BE THAT LAWYER

In this episode, Steve Fretzin and David Aaronson discuss:Why sales has a bad reputation in the legal industry. Being human before selling. Properly utilizing the Universal Seven Principles of Persuasion. Understanding the emotional decision-making that happens before the intellectual decision-making.  Key Takeaways:Sales has changed from hard selling to consultant selling. There is power in social proof and in having authority. What are you doing to build relationships and authority in your area of expertise?Look at what your competitors are doing and be an authority against those competitors. If they are creating lots of content online, you should be as well to compete with them. Do your research on those you want to build relationships with to create unity with something beyond the superficial.  "Just because the seven principles are there, doesn't mean they're going to happen naturally, you have to affect them." —  David Aaronson Take the BE THAT LAWYER challenge at Fretzin.com! Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Green Cardigan Marketing: https://greencardiganmarketing.com/ Episode References: ProVisors: https://www.provisors.com/HubSpot: https://www.hubspot.com/Thinking, Fast and Slow by Daniel Kahneman: https://www.amazon.com/Thinking-Fast-Slow-Daniel-Kahneman/dp/0374533555Yes! By Robert B. Cialdini: https://www.amazon.com/Yes-Scientifically-Proven-Ways-Persuasive/dp/1416570969 About David Aaronson: As the owner of Digital Inbound, David is a Cialdini Institute Certified Coach, trainer, and practitioner, specializing in the field of marketing. Our focus is leveraging the Universal 7 Principles of Persuasion (PoP) to help get more prospects to say yes. We are dedicated to demonstrating how to utilize the 7 PoPs not just for marketing and sales, but for everyday decisions we all make. We utilize insights from both Robert Cialdini, Ph.D. author of Influence, the Psychology of Influence and Daniel Kahneman, Ph.D. winner of the Nobel Prize in Economics and author of Thinking, Fast & Slow. Connect with David Aaronson:  Website: https://www.digitalinbound.com/Email: david@digitalinbound.comPhone: 323-428-2015LinkedIn: https://www.linkedin.com/in/davidcaaronson/LinkedIn: https://www.linkedin.com/company/digital-inbound/ 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  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 Sarah Victory discuss:Building your business without imploding. What to focus on whether you’re running a small or large firm.The biggest problems lawyers face when scaling. Getting business and leads from speaking and presentations.  Key Takeaways:Become better in the face of hard challenges. Don’t wish your challenges were easier when you can get stronger. You can find great people, but you have to dare to do it. Do something brave every day to grow your business. Hire somebody before you think you need them. You can also look for people outside of the US and are not constrained by only those in your area.At speaking engagements, connect with people before and after. Network, connect, build relationships, and show your expertise.  "I believe there's a form of marketing for everybody. And that usually is something you love to do." —  Sarah Victory Take the BE THAT LAWYER challenge at Fretzin.com! Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Green Cardigan Marketing: https://greencardiganmarketing.com/ Episode References: Finding Your Own North Star by Martha Beck About Sarah Victory: CEO of The Victory Company & international best-selling Author, Sarah Victory, has spoken to over 3000 distinguished audiences, including 3 ½ million people, in Europe, the US, and South America, and is sought after for popular Podcasts, and TV and Radio Shows. She is the author of Double Your Business in One Year or Less! and Do Something Brave Every Day. Connect with Sarah Victory:  Website: https://www.thevictorycompany.com/Email: sarah@thevictorycompany.comBook: How to Be Powerful: Insider Secrets to Brilliant Leadership, Sales, and SpeakingYouTube: https://www.youtube.com/@inspiringvictoryLinkedIn: https://www.linkedin.com/in/sarahvictory/Facebook: https://www.facebook.com/sarahvictory/Instagram: https://www.instagram.com/inspiringvictory/ Connect with Gary Johnson:  Website: j2marketingconsultants.comEmail: garyj@j2marketingconsultants.comLinkedIn: linkedin.com/in/j2marketingconsultantsTwitter: twitter.com/j2consultants 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  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 Robert Friedman discuss:Focusing on the client and what their needs are, both physical and psychographic. The five questions Robert asks each of his questions.  Setting your aperture appropriately. Understanding your positioning and making it work for you.  Key Takeaways:When you can position yourself precisely, you won’t attract everyone, but you will attract the right clients to your firm. You have to do both the strategy work and the research work to know that you’re landing in the right space with your branding. If your message is not resonating with your potential referral sources and clients, then workshop it. Ask for feedback and be willing to listen. You don’t want to spin your wheels when a simple change could bring business growth. Focus on what makes you unique and make sure that comes across to your clients and potential clients.  "The number one way to differentiate is to really think about what you value and what you stand for and put that upfront." —  Robert Friedman Take the BE THAT LAWYER challenge at Fretzin.com! Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Green Cardigan Marketing: https://greencardiganmarketing.com/ Episode References: The Win Without Pitching Manifesto by Blair EnnsTake Robert’s Brand Strength Assessment for more information: https://www.fearlessbranding.com/resources/ About Robert Friedman: I am the founder of Fearless Branding. I work with experts in law and consulting who are at the top of their game, but whose firms are not realizing their full potential. They want bigger clients and more lucrative cases/engagements but they struggle to get traction with their ideal clients. Here’s what I find: Frequently, professional services and consulting firms deliver powerful, unique expertise but they don’t reap the rewards because the way they define their value is generic. They’re not controlling their own narrative. For over 20 years, I’ve worked with expert firms to transform the way they present themselves to their market. We define their unique brilliance and develop a winning narrative that answers their prospects’ most important question: “Why should we choose you.” My work delivers a complete brand transformation: I deliver firms a new way to talk about themselves and position themselves precisely in the minds of their ideal clients. Deliverables include brand identities, website (including all messaging), thought leadership marketing and guidance for the right language for business development conversations. Results are significant increase in average engagement size, driven by increased clarity and confidence. Before Fearless Branding I was in brand management for Kraft and other major food companies, and I was a “Mad Man” for big New York City advertising agencies. Connect with Robert Friedman:  Website: https://www.fearlessbranding.com/LinkedIn: https://www.linkedin.com/in/rfriedmanfearlessbranding/ 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  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 Andrew Michaels discuss:Matching your branding and headshot to your firm and business goals. Opening the doors to consultation with your headshot. What every lawyer should have in their arsenal of headshots. AI headshots.  Key Takeaways:For internal purposes, you should have a friendly-looking headshot. That may not be what you want for your public headshot. Different variations on your headshot can be used for different purposes in your branding, marketing, and social media. A good impression will work for you. But more than that, everyone deserves to have a professional photo of themselves that they love. A headshot is meant to create a human connection. Using AI removes that humanity from the picture.  "We talk a lot about judging a book by its cover. You're not supposed to do that, but as human beings, that’s the way that we're wired. It's just science, at this point, that a good impression will work for you." —  Andrew Michaels Email Steve at Steve@Fretzin.com for a chance to audit one of his exclusive rainmaker round table groups in April! Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Green Cardigan Marketing: https://greencardiganmarketing.com/ Episode References: Get your bonus offer for your Super Lawyer Session at https://www.statestreetheadshots.com/super-lawyerHuberman Lab Podcast - https://www.hubermanlab.com/podcast About Andrew Michaels: Andrew Michaels is a corporate headshot photographer who believes in selling without telling. With his award-winning imagery, Andrew helps attorneys tell viewers they are looking at a winning firm. Running his sessions with direct cues and some timely banter, he guides individuals through a range of expressions to match various content forms - from a warm smile to a game face that says "We fight for you". Having taken over 10,000 headshots, Andrew has developed a system that caters to all personalities, so even the most camera-shy individuals can finally lean into their greatest selling point, themselves. Connect with Andrew Michaels:  Website: https://www.statestreetheadshots.com/Email: andrew@statestreetheadshots.comLinkedIn: https://www.linkedin.com/in/andrewmichaelschi/LinkedIn: https://www.linkedin.com/company/state-street-headshots/Facebook: https://www.facebook.com/andrewmichaelschi/Facebook: https://www.facebook.com/statestreetheadshotsInstagram: https://www.instagram.com/andrewmichaelschiInstagram: https://www.instagram.com/statestreetheadshots 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  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 Niraj Chhabra discuss:How law firm financial planning is different from the average person. Building a relationship on education first with your financial advisor. Avoiding outgrowing your income. Understanding your expenses now to know what you need for the future. Thinking about and planning for long-term care.  Key Takeaways:Attorneys need more than just retirement planning, but it is often overlooked. Your savings should increase in proportion to your income and everything else. If you think creatively, there are ways to use time and money to your advantage for the future that isn’t taxed. Everyone considers monthly costs, but many do not consider seasonal budget items like traveling expenses or holiday budgets.  "Whether you make $100K per year or $1M per year you have the same limits on how much you can put into your 401K and defer on your taxes. So we got to find creative ways to get that money to work outside of the bank account, we have to find creative ways to defer taxes and take advantage of vehicles that other folks may not be taking advantage of." —  Niraj Chhabra Email Steve at Steve@Fretzin.com for a chance to audit one of his exclusive rainmaker round table groups in April! Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Green Cardigan Marketing: https://greencardiganmarketing.com/ Episode References: The Power of Less: The fine Art of Limiting Yourself to the Essential…in Business and in Life by Leo Babauta: https://www.amazon.com/Power-Less-Limiting-Yourself-Essential/dp/1401309704 About Niraj Chhabra: Niraj Chhabra is the Managing Director of SideBar Advisors. Before launching the firm in 2022, he was an advisor with Ameriprise Financial since 2005, concentrating on clients in the legal profession. His central focus includes family finances, tax and estate strategies, retirement, and financial planning for small businesses. His goal is to help attorneys navigate their unique tax challenges and modify their financial plans as their careers evolve. He does this by offering attorneys holistic financial planning and complimentary educational workshops. Connect with Niraj Chhabra:  Website: https://sidebaradvisors.com/Show: https://sidebaradvisors.com/podcasts/LinkedIn: https://www.linkedin.com/in/nirajchhabra/LinkedIn: https://www.linkedin.com/company/sidebaradvisors/Facebook: https://www.facebook.com/SideBarAdvisors/ 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  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 Sean Klunder discuss:Why law firms tend to run behind other types of businesses in marketing. Understanding your SEO strategy. Individual lawyer marketing versus law firm marketing. Alignment and consistency in messaging in all areas of your firm. Watch out for fool’s gold to ensure you’re swimming in the blue ocean.  Key Takeaways:There is a difference between Marketing and marketing. Without a strategy, it is all just random acts of marketing.Sales patterns have changed over the last few years. People are taking themselves 60-70% through the sales cycle online digitally before ever contacting the law firm. Identify your unique differentiator. Use the three pillars to help identify that: what do you do, who do you help, and what makes you different.Be targeted to who you’re disseminating your message. Where are those targets digitally? Are you also there?  "It is really important to have that strategic focus before jumping directly into the tactical execution." —  Sean Klunder Email Steve at Steve@Fretzin.com for a chance to audit one of his exclusive rainmaker round table groups in April! Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Green Cardigan Marketing: https://greencardiganmarketing.com/ Episode References: Blue Ocean Strategy by W. Chan Kim and Renee Mauborgne: https://www.amazon.com/Blue-Ocean-Strategy-Uncontested-Competition/dp/1591396190 About Sean Klunder: Sean Klunder is a seasoned marketing transformation expert with a particular skill set in digital marketing. He combines his business strategy expertise with marketing transformation and execution to help law firms with explosive growth. Sean has worked with numerous law firms to develop business growth strategies, brand transformations, customized digital marketing strategies, implement the latest digital marketing initiatives, automate marketing using integrated technologies, and build reporting systems to illustrate ROI.Prior to his fractional CMO role, Sean was Senior Vice President of Marketing and Product Management at Korn Ferry International. He was also Vice President of Marketing and Digital Development at World Book (a Berkshire Hathaway company), and Divisional Vice President at ETA/Cuisenaire. For 9 years Sean was also an Adjunct Professor of Digital Marketing at the Lake Forest Graduate School of Management where he developed his own curriculum and trained MBA candidates on strategically growing businesses through modernized digital marketing. Because of Sean’s successes in helping law firms develop and implement customized marketing strategies, he developed a proven approach to help law firms strategically grow. Connect with Sean Klunder:  Website: https://www.lawfirm-cmo.com/Email: sklunder@lawfirm-cmo.comLinkedIn: https://www.linkedin.com/in/sklunder/LinkedIn: https://www.linkedin.com/company/law-firm-fractional-cmos/ 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  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 Pamela DeNeuve discuss:The importance of empathy, compassion, and a trusted listening ear. Why anxiety, stress, and depression often start in law school. What to do (and not to do) in the morning to have a better day.Overcoming the busyness and stress of being a lawyer.  Key Takeaways:11%, that’s 11 out of 100, lawyers are struggling with suicidal ideation. Please know, there is help out there and you are not alone. The conversation and culture need to change in the legal industry. While resources do exist, in many firms, there has been a stigma to any lawyer taking advantage of mental health resources. You must set yourself up for the next day, and that begins before you leave the office. Select what is going to be done first the following morning then there’s no question about what is going to happen. Do an hour and a half worth of work before you touch the phone or your email and you will feel like you have momentum to your day. If you can start with meditation before that, it will give you a great foundation to start the day.  "It starts the night before. You’ve got to prepare, to set yourself up for the next day. How you start your day will determine the rest of your day. You can't be sloppy or haphazard." —  Pamela DeNeuve Email Steve at Steve@Fretzin.com for a chance to audit one of his exclusive rainmaker round table groups in April! Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Green Cardigan Marketing: https://greencardiganmarketing.com/ Episode References: 988 Suicide & Crisis Lifeline: https://988lifeline.org/Lawyer Well-Being Report: https://lawyerwellbeing.net/the-report/ About Pamela DeNeuve: Pamela specializes in helping lawyers to increase productivity and to scale their law practice while building their book of business. She began coaching lawyers in Los Angeles, California, in 1992. She advocates for attorneys to succeed without sacrificing their mental, emotional, and physical well-being. She created and delivered courses to Bar Associations throughout the USA. She has also spoken internationally to empower the legal profession. Pamela also produced an international podcast, Lawyer of the Week. Pamela has negotiated deals for AM100 law firms. She is a Peer Reviewer for the NATIONAL TASK FORCE ON LAWYER WELL-BEING, published by The American Bar Association in 2017. She is a contributor to Huff Post and Medium and has written over 200 articles regarding Lawyer Well-Being. Pamela’s new book published by Globe Law and Business, “Thriving in a Multi-Generational Law Firm: How to Increase Communication and Collaboration Among Lawyers” can be ordered online. #lawyercoach #lawyerwellbeing #stressrelief #productivity Connect with Pamela DeNeuve:  Website: https://www.pameladeneuve.com/Email: pamela@pameladeneuve.comBook: https://www.pameladeneuve.com/bookLinkedIn: https://www.linkedin.com/in/pameladeneuve/Twitter: https://twitter.com/DeneuvePam40790Facebook: https://www.facebook.com/pamela.deneuve/Facebook: https://www.facebook.com/pamelalawfirmstrategist/Instagram: https://www.instagram.com/pdeneuve/Instagram: https://www.instagram.com/makinglawyersrich/ 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  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 Marco Brown discuss:Changing your mindset to overcome limitations placed on you by yourself or your family. Leveraging the knowledge of those who came before you. Learn and implement the sales skills you didn’t learn in law school. Leveraging your attorney referral sources.  Key Takeaways:Learn how to sell. Even before you are making it rain, you can turn a potential client into a client through sales and closing. You are not better than sales. As a lawyer, you sell high-level concepts (arguments, negotiations, etc.) every single day. Be aggressive with the sale when you are the right person to help the potential client because you know you can help them solve their problem. Not all referral sources are created equal. Question and qualify potential referral sources to understand how you can help them and they can help you.  "Really successful people curate the people around them. That’s perfectly acceptable! You want to be around the people who share your values and who benefit you the most and you can benefit them." —  Marco Brown Email Steve at Steve@Fretzin.com for a chance to audit one of his exclusive rainmaker round table groups in April! Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Green Cardigan Marketing: https://greencardiganmarketing.com/ Episode References: Alex Hormozi: https://www.linkedin.com/in/alexhormoziLee Rosen: https://www.linkedin.com/in/leewrosen/Grant Cardone: https://www.linkedin.com/in/grantcardone/The Jordan B Peterson Podcast: https://www.jordanbpeterson.com/podcast/Brett Trembly: https://www.linkedin.com/in/bretttrembly About Marco Brown: Marco grew up in a small village in Alaska called Cold Bay (population 85). He never did manage to graduate from high school, getting his GED before moving on to college, and eventually graduating with honors from law school.In 2010, Marco and his wife, Demaree, moved to Utah and Marco started Brown Family Law, with no clients and no network, on the floor of their condo. They were $160,000 in student loan debt at the time.Since then, Marco has been awarded Utah Family Law Attorney of the Year, as voted on by his peers in the Utah Bar Association. Brown Family Law has grown and helped over 4000 through divorce and family law situations in Utah, and its expanding beyond Utah to help people in other states.In his free time, Marco spends most of his time with his wife and three kids. He also loves to cook and travel, usually to Italy. For exercise, he does what he enjoys: walking and lifting heavy things and puts them down.#Utah#DivorceAttorney #BrownFamilyLaw Connect with Marco Brown:  Website: https://www.brownfamilylaw.com/Email: marco@brownfamilylaw.comLinkedIn: https://www.linkedin.com/in/marcocbrownTikTok: https://www.tiktok.com/@divorceattorney 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  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 Ashley Robinson discuss:Creating a life on purpose. Niching down your business to focus on who you want to work with. Where lawyers need help with putting their marketing money. Understanding what potential clients (and Google) are seeing when they look at your website. Working with your marketing company to know what’s happening now and what the future holds.  Key Takeaways:Plan to be present in your relationships and in your business. Marketing isn’t bad, but a lot of nuance and strategy goes into understanding what you need for your firm specifically. You need to understand your goals before you start building your marketing plan. Does your client speak to your greatness? Or does it speak to your client’s pain points?  "It's on me to bring you qualified leads, it's on you to be a good lawyer and to convert those leads into clients." —  Ashley Robinson Email Steve at Steve@Fretzin.com for a chance to audit one of his exclusive rainmaker round table groups in April! Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Green Cardigan Marketing: https://greencardiganmarketing.com/ Episode References: Buy Back Your Time by Dan Martell: https://www.amazon.com/Buy-Back-Your-Time-Unstuck/dp/059342297X About Ashley Robinson: Ashley Robinson is the founder of Green Cardigan Marketing; a boutique marketing agency who specifically targets the unique marketing needs of the legal industry.   Connect with Ashley Robinson:  Website: https://greencardiganmarketing.com/LinkedIn: https://www.linkedin.com/in/ashleyrobinsongcm/LinkedIn: https://www.linkedin.com/company/green-cardigan-marketing/Facebook: https://www.facebook.com/GreenCardiganMarketingInstagram: https://www.instagram.com/green_cardigan_marketing/ 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  Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Scott Simmons discuss:Selling and following up without upsetting people.Getting out of the race to the bottom and reframing old ways of thinking.Dueling banjos of business development.The power of “how can I help?” and becoming more than just the lawyer. Key Takeaways:What you’re really competing against is lawyer apathy, not other lawyers.You care more when they are your clients than you do when they are handed to you. There is a huge amount of fun in winning the work.Just start with 30 minutes. If you keep repeating that is going to be huge compared to doing nothing.Be nosy. If it is something or someone that interests you, keep asking questions. People love to talk about themselves and their business.You cannot serve everybody. When you narrow it down, your messaging becomes clear. "AI is just going to keep getting better and better and better. And this idea that lawyers continue to be document drafters and researchers if we carry on down that road, that kind of apathy, that will be the end of the profession. Reframing who we are and how we do things, that's absolutely vital." —  Scott Simmons Email Steve at Steve@Fretzin.com for a chance to audit one of his exclusive rainmaker round table groups in April! Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Green Cardigan Marketing: https://greencardiganmarketing.com/ Episode References: Rob Hanna: https://www.linkedin.com/in/roberthannaEat Their Lunch by Anthony Iannarino: https://www.amazon.com/Eat-Their-Lunch-Customers-Competition/dp/0525537627 About Scott Simmons: Scott is a toolbox for turning lawyers into rainmakers. After a successful career in law where he faced similar situations to the lawyers of today, he discovered a love of coaching and training that has seen him coaching young lawyers on how to build their own careers, and more senior executives to become rainmakers. He offers bespoke training and coaching to legal professionals at all stages of their career and has developed The BD Breakthrough Blueprint™, a digital education course aimed at helping lawyers take their first steps towards becoming 21st-century trusted advisors. Scott is a husband and father and an avid movie lover, so do not be surprised when he includes a BD analogy relating to ‘Jaws’ or ‘When Harry Met Sally’ into any training or coaching session. To get your copy of The BD Breakthrough Blueprint™, head to legalbalanceinstitute.thinkific.com..  Connect with Scott Simmons:  Website: https://legalbalance.co.uk/Book: https://legalbalanceinstitute.thinkific.com/YouTube: https://www.youtube.com/@legalbalance  LinkedIn: https://www.linkedin.com/in/scottsimmonsbdm/ 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 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 Martin Lopez discuss:The three tenets of curiosity. Being interested in the other person.Peeling the onion to understand the other person’s problem. Tips to foster deeper connections between lawyers and clients to improve relationships.  Key Takeaways:You’re not building trust when you’re talking at someone. You need to connect with them to build rapport and trust. Nobody asks for a pitch unless they explicitly ask for it, then it’s answering a question.It is not about answering questions, it’s about asking questions. Once you start answering questions you’ve lost control of the meeting if the foundation is not yet built. Take yourself out of the picture so you can better understand and assist your clients with their problems. Tension, frustration, and anxiety arise when needs are not being met. "There's three tenets or three foundations of curiosity: trust, safety, and respect. The more trust they have in you, the more safe they feel, and the more respect that you have between each other, the more they're going to open up and start sharing." —  Martin Lopez Find out more about the Bootstrap Your Marketing to Build Your Personal Brand Event at: https://fretzin.com/events Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Green Cardigan Marketing: https://greencardiganmarketing.com/ Episode References: Heroic - https://www.heroic.us/Areté: Activate Your Heroic Potential by Brian Johnson - https://www.heroic.us/arete About Martin Lopez: Martin Lopez is a Speaker, Author, Trainer, and Master Coach in the personal development industry. His book The Curiosity Theory is a powerful methodology that radically changes the way we look at life, the way we look at ourselves, and the way we look at each other. Martin’s gift is strengthening professional and personal relationships by applying curiosity thus improving communication and collaboration at a fundamental level. The result… individuals, teams, and organizations work together more openly and efficiently. During his 35+ years in business, Martin has seen opportunities lost due to misaligned energy, conflict, and self-sabotaging communications. Almost every time, the issues were fixable: • Simple misunderstandings • Personal disagreements • Fear-driven distrust The Curiosity Theory is the culmination of his search for answers on how to transform the tension and destruction he found in conflict into connection, creativity, and results. Martin is a graduate of the University of Santa Monica’s Spiritual Psychology program and holds multiple certifications in Coaching, Communication, and Mental Performance.He lives at the beach in San Diego with his fiancé Ingrid and his two boys Jordan & Diego. In addition, he is a Real Estate Professional with over 35 Years of Experience, Former Founder and Vice-President of Equity National Funding, Former Record Producer & Jazz Musician (Piano & Saxophonist). He also leads men’s groups and teaches a course called “BREAKTHROUGH” dedicated to helping people powerfully communicate with clarity, love, and kindness.  Connect with Martin Lopez:  Website: https://www.thecuriositytheory.com/Cell Phone: 619-838-1553The Curiosity Theory Book: https://www.thecuriositytheory.com/thecuriositytheorybookLinkedIn: https://www.linkedin.com/in/mrmartinlopez/Facebook: https://www.facebook.com/profile.php?id=100025535526690Instagram: https://www.instagram.com/thecuriositytheory/ 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  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 Nermin Jasani discuss:Setting and implementing the plan to achieve your goals. Understanding what is realistic for a quarterly goal. Listing out the micro steps and adding them to your calendar for achievable goals. Monitoring your metrics that move the needle forward.Utilizing time and calendars to make your day work for you. Key Takeaways:Give yourself milestones along the way to keep you on track to achieving your goals. The goal with planning is to make sure you aren’t burning yourself out while still making forward progress. Leverage the tools and resources at your fingertips that you’re already using to help make your goals come to fruition. You won’t know where you are unless you track the data. The data gives you accountability and allows you to gamify your goals.  "Give 100% of yourself to that one thing. Then when you achieve that, you’re going to feel the motivation, the fuel, the confidence to go to the next big project you want to tackle." —  Nermin Jasani Find out more about the Bootstrap Your Marketing to Build Your Personal Brand Event at: https://fretzin.com/events Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Green Cardigan Marketing: https://greencardiganmarketing.com/ Episode References: The 80/20 Principle: The Secret to Achieving More with Less by Richard Koch - https://www.amazon.com/80-20-Principle-Secret-Achieving/dp/0385491743 About Nermin Jasani: Nermin Jasani is a law firm advisor for solo and small law firms who want to grow their law firm by focusing on their profitability, their team, and their time spent doing those tedious (and sometimes hated) admin tasks. Nermin was a former law firm owner working with hedge funds on Wall Street and is now a full-time law firm growth consultant.  Connect with Nermin Jasani:  Website: https://ws-lawyers.com/  LinkedIn: https://www.linkedin.com/in/nerminjasani/LinkedIn: https://www.linkedin.com/company/wildlysuccessfullawfirm/ 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  Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and John Scott discuss:Storytelling with the numbers that leads to a logical conclusion.Why spending time in the numbers is key.Dynamic forecasting and cash flow.Four categories of important financial metrics lawyers need to look at to grow their firm.Improving poor billing hygiene. Key Takeaways:If you pay attention to the numbers regularly, you can make necessary course adjustments along the way rather than scramble at the end of the year to make sure everything is fine.Your goals need to be realistic based on your capacity. Set up your goals, even challenge goals, but then you need to look at them and work through how they can be achieved.If you want more rainmakers, you have to train them to be better at what they do.Bring in a non-lawyer finance team to focus on your firm’s finances. Delegate those things that are not your superpower. Let them focus on the numbers and keep you appraised of where they are at now, not just what they used to be. "The biggest part of running your business’s dynamic forecasting is taking the data points that we have within the practice management system and within our accounting system to determine cashflow, 3-6-9-12 months out so that we know where we're going." —  John Scott Find out more about the Bootstrap Your Marketing to Build Your Personal Brand Event at: https://fretzin.com/events Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Green Cardigan Marketing: https://greencardiganmarketing.com/ Episode References: The E-Myth by Michael E. Gerber: https://www.amazon.com/Myth-Most-Businesses-Dont-About/dp/0887303625 About John Scott: John Scott is a Partner in Tax at Anders CPAs + Advisors. With over thirty years of experience, he brings a breadth of financial knowledge and a deep expertise in advising law firms. With a long track record of success that includes firms of all sizes and specialties, John helps maximize profits via cash flow management and KPIs, while minimizing taxes with his extensive understanding of the tax code. Leading the legal industry division of his firm’s Virtual CFO services, John offers strategic advising to mid-sized law firms, using a customizable, industry-leading tech stack that allows firms to make data-driven decisions. He advises on strategies around: staff utilization, cash flow planning, when to hire, creating clear career paths, trust accounting, accounting controls, and partner distributions. He is the author of a forthcoming book on creating a roadmap to success for law firms.  Connect with John Scott:  Website: https://home.virtualcfo.cpa/johnscott  https://anderscpa.com/virtual-cfo-legal/Email: jscott@anderscpa.comBook: Judicial Dollars and Cents: https://home.virtualcfo.cpa/johnscottLinkedIn: https://www.linkedin.com/in/john-c-scott-cpa/LinkedIn: https://www.linkedin.com/company/vcfobyanders/ 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  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 Halpert discuss:How Marc became the LinkedIn expert that he is today. Spending the time to show the world you’re amazinger. The recent and upcoming changes to LinkedIn. Working within the rules of the system you are bound to.  Key Takeaways:LinkedIn is always changing, even as we speak. But there are ways to make LinkedIn work for you, even with the changes. Using only your bio on your firm’s website is not enough. Put your personality into your LinkedIn profile and branding. People won’t know how to connect with you if they can’t figure out who you are. People want to read narrative, they don’t want to read your laundry list of skills or dense paragraphs of text.  Tell people why, not what.Write all of your profile in first person and present, active tense. People want to be able to relate to you as a peer. Share on LinkedIn when you have something important to say and always end your posts with a call to action. "If I'm looking to engage a lawyer, I want to find somebody who's going to reflect the personality I'm looking for. I don't want somebody who's bland, dull, and boring. And everybody who went through law school missed the opportunity to learn how to market themselves." —  Marc Halpert Find out more about the Bootstrap Your Marketing to Build Your Personal Brand Event at: https://fretzin.com/events Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Green Cardigan Marketing: https://greencardiganmarketing.com/ Episode References: The Startup of You by Reid Hoffman About Marc Halpert: Marc W. Halpert is a self-described “multi-preneur.” In 2010 he started his third concurrent company, connect2collaborate, to spread his LinkedIn and networking evangelism to train and coach others and offer professionals the opportunity to better explain their perceived mission and positioning on their LinkedIn profile pages: why they do what they do, not what. As a personal LinkedIn coach, he advises and mentors professionals in all walks of life to renovate their LinkedIn personal and company profiles. He advises job seekers of all generations to differentiate themselves and extend their transferrable skills. Marc is also recognized as a high-energy LinkedIn speaker at conferences and as an instructor to sales/marketing, HR/training departments at large and small professional service firms and companies including HUB International and GE Capital. He has taught at bar associations, professional practitioner groups, and law schools on these topics. His book LinkedIn Marketing Strategies for Law and Professional Practices(2021 second edition, American Bar Association), helps all types of professionals learn to better market themselves using the tools in LinkedIn and be “amazing-er” than the competition. His book You, Us, Them: LinkedIn Marketing Concepts for Nonprofit Professionals Who Really Want to Make a Difference, (2018, self-published) is the only book of its kind aimed at the nonprofit/NGO/association/foundation/membership organization industries and its employees to prosper in such a fast-changing industry. Marc is a frequent podcast guest, author of articles, LinkedIn advisor to networking groups, and blogger every business day with a LinkedIn Nugget.   Connect with Marc Halpert:  Website: https://connect2collaborate.com/Email: marchalpert@connect2collaborate.comMobile: 203-218-8288LinkedIn: https://linkedin.com/in/marchalpert 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 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 Larry Smith discuss:Why lawyers are challenged to deal with stressors in an empathetic way.Listening and diagnosing the problem before trying to solve the client’s problem. Building trust and relationships with clients. How to handle a client on the ledge and setting expectations.  Key Takeaways:Be kind, you never know what other people are going through. Don’t just let clients walk out the door. Set up another appointment and get the last word. Set up the next step and make it easy. Make certain promises that you know you can fulfill. Don’t promise things that are uncertain or outright false. It will destroy trust within the relationship. You have to get your mind right before you can empathetically communicate with a client or team member. Everyone has bad conversations and bad days, but you need to get your mind right.  "What I like to do is make certain promises that I absolutely know I can fulfill. You’ve got to know what you’re going to be able to do for sure, don’t shoot over." —  Larry Smith Find out more about the Bootstrap Your Marketing to Build Your Personal Brand Event at: https://fretzin.com/events Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Green Cardigan Marketing: https://greencardiganmarketing.com/ Episode References: This American Life Podcast: https://www.thisamericanlife.org/ About Larry Smith: Larry Smith has been practicing law for 30 years, spending the last 25 focused on consumer rights, and primarily in consumer financial issues. SmithMarco, P.C. represents consumers who have been victims of cybercrimes and identity theft. With offices in the Chicago area and in Sarasota, Florida, Larry Smith has represented consumers all throughout the country on both the trial and appellate level and in both state and federal courts. Mr. Smith has provided lectures to members of the National Association of Consumer Advocates and the National Consumer Law Center on issues pertaining to fraudulent electronic transactions and consumer credit reporting issues. Connect with Larry Smith:  Website: https://www.protectingconsumerrights.com/Website: https://smithmarco.com/Phone: 888-822-1777LinkedIn: https://www.linkedin.com/in/larrypsmithlaw/ 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  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 Doug Bradley discuss:Understanding the numbers around marketing. Bootstrap marketing on a limited budget. Laying the groundwork for solid website optimization. Setting expectations and calls to action.  Key Takeaways:Having your own book of business gives you power and freedom. Be willing to try and test out options. There is data out there for search terms but you need to know what you’re trying to accomplish. What might not be the right marketing fit for you right now, could be good later down the line. Don’t discount something permanently just because it’s not right now. When working with a marketing professional, make sure they have experience working with others in the area of practice that you are in.  "I would not dismiss completely the option of creating a very basic website and linking to it from your social media channels and your directory profiles. That really gets your website up and running and visible to Google and you really want that." —  Doug Bradley Find out more about the Bootstrap Your Marketing to Build Your Personal Brand Event at: https://fretzin.com/events Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Green Cardigan Marketing: https://greencardiganmarketing.com/ Episode References: Justia: https://lawyers.justia.com/new-profileSteve Jobs by Walter Isaacson: https://www.amazon.com/Steve-Jobs-Walter-Isaacson/dp/1451648537 About Doug Bradley: Doug Bradley is the owner of Everest Legal Marketing and a highly experienced SEO professional. He's different than many agency owners because he actually understands technical Search Engine Optimization and diagnoses website visibility issues for law firms. Connect with Doug Bradley:  Website: https://www.everestlegalmarketing.com/LinkedIn: https://www.linkedin.com/in/douglas-j-bradley/LinkedIn: https://www.linkedin.com/company/everest-legal-marketing/Twitter: https://twitter.com/EverestLawMktgFacebook: https://www.facebook.com/everestlegalmarketing 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  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 Angelle discuss:Working through the lens of ownership. The biggest opportunity for growth…and the biggest obstacle for growth. Advice to law firm owners to create their business plans. Repetitive problems law firms have with executing their business plan.  Key Takeaways:Your goal must be consistent with your why. Share your business goals with your team you will have more consistency with an accountability partner. Spreading the ownership of the business plan will improve your company culture. Make sure the people in your law firm are in the right spot - it may mean moving people around or changing tasks to fit strengths and zones of genius.  "Businesses that grow, especially businesses that grow fast and in big numbers, have a plan. They never don’t have a plan." —Paul Angelle Find out more about the Mastering the Legal Clock and Thriving Event at: https://fretzin.com/events Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Green Cardigan Marketing: https://greencardiganmarketing.com/ Episode References: The Greatest Salesman in the World by Og Mandino About Paul Angelle: Paul Angelle never really had a choice; he was born into entrepreneurship. Working full-time in his father’s Cajun restaurant in south Louisiana from an early age, he learned the value of work through the lens of ownership. He never thought of himself as an employee as he proudly worked in the family business through college. That mindset would never change. After graduating from the University of Louisiana with multiple degrees, he applied that same passion to sales. He was a natural salesman, a gifted networker, and very successful across multiple industries for over 20 years. In addition to starting his own successful media company, he earned a law degree from Loyola University in New Orleans which landed him a role as the first COO of a statewide, rapidly growing estate planning law firm. In that role, he managed a team of 20, and was instrumental in tripling revenue, increasing services, growing margins, and raising salaries during his 5+ years there.During the lockdown in early 2020, Paul wrote a personal growth book. He had it published in 2021 and experienced the process of a launch that landed him numerous interviews, multiple book signings, and more coaching and consulting requests than he could have ever predicted. He realized that his lifetime goal of helping as many people as possible was finally in reach. After more than 5 years of success growing a law firm, nearly 2 decades of achievement in regional and territory sales, and a record of entrepreneurial accomplishment in publishing, Paul seized the opportunity to use his varied experiences to help others. His track record of success, his infectious enthusiasm, his specific skillset, and his varied experiences made him a perfect fit for HTM.A former “undefeated” little league coach for his sons’ baseball teams, Paul enjoys cooking, fishing and writing. He’s a huge fan of his alma mater and enjoys watching and supporting the Ragin’ Cajuns whenever he can. He’s a father of four who lives on a small farm in tiny Sunset, LA with his beautiful wife Dawn and their horses, goats, chickens, dogs, and cats. Connect with Paul Angelle:  Website: https://lawfamilia.net/Website: https://paulangelle.com/LinkedIn: https://www.linkedin.com/in/paulangelle/ 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 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 Justie Nicol discuss:Leading and selling without fear. Building your law firm to support you and your life. Systematizing your training processes and procedures. Running a virtual firm to invest in people over premises. Key Takeaways:There are no bad people, only bad decisions. As a lawyer, your job is to make sure that that bad decision doesn’t wreck the person’s life. Be the best you can be with the years you have with the amazing people you have. Sometimes things change and people move on and that’s okay. Self-care is extremely important for both you, as the leader, and for your team. Finding a way to be flexible and support your team in what they find most important can be culture-defining and still lead to a successful law firm. Check-ins don’t have to be scheduled and formalized. You can have informal meetings to make sure everyone is doing good and all on the same page.  "Respect them for who they are and ask them, ‘Am I meeting your needs? Are you feeling like you can contribute in ways that are meaningful to you?’" —  Justie Nicol Find out more about the Mastering the Legal Clock and Thriving Event at: https://fretzin.com/events Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Green Cardigan Marketing: https://greencardiganmarketing.com/ Episode References: Podcast - The ONE Thing: https://the1thing.com/podcast/ About Justie Nicol: Justie Nicol is a feisty, red-headed, nerdy, dog & toddler mom, with a variety of legal experience who’s actually a PERSON (human first, then attorney) and who wants to GENUINELY HELP her clients. Justie practices primarily criminal defense work but is also well-known for innovation, systems-design, and using legal tech to achieve great results for the firm and her clients. Justie is often teaching other lawyers about tech stacks, guest-lecturing at local universities about animal law, teaching animal control officers how to testify and investigate, or giving webinars on law firm automation. She is the Colorado Lawyer Team visionary. Justie owns two companies in Colorado and is a licensed real estate broker. Justie is a small-town girl and rural lawyer at heart and often travels to clients throughout the majority of the state of Colorado. Access to Justice is something she’s passionate about, so she keeps her costs down and is on many modest means lists for low-pay slow-pay representation. She enjoys long walks in the mountains (they’re called hikes in Colorado) and she’s horse-crazy. She’s active on social media (@Justie4Justice) where you can see regular appearances by #OfficeDogs and #OfficeHorse. She welcomes questions at any time via email to Justie@COLawTeam.com. Connect with Justie Nicol:  Website:  https://colawteam.com/Email: justie@colawteam.comLinkedIn: https://www.linkedin.com/in/justieforjustice/Facebook: https://www.facebook.com/COLawTeamInstagram: https://www.instagram.com/justie4justice 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  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 Tim Lupinacci discuss:Time management and prioritization. Testing out leadership in smaller groups first. Learning from others to strengthen your leadership skills. Utilizing daily disciplines to support your leadership and your team.  Key Takeaways:Get together and pour into people and allow them to pour into you. You’ll build relationships and strengthen all team members. Seeing people in action will allow you to get to know them and see their strengths and personalities. Building your team, and trusting them, will allow you to transition out of the day-to-day work as you release responsibility to them and start focusing more on your zone of genius and your leadership. Don’t neglect your self-care. Checking in with yourself (either alone or with a professional) is vital for leading successfully.  "My experience has been when you build that trust, then the pie gets bigger because now you've got multiple people who can have those relationships because we've got that finite amount of time." —  Tim Lupinacci Find out more about the Mastering the Legal Clock and Thriving Event at: https://fretzin.com/events Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Green Cardigan Marketing: https://greencardiganmarketing.com/ Episode References: Four Disciplines of Execution by Chris McChesney, Sean Covey, and Jim Huling: https://www.amazon.com/Disciplines-Execution-Achieving-Wildly-Important/dp/145162705XMeredith Bell: https://www.linkedin.com/in/meredithmbell About Tim Lupinacci: Tim Lupinacci spent the first 28 years of his legal practice focused on helping financial institutions solve complex problems arising in commercial restructuring and bankruptcy matters throughout the country. During his leadership journey at Baker Donelson, Tim chaired the Financial Services Department, the Women’s Pathways to Leadership Committee, and served as a member of the Firm’s Diversity & Inclusion Committee. He was awarded with the Firm’s highest award for both advancement and support of women and advancement and support of minorities. Four years ago, he was selected as CEO and Chair of Baker Donelson, which is one of the 100 largest law firms in the country. In these positions, he has led the Firm through significant organizational change, growth, and the global pandemic. He continues leading Baker Donelson through its five-year BakerVision 2028 strategy, and the execution of its Diversity & Inclusion Compact. Connect with Tim Lupinacci:  Website: https://www.bakerdonelson.com/Website: https://www.bakerdonelson.com/Timothy-LupinacciWebsite: https://everybodyleads.org/LinkedIn: https://www.linkedin.com/in/addison-diana/ 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  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 Julie Yusim discuss:Adding a little positive self-talk to your routine. Getting value for your networking time. Going deep and playing the networking long game. Evaluating your wide network to see where you should go deeper. Best tips and tactics for effective networking.  Key Takeaways:Networking is about giving, more than anything, especially at the beginning, even if you don’t see how it is going to come back to you. Have a couple of things that you can give in your back pocket, even if you are new to networking. Most networking relationships evolve and mature over time. Get to know those in your smaller circle best, but don’t ignore others in your network. Following up is where the networking really starts. Make notes about the person and conversation you had, then make sure you follow up specifically, not in a blast email selling your services.  "The good news is networking works. The less-than-good news is networking is work. It’s not a horrible amount of work, it’s not taxing, it’s not expensive, but there is a process that if you want to be successful at it, you need to follow." —  Julie Yusim Find out more about the Mastering the Legal Clock and Thriving Event at: https://fretzin.com/events Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Green Cardigan Marketing: https://greencardiganmarketing.com/ Episode References: ProVisors: https://provisors.com/Boomerang for Outlook: https://www.boomerangoutlook.com/Book: Endless Referrals by Bob Burg - https://www.amazon.com/Endless-Referrals-Third-Bob-Burg/dp/0071462074 About Julie Yusim: Julie Yusim has spent the majority of her career coaching small business owners. She served as Executive Director of a Chicago-area Chamber of Commerce for 17 years, where she taught business owners to how maximize their marketing and networking efforts. As the Director of Marketing for a family-owned chain of auto repair shops, Julie built the company’s brand awareness through extensive networking and marketing. Before consulting full-time, Julie studied and mastered the marketing and compliance systems of a leading U.S. insurance company in order to build the personal brands for successful agent/owners. Julie is an enthusiast of grass-roots marketing techniques and is well-known in Chicago-area business circles as an expert “connector” of people and resources. Julie sits on the Board of Directors for Hunger Resource Network and is an Ambassador for the Northbrook Chamber of Commerce and Industry. Connect with Julie Yusim:  Website: https://www.ideamaxmktg.com/Email: julie@ideamaxmktg.comPhone: 847-975-5257LinkedIn: https://www.linkedin.com/in/julie-yusim-4aa23713a/Facebook: https://www.facebook.com/julie.yusim/Facebook: https://www.facebook.com/profile.php?id=61552727541602Instagram: https://www.instagram.com/networkinggoddess 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  Show notes by Podcastologist Chelsea Taylor-Sturkie Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.