' Secrets to Growing a Successful Law Practice. Grab your ultimate guide to building a thriving law firm now on Amazon: https://www.amazon.com/dp/B0F78HXJHT Thank you to our Sponsors!Rankings.io: https://rankings.io/ Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/ About Claire Parsons: Claire E. Parsons is a Cincinnati-based attorney practicing in school law, employment law, and litigation. In addition to her legal work, she teaches mindfulness and compassion to lawyers and professionals and frequently shares her insights on these topics through her blog, Brilliant Legal Mind, and her published books. Claire draws on both personal experience and formal training to make mindfulness practices accessible, practical, and effective for busy professionals. Her work blends deep legal expertise with a commitment to well-being, helping others find clarity and resilience in high-pressure environments. Connect with Claire Parsons:  Website: https://brilliantlegalmind.com/ & https://www.brickergraydon.com/team/claire-parsonsBook: How to Be a Badass Lawyer: https://www.amazon.com/How-Badass-Lawyer-Development-Mindfulness/dp/B0BLQYNBXZLinkedIn: https://www.linkedin.com/in/claireeparsons/ & https://www.linkedin.com/company/bricker-graydon/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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 Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Shireen Hilal discuss:Navigating modern law firm strategy in a rapidly evolving legal marketImproving internal operations and team culture to boost law firm performanceEnhancing client engagement and retention amid budget constraintsLeveraging cross-selling and business development tactics within law firms Key Takeaways:Law firms that prioritize understanding and responding to their clients' future needs instead of mirroring competitors can unlock unique opportunities for differentiation and growth.Clear and value-based billing practices—paired with proactive scope, time, and budget alignment—are essential to reinforcing client trust and maintaining healthy payment cycles.Structured programs like internal expert briefings and strategic client lunches can make cross-selling more natural and effective by focusing on solving client problems rather than pitching services.Communicating pricing changes with context and care rather than through generic finance memos helps strengthen client relationships and reinforces long-term loyalty. "The problem with obsessing about your competition instead of your clients is that, if you do, you are almost, by definition, falling in the middle. So the better way to get ahead, I think, is to be client-obsessed." —  Shireen Hilal Unlock the secrets of the industry's top rainmakers with Be That Lawyer: 101 Top Rainmakers' Secrets to Growing a Successful Law Practice. Grab your ultimate guide to building a thriving law firm now on Amazon: https://www.amazon.com/dp/B0F78HXJHT Thank you to our Sponsors!Rankings.io: https://rankings.io/ Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/ About Shireen Hilal: Shireen is the CEO of Maior, a boutique consultancy that helps law firms with their pain points and plateaus with strategic and operational support, ranging from go-to-market solutions and profitability programs to process improvement and enhancing employee engagement.Before starting Maior, Shireen spent a decade practicing at AmLaw100 firms and then had the privilege of serving in several executive roles: COO of a national law firm (where she increased revenue by 20%, profits per partner by 30%, and achieved "best place to work" accolades), pivoting strategy and operations for enterprise firms (KPMG and BDO), and building out the growth division of a communications consulting firm.Through Maior, she now helps growing firms skyrocket, early-stage firms maintain their "special sauce" as they scale, and mature firms with a fresh perspective.Shireen also serves on the advisory board of a Top 100 accounting and advisory firm and writes a quarterly column for Law360 answering law firm leaders' questions. Connect with Shireen Hilal:  Website: https://www.maiorconsultants.com/LinkedIn: https://www.linkedin.com/in/shireenhilal/ & https://www.linkedin.com/company/maior-consultants/Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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 Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Christopher Anderson discuss:Urgency and intentionality in how professionals approach time and life decisionsOperational and structural challenges faced by small and large law firmsPersonal clarity and value-driven goal setting in legal careersMisalignment between perceived business needs and actual areas for growth Key Takeaways:Many law firms suffer from an inefficient cycle of over-marketing when caseloads are low, followed by frantic hiring when they surge, resulting in chronic instability.The most common and damaging mistake lawyers make is hiring help in areas they enjoy, rather than where they truly lack capability, such as fixing the "butterfly stroke."True work-life alignment comes from clearly defining three things: how much income you need, how much time you're willing to trade for it, and what you're trying to accomplish personally and professionally.Holding on to underperforming team members not only hurts your business but also deprives them of the opportunity to thrive elsewhere, and it's often best addressed through a third-party assessment. "Too many people just go after the money, and then they realize, okay, I'm trading time for money. So the more money I want, the more time I trade, and that leads to misery." —  Christopher Anderson Unlock the secrets of the industry's top rainmakers with Be That Lawyer: 101 Top Rainmakers' Secrets to Growing a Successful Law Practice. Grab your ultimate guide to building a thriving law firm now on Amazon: https://www.amazon.com/dp/B0F78HXJHT Thank you to our Sponsors!Rankings.io: https://rankings.io/ Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/ About Christopher Anderson: Christopher T. Anderson is a lifelong entrepreneur and attorney with a deep passion for helping law firm owners build practices that align with their goals, values, and vision. With nearly 30 years of experience, he draws from both wins and lessons learned across his ventures—including New Leaf Family, AndersonDodson, and Sunnyside Services, where he remains actively involved.Known for testing every strategy on his firm before advising others, Christopher combines business acumen, legal insight, and a pilot's clarity of focus to help law firm owners take control of their time, teams, and trajectory—on their terms. Connect with Christopher Anderson:  Website: http://www.sunnysidelaw.com/Email: christopher@sunnysidelaw.comShow: Un-Billable Hour: https://podcasts.apple.com/us/podcast/un-billable-hour-business-management-strategies-for/id335971413LinkedIn: https://www.linkedin.com/in/lawfirmbusiness/ & https://www.linkedin.com/company/sunnysidelawTwitter: https://x.com/LawFirmBusinessFacebook: https://www.facebook.com/NewLeafFamilyInstagram: https://www.instagram.com/newleaf.family/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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 Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Adam Ouellette discuss:The long-term impact of unmanaged stress in the legal professionShifting from reactive to responsive behavior in work and lifeThe necessity of integrating systems, organization, and delegation in law practicesExploring effective breathing and mindfulness practices for emotional regulation Key Takeaways:Most lawyers suffer from nervous system dysregulation due to chronic stress, which leads to physical symptoms like migraines, arrhythmia, and burnout.Heart-focused breathing, specifically the “Quick Coherence” method, can physiologically shift the body from fight-or-flight into healing mode in just minutes.Using modern legal tech tools like CRMs, automation software, and client management systems can drastically reduce workload and prevent burnout, but most lawyers resist adopting them.Implementing micro-pauses every 50 minutes for breathwork and short breaks can significantly reduce mental fatigue and boost long-term performance. "It's so critical that lawyers start to quiet their mind and regulate their nervous systems, because if you don't, you're gonna hit a wall at some point in your practice, and you're not gonna like it. Most people won't change until they have to." —  Adam Ouellette Unlock the secrets of the industry's top rainmakers with Be That Lawyer: 101 Top Rainmakers' Secrets to Growing a Successful Law Practice. Grab your ultimate guide to building a thriving law firm now on Amazon: https://www.amazon.com/dp/B0F78HXJHT Thank you to our Sponsors!Rankings.io: https://rankings.io/ Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/ Episode References: Getting Things Done by David Allen: https://www.amazon.com/Getting-Things-Done-Stress-Free-Productivity/dp/0142000280 About Adam Ouellette: Adam Ouellette, Esq. is a former law firm owner turned transformational consultant for lawyers. With over 28 years of experience in the legal field, Adam now helps law firm owners eliminate stress, increase productivity, and build balanced, fulfilling practices. He is the creator of Esquire Academy, the Stress Less Plus course for lawyers, and author of Raising the Bar – Turning a Law Career You Hate Into a Life You Love, In or Out of the Law. His new book, Transform Your Law Firm, Transform Your Life, will be published later this year. Adam specializes in law firm growth, time management for lawyers, lawyer wellness, and stress reduction for attorneys.Connect with Adam Ouellette:  Website: http://adam.law/Raising The Bar by Adam Ouellette: https://www.amazon.com/Raising-Bar-Turning-Career-Hate-ebook/dp/B00I9K1J58Twitter: https://twitter.com/AdamJOuelletteEmail: ajo@adam.lawLinkedIn: https://www.linkedin.com/in/adamjouellette/Facebook: https://www.facebook.com/esquireacademy Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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 Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Viki Johnston discuss:Navigating the transition from individual contributor to effective leaderDeveloping communication skills that foster trust and clarityUnderstanding how mindset and self-awareness shape professional successUsing behavioral tools to improve collaboration and team dynamics Key Takeaways:Role-playing in training helps managers safely practice difficult conversations, allowing them to fail, debrief, and improve without real-world consequences.Poor listening is a critical leadership flaw; most people are merely waiting to talk instead of truly hearing others, especially in virtual settings.Paraphrasing not only shows active listening but also gives the speaker space to correct misunderstandings, reducing conflict and enhancing clarity.Undervaluing your services, often due to internal narratives or low self-worth, can hurt both your business and client relationships—a lesson learned after undercharging for years. "We think we can multitask. We really can't. We can't think and listen to somebody at the same time." —  Viki Johnston Unlock the secrets of the industry's top rainmakers with Be That Lawyer: 101 Top Rainmakers' Secrets to Growing a Successful Law Practice. Grab your ultimate guide to building a thriving law firm now on Amazon: https://www.amazon.com/dp/B0F78HXJHT Thank you to our Sponsors!Rankings.io: https://rankings.io/ Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/ About Viki Johnston: Viki Johnston is an entrepreneur, Training Consultant with over 25 years of her career dedicated to professional training. She designs and delivers soft skills classroom training that is customized to a client's exact requirements, across a range of subjects. Her in-depth knowledge of Customer Service and Business Management allows Viki to provide an exceptionally high level of learning facilitation and consultancy across a wide range of industries.Viki is British, a Master Practitioner of NLP (Neuro-Linguistic Programming), DiSC certified, and Certified in Applied Improvisation. She currently lives in Irvine, Southern California, with her husband and daughter. She is a self-confessed lifelong learner with a passion for helping others experience light bulb moments and achieve their own goals. Connect with Viki Johnston:  Website: https://www.exelorate.com/Email: viki@exelorate.comLinkedIn: https://www.linkedin.com/in/vikijohnston/Facebook: https://www.facebook.com/vikiajohnstonInstagram: https://www.instagram.com/exelorate2015/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: Steve@Fretzin.comBook: Legal Business Development Isn't Rocket Science and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Ben Chiriboga discuss:Career reinvention for lawyers beyond traditional legal rolesRelationship-building as a foundation for personal and professional successInternal mindset shifts needed for meaningful career growthFear as a driving force behind both success and stagnation Key Takeaways:Building a sustainable legal career requires deliberately cultivating professional relationships rather than relying on coincidence or default connections.Success in and beyond law depends not only on delivering excellent work but also on ensuring others perceive the value of that work.Many lawyers unknowingly use fear to fuel perfectionism or people-pleasing behaviors, which ultimately leads to emotional burnout and professional dissatisfaction.Embracing authenticity and aligning your work with personal strengths creates more meaningful opportunities than following narrow conventional paths. "Some way, somehow you're going to have to face your fear. Either reality will come crashing on you, or... you work with the fear... but there's no getting around it." —  Ben Chiriboga Unlock the secrets of the industry's top rainmakers with Be That Lawyer: 101 Top Rainmakers' Secrets to Growing a Successful Law Practice. Grab your ultimate guide to building a thriving law firm now on Amazon: https://www.amazon.com/dp/B0F78HXJHT Thank you to our Sponsors!Rankings.io: https://rankings.io/ Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/ Episode References: This Legal Life: https://podcasts.apple.com/us/podcast/this-legal-life-lessons-learned-from-a-life-in-legal/id1679451845 About Ben Chiriboga: Ben Chiriboga is a lawyer turned legal technology executive at Nexl, an all-in-one legal CRM that helps lawyers, marketers, and business development professionals turn their growth ambitions into action.Alongside his work at Nexl, Ben speaks, writes, and podcasts about the evolution of legal careers. A seasoned conference speaker, Ben presents to legal professionals around the world about the future of law.Check out Ben's podcast, This Legal Life, where he interviews legal professionals about their lives in legal. Connect with Ben Chiriboga:  Website: https://nexl.cloud/LinkedIn: https://www.linkedin.com/in/benchiriboga/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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 Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Nick Augustine discuss:Authenticity in legal careers and professional identityBranding, marketing, and business development in lawCareer reinvention through personal values and experienceThe connection between human storytelling and client trust Key Takeaways:Lawyers should humanize their brand by sharing personal interests (e.g., hobbies, family life) on social media to create relatability and trust with clients.Many attorneys fail at marketing because they attempt to outsource it without contributing their personality or narrative, which is what really attracts referrals.To identify your authentic brand, listen closely to client compliments and peer feedback—these often reveal your true differentiators.Attorneys overly dependent on digital marketing (like Google ads) should step back and re-engage in grassroots relationship-building to avoid a fragile business model. "Your brand is how people know you, who are the types of people who call you, who are the types of law firms who give referrals to you, who you are, differentiated among the others in the community." —  Nick Augustine Unlock the secrets of the industry's top rainmakers with Be That Lawyer: 101 Top Rainmakers' Secrets to Growing a Successful Law Practice. Grab your ultimate guide to building a thriving law firm now on Amazon: https://www.amazon.com/dp/B0F78HXJHT Thank you to our Sponsors!Rankings.io: https://rankings.io/ Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/ Episode References: The Joe Rogan Experience: https://podcasts.apple.com/us/podcast/the-joe-rogan-experience/id360084272About Nick Augustine: Nick Augustine is a lawyer who doesn't practice law and instead launched a digital marketing agency in 2005 to create the best content for lawyers and business professionals.Connect with Nick Augustine:  Website: https://lonestarcontentmarketing.com/LinkedIn: https://www.linkedin.com/in/nickaugustinetx/ & https://www.linkedin.com/company/2884978/Facebook: https://www.facebook.com/JohnNicholasAugustineJDConnect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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 Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Howard Ankin discuss:The strategic use of media and marketing in legal servicesThe evolving role of lawyers in both legal practice and business developmentBuilding personal and firm-wide brand equity in competitive industriesAdapting to modern client behaviors and expectations Key Takeaways:Focus on ethical, long-term brand visibility rather than chasing the latest marketing gimmicks. Consistency and integrity build lasting trust.Use traditional and digital media together to reinforce brand recognition, especially by being present where your audience already is.Develop deep professional relationships by aligning your identity and messaging with authenticity, so clients know exactly who you are and what to expect.Stay current on technology and regulations impacting outreach, but avoid tactics that risk client privacy or cross ethical lines. "There's no question that the success of any lawyer, anywhere and anytime, comes from having and associating with great people." —  Howard Ankin Unlock the secrets of the industry's top rainmakers with Be That Lawyer: 101 Top Rainmakers' Secrets to Growing a Successful Law Practice. Grab your ultimate guide to building a thriving law firm now on Amazon: https://www.amazon.com/dp/B0F78HXJHT Thank you to our Sponsors!Rankings.io: https://rankings.io/ Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/ Episode References: Good to Great by Jim Collins: https://www.amazon.com/Good-Great-Some-Companies-Others/dp/0066620996 About Howard Ankin: Howard Ankin is the principal owner of Ankin Law, a leading Chicago-based firm he co-founded with his father in 1997. A third-generation attorney, Howard has deep roots in the legal community and longstanding relationships with many clients. Ankin Law has grown to become one of Illinois' largest filers of injury and workers' compensation cases, supported by over 90 attorneys and staff. Howard is also a recognized legal leader and active community member, serving on multiple legal boards and earning numerous professional honors. Connect with Howard Ankin:  Website: https://ankinlaw.com/Phone: 3126000000LinkedIn: https://www.linkedin.com/in/howard-ankin-9671743/ & https://www.linkedin.com/company/ankin-law/Twitter: https://x.com/ankinlawFacebook: https://www.facebook.com/AnkinLawOffice/Instagram: https://www.instagram.com/ankinlaw/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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 Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Cecilia Poullain discuss:The intersection of personal transformation and professional identityNavigating and overcoming fear through self-expressionThe power of storytelling in reclaiming one's voiceShifting from traditional career paths to more authentic, purpose-driven lives Key Takeaways:To overcome fear of public speaking or visibility, engage in practices like vocal training or performance-based activities that reconnect you with your physical voice and sense of self-expression.Before pursuing a major career opportunity, reflect deeply on whether the role aligns with your true values and identity, rather than simply accepting it based on prestige or external validation.Avoid falling into perfectionism by giving yourself permission to make mistakes, take small experimental steps, and speak up even when your contribution feels imperfect or incomplete.Create intentional professional communities where you can actively contribute, connect with aligned individuals, and develop visibility, rather than waiting passively for recognition or advancement. " A real destroyer of confidence is perfectionism." —  Cecilia Poullain Unlock the secrets of the industry's top rainmakers with Be That Lawyer: 101 Top Rainmakers' Secrets to Growing a Successful Law Practice. Grab your ultimate guide to building a thriving law firm now on Amazon: https://www.amazon.com/dp/B0F78HXJHT Thank you to our Sponsors!Rankings.io: https://rankings.io/Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/ Episode References: Rebel Ideas by Matthew Syed: https://www.amazon.com/Rebel-Ideas-Power-Diverse-Thinking/dp/1473613949 About Cecilia Poullain: Cecilia Poullain is a certified executive coach and former finance lawyer who helps women in law make partner and lead with confidence. Qualified in Australia, the UK, and France, she brings decades of legal experience to her work coaching female lawyers on the path to partnership.Cecilia supports women in building confidence, navigating firm politics, and developing a strong client base to succeed at the highest levels. Through her 1:1 coaching, Pathway to Partnership program, and Firm Women breakfasts in Paris, she empowers women lawyers to rise, lead, and drive change in the legal profession. Connect with Cecilia Poullain:  Website: https://www.ceciliapoullain.com/LinkedIn: https://www.linkedin.com/in/ceciliapoullain Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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 Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Mark Murphy discuss:The challenges and nuances of hiring the right talent for law firmsThe critical distinction between attitude and skills in recruitmentHow leadership traits can hinder effective hiring decisionsPractical strategies for improving the legal hiring and interview process Key Takeaways:Eighty-nine percent of new hires fail due to attitude issues like entitlement or resistance to feedback, not because of technical skill gaps, showing why firms must prioritize attitude in hiring.Top-performing teams rely on five key roles—director, trailblazer, harmonizer, achiever, and stabilizer—each providing distinct behavioral strengths that drive success.Interviewers can quickly spot problem solvers by asking about a past mistake and seeing if the candidate naturally explains how they resolved it without prompting.High performers use first-person and past-tense language when describing real experiences, while weaker candidates rely on vague, hypothetical answers using second-person phrasing. "I always tell leaders this: ironically, the better the leader you are, often the worse hirer you are, because you have to dial down your natural optimism and desire to see everybody be great." —  Mark Murphy Unlock the secrets of the industry's top rainmakers with Be That Lawyer: 101 Top Rainmakers' Secrets to Growing a Successful Law Practice. Grab your ultimate guide to building a thriving law firm now on Amazon: https://www.amazon.com/dp/B0F78HXJHT Thank you to our Sponsors!Rankings.io: https://rankings.io/ Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/ Episode References: Think Again by Adam Grant: https://www.amazon.com/Think-Again-Power-Knowing-What/dp/1984878107 About Mark Murphy: Mark Murphy is a New York Times bestselling author whose groundbreaking book Hiring for Attitude has transformed the way companies hire and build high-performing teams. His pioneering research revealed that nearly half of new hires fail within 18 months — and a staggering 89% of those failures result from attitude, not a lack of skills. His insights have reshaped hiring strategies for Fortune 500 companies, fast-growing startups, and government agencies worldwide. Connect with Mark Murphy:  Website: https://www.leadershipiq.com/Book: Hiring for Attitude: https://www.amazon.com/Hiring-Attitude-Revolutionary-Recruiting-Tremendous/dp/1259860906LinkedIn: https://www.linkedin.com/in/markamurphy/ & https://www.linkedin.com/company/leadership-iq/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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 Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Susie Pontefract discuss:Evolving leadership across generational landscapesEmbedding purpose-driven organizational strategiesBuilding cultures of human potentialPersonal values shaping leadership impact Key Takeaways:Leadership requires letting go of ego and creating intentional space for others to step in, lead, and grow through a foundation of trust, mutual respect, and genuine empowerment.Effective leaders must prioritize understanding and supporting their team's holistic development by recognizing individual potential, nurturing personal growth, and creating environments that transcend traditional workplace boundaries.Organizations should transform their approach from treating employees as human capital to cultivating human potential by embracing each individual's unique strengths, aspirations, and capacity for meaningful contribution.Successful leadership demands continuous learning, deep empathy, and adaptive strategies that bridge generational differences, foster inclusive communication, and create collaborative environments where diverse talents can flourish. "If you want to be a rainmaker out there doing your own thing, then give your people the power to get the rest of it done and make sure you're giving them the kudos and credit when they do." —  Susie Pontefract Unlock the secrets of the industry's top rainmakers with Be That Lawyer: 101 Top Rainmakers' Secrets to Growing a Successful Law Practice. Grab your ultimate guide to building a thriving law firm now on Amazon: https://www.amazon.com/dp/B0F78HXJHT Thank you to our Sponsors!Rankings.io: https://rankings.io/Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/ Episode References: Good Boss, Bad Boss by Robert I. Sutton: https://www.amazon.com/Good-Boss-Bad-Learn-Worst/dp/0446556076 About Susie Pontefract: Susie is a dynamic and results-oriented leader and mentor with over 20 years of demonstrated success in strategic leadership, team management, and value delivery across a wide range of industries and company sizes. She is recognized for empowering teams, inspiring leaders, and building strong, collaborative partnerships across all organizational levels—from front-line employees to executives, board members, and external stakeholders. As the founder of Cohearence Consulting, Susie is dedicated to helping small to mid-sized companies strengthen their organizations through cohesive strategies, aligned teams, and exceptional execution. Connect with Susie Pontefract:  Website: co-hear-ence.comEmail: susie@co-hear-ence.comLinkedIn: https://www.linkedin.com/in/susiepontefract/ & https://www.linkedin.com/company/cohearence-consulting Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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 Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and John Morgan discuss:Business growth and scaling strategiesImportance of partnerships and accountabilityTechnological innovation in professional servicesEntrepreneurial mindset and vision Key Takeaways:Successful businesses balance proactive growth (“catching fish”) with strong operations (“cooking fish”) for sustained efficiency.Clear, data-driven systems with dashboards and accountability can transform culture and boost individual and team performance.AI adoption should be cautious, tested, and iterative, with room for learning from early-stage mistakes.Long-term resilience requires financial reserves, backup strategies, and readiness for unpredictable “Black Swan” events. "What 'Only the Paranoid Survive' means is: be aware. Do [not just walk] down the street with blinders on and not see it coming, because it can come from anywhere. A problem can come from anywhere, and so you just have to be prepared." —  John Morgan Unlock the secrets of the industry's top rainmakers with Be That Lawyer: 101 Top Rainmakers' Secrets to Growing a Successful Law Practice. Grab your ultimate guide to building a thriving law firm now on Amazon: https://www.amazon.com/dp/B0F78HXJHT Thank you to our Sponsors!Rankings.io: https://rankings.io/Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/ Episode References: The Black Swan by Nassim Nicholas Taleb: https://www.amazon.com/Black-Swan-Improbable-Robustness-Fragility/dp/081297381X About John Morgan: John Morgan moved to Central Florida as a teen and was forever changed when his brother Tim was paralyzed while working at Disney and mistreated by both the company and legal system, inspiring him to fight for the powerless and seek justice against big corporations. He earned his law degree from the University of Florida in 1983 and, with his wife Ultima, founded Morgan & Morgan in 1988; over 34 years, it became the nation's largest injury law firm, recovering over $13 billion for 300,000+ clients. John authored two books — You Can't Teach Hungry and You Can't Teach Vision — reflecting the principles behind his success, and he's also a political advocate and philanthropist supporting marijuana reform, minimum wage increases, and aid for abuse survivors and the hungry. Connect with John Morgan:  Website: https://www.forthepeople.com/Email: jmorgan@forthepeople.comLinkedIn: https://www.linkedin.com/in/johnmorganesq/Twitter: https://x.com/johnmorganesqFacebook: https://www.facebook.com/JohnMorganESQ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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 Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Gerard Virga discuss:Navigating emotional complexity and client crises in family lawEvolving business development practices in solo and small firm legal settingsExpanding legal services through education, technology, and content creationManaging personal and professional balance to prevent burnout in law practice Key Takeaways:Direct, relationship-focused communication—such as sharing personal contact info—can build trust, drive referrals, and deepen client loyalty.Implementing educational tools like AI videos and podcasts helps clients understand legal processes and significantly lowers their anxiety.Developing and signing a litigation strategy plan early in the case helps align client expectations, reduces unnecessary conflict, and clarifies legal goals.Carefully qualifying clients based on emotional stability and willingness to follow advice helps reduce burnout and improve case outcomes. "If we don't alleviate that pressure early, we don't answer those questions, we don't get to the root of the problems, then it's going to fester." —  Gerard Virga Unlock the secrets of the industry's top rainmakers with Be That Lawyer: 101 Top Rainmakers' Secrets to Growing a Successful Law Practice. Grab your ultimate guide to building a thriving law firm now on Amazon: https://www.amazon.com/dp/B0F78HXJHT Thank you to our Sponsors!Rankings.io: https://rankings.io/ Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/ Episode References: The Game Changing Attorney by Michael Mogill: https://www.amazon.com/Game-Changing-Attorney-Competition-Obvious-ebook/dp/B07JWGX3YB About Gerard Virga: Gerard Virga is a seasoned family law attorney and the founding partner of The Virga Law Firm, where he leads a team of dedicated legal professionals across offices throughout Florida. With a passion for advocating for families during life's most challenging transitions, Gerard has built a firm known for its commitment to excellence, personalized client care, and aggressive representation in family law matters. Connect with Gerard Virga:  Website: http://www.thevirgalawfirm.com/Phone: 850-818-0236Show: The Florida Family Law Attorney Podcast: https://podcasts.apple.com/us/podcast/the-florida-family-law-attorney-podcast/id1799493137LinkedIn: https://www.linkedin.com/in/gerard-virga-006a9263/ & https://www.linkedin.com/company/thevirgalawfirmTwitter: https://x.com/TheVirgaLawFirmFacebook: https://www.facebook.com/gerard.virga.5 & https://www.facebook.com/virgalawfirm/Instagram: https://www.instagram.com/thevirgalawfirm/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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 Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Tim Sawyer discuss:Mentorship and mastermind groups as catalysts for professional growthUniversal business models shaping success across industries including legalEmotional authenticity as a foundation for impactful branding and client engagementDiscomfort as a necessary stage in the journey toward meaningful progress Key Takeaways:Professionals who admit their blind spots and join mastermind groups grow faster by learning from shared experiences and direct peer feedback.The simple model of finding, converting, and keeping clients consistently drives growth across industries, including legal.Lawyers who lead with authenticity, such as personal storytelling or community involvement, build trust and stronger emotional resonance.Intentional preparation and embracing discomfort during networking lead to better conversations, more opportunities, and long-term business impact. "AI will not replace lawyers, but lawyers who are using AI are definitely going to have an impact on lawyers who don't." —  Tim Sawyer Unlock the secrets of the industry's top rainmakers with Be That Lawyer: 101 Top Rainmakers' Secrets to Growing a Successful Law Practice. Grab your ultimate guide to building a thriving law firm now on Amazon: https://www.amazon.com/dp/B0F78HXJHT Thank you to our Sponsors!Rankings.io: https://rankings.io/ Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/ Episode References: Who Moved My Cheese? by Spencer Johnson and Kenneth Blanchard: https://www.amazon.com/Who-Moved-My-Cheese-Mazing-ebook/dp/B004CR6AM4 About Tim Sawyer: Tim is a two-time Inc. 500 co-founder with two successful private equity exits, a professional speaker, and an expert in business sales and growth strategies. As EVP of Sales and an investor at FasterOutcomes, he helps law firms leverage AI-powered legal intelligence to drive efficiency and profitability. With a strong background in digital marketing, Tim has led high-performing sales teams and scaled businesses through innovative strategies. He is also the host of the Legal Keys podcast, where he explores the intersection of law, technology, and firm success. Connect with Tim Sawyer:  Website: http://www.fasteroutcomes.com/Email: tim@fasteroutcomes.comShow: Legal Keys: https://podcasts.apple.com/us/podcast/legal-keys-unlocking-time-revenue-and-results/id1791762308LinkedIn: https://www.linkedin.com/in/sawyertim/ & https://www.linkedin.com/company/faster-outcomes/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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 Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Tyson Mutrux discuss:The importance of cultivating the right mindset for professional growthBuilding and scaling a law firm through strategic hiring and systematized operationsThe power of networking and targeted referrals in developing a legal practiceUtilizing peer groups, coaching, and mentorship as tools for continuous improvement Key Takeaways:Mindset is the number one limiting factor for lawyers—without overcoming mental barriers, no strategy will work, even with a step-by-step million-dollar blueprint.Many law firms suffer from cash flow problems because lawyers pull too much money from the business too early, preventing reinvestment and sustainable growth.Effective hiring requires a thorough, systematized process—using tools like Zoho Recruit and strategies like “topgrading” ensures better long-term talent fit and retention.Networking should be laser-focused—meeting with professionals who are in a direct position to send targeted referrals, like volume PI firms or chiropractors, yields better ROI than general networking. "You can ruin a good hire just by having bad processes or no processes." —  Tyson Mutrux Got a challenge growing your law practice? Email me at steve@fretzin.com with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsors!Rankings.io: https://rankings.io/ Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/ Episode References: Modern Wisdom Podcast by Chris Williamson: https://podcasts.apple.com/gb/podcast/modern-wisdom/id1347973549About Tyson Mutrux: Tyson Mutrux is the owner and managing partner of Mutrux Firm LLC, a personal injury law firm based in St. Louis and Columbia, MO. He is also the co-founder and owner of Maximum Lawyer, a community where law firm owners connect, collaborate, and grow their firms. Connect with Tyson Mutrux:  Website: http://www.maximumlawyer.com/LinkedIn: https://www.linkedin.com/in/tysonmutrux/ & https://www.linkedin.com/company/maximum-lawyerFacebook: https://www.facebook.com/groups/maximumlawyerInstagram: https://www.instagram.com/maximumlawyer/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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 Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Greg Eisenberg discuss:How law firm business models are quickly shifting due to tech and market forcesWhy branding and visibility are critical for firms of any sizeWays small and solo firms can compete with major legal playersHow legal entrepreneurship is evolving through collaboration Key Takeaways:Small law firms can remain competitive by joining collectives that centralize branding, marketing, and operational tools while allowing them to retain full ownership of their businesses.Repeating a strong personal brand message through short-form video content across the right platforms helps attorneys become top-of-mind in their niche.The most effective business development strategy combines strong referral networks and relationship-building with a smart digital advertising approach.Law firms must stop treating marketing as a standalone fix and instead adopt a unified strategy that integrates operations, technology, finance, and client experience for long-term success. "They say they don't teach business in law school. I went to business school. They don't teach business in business school—it didn't make a huge difference. There's just some stuff they can't prepare you for." —  Greg Eisenberg Got a challenge growing your law practice? Email me at steve@fretzin.com with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsors!Rankings.io: https://rankings.io/Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/ Episode References: The GaryVee Audio Experience: https://podcasts.apple.com/us/podcast/the-garyvee-audio-experience/id928159684 About Greg Eisenberg: Gregory Eisenberg won the award for “Worst (or Best) Doppelgangers” thanks to his resemblance to Beaker, Shaggy, and Screech. A failed comedian and worse political candidate, he found his calling helping law firms grow. With 10+ years in marketing, he's worked with brands like Cinnabon, Carvel, and major universities. After starting LegalEase Marketing, he realized firms needed more than leads—they needed infrastructure. That led to Ready Firms, built to help small firms scale and stay competitive. Connect with Greg Eisenberg:  Website: https://readyfirms.com/Email: greg@readyfirms.comLinkedIn: https://www.linkedin.com/in/gregoryseisenberg/ & https://www.linkedin.com/company/readyfirms/Facebook: https://www.facebook.com/readyfirmsInstagram: https://www.instagram.com/readyfirms Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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 Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Lindsey Busfield discuss:The nuances and strategic use of SEO for law firm marketingThe importance of selective client intake for long-term successEvaluating the effectiveness of social media versus SEO in legal marketingUtilizing modern website tools and AI-driven bots for better client engagement Key Takeaways:SEO can be a game-changer, but only for firms in the right geographic and competitive conditions—others should consider niche targeting or different marketing strategies entirely.Social media rarely drives real case volume for law firms, unless it's used with intention, high-quality content, and deep community alignment.Choosing the right clients is just as important as hiring the right team, because poor client fit leads to burnout, financial issues, and strained relationships.Website platforms should match your marketing goals, with WordPress offering the best SEO flexibility, while simpler tools like Squarespace are fine for credibility-focused sites. "I have never talked to a lawyer who has said, 'Yes, I am getting half of my caseload through social media because it's so great.' That being said, social media can be really helpful as part of a grassroots campaign." —  Lindsey Busfield Got a challenge growing your law practice? Email me at steve@fretzin.com with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsors!Rankings.io: https://rankings.io/ Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/ Episode References: Intaker: https://intaker.com/LinkedIn Tutorial for Business Development: https://www.youtube.com/watch?v=0EWfLRtUL0g About Lindsey Busfield: Lindsey Busfield is a leading legal marketing expert and recognized industry disruptor, featured in publications like Benzinga, USA Today, and Attorney at Law Magazine. As Vice President and partner at Optimize My Firm, she has helped dozens of law firms boost revenue through strategic SEO and content marketing. Connect with Lindsey Busfield:  Website: http://www.optimizemyfirm.com/Show: Personal Injury Marketing Minute: https://podcasts.apple.com/au/podcast/personal-injury-marketing-minute/id1536073987LinkedIn: https://www.linkedin.com/in/lindsey-busfield/ & https://www.linkedin.com/company/optimizemyfirm Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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 Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Jody Glidden discuss:The evolution and growing impact of AI in professional servicesChallenges lawyers face in client relationship managementThe limitations and future of traditional CRMsStrategies for maintaining and expanding client relationships Key Takeaways:43% of clients leave law firms not because of service quality but due to poor communication and lack of follow-up.AI-powered tools like Postilize can monitor relationship gaps and generate personalized outreach suggestions for lawyers to approve and send.Keeping in touch with clients through relevant life or business events — like promotions, layoffs, or funding rounds — can significantly boost retention and trust.Many lawyers miss business opportunities by failing to engage multiple contacts ("multi-threading") within a client's organization, risking total loss when one contact departs. "If you can ever move [a relationship] to personal, I think then you've probably got them for life." —  Jody Glidden Got a challenge growing your law practice? Email me at steve@fretzin.com with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/ Thank you to our Sponsor!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: Atomic Habits by James Clear: https://www.amazon.com/Atomic-Habits-Proven-Build-Break/dp/0735211299 About Jody Glidden: Jody Glidden is a seasoned entrepreneur, AI innovator, and the driving force behind Postilize, an AI-powered business development platform for professional services firms. With over two decades in tech, he's best known as the founder of Introhive, which he scaled to a $500 million valuation, delivering 40x returns for early investors. Under his leadership, Introhive grew to over 250,000 users at firms like PwC, Deloitte, DLA Piper, and Baker McKenzie. At Postilize, Jody applies his expertise in CRM, ERM, and AI automation to tackle challenges like missing relationship data, manual processes, and inconsistent client engagement. He integrates Generative AI and real-time event detection to craft personalized outreach and drive scalable relationship management, retention, and client acquisition. Connect with Jody Glidden:  Website: https://www.postilize.comEmail: jody.glidden@postilize.comLinkedIn: https://www.linkedin.com/in/jodyglidden/ & https://www.linkedin.com/company/postilize/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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 Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Kyle Hebenstreit discuss:The evolving legal industry landscape due to institutional capital and Big Four involvementRising competition and channel fragmentation in legal marketingStrategic marketing approaches tailored to client personas and firm typesOperational and budgetary decisions that influence long-term law firm growth Key Takeaways:Private equity and institutional capital are transforming the legal industry, creating new acquisition and exit opportunities for small, consumer-facing law firms.Social media platforms like LinkedIn and Meta hold high potential for law firms, yet are underutilized, especially with organic content for referrals and paid campaigns for brand awareness.Law firms should begin their marketing strategy by analyzing successful recent clients and understanding how they found them before setting a marketing budget.When choosing a marketing partner, inquire about client-to-manager ratios, review actual KPIs, and check references, much like when hiring a full-time employee. "If you're staying top of mind for your professional network... you can help augment referral traffic that way." —  Kyle Hebenstreit Got a challenge growing your law practice? Email me at steve@fretzin.com with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsor!Rankings.io: https://rankings.io/ Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/ Episode References: The Hard Thing About Hard Things by Ben Horowitz: https://www.amazon.com/Hard-Thing-About-Things-Building/dp/0062273205 About Kyle Hebenstreit: Kyle Hebenstreit is the Chief Executive Officer of PracticeMadePerfect (PMP), where he leads a team dedicated to helping law firms grow through tailored, data-driven marketing solutions. With nearly 20 years of experience across consulting, media, and entrepreneurship, Kyle brings a strategic mindset and a passion for client success. Before joining PMP, he held leadership roles at Deloitte Consulting, Skydance Productions, and served as an Entrepreneur in Residence at NextGen Growth Partners. Connect with Kyle Hebenstreit:  Website: http://www.pmpmg.com/Email: khebenstreit@pmpmg.comPhone: 3174109640LinkedIn: https://www.linkedin.com/in/hhebenstreit/& https://www.linkedin.com/company/pmpmgFacebook: https://www.facebook.com/pmpmgInstagram: https://www.instagram.com/pmpmarketinggroup/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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 Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Ed Levy discuss:Building and nurturing authentic client relationships in professional servicesIncreasing referrals through trust and engagementThe psychological value of personalized client appreciationThe role of networking and peer communities in growing a legal practice Key Takeaways:Small, personal gestures—like handwritten notes or thoughtful gifts—can leave a lasting emotional impact and increase client loyalty.Lawyers who genuinely engage with clients beyond transactions are more likely to receive organic referrals.Membership in curated networking groups like Provisors can create structured opportunities to both give and receive high-value referrals.Understanding what truly matters to a client—personally and professionally—helps legal professionals build trust and long-term partnerships. "The most important thing, even with no budget at all, is to separate the business from the appreciation and the emotional connections that you're trying to build." —  Ed Levy Got a challenge growing your law practice? Email me at steve@fretzin.com with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsors!Rankings.io: https://rankings.io/ Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/ Episode References: Got Your Attention? by Sam Horn: https://www.amazon.com/Got-Your-Attention-Intrigue-Connect/dp/1626562504 About Ed Levy: Ed Levy is the owner and president of Edventure Promotions, a company built on two core principles: spend clients' money as if it were our own and exhaust all possibilities to deliver exceptional results. With over 20 years of experience, Ed has led the company to become a trusted partner to globally recognized brands and organizations of all sizes. He created I Love My PI Lawyer—a groundbreaking program that uses curated gifting experiences to help personal injury lawyers deepen client relationships, increase referrals, and stand out in a competitive market. Ed's approach emphasizes promotional products as strategic communication tools that drive measurable engagement and campaign success. He remains passionate about helping PI lawyers and professionals elevate their marketing strategies through innovative, results-driven solutions. Connect with Ed Levy:  Website: https://www.edventurepromotions.com/ilovemypilawyerLinkedIn: https://www.linkedin.com/in/edlevy/ & https://www.linkedin.com/company/edventure-promotions/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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 Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Alex Geisler discuss:Building long-term client loyalty in legal practiceStructuring legal work around client expectations and needsImproving legal service delivery through lean process thinkingDeveloping deeper relationships through proactive, strategic communication Key Takeaways:Long-term client loyalty is built through the TREE approach: Transparency in communication, Reliability in service, Efficiency in delivery, and clear Expectations that align with the client's goals.Lawyers can create stronger, “stickier” client relationships by going beyond transactional work and offering value through strategic thinking and curiosity.A structured approach to legal work—planning, executing, reviewing, and improving—can lead to better results, stronger client trust, and greater efficiency.Understanding the client's definition of success early on, and tailoring the legal approach accordingly, is key to exceeding expectations and retaining business. "There's no substitute for knowing yourself and knowing your purpose. There's no substitute for knowing your client. And just keep checking in on yourself and checking in on your client." —  Alex GeislerGot a challenge growing your law practice? Email me at steve@fretzin.com with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsors!Rankings.io: https://rankings.io/ Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/ Episode References: Tao Te Ching by Lao Tzu: https://terebess.hu/english/tao/mitchell.htmlAbout Alex Geisler: Alex's career was spent in three environments: in-house, at Big Law, and with manufacturers. He then harnessed these experiences to create Lean Law, a consultancy devoted to helping lawyers turn new business into repeat business. In addition to personal coaching, his ideas can be accessed through the acclaimed Lean Adviser online curriculum, his Lean Briefing—which receives 40,000 hits each week—and his books and papers. Connect with Alex Geisler:  Website: https://www.leanlaw.co/LinkedIn: https://www.linkedin.com/in/alex-geisler-05b5761a/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: Steve@Fretzin.comBook: Legal Business Development Isn't Rocket Science and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Judy Barton discuss:Cultivating meaningful and lasting business relationshipsEffective networking techniques for lawyers and financial professionalsEstablishing credibility and attracting opportunitiesThe importance of integrity in business Key Takeaways:Effective networking is not about collecting contacts but about fostering genuine, mutually beneficial relationships that lead to long-term success.Lawyers and financial professionals should focus on providing value first, rather than immediately seeking business, to build trust and credibility.Personal branding plays a crucial role in professional growth, as a strong and authentic presence can differentiate individuals in competitive industries.Integrity and consistency in business interactions build a solid reputation, making people more likely to refer and work with you over time. "You have to make yourself memorable, but you also have to know why you're different from everybody else and why that person should hire you or engage with you as an attorney." —  Judy Barton Got a challenge growing your law practice? Email me at steve@fretzin.com with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ About Judy Barton: Judy Barton is a Senior Client Strategist for BNY Mellon Wealth Management. In this role, she works directly with clients to address their investment and wealth management needs. Judy joined the firm in 2014 and has more than 20 years of experience in the financial services industry, as well as being a business owner for 10 years. Her previous corporate experience includes serving in finance at EDS, Nortel, and Sodexho Marriott in Boston, DC, and London. Judy received her Master in Legal Studies from the School of Law at Washington University in St. Louis and a Bachelor of Science in Finance from the University of Oklahoma. Connect with Judy Barton: Website: http://www.bny.com/wealthEmail: judy.barton@bny.comLinkedIn: https://www.linkedin.com/in/judy-barton Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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  Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Michael Vater discuss:Growth and networking beyond traditional legal marketingLeveraging legal tech and AI to enhance efficiencyBuilding strategic partnerships for sustainable growthEffectively balancing leadership, operations, and legal work Key Takeaways:Lawyers should build strategic partnerships with realtors, title agents, and medical professionals who connect with potential clients needing legal services instead of relying solely on attorney referrals.Generative AI tools enhance legal research by cross-referencing case law and statutes, helping attorneys find crucial precedents faster and more accurately.Zoom court appearances reduce travel time and create "bonus time" for attorneys to focus on business development and client acquisition.Law firms often let accounts receivable grow unchecked, but strict payment policies like upfront retainers or automated billing prevent financial strain and ensure cash flow. "The world is constantly changing. If you fail to change with it, you will be left behind." —  Michael Vater Got a challenge growing your law practice? Email me at steve@fretzin.com with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: The 7 Habits of Highly Effective People by Stephen Covey: https://www.amazon.com/Habits-Highly-Effective-People-Powerful/dp/0743269519 About Michael Vater: Michael Vater, Esq., Managing Partner of The Ticktin Law Group in South Florida, has successfully litigated complex cases across the U.S. and abroad, including over 20 Florida counties, California, Texas, Pennsylvania, Ohio, South Carolina, and Iceland, where his victory set a European Union precedent on consumer rights in aviation disputes. Since joining the firm in 2010, he has specialized in entertainment, personal injury, and real estate litigation, serving as lead counsel in over 1,600 cases and litigating 100+ Jury and Non-Jury Trials. Recognized by Super Lawyers as a Rising Star, awarded to only 2.5% of Florida lawyers, he has also been featured in Authority Magazine, Lawyers of Distinction, Business Daily Media, and PacerMonitor. Connect with Michael Vater:  Website: https://legalbrains.com/Email: mvater@legalbrains.comLinkedIn: https://www.linkedin.com/company/the-ticktin-law-group-p.a./Twitter: https://x.com/LegalBrainsFacebook: https://www.facebook.com/TheTicktinLawGroup/#Instagram: https://www.instagram.com/legalbrains/# Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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  Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Tom Ciesielka discuss:The role of public relations and reputation management in the legal industryThe importance of media visibility and thought leadership for lawyersBalancing legal ethics, confidentiality, and public exposure in marketingThe impact of social media on modern public relations strategies Key Takeaways:Media outlets prioritize availability and recognition over legal expertise—being well-known and responsive is often more important than having the best case results.Lawyers should integrate the PESO model (Paid, Earned, Shared, and Owned media) into their marketing strategy to create a balanced and effective public presence.Addressing negative media coverage should be handled with a focus on advocacy, emphasizing key legal issues and potential next steps rather than becoming defensive.Thought leadership and PR require a long-term commitment—lawyers should expect a minimum six-month investment before seeing meaningful results in recognition and business growth. "Your first obligation is to your client, not to publicizing your firm. That's just the reality of it." —  Tom Ciesielka Got a challenge growing your law practice? Email me at steve@fretzin.com with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: LawHer Podcast by Sonya Palmer: https://podcasts.apple.com/us/podcast/lawher/id1599413853Personal Injury Mastermind Conference (PIMCON), October 5–8, 2025 in Scottsdale, Arizona: https://www.pimcon.org/The 1-Page Marketing Plan by Allan Dib: https://www.amazon.com/1-Page-Marketing-Plan-Customers-Money/dp/1989025013/ About Tom Ciesielka: Tom Ciesielka, President of TC Public Relations, has over 25 years of experience in public relations, marketing, and business development. He helps clients manage their reputation through crisis communications, thought leadership, and media coverage in outlets like The Wall Street Journal, CNN, NPR, and Fox News. Before founding TC Public Relations, he worked in film sales—representing Paramount, MGM, and New Line Cinema—and as marketing director for the Museum of Broadcast Communications. Originally from Philadelphia, he built his firm in Chicago on integrity, strategy, and innovation. Now in its third decade, TC Public Relations continues to refine media strategies that elevate client visibility. Connect with Tom Ciesielka:  Website: https://tcpr.net/LinkedIn: https://www.linkedin.com/in/thomasciesielka/Twitter: https://x.com/TomciesielkaInstagram: https://www.instagram.com/tcpublicrelations/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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 Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Jim Ries discuss:Why business development is a critical yet often overlooked skill for lawyersThe role of networking in long-term professional successHow adopting a giver's mentality leads to stronger professional relationshipsBest practices and common mistakes in networking and relationship-building Key Takeaways:Taking a few minutes to research a common connection before meetings and using the "FORD Method" (Family, Occupation, Recreation, Dreams) leads to more engaging and productive networking conversations.Effective networking is about quality over quantity, so instead of collecting business cards, aim for three meaningful conversations that lead to valuable follow-ups.Trust is built through consistent action, so always follow through on promises like introductions or shared resources to strengthen credibility and relationships.Business development requires patience and persistence, as long-term success comes from continuously nurturing relationships and staying top-of-mind for future opportunities. "The phrase I like to use is not "give to get"—that sounds like expecting something in return. The phrase I use is "give to give"—give because you want to… because it feels good… and just keep giving. That's when people know you, like you, and trust you." —  Jim Ries Got a challenge growing your law practice? Email me at steve@fretzin.com with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: The Go-Giver by Bob Burg and John David Mann: https://www.amazon.com/Go-Giver-Expanded-Little-Powerful-Business/dp/1591848288The Little Red Book of Selling by Jeffrey Gitomer: https://www.amazon.com/Little-Red-Book-Selling-Principles/dp/1885167601The Sales Bible by Jeffrey Gitomer: https://www.amazon.com/Sales-Bible-Ultimate-Resource-Jeffrey/dp/B00DEK8F8M About Jim Ries: Jim Ries, Director of Business Development at Offit Kurman, connects business owners with the right attorneys across 30+ practice areas. Known as the "Legal BD Guy," he ensures clients aren't underserved, overcharged, or ignored. As a trusted legal concierge, he helps business owners frustrated with their current representation. A passionate networker, Jim loves one-on-one Zoom meetings to build connections and provide legal solutions. Connect with Jim Ries: Website: http://www.offitkurman.com/Email: jries@offitkurman.comPhone: 410-733-6133LinkedIn: https://www.linkedin.com/in/jimrieslegalbdguy/ & https://www.linkedin.com/company/offit-kurman/Facebook: https://www.facebook.com/jim.ries Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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  Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and David Ackert discuss:The importance of strategic networkingLeveraging existing contacts for business growthThe role of influence and prioritization in business developmentThe psychology behind relationship building Key Takeaways:Attendees should prioritize learning about others, finding strategic partners, and providing value instead of aggressively selling, as networking is about relationships, not transactions.Rather than amassing connections, professionals should build a “shortlist” of key clients, dormant contacts, and high-value prospects for deeper, more meaningful engagement.Research shows it takes about 14 interactions from first contact to first contract, so business developers must stay consistent and strategic instead of giving up early.The best strategic partners should be assessed on chemistry (rapport), commerce potential (key contacts), capabilities (competence), and collaboration (willingness to reciprocate). "What we found is that it generally takes our successful users about 14 interactions between first contact and first contract." —  David AckertGot a challenge growing your law practice? Email me at steve@fretzin.com with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: Smart Collaboration by Heidi K. Gardner: https://www.amazon.com/Smart-Collaboration-Professionals-Succeed-Breaking/dp/1633691101 About David Ackert: David is the Co-Founder and CEO of Ackert, Inc. and PipelinePlus and a respected business development thought leader. For over two decades, he has pioneered revenue acceleration programs for professional services firms and founded ventures like Legal Lift, the MLR100, and PipelinePlus. His award-winning programs and software have been featured in NLJ's Technologies on the Rise. A sought-after speaker, he keynotes partner retreats, industry conferences, and lectures at USC, Carnegie Mellon, and UCLA School of Law. He is also the author of The Short List and a contributor to The Wall Street Journal, Above the Law, and Law.com. Connect with David Ackert:  Website: http://www.pipelineplus.com/Email: david@pipelineplus.comBook: The Short List by David Ackert: https://www.amazon.com/Short-List-Business-Development-Focusing/dp/B0DCQ2Q8MSLinkedIn: https://www.linkedin.com/in/davidackert/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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  Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Kyle Harbaugh discuss:Challenges in law firm business operationsThe importance of business strategy in law firmsHiring and leadership in law firmsLeveraging AI and technology for growth Key Takeaways:Many attorneys excel in legal practice but struggle with business management because law school does not prepare them for running a firm, resulting in inefficiencies and unnecessary stress.Most law firms lack a clearly defined and well-communicated vision, leading to misalignment within their teams and making it harder to attract and retain the right talent.Hiring mistakes often stem from relying too much on gut instinct instead of structured assessments and long-term goal alignment, which leads to high turnover and poor culture fit.AI-driven tools can help law firms make smarter business decisions by identifying growth opportunities and ensuring new hires align with the firm's culture and objectives. "Just because they are very successful in one role, it doesn't mean they're going to be successful when you elevate them." —  Kyle Harbaugh Got a challenge growing your law practice? Email me at steve@fretzin.com with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: The Game with Alex Hormozi: https://podcasts.apple.com/us/podcast/the-game-with-alex-hormozi/id1254720112$100M Offers by Alex Hormozi: https://www.amazon.com/100M-Offers-People-Stupid-Saying/dp/1737475731 About Kyle Harbaugh: Kyle Harbaugh is the co-founder of Chief GO Officers, LLC, a business consulting firm specializing in law firm growth, operations, and organizational development. With 14+ years of experience, he focuses on management, business planning, and coaching to help firms scale while improving efficiency and client satisfaction. His approach integrates business intelligence, automation, and AI tools like STEP Ai and Right Hire Ai. Offering group and 1:1 coaching, fractional implementation, and strategic growth systems, Kyle helps law firms optimize profitability, branding, and client acquisition for predictable revenue and leadership excellence. Connect with Kyle Harbaugh:  Website: https://www.chiefgoofficers.com/Email: KyleH@ChiefGoOfficers.comLinkedIn: https://www.linkedin.com/in/kyle-harbaugh-chief-go-officers/ & https://www.linkedin.com/company/chief-go-officers-llcConnect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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  Audio production by  Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

In this episode, Steve Fretzin and Dennis Meador discuss:How lawyers can market themselves effectively in an increasingly competitive industryThe role of personal branding in helping attorneys differentiate themselves from competitorsWhy podcasting is a valuable tool for business development and client acquisitionAdapting to changing trends in SEO, social media, and content marketing Key Takeaways:Most potential clients check out a lawyer's website before making contact, so their online presence should authentically reflect who they are and how they can help.Lawyers should avoid “random acts of marketing” and instead build a cohesive strategy centered around their ideal client profile, jurisdictional realities, and brand identity.Podcasting is not about going viral; it's about targeting the right audience—50 engaged listeners in a lawyer's market are more valuable than 50,000 global views with no conversion potential.The best marketing doesn't just tell potential clients what a lawyer does; it shows how and why they do it differently, using real-world examples and insights that make them the obvious choice. "We're not trying to get you to be the foremost American divorce lawyer—we want you to be Chicagoland's high-net-worth or father-focused divorce lawyer... or one that focuses on the men's side. And when you become that—now you're owning your market, and it's a huge benefit to you." —  Dennis Meador Got a challenge growing your law practice? Email me at steve@fretzin.com with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: Office Ladies Podcast: https://podcasts.apple.com/us/podcast/office-ladies/id1480311435 About Dennis Meador: Dennis Meador is the CEO and Founder of The Legal Podcast Network, dedicated to providing turnkey podcasting solutions for professionals, particularly attorneys. With over 20 years of experience in legal marketing, he is passionate about helping attorneys engage more clients and establish authority in their practice areas. An entrepreneur since 14, he has built multiple businesses and successfully scaled companies to multi-million-dollar revenues. Based in Austin, TX, he enjoys traveling, snorkeling, and making BBQ on his smoker—The Notorious P.I.T.—while spending time with his wife and three grown children. Connect with Dennis Meador: Website: http://www.thelegalpodcastnetwork.com/LinkedIn: https://www.linkedin.com/in/dennismeador/ & https://www.linkedin.com/company/the-legal-podcast-network/Facebook: https://www.facebook.com/profile.php?id=100053762623075 & https://www.facebook.com/legalpodcastnetwork.lawyers/Instagram: https://www.instagram.com/diem.today/ & https://www.instagram.com/lpnlegalpodcastnetwork/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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  Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Blake Strautins discuss:The importance of business development for lawyersHow accountability and culture shape a law firm's successTime management and delegation for legal professionalsPersonal and professional growth in legal leadership Key Takeaways:Building connections early with strategic partners, attorneys, and clients creates long-term opportunities, referrals, and career growth.A workplace culture that holds team members accountable improves productivity, reduces inefficiencies, and strengthens collaboration.Leaders who delegate effectively gain more time for key decisions, enhance firm efficiency, and empower their teams.Keeping an inbox organized by addressing, delegating, or categorizing emails prevents overwhelm, streamlines tasks, and ensures nothing important is missed. "You can learn the law, you can write great briefs, you can research out of something, but running a business is completely different; managing people is completely different. Being a good manager, a good leader—those are skills that, sadly, [law schools] just don't teach you." —  Blake Strautins Got a challenge growing your law practice? Email me at steve@fretzin.com with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: Multipliers by Liz Wiseman: https://www.amazon.com/Multipliers-Best-Leaders-Everyone-Smarter/dp/0061964395 About Blake Strautins: Blake A. Strautins is a co-owner and managing partner of Kluever Law Group, LLC, where he heads the firm's litigation department. Blake has been practicing in the field of complex litigation his entire legal career, beginning with class action litigation in 2007 and transitioning to commercial and real estate litigation in 2014, where he continues to hone his legal skills to this day. Beyond helping clients solve problems through creative solutions, both before and during formal litigation, Blake is also an accomplished appellate lawyer with numerous published decisions under his belt. Blake takes great pride in charting the firm's path forward into continued growth and success in partnership with its diverse client base. Connect with Blake Strautins:  Website: http://www.klueverlawgroup.com/Email: bstrautins@klueverlawgroup.comLinkedIn: https://www.linkedin.com/in/blake-a-strautins/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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  Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Mina Haque discuss:Overcoming challenges in growing a law practiceThe impact of digital tools on professional successEssential skills lawyers need beyond legal expertiseThe mindset shifts necessary for entrepreneurial success Key Takeaways:Solo law practice has become significantly more accessible due to virtual offices, law practice management software, and online marketing, reducing overhead costs and easing client acquisition.Lawyers should resist the temptation to accept every client and instead focus on a defined practice area to build a strong reputation and avoid operational inefficiencies.Effective delegation, including outsourcing bookkeeping, marketing, and administrative tasks, allows solo practitioners to maximize billable hours and focus on client service.Developing an online presence through SEO, blogging, and thought leadership is crucial for standing out and attracting clients in a competitive legal market. "Show your value to your client. Sometimes it may be outside the scope of the service, but go above and beyond and try to have that servant leadership mindset, because the right client will recognize your talent, and you may find yourself in the right place." —  Mina Haque Got a challenge growing your law practice? Email me at steve@fretzin.com with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: Likeable Badass by Alison Fragale: https://www.amazon.com/Likeable-Badass-Women-Success-Deserve/dp/0385549148 About Mina Haque: Mohaimina "Mina" Haque, CEO of Tony Roma's, leads its strategic transformation, focusing on restructuring, growth, and global expansion. She also runs a law firm specializing in immigration and corporate law, with a focus on mergers and acquisitions. An Adjunct Professor at American University Washington College of Law, she teaches law practice management. Recognized for her leadership, Mina was named one of Women We Admire's Top Women Leaders of DC (2024) and IAOTP's Top Attorney of the Year (2023). Washingtonian Magazine honored her as an Outstanding Woman in DC (2021), and she is a member of Chief, a premier network for senior women leaders. Connect with Mina Haque:  Website: https://attorneymina.com/LinkedIn: https://www.linkedin.com/in/minahaque/Instagram: https://www.instagram.com/attorneyminadc/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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  Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Belle Walker discuss:Why law firms struggle with inefficiencies and miscommunicationThe impact of unclear roles and accountability gaps in law firmsHow legal technology and AI are changing law firm operationsWhy structured processes are essential for business growth and client satisfaction Key Takeaways:Lawyers often assume their team understands their expectations, but without clear and explicit communication, misalignment can lead to inefficiencies, missed deadlines, and frustration for both staff and clients.Law firms aiming for maximum efficiency sometimes eliminate too much redundancy, making them less resilient when unexpected challenges arise, so finding the right balance between streamlining and maintaining flexibility is critical.Leveraging automation tools and legal technology can significantly reduce manual workload and improve accuracy, but firms must carefully assess their processes and ensure proper adoption to avoid resistance and implementation failures.Successfully implementing operational changes in a law firm requires leaders to communicate the ‘why' behind the change, focusing on goals and benefits rather than simply dictating new processes, which helps secure team buy-in and long-term success. "Documentation goes a long way, and the lawyers themselves don't need to be the ones doing the documentation." —  Belle WalkerGot a challenge growing your law practice? Email me at steve@fretzin.com with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: Perform To Win by Mark Powell & Jonathan Gifford: https://www.amazon.com/Perform-Win-Unlocking-Personal-Business/dp/1910649252 About Belle Walker: Belle Walker, Founder and CEO of Belleview Consulting, takes organizations from Friction to Function, recapturing lost efficiency and engagement for companies across industries. Now the international bestselling author of Generation Innovation and a TEDx speaker, Belle has also built several successful teams for HERE Technology, including one responsible for the quality of maps for autonomous vehicles, and received two patents. Belle's career began at Google, building a nation-wide aerial photography operation, and she has led numerous different teams since. Belle holds a Mechanical Engineering degree from Harvard and a Systems Engineering master's from the University of Southern California, where her research studied organizations as systems. Connect with Belle Walker:  Website: https://belleviewconsulting.com/Email: belle@belleviewconsulting.comBook: Generation Innovation: https://www.amazon.com/Generation-Innovation-Business-Journey-Success/dp/B0CP5RYFKH/LinkedIn: https://www.linkedin.com/in/bellekwalker/ & https://www.linkedin.com/company/belleview-consulting/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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  Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve, Nicola, and Shereen discuss:Building strong relationships between in-house and outside counselThe importance of business acumen in legal practiceNetworking and business development for lawyersAdapting to the evolving legal industry Key Takeaways:Outside counsel should recognize that in-house lawyers often make rapid decisions with limited information and need concise, actionable legal guidance rather than long memos.Many lawyers lack business literacy, making it harder for them to align legal advice with corporate goals; in-house counsel appreciate those who can bridge the legal-business gap.Instead of just asking for work, outside counsel should offer value by staying informed about the company's initiatives, supporting their causes, and engaging in genuine conversations.In-house counsel prefer different modes of communication (text over email, early breakfast over lunch), and outside counsel should adapt to their client's preferences to strengthen relationships. "A lot of times, I took for granted that outside counsel understood how in-house counsel worked, and then one day I realized, ‘Oh, that's really not the case.' If they did, it could really elevate not only the relationship but how they connect and how they maintain those relationships." —  Nicola Hobeiche"If you can't ask your friends, how are you going to ask strangers?" —  Shereen El DomeiriGot a challenge growing your law practice? Email me at steve@fretzin.com with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: Lawyers Behaving Badly by Karen Delaney and Jennifer Judge: https://podcasts.apple.com/us/podcast/lawyers-behaving-badly/id1654960102 About Nicola Hobeiche and Shereen El Domeiri: Nicola Hobeiche and Shereen El Domeiri are the co-hosts of the Counsel Brew podcast, where they explore the journeys of legal professionals and beyond. Shereen spent much of her career as government and in-house counsel before transitioning into private practice, bringing a sharp, creative approach to problem-solving. Nicola has spent her entire legal career in-house across various industries, leveraging her global upbringing and big-picture thinking to navigate complex challenges. Connect with Nicola and Shereen: Website: https://counselbrew.com/Show: https://podcasts.apple.com/us/podcast/counsel-brew/id1746634154LinkedIn: https://www.linkedin.com/company/counsel-brew/Nicola's LinkedIn: https://www.linkedin.com/in/nicola-hobeiche-84699960/Shereen's LinkedIn: https://www.linkedin.com/in/shereeneldomeiri/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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  Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Mike Chastaine discuss:Managing time effectively and focusing on high-value tasksLaw firm growth and business developmentThe psychology of productivityWork-life balance and self-improvement Key Takeaways:Prioritizing control over your daily schedule is essential because, rather than trying to manage time itself, lawyers should focus on managing their actions by scheduling focused work blocks, minimizing distractions, and ensuring that key priorities are intentionally planned.Using the 80/20 rule can drastically improve efficiency by identifying and focusing on the 20% of tasks that produce 80% of the results while delegating or eliminating lower-value work that consumes time without contributing significantly to success.Starting the day with meditation, gratitude journaling, and small victories (like making your bed) sets the tone for a more productive and controlled day.Applying the Profit First method to law firm finances can help ensure long-term financial stability by reversing the traditional approach to budgeting, prioritizing profit from the start, monitoring cash flow daily, and making strategic spending decisions only after ensuring profitability. "There's no such thing as time management, because you don't manage time. What you manage is your conduct." —  Mike ChastaineGot a challenge growing your law practice? Email me at steve@fretzin.com with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: Profit First by Mike Michalowicz: https://www.amazon.com/Profit-First-Transform-Cash-Eating-Money-Making/dp/073521414X/ About Mike Chastaine: Mike Chastaine is an award-winning attorney, speaker, and author with decades of experience in and out of the courtroom. After 16 years as a public defender and six years at a large firm, he founded the Chastaine Law Office in 2007, growing it into a seven-figure practice recognized as the Best Criminal Defense Firm in Northern California. In 2021, he sold the firm and shifted his focus to coaching and consulting, helping attorneys build successful, sustainable practices.  Connect with Mike Chastaine:  Website: https://michaelchastaine.com/Email: mike@chastainejones.comLinkedIn: https://www.linkedin.com/in/michael-chastaine-4683104/Facebook: https://www.facebook.com/mike.chastaine Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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  Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Bruce La Fetra discuss:The importance of understanding your best clientsMarketing strategy for law firms in a competitive landscapeThe difference between experts and advisorsThe power of client testimonials and validation Key Takeaways:The best clients are not only more profitable but also easier to work with, as they buy faster, pay more, and create fewer headaches, making them essential for long-term business growth.Law firm marketing should shift from highlighting expertise to showcasing the real-world impact of legal services, such as improving business operations, reducing risks, or increasing revenue.Client testimonials are most effective when they emphasize specific, measurable outcomes—like increased working capital or faster contract execution—rather than vague endorsements.A law firm's messaging, from its website to client conversations, should be strategically crafted to reflect what its best clients truly value, ensuring better alignment and stronger relationships. "So, a lot of times, people don't know why their firm is successful. They know they have clients that they love working with, and those clients would go nowhere else, but they don't know why." —  Bruce La Fetra Got a challenge growing your law practice? Email me at steve@fretzin.com with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: The History of English Podcast: https://podcasts.apple.com/us/podcast/the-history-of-english-podcast/id538608536 About Bruce La Fetra: Law firm owners hire Bruce La Fetra to transform their marketing and positioning by attracting clients who buy faster, pay more, and make more referrals. Rainmakers call Bruce "The Client Whisperer" because he teaches them—and their firms—how to Think Like Your Best Clients.Bruce takes a unique approach to understanding Best Clients. He reverse-engineers the best relationships so firms can clone their Best Clients by doing more of what they do best. Connect with Bruce La Fetra:  Website: http://eastwoodstrategy.com/Email: bruce@easteoodstrategy.comLinkedIn: https://www.linkedin.com/in/blafetra/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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  Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and James Rodgers discuss:Evolution and confusion surrounding DEI in the workplaceHuman nature's role in shaping workplace dynamicsAI and automation as the next diversity challengeManaging generational differences in the workforce Key Takeaways:DEI has repeatedly risen and fallen as activists and organizations redefine it, creating confusion over its true purpose.The next diversity challenge extends beyond human differences to integrating AI, robotics, and automation into the workforce.Instead of hiring based on identity markers like race or gender, leaders should prioritize missing perspectives that drive innovation and problem-solving.Effectively managing generational differences requires direct engagement with individuals rather than relying on broad assumptions about their work ethics or expectations. "Forty years ago, the new reality was that there was going to be a new mix of human beings in the workplace. Now, the new reality is that there is going to be a mix of humans and non-human entities in the workplace." —  James Rodgers Got a challenge growing your law practice? Email me at steve@fretzin.com with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: Behind The Human with Marc Champagne: https://podcasts.apple.com/us/podcast/behind-the-human-with-marc-champagne/id1342231432 About James Rodgers: Dr. James O. Rodgers, known as “The Diversity Coach,” has spent 35+ years pioneering diversity management as a core enterprise discipline. Recognized as the #1 thought leader in the field, his books Managing Differently and Diversity Training That Generates Real Change are used in MBA programs and corporate initiatives worldwide. By blending sound management principles with practical diversity strategies, he emphasizes simplicity, pragmatism, and sustainability. He also coaches C-suite executives and directs the Executive Academy of ITSMF, preparing leaders of color for a changing world. Connect with James Rodgers:  Website: http://jamesorodgers.com/Email: jora@thediversitycoach.comBook: https://www.amazon.com/stores/James-O.-Rodgers/author/B001K7Y9WCLinkedIn: https://www.linkedin.com/in/jamesorodgers/ & https://www.linkedin.com/company/51680091/admin/dashboard/Facebook: https://www.facebook.com/james.rodgers.14661261/ & https://www.facebook.com/epiphanythebooks/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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  Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Saja Raoof discuss:Introversion in professional networkingBuilding a legal practice as an introvertManaging energy and making meaningful connectionsThe role of systems in business development Key Takeaways:Taking intentional breaks during networking events, such as stepping away for alone time, is a crucial strategy for introverts to manage their energy and remain engaged without feeling overwhelmed.Introverts can make networking conversations more comfortable and effective by asking open-ended questions, such as ‘How did you get into your career?,' which encourages others to share while allowing them to listen rather than dominate the discussion.Careful preparation before networking events—such as identifying key people to meet, reaching out in advance, and setting clear goals like making three meaningful connections—helps introverts feel more in control and makes the experience less daunting.Although introverts may shy away from the spotlight, embracing opportunities to speak, give testimonials, or lead discussions allows them to establish credibility and expand their network without relying on small talk or forced social interactions. "I am so outspoken about being an introvert exactly to send a message to the people who are a little too close, or just, you know, it's okay to embrace and it's okay to talk about." —  Saja Raoof Be That Lawyer is now syndicated on Above the Law! Catch all our new episodes and my monthly column there—spread the word and help us grow: https://abovethelaw.com/ Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: Quiet by Susan Cain: https://www.amazon.com/Quiet-Power-Introverts-World-Talking/dp/0307352153Networking for People Who Hate Networking by Devora Zack: https://www.amazon.com/Networking-People-Who-Hate-Underconnected/dp/1605095222 About Saja Raoof: Saja Raoof is a San Francisco-based business immigration attorney. Though an introvert, she owes much of her professional success to networking. Saja will share tips on how introverts can not only survive but thrive at networking, and how they can leverage their strengths to build meaningful business relationships. Connect with Saja Raoof:  Website: https://www.sar.law/Email: sar@sar.lawLinkedIn: https://www.linkedin.com/in/sajaraoof/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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  Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Jay McAllister discuss:The evolving role of AI in legal practiceLeveraging AI for business development and marketingEthical and risk considerations when using AI in lawThe future of legal technology and the rise of agentic AI Key Takeaways:Many law firms have shifted from traditional keyword-based legal research to AI-powered tools that analyze case law and provide curated, context-aware results, significantly reducing time spent on research.Insurance carriers and other clients are leveraging data analytics and AI to challenge the hours law firms bill, forcing firms to adopt more efficient AI-driven workflows.A Stanford AI ethics professor submitted a legal brief with fabricated citations generated by AI, leading the judge to reject it outright and issue a warning that lawyers must verify AI-generated content before submitting it to court.Future AI systems will not only respond to queries but proactively complete legal tasks by recognizing key case milestones, drafting motions automatically, and sending them for attorney review. "There were jobs that were lost, but ultimately, I don't think of it as a job that was lost. These jobs were transitioned to perform more useful, more useful activities." —  Jay McAllister Be That Lawyer is now syndicated on Above the Law! Catch all our new episodes and my monthly column there—spread the word and help us grow: https://abovethelaw.com/ Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: The Game with Alex Hormozi: https://podcasts.apple.com/us/podcast/the-game-with-alex-hormozi/id1254720112$100M Offers by Alex Hormozi: https://www.amazon.com/100M-Offers-People-Stupid-Saying/dp/1737475731 About Jay McAllister: Jay McAllister is the CEO of Paragon Tech. Driven by an unquenchable thirst for applied learning and innovation, Jay helps lawyers get the most out of their technology. In other words, they go from low-tech and busy to high-tech and productive. Connect with Jay McAllister:  Website: http://paragontechit.com/Email: jay@paragontechit.comLinkedIn: https://www.linkedin.com/in/jaymcallisterit/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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  Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. d

In this episode, Steve Fretzin and Ken Hardison discuss:Growing a law firm that runs independently and becomes a sellable assetBuilding relationships and giving value firstUsing structured processes and key metrics to drive predictable growthMentorship, collaboration, and shared expertise Key Takeaways:A law firm can only be sold for real value if it operates independently, maintains a steady case pipeline, and tracks performance through key metrics, ensuring buyers see it as a sustainable business rather than a personal brand.Lawyers who struggle with referrals often fail to ask, lack the right approach, or don't invest time in relationship-building, but those who prioritize value, reciprocity, and consistent engagement create a steady flow of high-quality referrals.Most lawyers lose business due to poor follow-up, but staying top-of-mind with referral sources through personalized thank-yous, occasional gifts, and regular check-ins ensures they continue sending cases your way.True financial success in law comes not from chasing profits but from focusing on genuinely helping people, because when clients and colleagues trust that you care, they are far more likely to send you business. "You get what you want out of life by helping enough other people get what they want out of life.." —  Ken Hardison Be That Lawyer is now syndicated on Above the Law! Catch all our new episodes and my monthly column there—spread the word and help us grow: https://abovethelaw.com/ Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: Mastering the Rockefeller Habits by Verne Harnish: https://www.amazon.com/Mastering-Rockefeller-Habits-22nd-Anniversary-dp-B0CXCDYCHN/dp/B0CXCDYCHN/ About Ken Hardison: Kenneth L. Hardison is a lawyer, author, and founder of PILMMA, the Personal Injury Lawyers Marketing & Management Association. Known as the "Millionaire Maker," Ken has grown and sold two multi-million-dollar law firms and now helps lawyers across the U.S. grow and scale their law firms to build the practice of their dreams. Connect with Ken Hardison:  Website: https://www.pilmma.org/Email: ken@pilmma.orgLinkedIn: https://www.linkedin.com/in/kenhardison/Twitter: https://twitter.com/PILMMAFacebook: https://www.facebook.com/PILMMAInstagram: https://www.instagram.com/pilmma/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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  Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Chuck Andrews discuss:Challenges in making law firms and businesses scalable and saleableStrategic and mental preparation for business transitionsUnderstanding client needs as a driver for business growthOvercoming personal barriers to achieve professional success Key Takeaways:Many lawyers fail to create saleable practices because they don't view their firms as scalable assets, instead focusing solely on leveraging personal skills.Emotional and psychological unpreparedness for life after selling a business often causes transitions to fail, making mental readiness as crucial as financial planning.Business owners can significantly improve scalability and growth by conducting client surveys to understand why customers choose their services.Identifying and managing personal saboteurs, such as the need to please or overachieve, is essential for breaking patterns that hinder both business and personal progress. "The biggest challenge an attorney has is recognizing that they can build their practice into a saleable practice." —  Chuck Andrews Be That Lawyer is now syndicated on Above the Law! Catch all our new episodes and my monthly column there—spread the word and help us grow: https://abovethelaw.com/ Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: What Happened to You? by Oprah Winfrey and Bruce D. Perry: https://www.amazon.com/What-Happened-You-Understanding-Resilience/dp/1250223180Wisdom at Work by Chip Conley: https://www.amazon.com/Wisdom-Work-Making-Modern-Elder/dp/0525572902Positive Intelligence by Shirzad Chamine: https://www.amazon.com/Positive-Intelligence-Individuals-Achieve-Potential/dp/1608322785The Fifth Discipline by Peter M. Senge: https://www.amazon.com/Fifth-Discipline-Practice-Learning-Organization/dp/0385517254 About Chuck Andrews: Chuck combines expertise in technology, M&A advisory, and executive coaching, integrating AI-driven solutions into his firm's services. Clients gain from tools like AI-based Value Drivers, a Positive Intelligence mental health app, and leadership development rooted in Vistage Peer Advisory Boards. Connect with Chuck Andrews:  Website: https://ceo15.us/Email: chuck@ceo15.comLinkedIn: https://www.linkedin.com/in/ceo15-cca/Facebook: https://www.facebook.com/chuckCEO15/ & https://www.facebook.com/CAndrewsCEO Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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  Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Sam Mollaei discuss:Strategies for scaling and automating a law firmEffective time management and focus for professionalsThe role of social media and marketing in client generationUtilizing AI and technology for efficiency in legal practice Key Takeaways:To manage time effectively, create a strict schedule using tools like Google Calendar and focus exclusively on high-value activities during concentrated work periods.Social media ads on platforms like Facebook, Instagram, and TikTok are significantly more effective than Google Ads for client acquisition in 2025 due to saturation in the latter.A six-point formula for scaling a law firm includes focusing on a single niche, targeting high-value clients ($3,500+), expanding geographically, ensuring healthy cash flow, adjusting fee structures, and prioritizing continuous self-development.AI integration, such as automating lead qualification, document collection, and drafting, has become essential for running scalable and efficient law firms. "You have to create your own rules; if not, other people will make rules for you." —  Sam MollaeiGot a challenge growing your law practice? Email me at steve@fretzin.com with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: The 4-Hour Workweek by Timothy Ferriss: https://www.amazon.com/4-Hour-Workweek-Escape-Live-Anywhere/dp/0307465357 About Sam Mollaei: Sam Mollaei is a visionary legal disruptor, attorney, and Founder of My Legal Academy, where he helps lawyers scale and automate their law firms using cutting-edge marketing, automation, and AI tools.As the owner of 5 thriving law firms, Sam has helped over 1,260 lawyers grow their practices while reclaiming their time and improving their quality of life. Known for his innovative approach to disrupting the legal industry, Sam is passionate about helping lawyers work smarter, scale faster, and enjoy life. With a mission to empower legal professionals, Sam combines proven strategies with forward-thinking solutions to transform the way law is practiced. Connect with Sam Mollaei:  Website: https://mylegalacademy.com/LinkedIn: https://www.linkedin.com/in/sammollaei/Facebook: https://www.facebook.com/sam.mollaei/Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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  Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Michael Cohen discuss:Strategies for building and maintaining a successful law practiceThe role of leadership and personal branding in legal careersOvercoming challenges and finding fulfillment in the legal professionThe importance of authenticity, advocacy, and adaptability in professional growth Key Takeaways:When hiring, be financially prepared, follow a "slow to hire, quick to fire" approach, and seek candidates whose goals align with long-term retention.Building a career aligned with passion may require sacrifices, such as taking non-traditional opportunities and traveling extensively to develop expertise and a brand.Law firms can foster equity by diversifying associates' work assignments through structured work tracking systems to prevent pigeonholing.Writing about niche cases or personal interests in law not only builds expertise but also enhances your visibility and credibility as a thought leader. "Each and every one of us is dealing with stuff that nobody else knows about… if we can just understand that fundamental truth and be kind along the way, this whole thing gets an awful lot easier to deal with." —  Michael Cohen Got a challenge growing your law practice? Email me at steve@fretzin.com with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: Let Them Lead: Unexpected Lessons in Leadership from America's Worst High School Hockey Team by John Bacon: https://www.amazon.com/Let-Them-Lead-Unexpected-Leadership/dp/0358533260 About Michael Cohen: Michael Cohen is a Partner in Duane Morris' Employment, Labor, Immigration, and Benefits Practice Group, focusing on employment law training and counseling in Philadelphia, where he conducts over 200 trainings annually. Inspired by his mother, who fought and won a landmark Supreme Court case for working women after being fired for her pregnancy with Michael, he has a passion for education and challenges. Michael is also a devoted husband, father, travel softball coach, and avid supporter of Philadelphia and University of Michigan sports. Connect with Michael Cohen:  Website: http://www.duanemorris.com/attorneys/michaelscohenEmail: mcohen@duanemorris.comLinkedIn: linkedin.com/in/michaelscohen12 Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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  Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Erika Steinberg discuss:The value of having a focused marketing plan for lawyers and firmsStrategies for retaining and growing client relationshipsBuilding a personal brand using LinkedInBenefits of fractional marketing for law firms Key Takeaways:A written marketing plan provides focus, direction, and measurable goals, allowing lawyers and firms to avoid chasing "shiny objects" and instead focus on impactful projects.Lawyers often neglect past and existing clients as a source of business due to discomfort, yet these relationships often present the easiest opportunities for growth.Marketing activities should align with an individual's comfort level and schedule—focusing on actions they will actually execute.Firms undergoing mergers or lateral hires risk losing opportunities if they do not clearly communicate how the changes benefit clients and integrate new team members effectively. "The marketing activities that are best are the ones that you're going to do, the ones that fit your comfort level and your schedule." —  Erika Steinberg Got a challenge growing your law practice? Email me at steve@fretzin.com with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: Differently Podcast by Carla Reeves: https://podcasts.apple.com/us/podcast/differently/id1546761001 About Erika Steinberg: Erika Steinberg, founder of CMO2Go, has been working with law firms to maximize their marketing for more than 30 years. CMO2Go provides senior-level fractional marketing support to midsize law firms around the United States, supporting firms as they tackle their urgent and important marketing needs. Connect with Erika Steinberg:  Website: https://www.cmo2go.co/Email: erika@cmo2go.coLinkedIn: https://www.linkedin.com/in/erikasteinberg/ & https://www.linkedin.com/company/cmo2go-inc Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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  Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Sarah Allen discuss:The importance of consistency and discipline in achieving business successLeveraging video marketing to build credibility and save timeUnderstanding and overcoming common barriers to adopting video marketingThe value of clarity and focus in business strategy and client engagement Key Takeaways:Starting with short videos that address frequently asked questions allows lawyers to engage clients effectively while also reducing the time spent repeatedly explaining the same concepts.Tailoring video content to a specific audience builds trust, credibility, and professional authority, making it more effective than chasing viral success or trying to appeal to a broad, unfocused audience.Creating high-quality videos does not require expensive equipment, as a simple setup with a smartphone, webcam, and external microphone can produce professional and engaging results.Videos that focus on providing solutions to client problems or answering their common questions not only save time but also help establish the creator as a knowledgeable and trustworthy expert in their field. "The biggest benefit of video for attorneys is you get your time back... it's literally duplicating yourself." —  Sarah Allen Got a challenge growing your law practice? Email me at steve@fretzin.com with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: The No B.S. Small Business Book by Casey Graham: https://www.amazon.com/No-B-S-Small-Business-Book-ebook/dp/B09N9TZTW3 About Sarah Allen: Sarah Allen's career bridges the worlds of big business and entrepreneurship, with leadership roles managing $100M+ divisions at Old Navy, Banana Republic, and eBay. Her time at eBay sparked a passion for empowering entrepreneurs, leading her to channel her corporate marketing expertise into helping small businesses succeed. Through her signature 5-step video marketing framework, Sarah has driven over $1M in revenue for her clients by helping them attract and convert new customers with ease. Connect with Sarah Allen:  Website: http://www.sarahallenconsulting.com/Email: sarah@sarahallenconsulting.comLinkedIn: https://www.linkedin.com/in/sarah-ann-allen Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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  Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Tim Semelroth discuss:Scaling a law firm effectively while maintaining quality and cultureThe importance of consistent client engagement to foster trust and loyaltyLeveraging specialization to establish authority and attract niche casesUsing systems and processes to improve law firm management and branding Key Takeaways:Building and maintaining a professional network early in one's career avoids missed opportunities for referrals and growth.Specializing in a niche like truck accident cases and gaining certifications boosts credibility and competitive edge.Consistent outreach, like birthday cards, newsletters, and holiday greetings, keeps clients and referral sources engaged.Incentivizing handwritten thank-you notes fosters appreciation, strengthening relationships and driving loyalty and referrals. "The reality is that most people are getting fewer than five birthday cards now, and so if you can be one of those people, they're never going to forget you, no matter how big the billboard is that the 800-pound gorilla buys." —  Tim Semelroth Got a challenge growing your law practice? Email me at steve@fretzin.com with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: The Checklist Manifesto by Atul Gawande: https://www.amazon.com/Checklist-Manifesto-How-Things-Right/dp/0312430000 About Tim Semelroth: Tim Semelroth, a personal injury attorney with 25+ years of experience, has helped hundreds of Iowans affected by injury or death due to negligence. He is Iowa's first board-certified trucking accident attorney by the NBTA and among the first 50 in the U.S. to earn this title. A former president of the Iowa chapter of the American Board of Trial Advocates and the Iowa Association for Justice, Tim also serves on the Iowa State Committee of the American College of Trial Lawyers. He is a faculty at the Trial Lawyers College and a Board of Regents member for the Academy of Truck Accident Attorneys. Connect with Tim Semelroth:  Website: https://fightingforfairness.com/Email: tsemelroth@fightingforfairness.comLinkedIn: https://www.linkedin.com/in/timsemelroth/ & https://www.linkedin.com/company/rsh-legal/Twitter: https://x.com/rshlegalFacebook: https://www.facebook.com/RSHLegalInstagram: https://www.instagram.com/rshlegal/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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  Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Justin Weinstein discuss:Importance of cultivating strong client relationships in the legal fieldEffective strategies for scaling and growing a law practiceCreating a positive and sustainable workplace cultureProactive client engagement and community involvement in legal services Key Takeaways:Assigning a designated client relationship manager ensures continued connection and personalized care for clients even years after a case is resolved.Proactively educating and engaging with the community helps individuals prepare for potential legal situations, rather than reacting to crises.Treating the workplace as a second home and focusing on employees' personal and professional growth reduces turnover and fosters long-term commitment.Maintaining a strong cash flow and hiring with a focus on ROI, alongside leveraging relationships, are critical to doubling or expanding the size of a law firm. "Failures are learning opportunities, and really, there is no such thing as failure if you view it that way. You're still here, still alive, and still able to make better and better decisions while improving. That's what truly successful people do." —  Justin Weinstein Got a challenge growing your law practice? Email me at steve@fretzin.com with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: Never Eat Alone by Keith Ferrazzi and Tahl Raz: https://www.amazon.com/Never-Eat-Alone-Expanded-Updated/dp/0385346654 About Justin Weinstein: Justin Weinstein, Founding Partner of the Weinstein Legal Team, earned his Juris Doctor from Nova Southeastern University, joined the Florida Bar in 2012, and since establishing his Fort Lauderdale practice in 2016, has expanded to West Palm Beach, Orlando, and Naples, representing medical professionals treating car accident victims while fostering connections across South Florida and the Treasure Coast, with a focus on personal injury litigation, community involvement, client relationships, and accessible advocacy. Connect with Justin Weinstein:  Website: https://www.thelawofwe.com/Email: justin@weinstein-legal.comLinkedIn: https://www.linkedin.com/in/justinpweinstein/ & https://www.linkedin.com/company/weinsteinlegalteam/Instagram: https://www.instagram.com/jpweinstein & https://www.instagram.com/weinsteinlegalteam/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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  Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Julia Taylor discuss:Delegation and outsourcing as growth strategies for small law firmsChallenges in accessing experienced legal talent and solutions through outsourcingUsing technology and automation to streamline law firm operationsAddressing financial and trust concerns in outsourcing decisions Key Takeaways:Outsourcing tasks like paralegal work or back-office functions can significantly reduce overhead and provide flexibility, as firms pay only for billable hours without the burden of full-time employee costs.Many solo and small firm owners struggle to find experienced talent locally, making nationwide outsourcing a critical solution to access skilled professionals.Utilizing case management software like Clio or MyCase improves efficiency and allows virtual teams to collaborate effectively; exploring tools like Ghostwriter Legal for AI-driven drafting can further enhance productivity.Onboarding outsourced staff effectively includes creating detailed checklists, setting clear expectations, and gradually increasing responsibilities to build trust and ensure smooth integration. "Trust but verify. Work through for a week or two with a high level of supervision, see how that goes, and then slowly start to wean away." —  Julia Taylor Got a challenge growing your law practice? Email me at steve@fretzin.com with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: CEO School Podcast: https://podcasts.apple.com/us/podcast/ceo-school/id1525261018 About Julia Taylor: Julia Taylor is the owner of LevLegal, LLC, a virtual paralegal and law firm consulting business. She and her team provide services like virtual paralegals, firm administration, operations consulting, and staff training, helping attorneys streamline processes, reduce overhead, and focus on practicing law. LevLegal supports law firms nationwide in various practice areas. Connect with Julia Taylor:  Website: https://www.lev-legal.com/Email: jat@lev-legal.comLinkedIn: https://www.linkedin.com/in/julia-taylor-46355241 Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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  Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Scott Monroe discuss:Balancing quality and quantity in legal practiceChallenges and strategies in building and managing a successful law firmThe role of technology, automation, and staff training in enhancing legal efficiencyInnovative approaches to legal marketing and networking Key Takeaways:Transitioning from a solo practitioner to building a team ensures higher quality service and enables sustainable work-life balance.Investing in technology, such as case management software, significantly increases operational efficiency and reduces burnout.For criminal defense, effective online marketing strategies like Google ads, SEO, and customer reviews are crucial for visibility and client acquisition.Building a "work family" through proper hiring, training, and fostering a collaborative environment leads to high employee retention and better client outcomes. "You're not going to have a clue who I am unless I invest the time and the energy into putting that stuff out there and giving my clients an opportunity to let people know how good I, my team, my associates, and our services are." —  Scott Monroe Got a challenge growing your law practice? Email me at steve@fretzin.com with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ About Scott Monroe: At Monroe Law, PA, justice matters. Jacksonville criminal defense attorney Scott Monroe, the firm's founder and president, has dedicated his career to providing exceptional service. As a former prosecutor, he has intimate knowledge of state prosecutions. Scott started his firm to focus on quality over quantity, taking the time to understand each case and help clients. An award-winning attorney, he has received the Elite Advocate Award for six years and led Monroe Law Firm to accolades like Top 10 Best Criminal Defense Law Firms in Florida and Law Firm of the Year in 2023. Previously, he founded Monroe & King, P.A. (now First Coast Criminal Defense), earning multiple awards before departing in 2023 to establish Monroe Law Firm. For clarity, Scott is no longer affiliated with Monroe & King (First Coast Criminal Defense). Connect with Scott Monroe:  Website: https://www.monroelaw.com/Email: dscott@monroelaw.comLinkedIn: https://www.linkedin.com/in/scott-monroe-18157753/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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  Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Simon McCrum discuss:Effective business development in law firmsEnhancing client loyalty through serviceStanding out with unique differentiatorsBuilding trust and collaboration internally Key Takeaways:Authenticity and trust, rather than sheer volume of connections, are the cornerstone of effective business development, as demonstrated by prioritizing fewer, deeper introducer relationships.A well-defined "service promise," crowd-designed and rigorously delivered, creates a memorable client experience that sets a firm apart from its competitors.Revisiting underutilized existing client relationships can unlock significant growth by exploring untapped legal service opportunities and addressing overlooked needs.Implementing transparent client feedback systems, like real-time service ratings published publicly, builds credibility, accountability, and fosters long-term client trust and satisfaction. "Business development isn't goodwill development; it has to be about money and profit." —  Simon McCrum Got a challenge growing your law practice? Email me at steve@fretzin.com with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ About Simon McCrum: Simon McCrum, a Management Consultant, helps law firms strengthen and grow their businesses. A solicitor and former Equity Partner and Managing Partner, he has decades of leadership in law firms and legal teams. Qualifying as a lawyer in 1990, Simon moved from fee-earner to roles like Marketing Partner, Director of Business Development, and part of the Management Team at a £50m turnover UK law firm. In 2007, as Managing Partner of a Top 200 UK law firm with a £6m turnover, he led the firm from a trading loss during the Credit Crunch to its most successful year in 2010, becoming the UK's fastest-growing law firm. After the firm's 2016 acquisition, Simon launched McCrum Consulting to boost law firm performance and growth. He developed "The Perfect Legal Business" model, which inspired his bestselling book, The Perfect Legal Business, followed by The Perfect Lawyer. His upcoming book, The Perfect Partner, completes the trilogy. Connect with Simon McCrum:  Website: https://www.mccrum.legal/Email: simon@mccrumandco.comLinkedIn: https://www.linkedin.com/in/simonmccrum/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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  Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Heather Moulder discuss:Aligning legal careers with personal values and intentionalityLeveraging storytelling for branding and client relationshipsBalancing life, career, and embracing transformative changeAttracting ideal clients for a sustainable practice Key Takeaways:Lawyers can attract ideal clients by sharing stories that highlight their values, approach, and style, rather than focusing solely on credentials.Life challenges, like a cancer diagnosis, can spark a re-evaluation of priorities and lead to career shifts aligned with personal fulfillment.Effective storytelling involves brainstorming past experiences, organizing them into themes, and focusing on lessons or client wins while maintaining confidentiality.Strong branding stories cast the client as the hero and the lawyer as a guide, creating relatable and impactful narratives. "The brilliance of storytelling.... is it attracts better clients. And by better, I don't mean others are bad...just not a good fit for you from a values or personality perspective." —  Heather Moulder Got a challenge growing your law practice? Email me at steve@fretzin.com with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: Building a StoryBrand by Donald Miller: https://www.amazon.com/Building-StoryBrand-Clarify-Message-Customers/dp/0718033329 About Heather Moulder: Heather Moulder, former Big Law partner, lawyer business coach, and host of the Life & Law Podcast, left a multi-million-dollar book of business after 18 years in private practice and a breast cancer battle to help lawyers build their ideal law practice around the life they want to live.Using a tailored framework aligned with each client's strengths, values, and needs, Heather helps attorneys build seven-figure practices without sacrificing themselves. Her clients rave about how this approach 10x's performance and reenergizes them professionally.When not helping clients achieve more with less, Heather is cooking gluten-free meals or cheering on her baseball-obsessed teenager in the Texas heat. Connect with Heather Moulder:  Website: https://www.coursecorrectioncoaching.com/Email: heather@heathermoulder.comLinkedIn: https://www.linkedin.com/in/heathermoulder/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: 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  Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.