Podcasts about steve fretzin

In this episode, you'll hear how an immigrant entrepreneur leveraged authenticity, storytelling, and smart content strategy to turn a resume platform into a powerful engine for referrals, hiring, and personal brand.   In this episode, Steve Fretzin and Jimmy Lai discuss: Using LinkedIn as an “Instagram” for lawyers and professionals Immigration journey, E-2 visa risk, and launching a law firm from scratch Clarifying goals on LinkedIn: clients, brand, or relationships Authenticity, lived experience, and personal storytelling in content Hooks, comments, and practical tactics to grow reach and engagement   Key Takeaways: Treating LinkedIn as a place to learn, be entertained, and build real relationships can transform it from a static resume into a dynamic growth channel. Before posting, get crystal clear on whether your primary goal is client acquisition, personal branding, or relationship-building, and let that drive your strategy. Consistent content built around a few focused pillars and rooted in lived experience tends to outperform generic, “professional-only” posts. Engagement doesn't start with posting; thoughtful, value-adding comments can be the safest and most effective way to warm up and build relationships. Sustainable business growth often requires letting go of the need to do everything yourself and delegating to capable people who can reliably handle 80% of the work.   "My big mistake as an entrepreneur was thinking that I'm the best at everything, and I need to do everything myself… we didn't hit exponential growth until I was ready to let go." —  Jimmy Lai   Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.   Join the Be That Lawyer Community and connect with ambitious lawyers who are serious about growing their book of business, strengthening their brand, and becoming confident, consistent rainmakers.   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 Sponsor! LEX Reception: https://www.lexreception.com/partners/bethatlawyer Rankings.io: https://rankings.io/ Lawyer.com: https://www.lawyer.com/   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 Jimmy Lai: Drawing from a diverse, multicultural background and a multilingual K-12 education spanning Taiwan, the United States, Japan, Germany, and England, Jimmy has always possessed a global perspective. This unique background, combined with his experience as an international student, fueled his passion for immigration law and his desire to help others achieve the American Dream. After earning his undergraduate marketing degree from the University of Central Oklahoma—where he was honored as the sole recipient of the prestigious Top Central Man award—he went on to complete his JD/MBA at the University of Oklahoma in 2021. Rather than taking the conventional route of joining an established firm as a junior associate, Jimmy co-founded Lai & Turner Law Firm PLLC in 2022 alongside his close friend Braden Turner to "do law differently." As the firm's managing attorney, Jimmy has guided Lai & Turner through rapid growth, expanding its services from immigration to include estate planning, criminal defense, real estate, and personal injury, all while ensuring every client receives premier representation rooted in the firm's core values.   Connect with Jimmy Lai:   Website: https://www.laiturnerlaw.com/ LinkedIn: https://www.linkedin.com/in/jimmylai-jdmba   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: Legal Business Development Isn't Rocket Science and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911   Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

Law firms are spending heavily to recruit great lawyers, then losing them because of broken culture, unclear paths, and weak leadership. In this episode, discover how intentional hiring, smart onboarding, and authentic leadership can transform retention and performance at every level of your firm.   In this episode, Steve Fretzin and Karlton Butts discuss: Phil Jackson's team quote and Bulls-era leadership Law firm culture, mission, and values Attorney development plans and onboarding strategy Cross-practice communication and breaking down silos Transparency, compensation, and listening to associates on retention   Key Takeaways: Retention begins long before someone thinks about leaving; it starts with how firms recruit, interview, and assess for alignment on values like work ethic and culture. Effective onboarding includes personalized development plans, clear growth paths, and early conversations about strengths, aspirations, and what success looks like at the firm. When leaders invest time in one-on-one conversations and cross-practice connections, lawyers feel a stronger sense of belonging to the entire firm rather than a single siloed group. Even in firms with closed compensation systems, consistent transparency about expectations, investment in growth, and visible support can significantly increase loyalty and engagement. The most impactful retention work often comes from examining the data on why people leave, listening to those who stay, and quickly fixing the core issues that cause avoidable departures.   "If they maximize their potential, it strengthens the team, but also the strength of the team is each individual." — Karlton Butts   Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.   Join the Be That Lawyer Community and connect with ambitious lawyers who are serious about growing their book of business, strengthening their brand, and becoming confident, consistent rainmakers.   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 Sponsor! LEX Reception: https://www.lexreception.com/partners/bethatlawyer Rankings.io: https://rankings.io/ Lawyer.com: https://www.lawyer.com/   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 Karlton Butts: Karlton Butts is a Certified Executive Coach, keynote speaker, and the #1 Amazon bestselling author of The Soundtrack of Leadership, who leverages over 25 years of diverse industry experience to help organizations eliminate operational friction and build high-performing cultures. His unique professional perspective spans engineering roles at NASA and McDonnell Douglas, Fortune 500 consulting with Booz Allen Hamilton, practicing intellectual property law at Loeb & Loeb, and serving as a tech startup CEO and entertainment executive. Today, through his signature Leadership Soundcheck™ framework, Karlton masterfully blends powerful music metaphors with practical business strategies to help leadership teams realign their vision, strengthen team harmony, and stay perfectly in rhythm with their mission.   Connect with Karlton Butts:   Website: https://karltonspeaks.com/ , https://karltonbutts.com/ LinkedIn: https://www.linkedin.com/in/karltonbutts/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: Legal Business Development Isn't Rocket Science and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911   Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

Learn how to turn complex legal services into clear, compelling marketing that actually converts. In this episode, you'll hear practical strategies for repurposing content, strengthening your online presence, and building referral relationships that consistently feed your law practice.   In this episode, Steve Fretzin and Sylvia Garibaldi discuss: Niche marketing for divorce and legal professionals Positioning, messaging, and understanding your ideal client Repurposing podcasts, webinars, and video for multi-channel marketing Why referrals aren't converting like they used to Building referral partnerships through webinars and LinkedIn   Key Takeaways: Growth comes from consistent, repeated action paired with learning and improvement, not just doing more of the same. Clear positioning and messaging are critical so referral partners and prospects instantly understand who you serve, what you do, and the results you deliver. Repurposing a single piece of content like a webinar or podcast into social posts, articles, and lead magnets is “marketing 101” and dramatically reduces the content burden. Referral conversion now depends heavily on your curated online presence, including your website, social media, podcast appearances, and especially a strong LinkedIn profile with social proof. Effective referral relationships require intention, follow-up, and the right partners; they're built over time through trust, value, and consistent communication, not one-off meetings.   "In business and life, we tend to want to have the outcome first, but in reality, it does take time, it takes doing those reps and consistency, and so for me, doing that repeatedly has helped me build that habit." —  Sylvia Garibaldi   Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.   Join the Be That Lawyer Community and connect with ambitious lawyers who are serious about growing their book of business, strengthening their brand, and becoming confident, consistent rainmakers.   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 Sponsor! LEX Reception: https://www.lexreception.com/partners/bethatlawyer Rankings.io: https://rankings.io/ Lawyer.com: https://www.lawyer.com/   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 Sylvia Garibaldi: Sylvia Garibaldi, CEO and Founder of SG and Associates, is a business strategist and speaker who helps service-based entrepreneurs around the world to grow their business to 6 figures and beyond, in a way that is aligned and authentic to them. She is the creator of the Serve First, Sell-to-Many Program that has helped many of her clients achieve outstanding results. Over the course of 14 years, Sylvia has helped hundreds of financial, legal, mediation, and divorce professionals to grow their business and become leading experts in their field through results-driven marketing. Sylvia is a featured expert and speaker in leading publications and professional associations across the globe.   Connect with Sylvia Garibaldi:   Website: https://im-campus.com/ LinkedIn: https://www.linkedin.com/in/sylviagaribaldi/ Instagram: https://www.instagram.com/sylvia.sgandassociates/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: Legal Business Development Isn't Rocket Science and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911   Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

What would you be willing to risk for “full aliveness”? In this episode, leadership coach Clay Stelzer unpacks radical responsibility, unconscious fear patterns, and how courageous self-awareness can transform the way you lead, work, and live.   In this episode, Steve Fretzin and Clay Stelzer discuss: The meaning of “full aliveness” and positive selfishness Radical responsibility vs. victim, blame, and hero patterns Unconscious fears around security, approval, and control Feedback, delegation, and leadership blind spots Handling triggers, anger, and emotional energy as a leader   Key Takeaways: You can't create a fulfilling life or career without first getting radically honest about what you truly want and what you're currently sacrificing to please others. Most of the outcomes people dislike in their lives are driven by reactive, fear-based decisions made without intention. Leaders are constantly influenced by three unconscious fears: threats to security, approval, and control, and these fears quietly shape decisions around feedback, delegation, and team dynamics. Taking radical responsibility means noticing your patterns, acknowledging your part in any situation, and choosing to learn rather than blame, shame, or play the hero. Emotional triggers and anger shouldn't be buried; when you move that energy in healthy ways, you regain access to clarity, curiosity, and better leadership choices.   "If you could be absolutely selfish and hurt no one's feelings, what would you want? Just understanding that is so important, because then you can get clear about what am I sacrificing or what am I compromising." —  Clay Stelzer   Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.   Join the Be That Lawyer Community and connect with ambitious lawyers who are serious about growing their book of business, strengthening their brand, and becoming confident, consistent rainmakers.   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 Sponsor! LEX Reception: https://www.lexreception.com/partners/bethatlawyer Rankings.io: https://rankings.io/ Lawyer.com: https://www.lawyer.com/   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 Clay Stelzer: Clay Stelzer is an executive coach, public speaker, and founder of 15sixty, where he helps high-performing leaders, founders, and senior teams get unstuck, reclaim professional alignment, and take radical responsibility for their lives and businesses. Grounded in the principles of Conscious Leadership, Clay draws on a rich professional background that includes building a global team coaching practice at Salesforce, where he supported over 150 international teams and leaders. He pairs his extensive coaching credentials—including an ICF Professional Certified Coach (PCC) designation, ORSC certification, and a Conscious Leadership Group certification—with a BA in Psychology from the University of Illinois and an MBA from Indiana University's Kelley School of Business. Known for his deep presence, fierce honesty, and rare ability to challenge leaders without judgment, Clay creates the vital conditions for trust, clarity, and bold collective leadership from his home in Glen Ellyn, Illinois, where he lives with his family and their black lab.   Connect with Clay Stelzer:   Website: https://15sixty.com/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: Legal Business Development Isn't Rocket Science and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911   Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

Trapped in a “successful” legal career that still feels miserable? In this episode, Scott Mason reveals how toxic myths, rigid roles, and fear-based stories quietly sabotage lawyers' happiness, business development, and long-term success, and how to rewrite your narrative into a heroic one.   In this episode, Steve Fretzin and Scott Mason discuss: Storytelling, symbolism, and the narratives lawyers live by The five “toxic myths” and how they trap attorneys Identity vs. role and redefining who you really are Mindset, risk-taking, and breaking through fear in business development Revenue diversification, near-death wake-up calls, and life lessons   Key Takeaways: The stories you tell yourself about business development, success, and your career become the symbolic scripts that ultimately define your identity and legacy. External validation and social expectations can trap lawyers in careers and lifestyles that look impressive on the outside but feel empty or misaligned on the inside. Confusing your professional role with your core identity creates fragility; separating the two opens space for growth, reinvention, and more authentic choices. Mindset work is not “optional” if you want sustainable business development. Unexamined myths around risk, failure, and sales can quietly sabotage your efforts. Overreliance on a single revenue stream or professional lane is dangerous; diversifying how you create value and income is both a business and a life-preservation strategy.   "You're living out the ritual myth when you engage in behaviors or ways of being over and over and over again, even though they no longer serve you." —  Scott Mason   Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.   Join the Be That Lawyer Community and connect with ambitious lawyers who are serious about growing their book of business, strengthening their brand, and becoming confident, consistent rainmakers.   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 Sponsor! LEX Reception: https://www.lexreception.com/partners/bethatlawyer Rankings.io: https://rankings.io/ Lawyer.com: https://www.lawyer.com/   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 Scott Mason: Scott Mason is an executive leadership coach, keynote speaker, and founder of My Freedom Rocks, where he specializes in helping attorneys and corporate leaders transform their careers by dislodging "toxic myths" and unlocking professional freedom. A graduate of Columbia Law School, he spent over 25 years working as an attorney and C-suite executive in the government and non-profit sectors, including serving as second-in-command of New York City's central administrative law court, before successfully scaling and running a multi-city manufacturing company. Today, he channels his deep corporate, legal, and entrepreneurial experience into a signature, mythology-inspired coaching framework designed to catalyze personal charisma, build resilience, and ignite authentic leadership.   Connect with Scott Mason: Website: https://www.myfreedomrocks.com/ YouTube: https://www.youtube.com/@Myth_Slayer LinkedIn: https://www.linkedin.com/in/themythslayer/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: Legal Business Development Isn't Rocket Science and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911   Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

Send us Fan MailMost lawyers are highly skilled… but many still struggle with business development because traditional sales tactics feel uncomfortable, pushy, or transactional.In this episode, Sylvia sits down with Steve Fretzin to unpack why most consultation calls fail, how buyer behavior has changed, and what professionals need to understand about sales today. They discuss trust-building before the first call, LinkedIn visibility, thought leadership, better discovery conversations, and how to guide potential clients without sounding salesy.Steve also shares his “sales-free selling” approach and explains how trust-based professionals can build stronger relationships, qualify better clients, and create a more effective business development process.What you'll learn:01:24 Meet Steve Fretzin07:40 Why Lawyers Hate Selling09:55 Buyer Behavior Has Shifted15:24 LinkedIn As Book Cover19:29 Consult Call Mistakes22:19 Free Consulting Trap23:41 Prescription Without Diagnosis24:29 Sales Free Selling Process26:20 Disqualify Fast Save Time30:16 Follow Up Without Chasing38:03 Stop Getting Ghosted40:59 Parting Advice For LawyersSteve's Bio:Steve Fretzin is a five-time bestselling author, host of the BE THAT LAWYER and Future Rainmakers podcasts, and a business development coach who works exclusively with attorneys. For more than 18 years, he has helped lawyers build strong books of business without selling, pitching, or chasing, using his proven Sales-Free Selling TM approach. His clients consistently become top rainmakers and credit his coaching and systems for driving meaningful, measurable growth. Steve can be reached directly at steve@fretzin.com, or through his website at www.bethatlawyer.com. Connect with him on LinkedIn at https://www.linkedin.com/in/stevefretzin. His ALL NEW BE THAT LAWYER Community is changing how lawyers develop the skills never taught in law school.Connect with Steve:BE THAT LAWYER CommunityUpcoming event: Eventbrite Climbing Karma Mountain: How Lawyers Build Business by Giving FirstSet up time with Steve Fretzin: LET'S TALK (Book an Initial Consultation) | FRETZIN, INC.Click here and don't forget to hit the "Follow" button so you never miss a new episode!Download Free Guide: How Lawyers and Mediators Can Attract More Ideal ClientsWant more insights like this?  Sign up for our newsletter.Sign up for our free LinkedIn newsletter on marketing your professional practice Connect with me on LinkedInJoin our online communitySubscribe to my YouTube channel  

The real challenges begin when your solo practice finally starts to take off. In this episode, you'll learn how to manage growth, hire wisely, protect your time, and build a profitable, sustainable firm instead of drowning in low‑value work. In this episode, Steve Fretzin, Jordan Ostroff, and Jeremy Baker discuss: Constraints and growing pains of a solo law firm Time management, delegation, and letting go Revenue vs. systems and when to build processes Finding clients through networks, content, and clear positioning Hiring strategy, vetting candidates, and building for profit   Key Takeaways: Growth brings new constraints, and the job of a solo is to constantly identify which constraint matters most right now and address it without creating a bigger problem elsewhere. Tracking time and ruthlessly eliminating low‑value tasks is essential; answering phones and doing your own books will keep you stuck in first gear. Revenue should come before heavy process-building, but documenting how you do things early makes onboarding future hires dramatically easier. Defining an ideal client and then going where those people already gather turns scattered marketing into focused, repeatable business development. Profitability and the kind of life you want should drive decisions about firm size, hiring, and practice areas—not what other lawyers around you are doing.   "The beauty of life is you get to make your own scorecard for 99% of things, so make sure you have the right scorecard." —  Jordan Ostroff   Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.   Join the Be That Lawyer Community and connect with ambitious lawyers who are serious about growing their book of business, strengthening their brand, and becoming confident, consistent rainmakers.   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 Sponsor! LEX Reception: https://www.lexreception.com/partners/bethatlawyer Rankings.io: https://rankings.io/ Lawyer.com: https://www.lawyer.com/   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 Jordan Ostroff: Jordan Ostroff is the CEO of Driven Law and Carpe Diem Consulting. A former prosecutor and the first lawyer in his family, Jordan overcame $200,000 in early business debt to build a thriving, low-volume personal injury practice. Now the best-selling author of Love Your Law Firm, he works 20–25 hours a week, allowing him time for family and coaching other attorneys to achieve a similar high quality of life.   About Jeremy Baker: Jeremy Baker is a veteran construction attorney and litigator representing owners, developers, and design professionals. In his sixth year of solo practice, he specializes in cost-efficient solutions for issues like contract negotiation and sustainable design. While an experienced litigator in 30+ venues and dozens of arbitrations, Jeremy prioritizes dispute avoidance and alternative dispute resolution. An early proponent of the Guided Choice Dispute Resolution System, he provides strategic advocacy to resolve high-stakes claims without the need for traditional litigation.   Connect with Jordan Ostroff:  Website: https://www.legaleasemarketing.com/ LinkedIn: https://www.linkedin.com/in/jordan-ostroff/   Connect with Jeremy Baker:   Website: https://designbuildlaw.com/ LinkedIn: https://www.linkedin.com/in/jeremysbaker/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: Legal Business Development Isn't Rocket Science and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911   Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

Thinking about going solo but stuck in anxiety and overplanning? In this episode, two lawyers who successfully left prosecution and big law share the real math, mindset, and first 90‑day moves that make or break a new solo practice.   In this episode, Steve Fretzin, Jordan Ostroff, & Jeremy Baker discuss: Deciding when and why to go solo Leaving a firm the right way and preserving relationships Planning for cash flow, costs, and the first 90 days Using AI and lean tech instead of heavy overhead Common mistakes with hiring, planning, and business development   Key Takeaways: The decision to launch a solo practice often comes from a clear moment of misalignment, realizing the “next promotion” or status quo is not the life or career you actually want. A realistic financial and marketing plan, what you'll spend, how you'll earn, and where new files will come from, is more important than a perfect logo, office, or tech stack. Maintaining integrity and open communication when you leave a firm protects your reputation, preserves referrals, and can turn former colleagues into long-term allies. Early-stage solos should prioritize cash flow and relationships over tinkering with systems; networking your existing contacts usually beats waiting on websites and ads to work. AI tools can dramatically reduce startup costs and speed up execution, but they are a supplement to, not a substitute for, consistent outreach and business development.   "What I did wrong in year one was I didn't hire people, and what I did wrong in year two is I hired people the wrong way." —  Jeremy Baker   Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again. Join the Be That Lawyer Community and connect with ambitious lawyers who are serious about growing their book of business, strengthening their brand, and becoming confident, consistent rainmakers. 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 Sponsor! LEX Reception: https://www.lexreception.com/partners/bethatlawyer Rankings.io: https://rankings.io/ Lawyer.com: https://www.lawyer.com/   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 Jordan Ostroff: Jordan Ostroff is the CEO of Driven Law and Carpe Diem Consulting. A former prosecutor and the first lawyer in his family, Jordan overcame $200,000 in early business debt to build a thriving, low-volume personal injury practice. Now the best-selling author of Love Your Law Firm, he works 20–25 hours a week, allowing him time for family and coaching other attorneys to achieve a similar high quality of life.   About Jeremy Baker: Jeremy Baker is a veteran construction attorney and litigator representing owners, developers, and design professionals. In his sixth year of solo practice, he specializes in cost-efficient solutions for issues like contract negotiation and sustainable design. While an experienced litigator in 30+ venues and dozens of arbitrations, Jeremy prioritizes dispute avoidance and alternative dispute resolution. An early proponent of the Guided Choice Dispute Resolution System, he provides strategic advocacy to resolve high-stakes claims without the need for traditional litigation.   Connect with Jordan Ostroff:  Website: https://www.legaleasemarketing.com/ LinkedIn: https://www.linkedin.com/in/jordan-ostroff/   Connect with Jeremy Baker:   Website: https://designbuildlaw.com/ LinkedIn: https://www.linkedin.com/in/jeremysbaker/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: Legal Business Development Isn't Rocket Science and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911   Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

What happens when a trial lawyer stops replicating the traditional firm model and starts treating her practice like a business? In this episode, Simone Fulmer Gaus shares the five-part framework that took her from burnout and cash-flow crises to a scalable, values-driven law firm.   In this episode, Steve Fretzin and Simone Fulmer Gaus discuss: Facing hard truths and business challenges in law practice Leaving the traditional firm model to build a different kind of practice The five pillars: people, pipeline, process, product, profitability Delegation, time blocking, and working on the business Values-based hiring and retaining the right team   Key Takeaways: You cannot build a healthy, scalable practice if you insist on personally controlling every aspect of the firm. Treating the firm as its own “entity” that needs care and strategy, separate from the legal work, changes how you make decisions. Structuring the business into clear buckets (people, pipeline, process, product, profitability) gives clarity on what's broken and what to fix first. Setting aside dedicated time each week to work on the business, not just in it, is essential to moving out of chaos. Hiring and retaining the right people depends less on résumés and more on alignment with clearly defined core values.   "You can automate so much of what you could do, you can delegate so much of what you do, and you can definitely, whether you believe it or not, eliminate a whole lot of those hats you're wearing." —  Simone Fulmer Gaus   Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again. Join the Be That Lawyer Community and connect with ambitious lawyers who are serious about growing their book of business, strengthening their brand, and becoming confident, consistent rainmakers. 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 Sponsor! LEX Reception: https://www.lexreception.com/partners/bethatlawyer Rankings.io: https://rankings.io/ Lawyer.com: https://www.lawyer.com/   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 Simone Fulmer Gaus: Simone Fulmer Gaus is a nationally recognized plaintiff trial lawyer and co-founder of Fulmer Sill, with nearly three decades of experience in high-stakes civil litigation. Specializing in insurance bad-faith disputes and catastrophic injury cases, Simone brings a unique "insider" perspective to her practice, having begun her career in the general counsel's office of a major insurance company. Since 1998, she has leveraged this knowledge to hold powerful insurers accountable, ensuring they honor their obligations to policyholders and injured individuals. Beyond the courtroom, Simone is a respected author and speaker, focusing on law firm leadership and operational structure. Her work is informed by both professional rigor and personal experience; after a family member sustained a traumatic brain injury, she deepened her commitment to families facing life-altering harm. Today, she balances her role as an advocate with her work as the author of The Set-Up, helping other trial firms achieve sustainable growth through disciplined preparation and strategic clarity.   Connect with Simone Fulmer Gaus: Website: https://www.fulmersill.com/ LinkedIn: https://www.linkedin.com/in/simonefulmergaus/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: Legal Business Development Isn't Rocket Science and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911   Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

Most lawyers are taught to color inside the lines until they realize that won't build the book of business they want. In this episode, you'll learn how to move from random acts of marketing to a focused, scalable rainmaking strategy using relationships, visible expertise, and a true support team.   In this episode, Steve Fretzin and Elise Holtzman discuss: Mindset shift from “born rainmaker” to “learned skill” Getting started: moving beyond random acts of marketing The three pillars of business development (relationships, visible expertise, thoughts/time/team) Breaking through plateaus at $500K+ and $1M+ books of business Delegation, building a team, and the role of a “lieutenant”/sponsor   Key Takeaways: Business development is a learnable skill, not an innate talent reserved for a select few; lawyers who treat it like any other competency they've mastered can grow serious books of business. Hope is not a strategy. Clarity on ideal clients, referral sources, and where they “hang out” must replace scattered networking and random acts of marketing. Visible expertise is essential: becoming “famous in your niche” through speaking, writing, and thought leadership ensures you're not the best-kept secret in your practice area. As a book of business grows, time, team, and the courage to say no become critical levers; lawyers must deliberately delegate and build a trusted support structure if they want to scale beyond early successes. Every revenue level introduces new, different challenges; plateaus are not signs of failure but signals that it's time to reassess, refine strategy, and upgrade how you use your time, team, and leadership.   "Stepping outside the comfort zone with support is the way to go." —  Elise Holtzman   Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.   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 Sponsor! Rankings.io: https://rankings.io/ Lawyer.com: https://www.lawyer.com/   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 Elise Holtzman: Elise is the founder and CEO of The Lawyer's Edge, a coaching and consulting firm that helps lawyers and law firms strengthen business development, leadership, and communication skills. A former practicing attorney with experience at Am Law 100 firms, including Fried Frank and Morgan Lewis, Elise combines her legal background with executive coaching to help attorneys grow profitable practices and build healthier firm cultures. She is a frequent speaker on leadership and rainmaking, host of The Lawyer's Edge Podcast, and has been featured in publications including Law360 and The New York Law Journal. Elise earned her J.D. from Columbia Law School and her B.A. in Psychology from the University of Pennsylvania.   Connect with Elise Holtzman:   Website: https://thelawyersedge.com/ LinkedIn: https://www.linkedin.com/in/eliseholtzman/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: Legal Business Development Isn't Rocket Science and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911   Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In a world where technology and AI are reshaping legal services, simply doing great work is no longer enough. In this episode, you'll learn how leveraging content, personal brand, and community can keep you relevant, visible, and in demand as the market rapidly evolves.   In this episode, Steve Fretzin and Rob Hanna discuss: Health, habits, and intentional self-care for high performers Legal career journey, recruiting, and launching a podcast Thought leadership, content creation, and personal brand for lawyers The rise and power of online and offline communities Technology, AI, and the shifting expectations of legal clients   Key Takeaways: Treat your health as a non-negotiable business asset; intentionally scheduling exercise, sleep, and recovery fuels better performance, energy, and longevity in your career. Content is not a vanity play. It's how you stay visible, demonstrate expertise, and become the “go-to” choice when clients are finally ready to buy. Community gives law firm owners and lawyers a safe space to be seen, heard, and supported, breaking the isolation that comes with leadership and entrepreneurship. Technology and AI are eroding the value of pure grunt work, making human judgment, brand, and community presence more crucial than ever to remain relevant. You don't need to build a massive empire to benefit from community; starting small, with a few peers, a simple WhatsApp group, or light-touch LinkedIn activity, can compound into powerful opportunities over time.   "I've never met anyone who's built a community who's regretted it.” —  Rob Hanna   Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.   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 Sponsor! Rankings.io: https://rankings.io/ Lawyer.com: https://www.lawyer.com/   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 Rob Hanna: Rob Hanna is the founder and host of Legally Speaking Podcast, one of the leading platforms spotlighting legal professionals and industry innovators around the world. With a background in legal recruitment and a passion for storytelling, he has built a global community by sharing insightful conversations on careers, leadership, and the future of law. Known for his engaging style and commitment to adding value, Rob connects lawyers, entrepreneurs, and thought leaders through content that informs, inspires, and elevates the legal profession.   Connect with Rob Hanna: Website: https://legallyspeakingpodcast.com/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: Legal Business Development Isn't Rocket Science and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911   Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

What does it really take to move from overworked service partner to trusted rainmaker—without feeling salesy or inauthentic? In this episode, you'll hear a candid breakdown of career missteps, relationship-first business development, and how patience and consistency can transform a legal practice.   In this episode, Steve Fretzin and Jason Stiehl discuss: Transitioning from service partner to rainmaker Relationship-based business development Honesty, trust, and cross-marketing inside a firm Content creation, podcasts, and visibility for lawyers Career mistakes, firm moves, and learning from missteps   Key Takeaways: Developing a real book of business starts with owning client relationships directly, not just doing great work behind the scenes. The most effective business development feels less like selling and more like building genuine, long-term relationships based on trust. Honesty about what you and your firm can and cannot do is a powerful differentiator—and sometimes means referring work elsewhere. Consistency in follow-up, presence, and outreach matters far more than one-off networking “sprints” or scattershot emails. Before making a big firm move, dig deeply into culture, capabilities, and expectations; the wrong platform can cost time, clients, and momentum.   "You have to go to different markets. You have to go to different people. You have to realize that if the audience you're reaching is the same all the time, you're never going to grow." —  Jason Stiehl   Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.   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 Sponsor! Rankings.io: https://rankings.io/ Lawyer.com: https://www.lawyer.com/   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 Jason Stiehl: Jason Stiehl is a partner in Crowell & Moring's Chicago office, where he focuses on class action defense and trade secret protection. An experienced trial lawyer with a nationwide practice, he represents clients across industries in complex litigation, including consumer class actions, advertising disputes, and intellectual property matters. Known for immersing himself in his clients' businesses, Jason develops strategic defenses to protect their most valuable assets, from brand reputation to proprietary technology. His work spans high-stakes domestic and cross-border disputes, and he has been recognized for his role in securing major dismissals in consumer fraud class actions.   Connect with Jason Stiehl:    Website: https://www.crowell.com/en/professionals/jason-stiehl LinkedIn: https://www.linkedin.com/in/jason-stiehl-22a82b4/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: Legal Business Development Isn't Rocket Science and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911   Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

Most lawyers treat networking like a necessary evil, but what if you approached it as a science of human relationships instead of sales? In this episode, you'll learn how to build a small, powerful circle of trusted relationships that drive referrals, opportunities, and long-term career security.   In this episode, Steve Fretzin and Dillon Zwick discuss: The Harvard study on adult development and why relationships drive happiness How to reframe networking from “selling” to genuine relationship building Finding common ground and “natural affinities” to build trust Prioritizing and qualifying strategic partners using likability and referability Using systems, Dunbar's numbers, and cadence to maintain a high-value network   Key Takeaways: Long-term health, happiness, and even business success are far more correlated with the quality of your relationships than with money, status, or genetics. Networking works best when it is treated as a relationship-building exercise rooted in curiosity and service, not as a pitch or sales event. Common ground, including shared background, interests, values, or experiences, is one of the fastest and most reliable ways to create authentic connection and trust. Because time is limited, you need to intentionally prioritize relationships based on both how much you genuinely like someone and how capable and inclined they are to create opportunities for others. A simple, consistent follow-up system and a realistic understanding of how many relationships you can truly maintain, based on Dunbar's research, can ensure you are never forgotten and rarely without work.   "Relationships don't happen just by happenstance. You have to invest in your relationships and the people around you to develop them." —  Dillon Zwick   Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.   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 Sponsor! Rankings.io: https://rankings.io/ Lawyer.com: https://www.lawyer.com/   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 Dillon Zwick: Dillon has spent about 5 years in the field of corporate renewal with a background in heavy industrial design and manufacturing. Dillon's primary team role has been finding opportunities, solving difficult problems, and figuring out whatever needs to get done. He has helped numerous client companies successfully work through the corporate restructuring process. In that capacity, he has worked closely with CEOs, CFOs, and their respective accounting staff to support cash-constrained situations, providing transparency and strategic analytical support to the restructuring process. Dillon earned a B.S. in Biochemistry and a B.A. in History from the University of North Texas in 2011. He serves as President on the Turnaround Management Association – Central Texas chapter board, along with being a Director of the Association of Corporate Growth NextGen – Austin/San Antonio chapter board.   Connect with Dillon Zwick: Website: https://meadowlarkadvisors.com/about/bio-dillon/ LinkedIn: https://www.linkedin.com/in/dillon-zwick/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: Legal Business Development Isn't Rocket Science and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911   Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In a world where lawyers are drowning in billable hours and generic marketing, this episode breaks down how to build an authentic brand, escape time traps through delegation, and use content strategically instead of reactively. Discover how small shifts in mindset and marketing execution can unlock both growth and a better life outside the office.   In this episode, Steve Fretzin and Nick Augustine discuss: The Ferris Bueller mindset and lawyer work-life balance Authentic branding vs. “monkey see, monkey do” legal marketing Choosing the right content format based on personality and strengths Consistency, LinkedIn, and the rise (and risk) of AI-generated content Outsourcing, ego, and overcoming limiting niches in law firm growth   Key Takeaways: Many lawyers run so fast on the billable-hour treadmill that they never stop to question whether their practice is actually supporting the life they want, rather than consuming it. Copying what “successful” peers appear to be doing is a trap; real differentiation comes from leaning into what genuinely makes you unique instead of being a polished imitator. The most effective marketing channel is the one you'll willingly stick with—whether that's writing, podcasting, answering Q&A, or being the “behind-the-curtain” expert with a bit of mystique. Consistent, thoughtful content can cut through the noise on platforms like LinkedIn, especially when it's clearly human and not just generic AI output churned out to check a box. Over-niching and letting ego dictate who you serve and how can cap your growth; expanding your perspective beyond one industry, geography, or format can unlock far more opportunity.   "Outsourcing... it helps people begin to understand that they have put themselves in a limiting box where they're limited financially by time versus dollars with hourly billers." —  Nick Augustine   Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.   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 Sponsor! Rankings.io: https://rankings.io/ Lawyer.com: https://www.lawyer.com/   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 Nick Augustine: Nick Augustine is the founder of Lone Star Content Marketing, where he helps law firms grow through strategic, story-driven content that attracts and converts the right clients. With a background in journalism and digital marketing, he brings a clear, conversational style to complex legal topics—making them accessible without losing their depth or authority. Nick has worked with attorneys across the U.S. to build content systems that generate consistent leads, strengthen brand positioning, and support long-term growth. He is also a frequent podcast guest and educator, sharing practical insights on content strategy, SEO, and ethical marketing for legal professionals.   Connect with Nick Augustine:   Website: https://lonestarcontentmarketing.com/ LinkedIn: https://www.linkedin.com/in/nickaugustinetx/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: Legal Business Development Isn't Rocket Science and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911   Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

Tired of the “fight to the death” model of family law? In this episode, you'll hear how a modern family law founder rebuilt the divorce practice playbook with intentional branding, low-conflict strategy, and a subscription model that puts families—and profitability—first.   In this episode, Steve Fretzin and I'Asia Scarlett-Jones discuss: Origin story and career path into family law Mindset: opportunity in difficulty and intentional practice Niche branding and attracting the right family law clients Subscription model vs. hourly billing in divorce matters Delegation, systems, pricing, and common law firm mistakes   Key Takeaways: Viewing setbacks as lessons rather than losses creates resilience in both law practice and leadership. Treating a law firm like a true business—brand, systems, pricing, and niche—separates commodity lawyers from sought-after advisors. A low-conflict, highly strategic approach to family law can protect families from the financial and emotional cost of endless litigation. Subscription-based pricing, when designed thoughtfully, can improve client affordability, predictability, and trust while still being profitable. Undercharging, under-delegating, and delaying systems are expensive mistakes; investing early in support, structure, and proper pricing pays off.   "You have to charge what you're worth. Do not be afraid. Charge it. They will pay it." —  I'Asia Scarlett-Jones   Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.   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 Sponsor! Rankings.io: https://rankings.io/ Lawyer.com: https://www.lawyer.com/   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 I'Asia Scarlett-Jones: I'Asia “Asia” Scarlett-Jones is the Founder and Managing Attorney of ASJ Law Office, a New York City–based family law firm dedicated to guiding individuals and families through complex legal transitions. With experience in public interest work, court attorney service, and litigation, she brings both deep legal expertise and a client-centered approach rooted in empathy and clarity. Asia focuses on family law matters, including divorce, custody, mediation, and prenuptial agreements, with an emphasis on resolving disputes outside the courtroom whenever possible. An Amazon bestselling author, as well as a wife and mother, she draws from both professional and personal experience to support, inform, and empower her clients while advocating for outcomes that prioritize their well-being.   Connect with I'Asia Scarlett-Jones:   Website: https://asjlawoffice.com/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: Legal Business Development Isn't Rocket Science and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911   Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

Cyberattacks against law firms are exploding, and most firms are far less protected than they think. In this episode, you'll learn how to close the biggest security gaps, modernize your tech, and treat IT as a growth engine instead of a necessary evil.   In this episode, Steve Fretzin and Frank Stephens discuss: Technical debt and outdated systems in law firms Cybersecurity attack vectors and real-world threats Cloud, backups, and the myth of “it's secure because it's in the cloud” Practical protections: MFA, training, SOCs, and remote access Evaluating vendors, cutting tech waste, and learning to delegate   Key Takeaways: Many law firms operate with significant technical debt and outdated workflows, which limit accessibility, flexibility, and security. A “we have a firewall and the cloud” mindset breeds dangerous false confidence; modern firms need layered protections across endpoints, email, cloud, and user behavior. Phishing remains the dominant entry point for breaches, making ongoing security awareness training just as critical as any software tool. Cloud platforms do not automatically guarantee robust backups or security, so firms must take ownership of their data retention, MFA, and backup strategies. Treating IT partners as strategic advisors, reviewing licenses, roadmapping upgrades, and delegating implementation, can both reduce risk and unlock significant cost savings and scalability.   "If you're don't have MFA on all your cloud solutions, you might as well just leave the doors open, and you'd be surprised at how many people don't put that in place." —  Frank Stephens   Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.   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 Sponsor! Rankings.io: https://rankings.io/ Lawyer.com: https://www.lawyer.com/   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 Frank Stephens: Frank Stephens founded Computing Technology Solutions (CTS) in 2001 with the idea that small and mid-sized businesses deserve the same IT proactive support, cybersecurity, and strategies that Fortune 500 organizations receive. Before starting CTS, Frank worked at several enterprise businesses such as Abbott, AT&T, CNA Insurance, and Microsoft. He is passionate about giving back to the community and has served on several boards, including the Salvation Army. Frank is married with three children, and his hobbies include boating, international travel, outdoor activities with his family, and coaching his sons' teams.   Connect with Frank Stephens: Website: https://www.onlinects.com/ LinkedIn: https://www.linkedin.com/in/frankstephens/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: Legal Business Development Isn't Rocket Science and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911   Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.

How can lawyers build genuine trust, stand out through strategic thought leadership, and future‑proof their practices with value-based fees and AI—all without burning out on marketing? Learn in this episode how you can move from winging it to working with a clear, repeatable plan for visibility, credibility, and consistent growth.   In this episode, Steve Fretzin and Susan Guthrie discuss: Strategic planning vs. “winging it” in legal careers Building trust and brand through targeted thought leadership Consistency and content repurposing across platforms Flat-fee and value-based billing as trust builders Using AI tools for marketing, planning, and efficiency   Key Takeaways: Trust is the “golden thread” that should run through every interaction, from networking to content creation, and it must often be rebuilt when a lawyer shifts roles or practice areas. Thought leadership only works when it's strategic—aimed at the right decision-makers, on the right platforms, with a clear message about what you do and who you help. Consistency in showing up, even on just one or two platforms, beats a scattered “spaghetti on the wall” approach to marketing every time. Moving from hourly billing to flat-fee or value-based models can dramatically increase client trust by reducing uncertainty and aligning incentives. AI can act as a behind‑the‑scenes collaborator for planning, branding, content, and even websites, helping lawyers amplify their expertise without compromising ethics.   "Simplicity actually is much more effective as long as what you're doing is consistent." — Susan Guthrie   Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.   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 Sponsor! Rankings.io: https://rankings.io/ Lawyer.com: https://www.lawyer.com/   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 Susan Guthrie: Susan Guthrie is a nationally recognized family law attorney, mediator, and legal tech innovator with over 30 years of experience helping individuals navigate divorce and family transitions. Known as “The Divorce Coach,” she focuses on empowering clients through education, mediation, and more peaceful, cost-effective alternatives to litigation. Susan is the host of the award-winning Divorce & Beyond podcast and a leading voice in the intersection of family law and technology. She is a strong advocate for online dispute resolution and innovative legal solutions that make legal services more accessible and client-centered. In addition to her work with clients, Susan is a speaker, trainer, and consultant, helping legal professionals modernize their practices and better serve today's evolving needs.   Connect with Susan Guthrie:   Website: https://susaneguthrie.com/home Instagram: https://www.instagram.com/susaneguthrie LinkedIn: https://www.linkedin.com/in/susaneguthrie/ Twitter: https://www.x.com/susan4biz   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: Legal Business Development Isn't Rocket Science and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911   Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

Want to know how top law firms scale without losing culture or trust? Steve Fretzin sits down with the founders of Omega Law Group to reveal the systems, partnerships, and strategies that turn strong teams into high-performing firms.   In this episode, Steve Fretzin, Shahab Mossavar-Rahmani, Robin Saghian, and Edwin Saghian discuss: Measuring performance and managing by data Forming and sustaining a strong law firm partnership Delegation of duties and staying in your lane Building culture, trust, and low-turnover teams Systems, structure, and mistakes made while scaling   Key Takeaways: You can't effectively manage or grow a firm if you're not rigorously measuring performance and outcomes. Shared values, trust, and low ego are the real foundations that allow partnerships to survive disagreement and big decisions. Delegating duties based on strengths—and then staying in your lane—unlocks scale in a way that “doing everything yourself” never can. A strong culture is intentional: clear expectations, honest feedback, and genuine investment in employees dramatically reduce turnover. Many growth bottlenecks come from hanging onto tasks too long; cutting your losses on mis-hires and outdated processes is essential.   "Our philosophy is, if you take care of the people that work with you, they'll take care of the clients." —  Shahab Mossavar-Rahmani   Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.   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 Sponsor! LEX Reception: https://www.lexreception.com/ Rankings.io: https://rankings.io/ Lawyer.com: https://www.lawyer.com/   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 Omega Law Group: Shahab Mossavar-Rahmani – Shahab is a founding partner at Omega Law Group, specializing in personal injury law. He brings extensive courtroom experience from his time as a deputy public defender in Orange County and has earned recognition from Super Lawyers and the National Trial Lawyers Top 100 for his litigation expertise. Robin Saghian – Robin co-founded Omega Law Group and focuses on personal injury and employment law. Known for his strong advocacy and client-centered approach, he has built a reputation for skillful litigation and successfully representing clients in complex civil cases. Edwin Saghian – Edwin is a founding partner at Omega Law Group, concentrating on personal injury cases, including car accidents, wrongful death, and class actions. He is recognized for his commitment to clients and hands-on courtroom experience, helping individuals secure favorable outcomes in challenging litigation.   Connect with Omega Law Group:  Website: https://www.omegalaw.com/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: Legal Business Development Isn't Rocket Science and more! YouTube: Steve Fretzin Call 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 Tetlow discuss: Designing a legal career around fulfillment, not just ambition Managing time, attention, and workload with intentional systems Reframing legal work through project management thinking Reducing overwhelm by structuring email, tasks, and daily routines   Key Takeaways: Success without alignment leads to quiet dissatisfaction. Steve shares how chasing scale made him miserable, while simplifying his practice brought clarity and joy. Sarah echoes this by leaving a “fine” but unfulfilling role to build something more meaningful. Lawyers must think like project managers, not reactive order-takers. There will always be more work than fits in a day, so the goal is intentional prioritization. Taking a high-level view helps you focus on what truly matters now and plan ahead. Most emergencies are not real; they're the result of poor systems and expectations. Defining true urgency, setting communication boundaries, and using your team to filter interruptions allows you to stay focused on high-value work. Strong systems create clarity and control, especially with email and tasks. Treat your inbox as triage, track commitments outside your calendar, and use a simple shutdown routine to prioritize tomorrow. Small habits like this reduce stress and improve consistency.   "Without a system, your inbox becomes a distraction instead of a tool." —  Sarah Tetlow   Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.   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/   Big news for ambitious attorneys: on April 15, we're launching a new resource to help you be confident, organized, and a skilled Rainmaker. This is the tool I use to help my clients grow every year—don't miss it, you'll want to check it out as soon as it's live.   Thank you to our Sponsor! Rankings.io: https://rankings.io/ Lawyer.com: https://www.lawyer.com/   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 Sarah Tetlow: Sarah Tetlow is a productivity consultant, trainer, and speaker who helps attorneys and busy professionals improve efficiency, reduce stress, and increase focus and revenue. Drawing from her background in law firms, she provides personalized strategies through consulting, workshops, and training that help clients manage their time with a proactive, structured approach. She is also the creator of the ARTT® Email Productivity system, which has helped hundreds of professionals take control of their inbox, reduce distractions, and build better communication habits that lead to stronger responsiveness and results.   Connect with Sarah Tetlow:   Website: https://www.firm-focus.com/ LinkedIn: https://www.linkedin.com/company/firm-focus-llc/ Facebook: https://www.facebook.com/Firm-Focus-2133715496717831/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: Legal Business Development Isn't Rocket Science and more! YouTube: Steve Fretzin Call 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 Reid Zeising discuss: Letting experts elevate your business Streamlining operations to unlock scale Embracing AI as a force multiplier Releasing control and focusing on what matters most   Key Takeaways: You don't need to master every discipline to build something great. Real growth comes from casting vision, staying close to the customer, and surrounding yourself with people who are truly exceptional in their craft. Efficiency is built through intentional systems like consolidating updates, centralizing records, leveraging provider networks, and simplifying lien resolution. These practical shifts remove bottlenecks and free up significant time for your team. AI is not a replacement for lawyers but a tool that removes redundancy and enhances decision-making. Those who integrate it into their workflows gain speed, insight, and a clear advantage over those who resist it. The biggest barrier to scaling is often the inability to let go. Defining your highest-value roles and delegating the rest allows you to operate where you are most impactful while others execute at a higher level.   "AI is not going to replace humans. AI is just replacing humans unwilling to utilize AI." —  Reid Zeising   Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.   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/   Big news for ambitious attorneys: on April 15, we're launching a new resource to help you be confident, organized, and a skilled Rainmaker. This is the tool I use to help my clients grow every year—don't miss it, you'll want to check it out as soon as it's live.   Thank you to our Sponsor! Rankings.io: https://rankings.io/ Lawyer.com: https://www.lawyer.com/   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 Reid Zeising: Reid Zeising is the Founder and CEO of Gain Servicing, where he helps plaintiff personal injury law firms improve efficiency and outcomes through streamlined revenue cycle management and operational strategy. With a background in finance and investment banking, he brings a data-driven perspective to scaling businesses, specializing in areas such as lien resolution, medical record consolidation, and workflow optimization. Reid is known for his emphasis on delegation, hiring top-tier talent, and focusing leadership on high-value activities like strategy and client relationships. He is also an advocate for the practical use of AI in legal operations, viewing it as a tool to eliminate bottlenecks while preserving the essential role of human judgment and trust in legal representation.   Connect with Reid Zeising:  Website: https://gainservicing.com/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: Legal Business Development Isn't Rocket Science and more! YouTube: Steve Fretzin Call 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 Danny Decker discuss: Putting the client at the center Building your brand around real client needs Turning client questions into content Taking action and refining along the way   Key Takeaways: Strong legal marketing shifts the spotlight away from the lawyer and toward the client's problems, emotions, and desired outcomes. Messaging that builds trust acknowledges what clients are going through and offers a clear, supportive path forward. Credentials and accolades matter less than demonstrating empathy and relevance. The most effective personal brands show clients that you understand their situation and can guide them from uncertainty to resolution. The questions asked in consultations are the same ones potential clients are searching online and through AI. Transforming these into blogs, videos, and posts builds visibility, authority, and trust over time. Progress in marketing comes from execution, not perfection. Moving quickly, learning from mistakes, and adjusting direction creates far more momentum than waiting for the perfect strategy.   "Your customers should be the hero of your marketing." —  Danny Decker   Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.   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 Sponsor! Rankings.io: https://rankings.io/ Lawyer.com: https://www.lawyer.com/   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 Danny Decker: Danny Decker is Partner & Cofounder of Spotlight Marketing & Branding. In addition to building his team, he frequently speaks at events and workshops and hosts multiple podcasts on business and marketing. His books, The Automatic Marketing Machine and Marketing Simplified, are available on Amazon. Danny lives in Huntersville, North Carolina, with his wife & their two kids.   Connect with Danny Decker:   Website: https://spotlightbranding.com/ LinkedIn: https://www.linkedin.com/in/danieljdecker/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: Legal Business Development Isn't Rocket Science and more! YouTube: Steve Fretzin Call 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 Brian LaCien discuss: Building systems that create consistency Growing your practice through relationships Learning through mentorship and mistakes Knowing when to push and when to stop   Key Takeaways: Every case is different, but your process should not be. Strong systems like checklists and workflows help you stay organized and reliable, especially in long and complex litigation. The best cases come from trust, not volume marketing. Building genuine relationships and staying visible in the legal community drives consistent referrals and long-term growth. Becoming a great trial lawyer requires experience, guidance, and room to fail. The right mentors and real courtroom reps shape your skill far more than theory alone. One extra question can hurt your case. Great lawyers understand timing, knowing when they've made their point and having the discipline to stop.   "Every case is different, but how you approach it should be really similar, so that you may not remember doing something six months ago, but you know you did it because that's the way you do things." —  Brian LaCien   Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.   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 Sponsor! Rankings.io: https://rankings.io/ Lawyer.com: https://www.lawyer.com/   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 Brian LaCien: Brian LaCien is a trial lawyer and co-founder of Smith LaCien LLP, where he represents individuals in complex personal injury and wrongful death cases. With nearly two decades of experience, he has built a reputation for handling high-stakes litigation with a disciplined, detail-oriented approach rooted in strong case strategy and preparation. Before co-founding his firm, Brian spent 17 years at a leading plaintiff trial firm, where he developed his skills under experienced litigators and gained extensive courtroom and deposition experience. He is committed to the civil justice system as a way to hold powerful institutions accountable and advocates for his clients with both precision and persistence.   Connect with Brian LaCien:   Website: https://www.smithlacien.com/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: Legal Business Development Isn't Rocket Science and more! YouTube: Steve Fretzin Call 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 Megan Hargroder discuss: Building trust over chasing tactics Positioning with clarity and specificity Showing authenticity to attract the right clients Using story and proof to strengthen credibility   Key Takeaways: Modern marketing is shifting away from quick SEO tricks toward real human engagement. When people genuinely connect with your content and stay on your site, it signals trust. That trust is what drives visibility and long-term growth. Trying to speak to everyone weakens your authority. Focusing on a clear niche helps people understand what you do and see you as the go-to expert. Repeating one core message consistently builds recognition and trust. Relatable language, personality, and even humor make you memorable. The goal is not to impress peers but to connect with people. When you show who you really are, you naturally draw in the right clients and filter out the wrong ones. Your bio and reviews are powerful trust builders when done right. Sharing why you do what you do and highlighting specific results helps people see themselves in your story. Detailed proof builds confidence far more than generic praise.   "You want to be turning the right people on, and you want to be turning the wrong people off at all times." —  Megan Hargroder   Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.   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 Sponsor! Rankings.io: https://rankings.io/ Lawyer.com: https://www.lawyer.com/   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 Megan Hargroder: Megan Hargroder is a legal marketing strategist and entrepreneur known for helping law firms grow through authentic, relationship-driven marketing. As the founder of Legends Legal Marketing, she specializes in building systems that connect attorneys with referral partners and drive consistent business development. With a background in both marketing and operations, Megan brings a practical, results-focused approach to scaling professional services. She is passionate about mentorship, community building, and helping lawyers create sustainable growth by aligning strategy, systems, and personal strengths.   Connect with Megan Hargroder:  Website:  https://heyitsmegan.com/ , https://legendslegalmarketing.com/ LinkedIn: https://www.linkedin.com/in/heyitsmegan/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: Legal Business Development Isn't Rocket Science and more! YouTube: Steve Fretzin Call 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 Armando Leduc discuss: Building authority through podcasting Overcoming mindset barriers Leveraging content strategically Maintaining consistency for compounding impact   Key Takeaways: Hosting a weekly podcast allows lawyers to create a systematic referral network, strengthen relationships with industry partners, and position themselves as trusted authorities over time. Addressing fear, self-doubt, and perceived market saturation helps attorneys gain confidence on camera and embrace personal branding as a growth tool. Repurposing podcast recordings into articles, social posts, and even books multiplies visibility and ensures each interview provides long-term business development value. Persistently producing niche-focused content over months and years compounds authority, relationships, and opportunities, turning podcasting into a long-term growth engine.   "If you're an estate planning attorney, start a podcast... but number two, bring in financial advisors and family lawyers and wealth advisors and CPAs and people that are in the space that can refer you business." —  Armando Leduc    Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.   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 Sponsor! Rankings.io: https://rankings.io/ Lawyer.com: https://www.lawyer.com/   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 Armando Leduc: Armando Leduc is the CEO of Leduc Entertainment, a social media management company. Armando is a multifaceted and driven artist who has carved a niche for himself in the entertainment sector through determination, hard work, and an innate gift for storytelling. With a growing list of achievements and a steadfast commitment to his craft, Armando continually strives for excellence, leaving audiences eagerly anticipating his next creative endeavor.   Connect with Armando Leduc:   Website: https://www.leducentertainment.com/ Facebook: https://www.facebook.com/leducentertainment Twitter: https://twitter.com/armandoleduc Instagram: https://www.instagram.com/leducentertainment/ YouTube: https://www.youtube.com/channel/UCQ0BozS4ZM-1TqOcwSl2l0Q LinkedIn: https://www.linkedin.com/in/armando-leduc-16ba4940   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: Legal Business Development Isn't Rocket Science and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911   Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

What happens when a plane crash gives you a second chance at life — and you decide to spend it helping lawyers build careers they actually love?In this episode of The Free Lawyer®, Gary Miles sits down with Steve Fretzin, one of the most respected business development coaches in the legal profession. Over nearly two decades, Steve has helped hundreds of attorneys master the art of growing their practices without ever feeling like salespeople — through his signature Sales-Free Selling methodology and his Be That Lawyer brand.Gary and Steve dive deep into why most lawyers struggle with business development, how the legal industry is shifting in the age of AI and remote work, and why building your own personal brand isn't optional anymore — it's survival. They also explore the power of coaching, the difference between lawyers who invest in their growth and those who try to go it alone, and what it really means to have both a successful practice and a life you enjoy.If you've ever felt stuck waiting for referrals, uncomfortable with the idea of "selling," or trapped by the very success you've built, this conversation is for you.KEY TAKEAWAYSLife is too short to wait for a wake-up call. Steve's plane crash survival story is a powerful reminder — don't wait for a crisis to start building the career and life you want.Business development doesn't have to feel like selling. Steve's Sales-Free Selling system helps lawyers build business through trust, relationships, and a consultative approach — not chest-thumping or pitching."Enjoy the swing." Borrowing a lesson from his golf pro, Steve reframes business development as something lawyers can actually enjoy — building genuine connections and earning trust — rather than dreading it.You are "You, Inc." Every lawyer is an independent business. Building your own personal brand protects your career, attracts better clients, and gives you leverage no matter what changes around you.Ask your best clients what makes you different. Go to 3-4 long-term clients and simply ask them why they've stayed. Their answers may reveal your true differentiator.ABOUT STEVE FRETZINSteve Fretzin is a plane crash survivor, five-time bestselling author, and premier business development coach for attorneys. His Sales-Free Selling methodology has helped hundreds of lawyers build sustainable books of business. He hosts the Be That Lawyer podcast, writes a monthly column for Above the Law, and has created over 1,100 YouTube videos on attorney business development.Connect with Steve: https://fretzin.com/| steve@fretzin.comCONNECT WITH GARY MILES & THE FREE LAWYER®Website: https://www.garymiles.net/You can find The Free Lawyer Assessment here- https://www.garymiles.net/the-free-lawyer-assessmentWould you like to learn what it looks like to become a truly Free Lawyer? You can schedule a complimentary call here: https://calendly.com/garymiles-successcoach/one-one-discovery-call

In this episode, Steve Fretzin and Brian Hansen discuss: Planning before marketing Specializing in impact Prioritizing practical channels Using AI and content wisely   Key Takeaways: Lawyers should focus on strategy, clear goals, and growth plans before jumping into ads or SEO. Thinking like a business owner prevents reactive, scattered efforts. Narrowing focus to niches ensures higher-quality results and avoids mediocrity. Saying no to misaligned work preserves reputation and effectiveness. Local Service Ads, SEO fundamentals, Maps visibility, and strong reviews drive results. Smaller firms may rely more on networking, referrals, and credibility than on heavy SEO spend. AI accelerates work, but expertise remains critical. Authentic, experience-based content on platforms clients actually use delivers lasting value.   "We only want to do what we're really good at… don't do anything that you're going to do with a C plus or a B minus." —  Brian Hansen   Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.   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 Sponsor! Rankings.io: https://rankings.io/ Lawyer.com: https://www.lawyer.com/   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 Brian Hansen: Brian Hansen is the founder and CEO of Rocket Pilots, a San Diego-based digital marketing agency specializing in helping law firms grow through targeted SEO, Local Service Ads, and paid media strategies. Since launching the agency in 2016, Brian has focused on delivering measurable results, ethical practices, and client-centered strategies that prioritize real business outcomes over vanity metrics. With expertise in niche marketing, strategy-driven campaigns, and consultative client relationships, he helps law firms navigate competitive markets and achieve sustainable growth while sharing insights on legal marketing and technology trends with the professional community.   Connect with Brian Hansen:   Website: https://rocketpilots.com/ LinkedIn: https://www.linkedin.com/in/brianghansen/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: Legal Business Development Isn't Rocket Science and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911   Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode of Ask Canada Immigration Lawyer, Evelyn Ackah speaks with Steve Fretzin, President and Founder of Fretzin, Inc. and host of the Be That Lawyer podcast, about business development for lawyers and why relationship-building remains at the heart of sustainable professional growth. Drawing on more than 20 years of coaching experience, Steve shares how he helps lawyers move away from outdated, sales-driven tactics and adopt a more authentic, consultative approach to networking, client development and long-term practice growth.The conversation explores why many lawyers struggle with sales and business development, despite the fact that building a book of business is essential for long-term career security and independence. Steve explains his “sales-free selling” philosophy, which reframes business development as problem-solving rather than pitching. He discusses the importance of asking better questions, listening actively, following up consistently and creating genuine relationships that lead to trust, loyalty and referrals over time. He also shares practical insight on client retention, effective networking, time management, delegation and how lawyers can use systems and automation to stay focused on high-value work.Whether you are a solo practitioner, a lawyer in a large firm, or a business owner looking to strengthen client relationships and grow strategically, this episode offers practical guidance on developing business in a way that feels natural, ethical and effective. It is a thoughtful discussion on how professionals can protect their future, adapt to change and build a practice rooted in trust, value and consistency.

In this episode, Steve Fretzin and Owili Eison discuss: Thinking like an intrapreneur, not just an employee Balancing legal skill with business development Networking intentionally to build referral pipelines Using technology and AI to stay competitive   Key Takeaways: Lawyers who rely entirely on their firm for work risk having little control over their future. Building a personal brand, developing referral relationships, and generating your own clients creates long-term career security and flexibility. A successful legal career has two sides: practicing the law and building the firm. Lawyers who focus only on technical legal work often miss the larger opportunity, since referral relationships and originations frequently generate the greatest long-term value. Effective networking is targeted, not random. By focusing on lawyers in complementary practice areas and building genuine, reciprocal relationships, attorneys can create steady referral partnerships that grow over time. Modern legal practice increasingly relies on tools that improve efficiency and insight. Lawyers who adopt technologies like AI for document review, intake summaries, and research can work faster, scale their impact, and stay ahead in a rapidly changing profession.   "There's two aspects to our business and the law operation. There's the law and the firm… You need to focus on both and have a holistic approach to the business and practice of law, otherwise I think you're going to find yourself in a tough position.” —  Owili Eison   Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.   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 Sponsor! Rankings.io: https://rankings.io/ Lawyer.com: https://www.lawyer.com/   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 Owili Eison: Owili K. Eison is a Los Angeles-based personal injury attorney and Partner at BD&J, where he focuses on catastrophic injury litigation. He also supervises a team of 20 associates and staff, helping train the next generation of trial lawyers to advocate for those harmed by negligence. A graduate of the University of Southern California and Loyola Law School, Los Angeles, Owili participated in Loyola's Trial Advocacy Program and later completed both the CAALA Plaintiff's Trial Academy and the Jack Daniels ABOTA Trial Academy. Owili was inspired to pursue personal injury law after suffering serious injuries when he was struck by a negligent driver in a crosswalk. Since then, he has handled thousands of cases involving automobile accidents, wrongful death, premises liability, and medical malpractice. In just over nine years at BD&J, he has recovered more than $500 million for his clients and built a reputation as a tenacious yet pragmatic advocate.   Connect with Owili Eison:   Website: https://www.bdj.com/ LinkedIn: https://www.linkedin.com/in/owilieison   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: Legal Business Development Isn't Rocket Science and more! YouTube: Steve Fretzin Call 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 Colleen Young discuss: Building trust through consistent visibility Growing through relationships, referrals, and the right fit Aligning marketing and intake to convert the right clients Using time and resources more strategically   Key Takeaways: Consistent marketing builds recognition and credibility over time. Because legal services are intangible and high-stakes, potential clients rely less on impulse and more on trust, familiarity, and a sense that the lawyer understands their needs. Many successful firms grow through community presence and strong referral networks rather than pure advertising. The most sustainable practices are built around clients, partners, and team members who are the right cultural and professional fit. Marketing should nurture and educate prospects before they ever contact the firm. Intake then acts as a strategic filter, qualifying leads and converting the right, profitable matters rather than simply accepting every potential case. Lawyers should focus on legal expertise and relationship-building rather than trying to execute every marketing task themselves. Delegating content production, intake, and administrative work allows firms to maintain consistent marketing while using time and budget more effectively.   "Marketing should be teeing up, not cold leads, but nurtured leads for the sales team." —  Colleen Young   Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.   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 Sponsor! Rankings.io: https://rankings.io/ Lawyer.com: https://www.lawyer.com/   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 Colleen Young: Colleen Young is the Chief Marketing Officer at Get Staffed Up, where she helps law firms grow through smarter marketing, stronger intake systems, and strategic delegation. With more than 25 years of experience across professional services and B2B industries, she specializes in helping attorneys turn marketing into real client relationships by focusing on trust, community presence, and well-nurtured leads. At Get Staffed Up, Colleen also advocates for using virtual assistants and remote teams so lawyers can spend less time on administrative work and more time practicing law and building meaningful client connections.   Connect with Colleen Young:   Website: https://getstaffedup.com/ LinkedIn: https://www.linkedin.com/in/colleen-young-marketing/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: Legal Business Development Isn't Rocket Science and more! YouTube: Steve Fretzin Call 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 Robert Hartmann discuss: Taking ownership of the business of law Building rainmaking skills through empathy and responsiveness Preparing for independence before you need it Networking strategically, not randomly   Key Takeaways: Law school prepares lawyers for doctrine, not for marketing, leadership, or running a practice. Lawyers must take responsibility for learning how to generate work and build a book of business. The safest career path is being able to stand on your own if circumstances change. Empathy, honesty, and fast communication are powerful differentiators in a crowded market. Treating clients and referral sources with care strengthens reputation and repeat business. Soft skills practiced early, especially as an associate, lay the foundation for becoming a future Rainmaker. Every lawyer should be financially and operationally ready to go solo if necessary. That includes savings, strong professional relationships, and clarity around overhead and support systems. Leaving firms well and preserving bridges can turn former employers into future referral sources. Effective networking focuses on finding a small group of true strategic partners, not collecting business cards. Let others speak first, listen well, and align your value to their needs. Consistent systems and intentional follow-through turn relationships into long-term referral engines.   "Everybody has the ability with a few simple soft skills to become a good Rainmaker." —  Robert Hartmann   Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.   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 Sponsor! Rankings.io: https://rankings.io/ Lawyer.com: https://www.lawyer.com/   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 Robert Hartmann: Robert Hartmann is the founder of Hartmann Law Firm and an advocate for helping attorneys develop the soft skills needed to build successful legal careers. With years of experience practicing law and running a boutique firm, Robert emphasizes the importance of networking, relationship-building, and business development, skills often overlooked in traditional legal education. Through his work, he encourages lawyers to take ownership of their careers by building their own books of business and cultivating meaningful professional relationships. Robert is also the author of the upcoming book Making It Rain, which provides practical guidance and checklists for attorneys who want to become effective rainmakers and prepare for starting their own practice. Passionate about mentorship and professional growth, Robert regularly shares insights on networking, empathy in client relationships, and strategic career planning for lawyers.   Connect with Robert Hartmann:   Website: https://www.hartmannlawfirm.net/ LinkedIn: https://www.linkedin.com/in/robert-hartmann-565a5919/ Email: bob@hartmannlawfirm.net Phone: 714-381-1366   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: Legal Business Development Isn't Rocket Science and more! YouTube: Steve Fretzin Call 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 Leah Miller discuss: Run your law firm like a business, not a hobby Use accurate financials to avoid hidden risks and overpayment Track key metrics and benchmarks for people, operations, and marketing Leverage metrics to make strategic growth decisions   Key Takeaways: Long-term growth requires regular attention to financials. Cash in the bank is not a strategy; data should guide hiring, marketing, and operational decisions. Bad bookkeeping masks problems and can cost in taxes. Early investment in a bookkeeper or financial team yields high ROI and clarity. Monitor payroll, operating costs, and marketing spend as percentages of revenue. Focus on trends over time and adapt to what works for your firm. Financial data informs hiring, marketing, and process improvements. Treat new hires as investments, plan for cash gaps, and track time spent on business development for accountability.   "If you're not paying attention to the dollars and you're not operational decisions based on the finances, you are not going to have that long-term, sustained growth that you're looking for as a lawyer in a firm." —  Leah Miller   Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.   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 Sponsor! Rankings.io: https://rankings.io/ Lawyer.com: https://www.lawyer.com/   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 Leah Miller: Leah N. Miller, MBA, is the founder and CEO of Firmly Profits, a firm providing fractional CFO and bookkeeping services to law firms across the United States. Starting her career as a paralegal, Leah rose to become a firm administrator and CFO at a personal injury law firm in Fort Myers, Florida, where she recognized the need for law firm owners to gain confidence in their finances. Passionate about helping attorneys achieve financial clarity and sustainable growth, she now leads a team dedicated to offering expert financial guidance, process improvement, and strategic planning for firms of all sizes. Outside of work, Leah teaches paralegal courses and enjoys spending time with her husband and three daughters in sunny Southwest Florida.   Connect with Leah Miller:   Website: https://firmlyprofits.com/ YouTube: https://www.youtube.com/@LNMFinancialServices/videos LinkedIn: https://www.linkedin.com/company/firmlyprofits/ Facebook: https://www.facebook.com/people/LNM-Financial-Services/100091343407958/ Instagram: https://www.instagram.com/leah_lnm_financial/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: Legal Business Development Isn't Rocket Science and more! YouTube: Steve Fretzin Call 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 Gary Miles discuss: Facing fear with clarity Owning your internal authority Focusing on the process, not the outcome Building freedom through micro-shifts   Key Takeaways: Fear is common in legal careers, often hidden behind competence. Recognize that much of it is imagined, not reality. Facing it openly allows lawyers to act with clarity and confidence. Internal authority matters more than external validation. Measure success by your own standards, preparation, and effort, not by others' opinions or metrics. This mindset creates professional freedom and peace of mind. Enjoying the process improves performance more than obsessing over outcomes. Focus on preparation, relationships, and skill-building instead of constant comparison or pressure to “win.” This approach fosters growth and satisfaction. Small, practical shifts build lasting change. Replace self-critical thoughts with supportive ones, set clear boundaries, and evaluate progress by skill, enjoyment, and well-being. Over time, these micro-actions compound into meaningful professional freedom.   “There's fear everywhere. Unfortunately, the reality is that we have to lean into it… We have to lean into the fear and make mistakes, and that's how we improve." —  Gary Miles   Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.   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 Sponsor! Rankings.io: https://rankings.io/ Lawyer.com: https://www.lawyer.com/   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 Gary Miles: Gary Miles is a trial attorney and former managing partner with over 40 years of legal experience, now dedicated to coaching lawyers to thrive. Drawing on his own journey managing complex cases and running a successful firm, he helps attorneys overcome fear, limiting beliefs, and burnout while building practices aligned with their values. Gary is the host of The Free Lawyer podcast and author of Breaking Free: A Guide to Achieving Personal and Professional Freedom as a Lawyer, combining mindset strategies with practical tools for professional and personal fulfillment.   Connect with Gary Miles:   Website: https://www.garymiles.net/ LinkedIn: https://www.linkedin.com/in/gary-miles-freedom/ Facebook: https://www.facebook.com/gary.miles.75641 Instagram: https://www.instagram.com/golfinggary52/ YouTube: https://www.youtube.com/channel/UCqcfaTWo17uxmYS9hfAdiaQ Free Lawyer Assessment: https://www.garymiles.net/the-free-lawyer-assessment   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: Legal Business Development Isn't Rocket Science and more! YouTube: Steve Fretzin Call 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 Josh Hodges discuss: Turning challenges into determination Finding opportunity in small markets Building influence through consistency and service Leading with accountability and learning   Key Takeaways: Unconventional paths and high-stakes personal challenges build resilience and drive. Success becomes non-negotiable when urgency is present. Leveraging local connections and analyzing lawyer-per-capita dynamics uncovers untapped opportunities. Diversifying practice areas ensures financial stability and community impact. Treating marketing, content creation, and networking as long-term habits fosters credibility and goodwill. Prioritizing service-first approaches generates multiple professional opportunities over time. Investing in systems, mentorship, and operational structure strengthens sustainable growth. Making timely personnel decisions maintains firm performance and prevents operational strain.   "If you wait until you're not busy or things slow down to start networking, you will retire one day, and it never will occur." —  Josh Hodges   Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.   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 Sponsor! Rankings.io: https://rankings.io/ Lawyer.com: https://www.lawyer.com/   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 Josh Hodges: Josh Hodges brings a unique blend of life and professional experience to his practice. After working full-time factory jobs while completing his undergraduate degree, he graduated Summa Cum Laude from Salmon P. Chase College of Law, serving as Student Bar Association President and National Treasurer of NLLSA. He gained experience at a major Midwestern law firm, handling complex civil litigation and high-stakes personal injury cases. Now based in Hamilton, Ohio, Josh focuses on personal injury law throughout Southwest Ohio as managing partner of Kruger & Hodges Hometown Injury Lawyers. He has personally handled hundreds of cases and leads a team that has successfully managed over 1,000 cases, securing more than $10 million for clients in 2025 alone. Josh is also a sought-after speaker on national legal podcasts and conferences, teaching lawyers to serve their communities and build stronger practices. He actively mentors younger lawyers, emphasizing the value of guidance and community support in building a successful career.   Connect with Josh Hodges:  Website: https://thehometownlawyers.com/attorneys/josh-hodges/ LinkedIn: https://www.linkedin.com/in/joshua-hodges-hplaw/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: Legal Business Development Isn't Rocket Science and more! YouTube: Steve Fretzin Call 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 Brooke Lively discuss: Recognizing that law firms must master the business of law Prioritizing rocks before everything else Building culture through the right people and real accountability Understanding personal wiring and stage fit   Key Takeaways: Law school teaches legal doctrine, not leadership, systems, or execution. Firms that struggle often lack clear vision, aligned people, and real accountability. Frameworks like EOS provide structure for turning intention into consistent results. You cannot pursue every opportunity at once without diluting impact. Identifying quarterly “rocks” forces focus and determines what gets a firm's time and attention. Without clear priorities, “urgent” noise will crowd out important progress. Success depends on having the right people in the right seats and refusing to tolerate toxic high performers. Clear metrics, documented processes, and regular follow-through create traction. When accountability becomes normal, execution improves across the firm. Leaders thrive in different environments, whether scrappy growth or mature stability. Misalignment between personality and company stage can create friction and unintended chaos. Self-awareness allows both the leader and the firm to operate at their best.   "The urgent overtakes the important, and the important never gets done." —  Brooke Lively   Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.   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 Sponsor! Rankings.io: https://rankings.io/ Lawyer.com: https://www.lawyer.com/   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 Brooke Lively: Brooke Lively is a speaker, author, and profitability expert, and the founder of Cathedral Capital, a team of CFOs and Profitability Strategists dedicated to helping entrepreneurs transform their private practices into profitable, well-managed businesses. With an MBA in Investments and Corporate Finance, Brooke has leveraged her experience growing multiple companies to guide clients—from law firms to marketing agencies—in understanding financial statements, making data-driven decisions, and increasing profitability. She is the author of the 6 Key Numbers series, providing accessible financial guidance for business owners, psychologists, and attorneys. Known for her approachable yet candid style, Brooke also delivers engaging keynote presentations that educate entrepreneurs on financial stability, growth management, and sustainable profitability.   Connect with Brooke Lively:  Website: https://brookelively.com/ Facebook: https://www.facebook.com/CathedralCapital LinkedIn: https://www.linkedin.com/in/brookelively/ YouTube: https://www.youtube.com/channel/UCg1JD7XBFwGjizaa9_566sg Instagram: https://www.instagram.com/cathedralcapital/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: Legal Business Development Isn't Rocket Science and more! YouTube: Steve Fretzin Call 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 Persich discuss: Investing time instead of just spending it Fixing systems before layering on automation Building a connected tech stack that talks to itself Using AI strategically while managing risk   Key Takeaways: High-performing firms focus on building systems that multiply their time rather than endlessly grinding through tasks. Automation, documented workflows, and thoughtful process design “buy back” hours every week. The goal is long-term leverage, not short-term busyness. Most lawyers do not have an automation problem first; they have a clarity problem around roles, processes, and workflows. Undefined responsibilities and undocumented systems cause time leaks long before software can solve anything. Strong foundations make automation effective instead of chaotic. A solid CRM, practice management system, and an integration layer like Zapier allow firms to eliminate repetitive manual work. Open APIs and thoughtful integrations turn scattered tools into a coordinated system. When payments, contracts, intake, and follow-ups connect seamlessly, administrative drag disappears. AI becomes powerful when prompts are specific, voice is clearly defined, and systems are documented with tools like Loom and structured SOPs. Custom prompts or GPT setups help maintain brand consistency and save substantial time on drafting and research. At the same time, firms must weigh confidentiality, compliance, and ethical considerations before deploying AI at scale.   "I still stayed in my comfort zone for a little while, and I finally allowed myself to accept being uncomfortable… the big mistake was not going out on my own sooner, and staying in that safety zone and accepting the uncomfortability. And it's been really, really great ever since." —  Sarah Persich   Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.   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 Sponsor! Rankings.io: https://rankings.io/ Lawyer.com: https://www.lawyer.com/   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 Sarah Persich: Sarah Persich is a law firm automation strategist and operations expert known as “The Automation Lady.” With nearly a decade of experience inside a small law firm, she began her career as a legal assistant. She grew into the integrator role, serving as the operational second-in-command responsible for systems, technology, and process design. Her hands-on experience managing IT, workflows, and firm infrastructure gave her a front-row seat to the inefficiencies that quietly drain time and profitability from growing practices. Over time, she transitioned from internal operations leadership into marketing and automation strategy, helping firms move beyond reactive task management and toward intentional system design. Today, Sarah works with law firms to implement CRMs, streamline practice management systems, build automations, and document scalable processes. She helps attorneys distinguish between high-value strategic work and repetitive administrative tasks, enabling them to reclaim time, improve client experience, and build firms that operate with clarity instead of chaos.   Connect with Sarah Persich:  Website: https://www.automationlady.com/ LinkedIn: https://www.linkedin.com/in/sarahpersich/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: Legal Business Development Isn't Rocket Science and more! YouTube: Steve Fretzin Call 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 Evelyn Ackah discuss:Reframing challenges as opportunitiesBuilding security through owning your book of businessDesigning a firm around delegation and technologyProtecting culture by hiring and leading with intention Key Takeaways:Success begins with asking whether challenges are happening to you or for you. A growth-oriented mindset is not optional for entrepreneurs and rainmakers. Those who thrive train themselves to see obstacles as openings, not endings.Relying solely on servicing others' clients limits mobility and control. Developing your own clients creates long-term security and professional freedom. Rainmaking is a learnable skill built through systems, discipline, and study.High-value leaders focus only on work they alone can do. Everything else can be delegated, automated, or systemized through tools and virtual teams. Intentional tech stacks and strong delegation enable autonomy, even four-day workweeks.Skills can be trained, but values and attitude determine long-term fit. Toxic hires damage momentum and must be addressed quickly. Great leaders invest in coaches, mentors, and team development to sustain growth. "Your staff are your dream builders. They help you create your dream. And so you want to invest in them just as much as they're investing in your success." — Evelyn Ackah Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again. 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 Sponsor!Rankings.io: https://rankings.io/Lawyer.com: https://www.lawyer.com/ 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 Evelyn Ackah: Evelyn Ackah is the Founder and CEO of Ackah Business Immigration Law, a cross-border firm representing corporations and professionals in Canadian and U.S. immigration matters. With more than 25 years of experience—including leadership roles in Big Law and at Ernst & Young—she delivers strategic, business-focused immigration solutions tailored to her clients' goals.Originally from Ghana and raised in Canada, Evelyn brings both personal insight and professional depth to her work in global mobility. She is passionate about legal entrepreneurship, leveraging technology and innovative systems to build a scalable, client-centered practice.Evelyn is also the host of the Ask Evelyn Ackah Immigration Lawyer podcast, where she interviews industry leaders on immigration and related business topics. Connect with Evelyn Ackah: Website: https://www.ackahlaw.com/Facebook: https://www.facebook.com/AckahBusinessImmigrationLaw/Twitter: https://twitter.com/Ackahlaw/LinkedIn: https://www.linkedin.com/company/ackah-business-immigration-law/ & https://www.linkedin.com/in/evelynackah/Instagram: https://www.instagram.com/ackahlaw/YouTube: https://www.youtube.com/channel/UCw7M2pQKwsRteq-nThuaELQ   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 Ted DeBettencourt discuss:Making prospects feel heard before they hireFixing intake as the real growth leverOptimizing website conversion channelsAdopting a builder's mindset in business development Key Takeaways:Emotional needs matter as much as legal expertise when someone is choosing a lawyer. If prospects do not feel listened to or cared for, they continue shopping. Human connection is often the deciding factor in a crowded legal marketplace.Many firms invest heavily in marketing but lose revenue at the intake stage. Speed of response determines success, as delays of even 24 hours can cost the case. Clear criteria for qualified leads protect attorney time and improve conversion rates.Law firm websites must make contact effortless through visible phone numbers, live chat, text, and forms. Human-powered chat and SMS are increasingly driving higher engagement and signed cases. Firms that reduce friction in communication dramatically improve conversion outcomes.Opportunities rarely arrive on their own, even with strong credentials. Growth begins when professionals stop waiting and start creating value. Taking initiative and solving real problems can open entirely new career paths. "Running a law firm 101: don't answer your own phone, because you're never getting any work done." — Ted DeBettencourt Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again. 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 Sponsor!Rankings.io: https://rankings.io/Lawyer.com: https://www.lawyer.com 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 Ted DeBettencourt: Ted DeBettencourt is the founder and CEO of Juvo Leads, a human-powered intake and chat service helping law firms convert more website visitors into signed clients. With a JD/MBA background, Ted shifted from pursuing traditional legal roles to building solutions that improve law firm marketing and intake performance. He focuses on speed, connection, and ensuring prospects feel heard — proving that human engagement remains a powerful differentiator in a digital world. Connect with Ted DeBettencourt: Website: https://juvoleads.com/ 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

In this episode, Steve Fretzin and Colleen Breems discuss:Letting a niche form over timeEarning trust through depth and preparationUsing competence as the foundation of marketingPositioning intentionally with the right relationships Key Takeaways:Niching down is a gradual process shaped by consistency, passion, and earned trust. Being focused does not require rejecting all other work, only clarifying what you are known for. A clear niche strengthens credibility and often opens doors to adjacent opportunities.Strong niches are built by mastering statutes, procedures, and expectations within a specific role. Every case should be treated as reputation-defining, regardless of size or visibility. Reliability, preparedness, and professionalism compound into long-term trust.Visibility is effective only when it reflects genuine skill and consistent performance. Writing, speaking, and sharing expertise help decision makers remember you for a specific strength. Marketing should amplify substance, not replace it.Focused networking outperforms broad, unfocused relationship building. Clear positioning makes it easier for others to understand, remember, and refer to you. Niching is strongest when aligned with real demand and access to decision makers. "Don't wait until you're ready… Letting fear or doubt stop you from going after a niche is really the biggest roadblock." —  Colleen Breems Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again. 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 Sponsor!Rankings.io: https://rankings.io/Lawyer.com: https://www.lawyer.com/ 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 Colleen Breems: Colleen M. Breems is a partner practicing exclusively in matrimonial and family law. She represents clients in divorce, parentage, post-decree matters, prenuptial and postnuptial agreements, and related family law issues, with a focus on practical, client-centered solutions.In addition to representing adults, Colleen is frequently appointed by Cook County judges to serve as a Child's Representative or Guardian ad Litem, advocating for the best interests of children in family law cases. She is also a trained mediator and parent coordinator.Colleen is deeply committed to public service, dedicating significant time to pro bono work through Chicago Volunteer Legal Services and serving as Co-Vice President of the Advocacy Council for the Junior League of Chicago. Connect with Colleen Breems:  Website: https://beermannlaw.com/LinkedIn: https://www.linkedin.com/in/colleen-breems-a8a4631b/ 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 Conner discuss:Treating note-taking as professional insuranceUsing discomfort to set daily prioritiesChoosing relationships as the foundation of business developmentLetting character determine long-term success Key Takeaways:Relying on memory is a gamble, especially when ideas, tasks, and details arrive constantly. Writing everything down ensures nothing important slips through the cracks. The tool matters less than the habit of capturing thoughts before they disappear.Starting with the task you least want to do lowers anxiety for the rest of the day. Avoidance only prolongs stress, whether with paperwork or difficult phone calls. Momentum is built by confronting discomfort early, not managing it away.Referrals grow out of trust earned through service, generosity, and long-term presence. Bar involvement and community leadership create credibility that no marketing tactic can replace. Strong reputations are built quietly and often pay dividends years later.Integrity functions as a filter for clients, colleagues, and career decisions. Fairness and honesty build trust even with opponents and judges. The same clarity guides how to retire, whom to trust, and how to leave a legacy. "Your reputation is everything, and it's hard to build, and it's easy to destroy." — Tom Conner Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again. 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 Sponsor!Rankings.io: https://rankings.io/Lawyer.com: https://www.lawyer.com/ 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 Tom Conner: Tom Conner is a fourth-generation Texan and veteran trial lawyer whose life and career span more than four decades of courtroom practice. Raised in a small West Texas farming community, he brought grit and resilience from his early years into a distinguished legal career in Houston, where he handled high-stakes civil and family law cases and earned a reputation for integrity and advocacy. His memoir, From Cotton Fields to Courtrooms, blends personal history with reflections on major trials, life lessons, and the discipline that shaped his path from rural beginnings to respected attorney and storyteller. Connect with Tom Conner:  Website: https://tomconnerbooks.com/ , https://www.lawcl.com/lawyers/thomas-r-conner/ 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 Jennifer Gillman discuss:Building rainmaking as a sustainable, early-career practiceShifting mindset to overcome fear and unlock visibilityUsing small, consistent actions to compound business developmentGaining autonomy by moving from service partner to rainmaker Key Takeaways:Becoming a happy rainmaker is not a late-career scramble but a long game that should begin as early as law school or the first years of practice. By consistently maintaining relationships with classmates and peers, lawyers build familiarity and trust over time. This approach replaces transactional job-seeking with organic, referral-based growth.A core barrier to business development is the fear of judgment, captured by the reminder that what other people think of you is none of your business. This mindset shift frees lawyers to show up on LinkedIn, speak publicly, and introduce themselves without self-consciousness. Confidence grows through action rather than perfection.Rainmaking does not require massive time blocks but thrives on small, intentional habits repeated consistently. Even 15 to 20 minutes a week spent nurturing relationships or learning LinkedIn and AI tools can create long-term leverage. Like compound interest, steady effort builds momentum and results.Rainmakers gain control over clients, schedules, and priorities, while service partners remain dependent on others for work and timing. Building a book of business early reframes BD as an investment in future autonomy rather than an added burden. This shift creates greater flexibility and career control. "If you can develop one dollar of business, you can develop a million dollars or ten million." —  Jennifer Gillman Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again. 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 Sponsor!Rankings.io: https://rankings.io/Lawyer.com: https://www.lawyer.com/ 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 Jennifer Gillman: Jennifer Gillman is President and Founder of Gillman Strategic Group, a legal recruiting firm that helps law firm partners find the right fit so they can thrive and enjoy practicing law. A former lawyer herself, Jennifer spent 12 years in practice before becoming a recruiter, and she is known for her candidate-focused, confidential, and thoughtful approach to career matchmaking. She earned her J.D. from New York University School of Law and her undergraduate degree from Brandeis University. Connect with Jennifer Gillman:  Website: https://gillmanstrategicgroup.com/LinkedIn: https://www.linkedin.com/in/jennifer-gillman-law-firm-matchmaker/ 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 Noel Bagwell discuss:Prioritize profit over revenueCultivating virtue and adaptability in leadershipRethinking traditional metricsBuilding resilience through self-awareness Key Takeaways:Sustainable law firms focus on true profitability, not just top-line revenue, ensuring resources for reinvestment and owner compensation.Effective leaders build moral character, listen deeply, transform failure into feedback, and create psychologically safe environments while holding teams accountable.Billable hours are outdated; value-based, flat-fee, or subscription models paired with results-oriented KPIs align incentives with client outcomes and firm sustainability.Perseverance, reflection, and deliberate self-leadership are essential for navigating personal and professional challenges and for leading others effectively. "Profit is what happens when you get everything else right." —  Noel Bagwell Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again. 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 Sponsor!Rankings.io: https://rankings.io/Lawyer.com: https://www.lawyer.com/ 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 Noel Bagwell: Noel Bagwell is the founder of Counsel & Clarity™, where he helps leaders and organizations build resilient leadership, profitable legal relationships, and effective legal operations. His work focuses on supporting startups, growth-stage companies, and executives navigating complexity, change, and high-stakes decision-making.Through Leadership Resilience Coaching, Noel works with leaders recovering from personal or professional setbacks, helping them rebuild capacity, strengthen self-leadership, and lead with clarity under pressure. His coaching emphasizes resilience, reflection, and sustainable performance rather than short-term fixes.Noel also provides Legal Coaching and Services, guiding clients through complex legal challenges with a practical, business-aligned approach. He helps organizations better understand the legal landscape, make informed decisions, and create legal strategies that support long-term goals rather than reactive problem-solving.In his Legal Operations Coaching, Noel partners with legal teams to optimize processes, streamline workflows, and improve how legal functions deliver value. By aligning operations with business priorities, he enables legal departments to become more efficient, effective, and strategically integrated. Connect with Noel Bagwell:  Website: https://counselandclarity.com/home-pageLinkedIn: https://www.linkedin.com/in/nbagwell3/ 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, Robert Armstrong, and Sandy Fisch discuss:Legal expertise without systems limits growthFocus outperforms expansion without infrastructureValue-based models outperform time-based billing in an AI-driven futureFuture-proof firms are systemized, collaborative, and diversified Key Takeaways:Most firms are built by technicians who understand legal work but not business operations. Sustainable firms require deliberate work on systems, strategy, and management.Deep specialization strengthens results, clarity, and scale. Expanding practice areas too early dilutes effectiveness and increases operational drag.Hourly billing weakens as automation accelerates legal work. Flat-fee pricing combined with strong human relationships aligns better with efficiency and client outcomes.Recurring revenue, acquisition-ready structures, and trusted peer communities reduce dependence on individuals. Long-term resilience comes from systems, relationships, and adaptive business models. "There's a difference between working on the business and working in the business." —  Sandy Fisch Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again. 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 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/ About Robert Armstrong: Robert Armstrong is President of the American Academy of Estate Planning Attorneys and co-founder of Armstrong, Fisch & Tutoli, a leading San Diego estate planning firm. A U.S. Navy veteran and summa cum laude graduate of UC San Diego, he earned his Juris Doctor from the University of San Diego in 1976.A recognized thought leader in estate planning, Robert has authored several books, including The E-Myth Attorney, and has been quoted in national publications such as the Wall Street Journal. He frequently appears on television as an estate planning expert.Robert lives in Knoxville, Tennessee, with his wife, Jennifer, and enjoys reading, daily workouts, and time outdoors with his family. About Sandy Fisch: Sanford Fisch is a principal at Armstrong, Fisch & Tutoli, a leading San Diego estate planning firm recognized nationwide for excellence. He co-founded the American Academy of Estate Planning Attorneys to help attorneys and law firms improve their skills and practices.Known for expertise and enthusiasm, Sanford seeks more effective ways to serve clients, support fellow attorneys, and advance the practice of estate planning law across the United States. Connect with Robert Armstrong & Sandy Fisch:  Website: https://www.aftattorneys.com/ 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 Deirdre Nero discuss:Action can precede clarityGrowth requires delegation, not enduranceAuthenticity strengthens leadership and trustExpertise must be valued to be sustainable Key Takeaways:Starting a firm without certainty can still create momentum and direction. Waiting for perfect readiness delays growth more than risk does.Handling every task personally creates a hard ceiling on scale and sustainability. Hiring support is the necessary step to move beyond survival mode.Hiding core aspects of identity fractures credibility and connection. Openness creates deeper trust, healing, and stronger professional relationships.Giving away high-level knowledge undermines both business viability and professional worth. Confident pricing is essential for long-term independence and freedom. "I think honestly that was probably the biggest crime I committed in my firm… trying to do it all myself." —  Deirdre Nero Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again. 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 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/ About Deirdre Nero: Deirdre D. Nero is the founder of NERO Immigration Law, which she established in 2009 after practicing for several years at large domestic and international law firms. She previously led the immigration practice of a major international firm's Coral Gables office and has deep experience advising individuals and small to mid-sized companies.Her practice focuses on business and family immigration, including employment-based immigrant and nonimmigrant visas, PERM labor certifications, and naturalization. Deirdre represents clients nationwide and around the world, working closely with them to execute immigration strategies before U.S. immigration agencies.Fluent in Spanish and certified at the highest level by the Spanish government, Deirdre is a passionate advocate for immigration reform. She frequently lectures and writes on immigration topics and has lived, studied, and worked in Spain, where she completed legal internships and comparative law research. Connect with Deirdre Nero:  Website: https://neroimmigration.com/LinkedIn: https://www.linkedin.com/in/deirdrenero/Facebook: https://www.facebook.com/neroimmigration 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 Noel Andrews discuss:Prioritizing others to drive long-term successDelegation as a lever for higher-value workHiring and managing support effectivelyShifting from doing to thinking as a leader Key Takeaways:Sustainable business growth comes from helping team members, clients, and referral partners achieve their goals first. Celebrate client milestones, develop your team, and make introductions without expecting immediate returns. Focusing outward builds trust, loyalty, and lasting relationships that compound over time.Lawyers often get stuck handling admin, marketing, and operations alongside legal tasks. Listing tasks to delegate frees you to focus on work only you can do and grow the firm strategically. Delegation transforms busywork into leverage and career impact.Start with clarity: define tasks first, then map them to a role, location, and level of support. Remote talent in regions like Eastern Europe or South Africa can provide high-quality work at a lower cost. Clear KPIs, meaningful projects, and trust are more effective than micromanaging hours.Resist the urge to control every detail; hire capable assistants to own outcomes. Delegating at a high level frees time for strategic thinking and future planning. Leaders must balance action with observation to maximize impact and firm growth. "Every single time I've ever done the next stage for me, or the next step in really investing in supporting my team, particularly in their personal lives, the results are just huge." —  Noel Andrews"Profit is what happens when you get everything else right." — Yvon Chouinard, Founder of Patagonia Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again. 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 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/ About Noel Andrews: Noel Andrews is the CEO of JobRack, a global recruitment company that helps entrepreneurs and business owners hire high-quality remote talent, primarily from Eastern Europe and South Africa. With a background in online business and operations, Noel specializes in building systems that allow founders to delegate effectively, scale sustainably, and reclaim time for higher-level thinking.Through JobRack, he has helped hundreds of companies move beyond founder overload by hiring experienced, proactive team members who can truly own outcomes. Noel is known for his practical, clarity-first approach to hiring, leadership, and remote team management, emphasizing trust, accountability, and long-term leverage over micromanagement. Connect with Noel Andrews:  Website: https://jobrack.eu/LinkedIn: https://www.linkedin.com/in/noelandrews/Ashley Robinson: https://www.linkedin.com/in/ashleyrobinsongcm/ 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 Harrington discuss:Reframing business development as relationship-buildingThe power of owning a book of businessClarifying motivation to overcome resistance to business developmentExecuting business development with focus, structure, and preparation Key Takeaways:Business development is not selling or persuasion but consistent, helpful relationship-building over time. The myth of “natural rainmakers” keeps lawyers from starting when business development is actually a learnable skill. Approaching business development like legal training makes it practical, repeatable, and less intimidating.After several years of practice, firms expect lawyers to have portable client relationships. A book of business creates leverage, autonomy, and flexibility across firms or career paths. Without one, even strong lawyers may find their options limited.Many lawyers avoid business development due to fear, overwhelm, or discomfort with selling. Sustainable effort starts by defining a clear personal “why,” such as freedom or stability. Because client work always takes priority, business development only happens when time is protected intentionally.Consistent actions like scheduled outreach, focused contact lists, and light thought leadership compound. Effective networking prioritizes generosity, warm introductions, and strategic communities. Securing a meeting is only the start; preparation and process determine whether opportunities close. "Business Development is not some secret. It truly is just relationship building, being consistent, being helpful to people." —  Jay Harrington Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again. 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 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/ About Jay Harrington: Before joining Latitude, Jay spent more than 25 years in the legal industry as a practicing attorney and entrepreneur. He began his career in corporate restructuring with Skadden, Arps, Slate, Meagher & Flom LLP in Chicago and later practiced at Foley & Lardner LLP in Detroit. In 2009, he founded his own boutique law firm in Detroit, where he represented companies and executives in complex business disputes and restructuring matters.For the past decade, Jay has advised lawyers and law firms on business development, marketing, and strategy through his own consulting firm. He is a frequent keynote speaker and workshop leader at law firm retreats, bar association events, and professional conferences, focusing on topics such as productivity, leadership, and practice growth.Jay is also the author of three books for lawyers—The Productivity Pivot, The Essential Associate, and One of a Kind—each focused on helping attorneys build rewarding, sustainable, and successful practices.He earned his J.D. from the University of Michigan Law School and his B.A. from Bowling Green State University, where he played Division I baseball and competed in the 1998 College World Series Regionals.Outside of work, Jay is a U.S. Soccer–licensed coach and manages his twin daughters' competitive North Storm club team. He and his wife, Heather, live in Michigan with their three daughters. He enjoys spending time outdoors—hiking, mountain biking, and paddle boarding—and experience has taught him that the best ideas often come while on the trail or on the water. Connect with Jay Harrington:  Website: https://latitudelegal.com/LinkedIn: https://www.linkedin.com/in/jayharrington/ 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. 

Learn how to master rainmaking as a professional through authentic business development strategies. Rainmaking isn't just about closing deals—it's about building genuine relationships and serving your industry first. In this episode of Beyond Seven Figures, Steve Fretzin shares how professionals can develop sustainable business development skills while staying authentic to their values. From surviving a devastating plane crash to becoming one of the top business development coaches for lawyers, Steve reveals why mindset, continuous learning, and adapting to AI disruption are critical for professionals who want to thrive in today's competitive landscape. Steve Fretzin is a four-time bestselling author, host of the Be That Lawyer Podcast, and the leading business development coach for attorneys. For over 22 years, he has helped hundreds of lawyers double or triple their books of business through his Sales Free Selling approach—teaching professionals how to grow their practices authentically without feeling pushy or salesy. Steve is also a plane crash survivor whose near-death experience gave him a renewed appreciation for life and a relentless drive to serve others. KEY TAKEAWAYS: Every challenge and mistake is a learning opportunity that can make you better if you approach it with a positive mindset. Professionals who hide from AI disruption will get hurt—those who adapt and embrace new billing models will thrive. Building recurring revenue with auto-debit payment systems eliminates accounts receivable headaches and creates predictable income. Content creation through articles, videos, and podcasts levels the playing field against competitors with bigger marketing budgets. Sales Free Selling means putting industry and service first, with client acquisition becoming a natural byproduct. Never stop learning—invest in coaches and consultants who have already achieved what you want to accomplish. AI is changing the buyer's journey, making expert profiles and authentic content more valuable than traditional advertising. You get what you want in life by helping enough other people get what they want first. CONNECT WITH STEVE FRETZIN: Website: https://www.bethatlaywer.com LinkedIn: https://www.linkedin.com/in/stevefretzin YouTube: https://www.youtube.com/@SteveFretzin Podcast: Be That Lawyer Podcast Growing your business is hard, but it doesn't have to be. In this podcast, we will be discussing top level strategies for both growing and expanding your business beyond seven figures. The show will feature a mix of pure content and expert interviews to present key concepts and fundamental topics in a variety of different formats. We believe that this format will enable our listeners to learn the most from the show, implement more in their businesses, and get real value out of the podcast. Enjoy the show. Please remember to rate, review and subscribe to the podcast so you don't miss any future episodes. Your support and reviews are important and help us to grow and improve the show. Follow Charles Gaudet and Predictable Profits on Social Media: Facebook: facebook.com/PredictableProfits Instagram: instagram.com/predictableprofits Twitter: twitter.com/charlesgaudet LinkedIn: linkedin.com/in/charlesgaudet Visit Charles Gaudet's Wesbites:  www.PredictableProfits.com www.predictableprofits.com/community https://start.predictableprofits.com/community  

In this episode, Steve Fretzin and Mathew Kerbis discuss:AI's impact on billable workRecognizing the limits of hourly and flat feesUsing subscriptions to create stability and scalePositioning lawyers for long-term resilience Key Takeaways:AI is set to automate most billable legal tasks, collapsing the hours firms rely on for revenue. Continuing to bill time while effort shrinks creates ethical and financial strain. The profession must rethink pricing before the model breaks entirely.Hourly billing punishes efficiency and leaves clients unable to budget. Flat fees help, but often trigger resistance when AI makes work appear “too easy.” Both models strain under faster, AI-driven workflows.Subscription pricing offers predictable costs for clients and recurring value for firms. Changing needs are handled through tier shifts instead of constant renegotiation. This approach opens access to the vast unmet legal market.Solo and small firms can thrive by pairing subscriptions with purpose-built AI tools. Clear value mapping enables strong good-better-best service tiers. Sustainable growth requires leverage, focus, and letting go of doing everything alone. "The flat fee or fixed fee model… hasn't supplanted the billable hour… because of exactly this problem I call the under‑scoping and over‑scoping problem. You don't know if you're going to overscope or underscope the work when it's on a fixed‑fee model." —  Mathew Kerbis Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again. 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 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/ About Mathew Kerbis: Mathew Kerbis is the founder of Subscription Attorney LLC and co-founder of practi.ai, where he helps lawyers move beyond the billable hour and build sustainable, client-friendly practices. A longtime advocate for subscription-based legal services, Mathew pioneered one of the earliest low-cost legal subscription models and has since expanded into fractional general counsel work for small businesses. He also hosts the Law Subscribed podcast, where he explores alternative fee models, legal innovation, and the future of law in an AI-driven world. Connect with Mathew Kerbis: Website: https://www.practi.ai/ LinkedIn: https://www.linkedin.com/in/kerbisverse/ 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 Mandy McCormack discuss:Recognizing business development as a critical legal skillAligning coaching with motivation and executionBuilding authentic personal brandingCreating lasting impact through structured support Key Takeaways:Marketing, planning, and relationship-building are essential for long-term career success, not optional extras. Structured coaching transforms these skills into sustainable, high-ROI practices.Coaching works best when goals, gaps, and willingness to act are clear. Alignment between the lawyer's needs and the coach's methods drives meaningful results.Sharing personal stories alongside professional expertise strengthens trust, deepens relationships, and attracts clients who resonate with values, not just credentials.Combining training, personalized coaching, and on-demand guidance enables lawyers to internalize skills, stay focused, and achieve long-term growth without dependency on the coach. "I don't think anybody wants to follow someone who talks the talk but isn't walking the walk. I have to be doing those things at an incredibly high level to be able to coach my clients on it." —  Steve Fretzin Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again. 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 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/ About Mandy McCormack: Mandy McCormack, Esq., is the founder of McCormack Law LLC, where she specializes in estate planning, tax law, and related advisory services. She helps clients navigate complex financial and legal decisions with clarity and confidence, creating tailored plans that protect assets, minimize tax liability, and provide peace of mind. Mandy is dedicated to combining technical expertise with a personal, approachable style, ensuring that every client understands their options and feels supported in the planning process. She is committed to helping individuals, families, and business owners prepare for the future while aligning legal strategies with their goals and values. Connect with Mandy McCormack: Website: https://mccormacklawllc.com/Yelp: https://www.yelp.com/biz/mccormack-law-brookfield-2LinkedIn: https://www.linkedin.com/in/amandamccormacklaw/Facebook: https://www.facebook.com/profile.php?id=61568230072605 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 Chris Earley discuss:Treating consistency as the real competitive edgeBuilding trust through authenticity over achievementMatching platforms to where your audience already livesPlaying the long game of value before promotion Key Takeaways:Showing up every day with content is not a tactic but the game itself. One post a day over time compounds into trust, visibility, and separation. Most lawyers will not endure the discipline, which is precisely why it works.Audiences respond more to struggle, growth, and honesty than polished wins. Sharing mistakes, personal history, and lessons humanizes the professional brand. Credibility grows faster when vulnerability comes before accomplishment.Effective content starts by knowing who you serve and where they spend their attention. B2B audiences tend to gather on LinkedIn, while B2C clients live elsewhere. Posting everywhere is fine, but focus belongs where attention already flows.Education, insight, and generosity must outweigh direct selling over time. Promotion works only after value has been delivered consistently and visibly. Your brand strengthens when service leads and asks follow. “I think the practitioner should be posting, if you really want to get serious, once a day on LinkedIn… One post. Can you do that for a year and stick with that? I've done that for like four or five years, and the flywheel just expands." —  Chris Earley Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again. 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 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/ About Chris Earley: Christopher Earley is a Boston-based personal injury attorney and founder of Earley Law Group Injury Lawyers, where he has devoted nearly two decades to advocating for injury victims and standing up to powerful insurance companies. He holds a J.D. from New England Law (2004) and is admitted to practice in Massachusetts. Chris is also an accomplished author of multiple consumer guides, a legal columnist for the American Bar Association and Massachusetts Lawyers Weekly, and a frequent speaker on law firm business topics. His work has earned recognition, including multiple Massachusetts Super Lawyer honors. Beyond law, he serves his community through youth sports coaching and local partnerships, all while emphasizing clear communication, client education, and relentless advocacy. Connect with Chris Earley:   Website: https://www.chrisearley.com/Justia Lawyers: https://lawyers.justia.com/lawyer/christopher-earley-1335943YouTube: https://www.youtube.com/user/ChrisEarleyLawTwitter: https://twitter.com/chrisearleylawFacebook: https://www.facebook.com/Law-Offices-of-Christopher-Earley-104980886333/Instagram: https://www.instagram.com/earleylawgroupinjurylawyers/ 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 Matthew Fornaro discuss:Making solo practice more accessible than everUsing AI as a force multiplier for small firmsPracticing ethical and intentional AI adoptionRethinking legal business models and skill sets Key Takeaways:Starting a firm no longer requires a large office, full staff, or major upfront investment. A focused LinkedIn presence paired with a simple, low-cost website can be sufficient early on.Matthew relies on AI for email triage, document review, and marketing support across his practice. These tools increasingly replace costly vendors while delivering speed, consistency, and scale.Responsible lawyers review and verify AI outputs instead of submitting them unchecked. Those who ignore AI entirely or misuse it are falling behind or facing real professional consequences.AI-driven efficiency puts pressure on traditional billable-hour structures in Big Law and beyond. Matthew emphasizes that business education is as critical as legal skills for long-term success. "In dealing with some of the attorneys I deal with who don't use AI or whatever, they're getting consistently outworked and beat by people who do use AI, particularly people who use AI correctly and responsibly." —  Matthew Fornaro Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again. 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 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/ About Matthew Fornaro: Matthew Fornaro is a business law attorney serving South Florida since 2003. He began his career at two AmLaw 200 firms, focusing on civil litigation, before founding his own practice.His work includes complex commercial litigation, contract disputes, construction law, intellectual property, and business formation and documentation. A member of the Florida and District of Columbia Bars, Matthew also mentors new attorneys and entrepreneurs through the Kaufman Foundation's FastTrac NewVenture Program and Florida State University's Jim Moran Institute.As a small business owner himself, he is proud to support and represent businesses throughout his community. Connect with Matthew Fornaro: Website: https://fornarolegal.com/Facebook: https://www.facebook.com/fornarolegal/LinkedIn: https://www.linkedin.com/in/matthewfornaro/YouTube: https://www.youtube.com/channel/UCZn4sEROz6hErV5Fb5vvOtQInstagram: https://www.instagram.com/fornaro_legal/X: https://twitter.com/FornaroLegalAdditional Resources: Jeremy Baker - https://operationpalmtree.com/ 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.