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In this episode, Steve Fretzin and Molly McGrath discuss: The greatest employment tools you have as a business owner.  Attracting players and keeping key employees.  Reinventing the hiring process to catch the rockstar candidates.  What lawyers want more than money and perks.   Key Takeaways: It’s not just about the money. It is about the time, the attention, the resources, the communication, and the feedback with you and your employees.  People are not job hunting. They are digging into coaching and self-discovery. You have to outsource hiring because you have to sell your firm, yourself, and your company. Investing in your people, invest in yourself, invest in your culture, invest in coaching. This will help to attract and retain employees.  Lawyers want firms that are flexible and progressive in their thinking and business models.    "When you hire someone, it is a relationship and not a transaction. The greatest retention tool, the greatest hiring tool, even if you cannot compete with big firm salaries, if you can communicate and demonstrate that you are invested in the relationship with an employee and you give them consistent time, attention and feedback they'll take your job over anybody else's." —  Molly McGrath   Connect with Molly McGrath:   Website: https://hiringandempowering.com/   Books: https://hiringandempowering.com/business-development-books/ Show: https://hiringandempowering.com/podcast/ LinkedIn: https://www.linkedin.com/in/molly-hallmcgrath/ Twitter: https://twitter.com/HireAndEmpower Facebook: https://www.facebook.com/hiringandempowering/ Instagram: https://www.instagram.com/hiringandempowering/   Thank you to our Sponsors! Legalese Marketing: https://legaleasemarketing.com/ Moneypenny: https://www.moneypenny.com/us/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911     Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Marc Hankin discuss: Relationships first, middle, and last.  Listen first and tune your hearing to hear what others are saying is the problem.  The little things to pull together the networking connection.  Remembering social rules as we move back to in person meetings.    Key Takeaways: Regular communication with those friends you want to maintain connections with is extremely important. Stay top of mind, think of others, and put the relationship first.  You have two ears and one mouth, use them in proportion.  When making a quality referral, think about how it will put more money in the pocket of those you are helping. Give to give.  Do the preparation necessary before meetings to better serve those you are meeting with. If you do the research first, your meetings will go far better.    "I learned long ago, the Six Ps: Proper Preparation Prevents Piss Poor Performance. It is the same thing with a meeting, with the troika, with getting together a client pitch, you have to prepare in advance, you have to come in knowing what you need to know, and then ask the questions." —  Marc Hankin   Connect with Marc Hankin:   Website: https://www.hankinpatentlaw.com/ Email: marc@hankinpatentlaw.com LinkedIn: https://www.linkedin.com/in/mehankinprotectwhatsinyourmind/   Thank you to our Sponsors! Legalese Marketing: https://legaleasemarketing.com/ Moneypenny: https://www.moneypenny.com/us/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911     Show notes by Podcastologist Chelsea Taylor-Sturkie   Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Lindsey Markus discuss: Putting yourself out there to build your brand, network, and show yourself as an authority in your space.  Adding value through connections.  Why Lindsey created a publication house to publish her book.  Overcoming challenges of business development as a woman.    Key Takeaways: Just say yes. Be willing to meet with people who have powerful connections that you may not have to grow your own network.  The only thing better than getting a referral, is being able to give one.  Be willing to make the ask. You never know who will say yes.  We all need support. If you are passionate about something, support those things that resonate with you at whatever points in your career you are in.    "You need to figure out what works for you, and you need to do something that you're passionate about and care about." —  Lindsey Markus   Connect with Lindsey Markus:   Website: https://lindseymarkus.com/ & https://www.chuhak.com/ Email: lmarkus@chuhak.com LinkedIn: https://www.linkedin.com/in/lindsey-markus-a279237/ Twitter: https://twitter.com/estateplanatty Facebook: https://www.facebook.com/lindsey.p.markus   Book: A Gift For The Future: Conversations About Estate Planning https://www.amazon.com/gp/product/B09XH19NVD/ref=dbs_a_def_rwt_bibl_vppi_i0   Thank you to our Sponsors! Legalese Marketing: https://legaleasemarketing.com/ Moneypenny: https://www.moneypenny.com/us/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911     Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Amy Gardner discuss: Mistakes lawyers make with their time. Taking the initiative to learn the things that you did not learn in law school. Solutions to getting your time under control. Track your time and see if you’re actually spending the time where you want to be. Key Takeaways: Building relationships is not something that can happen when you try and do it faster. Take the time on the things that matter. Look at your to-do list - What can you eliminate? What can you automate? What can you delegate? What can you trade? Be open to new ideas and bring in people with a fresh perspective. You never know where you’re wasting time that you didn’t even realize was being wasted.   "Start viewing Saturday and Sunday as extensions of your week. I'm not saying do more work on Saturday and Sunday; I'm saying go into the weekend with a plan. When you do that you can be much more intentional with how you're spending those two days a week, rather than just using them as the recovery time. And that really helps you build a more full life." —  Amy Gardner   Connect with Amy Gardner:  Website: apochromatik.com Email: Amy@Apochromatik.com LinkedIn: linkedin.com/company/apochromatik Amy’s LinkedIn: linkedin.com/in/amygardner Twitter: twitter.com/apochromatik Facebook: facebook.com/apochromatik Sign up at www.aposignup.com/btl for a FREE 30-minute consultation!   Referenced Episode:  Episode 181 Keith Sbiral: https://fretzin.com/keith-sbiral-delegation-for-success/   Thank you to our Sponsors! Legalese Marketing: https://legaleasemarketing.com/ Moneypenny: https://www.moneypenny.com/us/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911     Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Justin Weinrich discuss: Justin’s journey of building his own firm in a city where he knew nobody.  Scheduling your networking without burning out.  Creativity in your networking connections (not everyone wants more business). Niching down to perfect your craft and be known for that among your network.    Key Takeaways: Strategically plan who you are going to network with will allow you to make the most out of your networking time.  Be constantly communicating with your clients. Those who refer others to you want to know that you are taking care of those referrals.  Get to know people. Your best clients may take years to come, but you’ve built the trust and rapport and will get more referrals from those clients.  Perfect your craft - that is what you owe your clients, and that is what will sustain you and your family.    "You have to work together to try to figure out how you can help each other. I always tried to give a little bit of something, even if I felt like the other person was helping me a lot more." —  Justin Weinrich   Connect with Justin Weinrich:   Website: https://jweinrichlaw.com/ Cell Phone: 636-795-7256 LinkedIn: https://www.linkedin.com/in/jweinrichlaw/   Referenced Episode:  Episode 162: Kate Curler: https://fretzin.com/kate-curler-the-power-in-people/   Thank you to our Sponsors! Legalese Marketing: https://legaleasemarketing.com/ Moneypenny: https://www.moneypenny.com/us/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911     Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Paul Porvaznik discuss: Thinking about business development (even when things are going well).  Taking action on taking control of your career.  Meeting with the right people and asking the right questions.  Start developing your book of business now.    Key Takeaways: Having your own clients is one of the best ways to create job security, regardless of where you’re practicing.  Keep a blog or write articles. It will show your expertise and help you to grow your business.  Not everyone is going to be a good fit for you. If you have a vast connection of networking partners, you can be a great referral partner for them.  Business development won’t be natural on day one. It takes practice to continually improve and become more efficient at this craft.    "People who have a book of business have autonomy." —  Paul Porvaznik   Connect with Paul Porvaznik:   Website: http://paulporvaznik.com/ Email: porvaznik@bc-lawyers.com LinkedIn: https://www.linkedin.com/in/paul-porvaznik/ Twitter: https://twitter.com/PaulPorvaznik   Thank you to our Sponsors! Legalese Marketing: https://legaleasemarketing.com/ Moneypenny: https://www.moneypenny.com/us/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911     Show notes by Podcastologist Chelsea Taylor-Sturkie   Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Clare Fanner discuss: Making an impression with purpose.  Similarities and differences in the US and UK legal sectors.  Changing the focus to the client and aligning it to the business while managing expectations.  The enabling power of technology (without taking away from lawyer skills).   Key Takeaways: Every little part of what we do matters. We can and do make a difference, even if we do not recognize it.  While networking had to change during the pandemic, we are already seeing a comeback of in person events as things taper off.  To do your job properly and effectively, you need to take care of the whole client.  Different generations have different expectations of their lawyers. You must adapt a strategy to adapt to the generations.    "Increasingly, people are recognizing these are not soft skills, they are critical skills. And that is relating to people, having that understanding of how people operate - the human bit." —  Clare Fanner   Connect with Clare Fanner:   Website: https://www.lawfirmmarketingclub.com/ Email: clare@findgetgrow.com LinkedIn: https://www.linkedin.com/in/clarefanner/   Thank you to our Sponsors! Legalese Marketing: https://legaleasemarketing.com/ Moneypenny: https://www.moneypenny.com/us/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911     Show notes by Podcastologist Chelsea Taylor-Sturkie   Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Charlie Uniman discuss: The relationship between time and value.  The evolution of practicing law.  Adopting good legal tech.  Utilizing tech to allow you to do the best job possible for your client.    Key Takeaways: There are many websites that review legal tech. Check them out and see what can help you to become more productive and more efficient in your firm. There are local meetups as well as LinkedIn groups that can help you understand legal tech.  AI is not going to substitute for judgment and creativity, but it will make your firm more efficient.  If you know, can learn, and can use the technology, it can exponentially help you to build your brand and your firm.    "Software doesn't get bored; software doesn't get tired. It can work 24/7. And as such, it's going to be a great backstop for the creative work that you're doing, and even some of the grunt work that remains." —  Charlie Uniman   Connect with Charlie Uniman:   Website: www.legaltechstartupfocus.com Email: Charlie@LegalTechStartUpFocus.com LinkedIn: https://www.linkedin.com/in/charles-uniman-2316b83/   Thank you to our Sponsors! Legalese Marketing: https://legaleasemarketing.com/ Moneypenny: https://www.moneypenny.com/us/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911     Show notes by Podcastologist Chelsea Taylor-Sturkie   Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Amy Mariani discuss: Transitioning to mediation from another role.  Getting efficient with networking.  Providing value in networking and in connecting.  Calendering in your business development tasks, not just your law related tasks.    Key Takeaways: Even if you have a large network, it takes time to grow and cultivate the relationships needed to grow your book of business.  Be direct in asking for introductions. It may work, it may not, but there’s nothing to lose.  Qualify your networking partners. Follow through is important for both you and the person you are trying to refer or introduce.  Develop your business acumen. If you learn how to build your business (and treat your firm as if it is a business), you will be more successful and be in a better position to grow your own firm.     "You do need to get that networking going, that is going to be the most critical element of your success. You also have to establish that you are a subject matter expert." —  Amy Mariani   Connect with Amy Mariani:   Website: https://www.marianimediation.com/ Twitter: https://twitter.com/MarianiMediate LinkedIn: https://www.linkedin.com/in/amy-cashore-mariani/   Thank you to our Sponsors! Legalese Marketing: https://legaleasemarketing.com/ Moneypenny: https://www.moneypenny.com/us/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911     Show notes by Podcastologist Chelsea Taylor-Sturkie   Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Michele Wucker discuss: What the gray rhino is and what it means. Why people are hesitant to take risks. Risk tolerances, risk adversity, and individual risk relationships. Evaluating risks and understanding the risk of not taking a risk.   Key Takeaways: We should not assume that because something is ever present and talked about means that it is being handled properly or that you aren’t vulnerable to that issue. The more you take risks, the more you develop your risk muscle, and the better you get at it. By trying to avoid certain risks, you are creating other ones. There are ways that we can increase our own risk taking, such as eating spicy foods, cranking the air conditioner, or turning on upbeat music.   "People make an average, give or take, of 35,000 choices a day. Every one of those choices is a risk, and every risk is a choice. But do we think of them as constant risk taking throughout our day? If we do, we become much more self aware about the risks that we're comfortable with." —  Michele Wucker   Connect with Michele Wucker:   Website: https://thegrayrhino.com/ & https://www.wucker.com/ Books: https://www.thegrayrhino.com/the-gray-rhino-book/ & https://www.thegrayrhino.com/you-are-what-you-risk/ LinkedIn: https://www.linkedin.com/in/wucker/ Twitter: https://twitter.com/wucker Facebook: https://www.facebook.com/MicheleWucker/   Thank you to our Sponsors! Legalese Marketing: https://legaleasemarketing.com/ Moneypenny: https://www.moneypenny.com/us/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911     Show notes by Podcastologist Chelsea Taylor-Sturkie   Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Keith Sbiral discuss: Saying yes to the right things, and no to the less important things.  Why lawyers do and do not delegate.  Delegation authority and framework.  The 5 levels of authority.    Key Takeaways: You don’t have to delegate everything right away - prioritize what you need to do and delegate the things that are below your pay grade.  Delegation is also about authority, and passing that authority (in the long run) to somebody else.  Think about what you can delegate outside of work. It may be worthwhile to hire your own personal assistant depending on where you are at in your career and where you are headed.  The levels of authority build on one another. This will build expectations and trust as you go along.    "You have to delegate with authority. You can't just say ‘here, go do that.’ You have to let that person know what the parameters are, otherwise, they end up being stuck." —  Keith Sbiral   Connect with Keith Sbiral:   Website: apochromatik.com Email: Keith@Apochromatik.com LinkedIn: linkedin.com/company/apochromatik LinkedIn: linkedin.com/in/keithrsbiral Twitter: twitter.com/apochromatik Facebook: facebook.com/apochromatik Sign up at www.aposignup.com/btl for a FREE 30-minute consultation! Prior Episode: https://be-that-lawyer.simplecast.com/episodes/amy-gardner-keith-sbiral-reintegration-and-rebuilding-after-remote-work-oP3_UwTT   Thank you to our Sponsors! Legalese Marketing: https://legaleasemarketing.com/ Moneypenny: https://www.moneypenny.com/us/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911     Show notes by Podcastologist Chelsea Taylor-Sturkie   Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Manny Griffiths discuss: The importance of understanding the client experience. How Milestones can help you to bridge the gap and provide a better client experience.  Setting expectations for both the client and the lawyer.  Relationships and communication.    Key Takeaways: If the end result is good, the client could still be happy. But if they are referring you to others, then you know they had a good experience.  Technology is not a replacement for personal connections with your clients, but it is an aid to those individual touches.  The best communicators have the best client experience.  Communicate with your clients in ways that aren’t just emails. Many people don’t check their email regularly, or the emails get misfiled and lost.    "Technology is just aids. You shouldn't ever do away with your personal touch and stop giving updates to clients on a regular basis, but you can replace some of your touches with technology. It keeps transparency, when you're using technology." —  Manny Griffiths   Connect with Manny Griffiths:   Website: https://www.getmilestones.com/ LinkedIn: https://www.linkedin.com/in/manny-griffiths-b5876884/ Facebook: https://www.facebook.com/getmilestones Instagram: https://www.instagram.com/getmilestones/   Thank you to our Sponsors! Legalese Marketing: https://legaleasemarketing.com/ Moneypenny: https://www.moneypenny.com/us/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911     Show notes by Podcastologist Chelsea Taylor-Sturkie   Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Marko Evans discuss: Developing remote culture.  Specialization versus generalization.   What a good recruiter needs to know.  Transparency and compensation.    Key Takeaways: Law firms should have an internal recruiter to keep the pipeline of great talent coming.  Recruiting is an ongoing process. Retention times are shorter than ever and you want to make sure to grab good candidates when you can.  You don’t necessarily have to pay the most to get and retain staff. You have unique skills that could attract employees.  Mid-size firms are more agile than a larger firm would be.    "If you are somebody that is concerned about where they are in the market, look around - there are opportunities out there for somebody that has a unique skill, but maybe they are leaving some money on the table." —  Marko Evans   Connect with Marko Evans: Website: https://nowhiringu.com/ LinkedIn: https://www.linkedin.com/in/legalheadhunter/   Thank you to our Sponsors! Legalese Marketing: https://legaleasemarketing.com/ Moneypenny: https://www.moneypenny.com/us/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911     Show notes by Podcastologist Chelsea Taylor-Sturkie   Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Lori Ann Fox discuss: Learning, growing, and moving forward without fear of failure.  The evolution of the legal practice in the last 15 years.  How Lawmato works and can be a game changer for you.  Taking a chance and not waiting until retirement.    Key Takeaways: You want to give a client the right service that they really need, not just what may be kind of what they need.   Alternative billing models have allowed solo and small firms to work as GC or outside GC for companies in ways they weren’t able to before.  Most consumers want to meet with lawyers virtually. This also makes the lawyer's life easier too. Lawmato can help with that.  There are resources out there. Take the shot on yourself, and make it happen.    "Just take the shot on yourself. You can learn, grow, and you can do and be whoever you want." —  Lori Ann Fox   Connect with Lori Ann Fox:   Website: https://www.lawmato.com/ Email: admin@lawmato.com Twitter: https://twitter.com/loriannfox   Thank you to our Sponsors! Legalese Marketing: https://legaleasemarketing.com/ Moneypenny: https://www.moneypenny.com/us/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911     Show notes by Podcastologist Chelsea Taylor-Sturkie   Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Carl Ficks discuss: Giving it your all in all that you do.  The art and practice of lawyering.  Everyone has the same 168 Hours in a week.  Resources available to lawyers to better your life.    Key Takeaways: Regardless of what your gift is, if you don’t bring your best effort, you are going to sacrifice it.  The state bar associations are getting into lawyer well-being. This is a great change and is necessary in this profession.  Self-care is not selfish. It is great for your mental and physical well-being, but it also allows you to show up more fully and better for the others in your life, professionally and personally.  You can't do business development effectively if your mind, your body, the way you feel, and the way you're running your time isn't working.   "In order to be in service to others, you first have to be." —  Carl Ficks   Connect with Carl Ficks:   Website: https://carlficks.com/ Email: carl@carlficks.com LinkedIn: https://www.linkedin.com/in/carlrficksjr/ Institute For Well-Being in Law: https://lawyerwellbeing.net/ Listen to Carl’s Previous Episode here: https://fretzin.com/carl-ficks-committing-to-the-practice-of-wellness/ Get Carl’s 10 Steps for Getting Back in the Game Here!: https://carlficks.com/free   Thank you to our Sponsors! Legalese Marketing: https://legaleasemarketing.com/ Moneypenny: https://www.moneypenny.com/us/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911     Show notes by Podcastologist Chelsea Taylor-Sturkie   Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Hillard Sterling discuss: The four pillars of business development and how they interact with each other.  Building on your own content with repurposing and leveraging on multiple platforms.  How KLTR - Know, LIke, Trust, Refer - is aided by the four pillars of business development.  Being proactive in following up on your business development contacts.    Key Takeaways: Give things away in your business development so people know how much they need you to do the rest.  Build on your own previously created content. Give people information that they can take and use immediately.  Find the right audience for your speaking - those who will get value from your points and are not going to compete against you, but possibly hire you.  It is riskier to underpost than overpost. It stays on the radar and keeps you top of mind and present online.    "You could break it down into four different categories of business development work: writing, speaking, posting, and networking." —  Hillard Sterling   Connect with Hillard Sterling:   Email: hsterling@clausen.com Phone: 312-606-7747 Website: https://www.clausen.com/ LinkedIn: https://www.linkedin.com/in/hillard-sterling-84711b85/   Thank you to our Sponsors! Legalese Marketing: https://legaleasemarketing.com/ Moneypenny: https://www.moneypenny.com/us/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911     Show notes by Podcastologist Chelsea Taylor-Sturkie   Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Paul Furiga discuss: Sharing your Story with the decision makers.  Understanding your Story, not just your story.  Where to start in understanding what your Story is about.  How your Story affects your marketing and business development.     Key Takeaways: The most important marketing asset an attorney owns, a law firm owns, is their story - the one thing that really sets them apart. Partner with those who can reliably and accurately share your unique story to help you drive your business. Your deep expertise is important, but it needs to be married with your Story. The new technologies being used and sharing your story will allow you to recruit outside of areas you had previously considered.    "The big s Story is just that, because it answers four fundamental questions that stand the test of time. Those questions are: why would somebody buy from you ? Work for you? Invest in you? Partner with you in the legal field?" —  Paul Furiga   Connect with Paul Furiga:   Website: https://www.wordwritepr.com/ Book: https://www.wordwritepr.com/capital-s-story LinkedIn: https://www.linkedin.com/in/paulfuriga/ Twitter: https://twitter.com/paulfuriga Reference: Simon Sinek TedX Talk: https://www.youtube.com/watch?v=u4ZoJKF_VuA   Thank you to our Sponsors! Legalese Marketing: https://legaleasemarketing.com/ Moneypenny: https://www.moneypenny.com/us/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911     Show notes by Podcastologist Chelsea Taylor-Sturkie   Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Marsha Redmon discuss: Using presence and thought leadership to build your practice. The worst mistakes people are making when communicating digitally. Diminishing attention spans and strengthening your messaging. The breadth and depth of thought leadership.   Key Takeaways: If you are on camera, you have authority as you are speaking if you speak with presence and authority. Look at the camera when you are on a Zoom meeting. It makes the other party feel like you are speaking directly to them and connecting with them. Make your point, then get to the details. You are not leaving money on the table if you niche down. It makes you specific enough that people understand what it is that you do.   "People want useful, targeted, practical information from people that are qualified to give it to them. That's what thought leadership is." —  Marsha Redmon   Connect with Marsha Redmon:   Website: https://www.marsha.com/ Thought Leadership Map: https://thoughtleadershipmap.com/   LinkedIn: https://www.linkedin.com/in/marsharedmon/ Twitter: https://twitter.com/marsharedmon   Thank you to our Sponsors! Legalese Marketing: https://legaleasemarketing.com/ Moneypenny: https://www.moneypenny.com/us/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911     Show notes by Podcastologist Chelsea Taylor-Sturkie   Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Jessica Stern discuss: Niche down to stand out in the sea of lawyers.  Honing in on when you are your best self at work.  Rate your clients and the type of work that is coming in to understand where you should be focusing your work.  Tapping into your magic statement and understanding what keeps you going every day.    Key Takeaways: If you niche down to what you are passionate about, others will see that and you will stand out.  Find your differentiator - there are many ways that you can stand out and stay doing what you love.  You will bring in more by doing what you love than by accepting everything that comes in.  Spend time thinking about the client experience to better support your clients and your team.    "What's your magic statement? How do you explain who you are and what you do?" —  Jessica Stern   Connect with Jessica Stern:   Website: https://sternlawfirm.us/   LinkedIn: https://www.linkedin.com/in/jstern/ Twitter: https://twitter.com/sternlawllc Facebook: https://www.facebook.com/STERNLawLLC/ Instagram: https://www.instagram.com/sternlawllc/   Thank you to our Sponsors! Legalese Marketing: https://legaleasemarketing.com/ Moneypenny: https://www.moneypenny.com/us/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911     Show notes by Podcastologist Chelsea Taylor-Sturkie   Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Stacey Brown Randall discuss: Generating referrals without asking, without manipulation, without compensation, without networking to know a ton of people, and without just waiting and hoping that they'll happen. Showing up and being seen as the expert. The power behind words and using them for good. Looking at the data of where your referrals came from (not just where you think they may have come from).   Key Takeaways: There are a lot of strategies you can learn when it comes to referrals. You have to figure out what works best for you, for your firm, for your brand, and how you want to show up. A referral source is any human that refers you, whether or not they are clients. Maintaining relationships (of all kinds) are the key to referrals. There is a framework to those relationships that will strengthen those relationships and referrals. Thank by name - write a thank you note every time you are referred for specifically who was referred to you (even if they don’t become a client).   "If you can actually just pay attention to the psychology and reverse engineer or look a little differently to how referrals actually come to be, we don't have as much control over them as we think. But there are things we do control." —  Stacey Brown Randall   Connect with Stacey Brown Randall:   Website: https://www.staceybrownrandall.com/ Show: https://www.staceybrownrandall.com/podcast/ YouTube: https://www.youtube.com/channel/UCMvKdDUM_am9RXz--6qua3Q/ LinkedIn: https://www.linkedin.com/in/staceybrandall/ Twitter: https://twitter.com/staceybrandall Facebook: https://www.facebook.com/StaceyBrownRandall/ Book: https://www.amazon.com/Generating-Business-Referrals-Without-Asking/dp/1683509269   Thank you to our Sponsors! Legalese Marketing: https://legaleasemarketing.com/ Moneypenny: https://www.moneypenny.com/us/   Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911     Show notes by Podcastologist Chelsea Taylor-Sturkie   Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.