BE THAT LAWYER

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. 

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, 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.