In this episode, Steve Fretzin and Gordon Firemark discuss:Podcasting as a tool for branding, content creation, and growthLegal and ethical essentials for podcastingStreamlining podcast production with AI and techLeveraging unique marketing strategies to enhance professional presence Key Takeaways:Podcasting generates diverse discoverable content by utilizing video, audio, and transcription, which can be repurposed into clips, blog posts, or courses to expand reach.Preparation with detailed outlines, structured workflows, and AI tools simplifies production.Legal consent from guests is essential, covering recording, editing, and perpetual use, including AI-related content integrity.Success relies on audience-building through consistent, targeted content that establishes authority and drives client acquisition and referrals. "Once you do [podcasting], I think it is a fantastic way of getting the word out and publishing your message on a regular basis." —  Gordon Firemark Got a challenge growing your law practice? Email me at [email protected] with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: The Expert Edge Podcast with Colin Boyd: https://podcasts.apple.com/us/podcast/expert-edge-podcast/id1500505303 About Gordon Firemark: Gordon Firemark, widely known as "The Podcast Lawyer™," is a seasoned entertainment attorney specializing in podcasting law. With 32 years of experience, he advises podcasters and clients in theater, film, television, and digital media. A sought-after speaker and writer on legal issues affecting digital creators, Gordon has been featured in numerous podcasts, webinars, and industry events. He hosts the Entertainment Law Update podcast (since 2009) and Legit Podcast Pro, providing expert insights on podcasting law. Gordon is also the author of the Podcast, Blog & New Media Producer’s Legal Survival Guide and develops online courses for creatives, entrepreneurs, and small firm lawyers. Connect with Gordon Firemark:  Website: https://firemark.comEmail: [email protected]: https://linkedin.com/in/gfiremarkFacebook: https://www.facebook.com/gfiremarkInstagram: https://www.instagram.com/gordonfiremark/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: 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 Tracy LaLonde discuss:Dynamics of trust in professional and client relationshipsStress management and work-life balance strategiesEffective delegation and communication for legal professionalsMaintaining integrity and transparency in business Key Takeaways:Trust grows through intentional, proactive communication, where even small gestures like timely responses build respect, while ignoring issues can erode trust and risk client loyalty.Finding personal joy amid work demands means setting boundaries (like leaving office on time) and developing discipline to prioritize non-work activities, even when emails and tasks pile up.Incremental delegation—starting with small tasks and expanding—builds confidence and trust, allowing the delegator to guide quality without an "all-or-nothing" approach.Acknowledging when personal matters affect responsiveness and communicating transparently with clients, even with a brief update, repairs trust and reassures them of quality service. "Integrity is everything. And I define integrity as doing what you say you’re going to do when you said you were going to do it." —  Tracy LaLonde Got a challenge growing your law practice? Email me at [email protected] with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: Why We Sleep: Unlocking the Power of Sleep and Dreams by Matthew Walker About Tracy LaLonde: Tracy LaLonde, an engaging trainer and speaker with over 30 years of experience, is dedicated to revolutionizing engagement in law firms. She offers practical, easy-to-digest guidance backed by cutting-edge research that will make a lasting impact on lawyers and business professionals. Through Joychiever’s Hierarchy of Engagement, as well as her comprehensive courses, Tracy equips law firms with tools to boost engagement, foster trust, minimize burnout, bolster financial performance, and create a culture where people thrive. With her dynamic approach, Tracy is setting a new standard for the legal industry. Connect with Tracy LaLonde:  Website: https://www.joychiever.com/Email: [email protected]: Trust Me: The Insider's Guide to Being the Go-To Person at WorkLinkedIn: https://www.linkedin.com/in/tracylalonde/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: 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 Deb Feder discuss:Importance of client relationship management and deepening connectionsPrioritizing tasks to enhance productivity and work-life balanceRole of social media in professional growth and networkingEffective business development and optimizing client interactions Key Takeaways:Lawyers can achieve more sustainable productivity by prioritizing just two major tasks before checking email each day, preventing inbox overwhelm from dictating their workflow.Strategic questioning, like asking "Tell me more" or inquiring about specific client concerns, allows lawyers to gather deeper insights that often reveal additional opportunities to add value.LinkedIn profile optimization—especially the "about" section and professional headline—helps professionals attract the right clients by clearly reflecting their expertise and approach.Lawyers should leverage informal moments and small talk in client interactions to create authentic connections, which ultimately build client loyalty and lead to new business opportunities. "Tell me more… triggers your brain to get back in and actually actively listen, and from there you can thoughtfully respond." —  Deb Feder Got a challenge growing your law practice? Email me at [email protected] with your toughest question, and I'll answer it live on the show—anonymously, just using your first name! Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: Make No Small Plans: Lessons on Thinking Big, Chasing Dreams, and Building Community About Deb Feder: Deb Feder, CEO of Feder Development, LLC, is a business development and practice management strategist and coach for lawyers and law firms. Having practiced corporate law for 15 years, her work focuses on helping lawyers and professionals bring in consistent clients through curious, confident conversations. Deb holds a history degree from the University of Michigan and her JD/MBA from the University of Iowa. She completed her coach training and certification through New Ventures West and completed training in The Daring Way, which is based on the research of Dr. Brené Brown. She is the author of After Hello and Tell Me More. Connect with Deb Feder:  Website: https://debfeder.comLinkedIn: https://www.linkedin.com/in/bizdeb/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: 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 Brian Zapf discuss:Financial planning and metrics for law firmsImportance of strategic investments and cost controlLeveraging financial storytelling for decision-makingBest practices for client and revenue management Key Takeaways:In addition to revenue, law firm owners should track net income and cash flow, as well as specific KPIs like effective hourly rates and client lifetime value to fully understand profitability.Payroll should be about 40-45% of revenue; excessive payroll spending can prevent firm growth and profitability, especially if partners or staff are not contributing proportional value.Firms should aim to bill upfront where possible and maintain timely follow-ups on accounts receivable to reduce cash flow issues and avoid prolonged collection struggles.Undercharging for services can lead to rapid client acquisition but may indicate undervaluing; regular market assessments can ensure competitive and profitable pricing. "The financial story goes beyond just having a financial report that your bookkeeper might give you each month. It’s more about understanding where you are right now in your business and where you want to go." —  Brian Zapf Join Steve on November 15th for an exclusive 60-minute session focused on actionable strategies for business growth. Register now—seats are limited to the first 20 attorneys! Sign up here: https://www.fretzin.com/blog/category/events/ Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: The Tim Ferriss Show: https://podcasts.apple.com/us/podcast/the-tim-ferriss-show/id863897795 About Brian Zapf: Brian Zapf is the founder and Chief CFO of Flight Financial, a fractional CFO firm that helps law firm owners master their financials through clear financial storytelling and strategic financial management. With a focus on improving cash flow, profitability, and business growth, Brian uses his background in accounting and finance to help lawyers turn their numbers into actionable insights. He has helped his clients focus on what matters, improve their firm's performance, and reduce their stress. Connect with Brian Zapf:  Website: https://www.flight.financial/Email: [email protected]: https://www.linkedin.com/in/bdzapf/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911  Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Scott Love discuss:The value of finding a specialized niche in legal recruitingStrategies for building resilience in a challenging fieldTechniques for effectively positioning oneself as a trusted expertThe importance of focusing efforts to maximize productivity and impact Key Takeaways:Focusing exclusively on corporate, finance, and private equity law clients allowed Scott to build deeper client relationships and better anticipate client needs.Analyzing hiring and attrition data from law firms helps identify ideal clients whose needs align well with a specialized niche, enhancing recruitment effectiveness.Narrowing service to a limited number of retained clients at a time can improve service outcomes by allowing more dedicated and strategic client development.Success in niche recruiting relies on building a brand distinct from competitors, using thought leadership, targeted marketing, and leveraging unique personal strengths to attract high-value clients. "If you're dealing with sophisticated people, you really need to find not just uniqueness but distinction. And if you don’t have it, you can build it through thought leadership." —  Scott Love Join Steve on November 15th for an exclusive 60-minute session focused on actionable strategies for business growth. Register now—seats are limited to the first 20 attorneys! Sign up here: https://www.fretzin.com/blog/category/events/ Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal by Oren Klaff: https://www.amazon.com/Pitch-Anything-Innovative-Presenting-Persuading/dp/0071752854 About Scott Love: Scott Love is the founder of The Attorney Search Group, a legal recruiting firm. His practice focuses on partner transitions and law firm mergers, with specialized expertise in recruiting for global law firms in the areas of corporate, finance, private equity, and related practices. Connect with Scott Love:  Website: https://attorneysearchgroup.com/Show: The Rainmaking Podcast: https://podcasts.apple.com/us/podcast/the-rainmaking-podcast/id318840415LinkedIn: https://www.linkedin.com/in/scotttlove/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911  Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Michael Educate discuss:Effective habits for business development and client relationshipsRelationship-driven networking and sustained client loyaltyThe impact of mentorship and personal values on professional growthThe importance of active listening and sales-free selling techniques Key Takeaways:Making business development a regular, ingrained part of the daily routine is essential for long-term success and should not be left as an “end-of-day” task.Building a client relationship based on trust and a commitment to solving client issues, even outside one’s specific expertise, can strengthen loyalty and ensure clients return.Personal experiences and relationships, such as advice from family, shape and inform approaches to client interactions, stressing genuine investment in client outcomes.Developing an initial personal network—family, friends, and peers—early on can lay a foundation for a robust client base, emphasizing relationship depth over formal networking. "People want to work with people that they respect and admire and people they feel like ‘get it’… it’s not just about the case in front of you. It's not just about the client relationship in front of you. It's making that person's life that much easier." —  Michael Educate Join Steve on November 15th for an exclusive 60-minute session focused on actionable strategies for business growth. Register now—seats are limited to the first 20 attorneys! Sign up here: https://www.fretzin.com/blog/category/events/ Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: The Par Train - A Mental Golf Show: https://podcasts.apple.com/us/podcast/the-par-train-a-mental-golf-show/id1136003885 About Michael Educate: Michael Educate is a trial lawyer engaged in all aspects of dispute resolution and strategic counseling, both in commercial litigation and in tax controversy matters. He has experience across various legal areas and industries for clients of all sizes, from small, privately held businesses to multinational enterprises, and particularly focuses his practice on representing clients in the financial industry as well as motor vehicle manufacturers and distributors. Mike is also frequently called upon to handle disputes involving asset and business valuations and complex damages claims. Connect with Michael Educate:  Website: https://www.bfkn.com/people/michaeleducateEmail: [email protected]: https://www.linkedin.com/in/michaeleducate/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: 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 Rochelle Seltzer discuss:Embracing creativity for professional and personal growthManaging client relationships and workload creativelyBuilding an authentic personal brandUnlocking creativity in structured professions Key Takeaways:Lawyers can build a more fulfilling practice by choosing clients selectively, raising rates, and letting go of work that doesn’t align with their strengths, helping to prevent burnout.Short breaks throughout the day, even just to breathe or walk, help the right brain process information freely, often leading to "aha" moments that strict schedules may block.Starting the day with a quick intention, like five minutes of journaling, creates a mental foundation for openness, curiosity, and meaningful progress in both work and life.Reconnecting with personal interests, like gardening, music, or cooking, releases creative energy, boosts motivation, sparks new ideas, and adds enthusiasm to daily tasks. "When you step one little baby step over your comfort zone—that line of your comfort zone—you’re already in a more creative space." —  Rochelle Seltzer Join Steve on November 15th for an exclusive 60-minute session focused on actionable strategies for business growth. Register now—seats are limited to the first 20 attorneys! Sign up here: https://www.fretzin.com/blog/category/events/ Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: 10x Is Easier Than 2x by Dan Sullivan and Dr. Benjamin Hardy: https://www.amazon.com/10x-Easier-Than-World-Class-Entrepreneurs/dp/140196995X About Rochelle Seltzer: Rochelle Seltzer is a Creative Core Coach, author of the highly acclaimed book, Live Big: A Manifesto for a Creative Life, and an international speaker. Her mission is to unleash the untapped creative capacity inside women (and men) everywhere. She coaches accomplished women, leads powerful retreats, and brings dynamic programs into companies. Her work enables women to show up boldly, bring all of their greatness into the world, have their biggest impact, and live their most fulfilling lives. Connect with Rochelle Seltzer:  Website: https://www.rochelleseltzer.com/YouTube: https://www.youtube.com/@rochelleseltzercreativecoachLinkedIn: https://www.linkedin.com/in/rochelle-seltzer-coach/Instagram: https://www.instagram.com/seltzerrochelle/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: 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 Daniel Scola discuss:Developing business skills as a lawyerBalancing legal expertise with emotional intelligenceTransitioning from in-house counsel to a law firm partnerCompeting with larger firms for corporate clients Key Takeaways:Building strong relationships with general counsel often involves using emotional intelligence to understand their concerns and tailor communication effectively.Transitioning from in-house to a law firm typically requires learning business development skills, relying on initiative and building relationships to attract clients.To compete with larger firms, smaller firms can emphasize personal attention from experienced attorneys, offering more direct and hands-on service.Understanding the internal pressures on general counsel, such as how they communicate up the chain, helps lawyers offer tailored solutions that ease their stress. "If you just say, 'I can do it for a cheaper price,' it's not going to work... You have to emphasize that an experienced person will do the work... not a first-year associate with three others reviewing it." —  Daniel Scola Join Steve on November 15th for an exclusive 60-minute session focused on actionable strategies for business growth. Register now—seats are limited to the first 20 attorneys! Sign up here: https://www.fretzin.com/blog/category/events/ Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: The Power of Bad: How the Negativity Effect Rules Us and How We Can Rule It by John Tierney & Roy F. Baumeister About Daniel Scola: Daniel A. Scola, Jr. is the managing partner of Hoffmann & Baron, LLP, overseeing the chemical, pharmaceutical/biochemical, and medical device practice in the New Jersey office. With extensive experience in polymers, pharmaceuticals, and medical devices, he specializes in building IP portfolios and strategies to protect company value. Scola practices in Post Grant Proceedings at the USPTO and has argued at the appellate level before the CAFC. He held roles at Warner-Lambert Co. and Loctite Corporation, and before law, he was a chemist at United Technologies with expertise in material science, polymers, and adhesives. Connect with Daniel Scola:  Website: https://www.hbiplaw.comLinkedIn: https://www.linkedin.com/in/danielscola/ & https://www.linkedin.com/company/hbiplawTwitter: https://x.com/hbiplawFacebook: https://www.facebook.com/hbiplaw Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: 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, Camille, and Brenda discuss:Law firm compensation structures and challengesThe role of transparency in legal industry compensationSuccession planning and generational shifts in law firmsRecruiting and retaining legal talent in a competitive market Key Takeaways:Non-equity partnership tracks are becoming common, allowing lawyers to learn financial and managerial aspects before committing to buy-ins.Law school debt significantly influences young lawyers' careers, with some firms offering loan reimbursement to attract top talent.Compensation plans should align with a firm's goals and offer flexibility to retain high performers while balancing work-life needs.Origination credit structures can create competition within firms, but when managed well, they enhance succession planning and stability. "If you're willing to have conversations with people about what they want in life... you're speaking their love language at that point." —  Camille Stell"I had a partner tell me a long time ago, 'I don't need any new clients because all of our conference rooms are full,' and I'm just thinking how short-sighted that could possibly be." —  Brenda BarnesJoin Steve on November 15th for an exclusive 60-minute session focused on actionable strategies for business growth. Register now—seats are limited to the first 20 attorneys! Sign up here: https://www.fretzin.com/blog/category/events/ Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: Financial Feminist Podcast: https://podcasts.apple.com/us/podcast/financial-feminist/id1566054936About Camille Stell and Brenda Barnes: Camille Stell and Brenda Barnes are the authors of the newly published 2nd Edition of Respect: An Insight to Attorney Compensation Plans. Brenda and Camille are available for consults in succession planning, path to partnership, and compensation plans, including financial formulas for capital buy-in and retirement buy-out. Connect with Camille Stell and Brenda Barnes:  Website: http://www.lawyersmutualconsulting.com & http://www.brenda-barnes.comBook:  RESPECT - An Insight to Attorney Compensation Plans:https://www.amazon.com/RESPECT-Insight-Attorney-Compensation-Plans/dp/1734108665LinkedIn: https://www.linkedin.com/in/camillestell/ & https://www.linkedin.com/in/brendabarnes/Twitter: https://x.com/barneslegalmgmt Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: 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 Steve Mehr discuss:Importance of CRM and data-driven approaches in law practice managementStrategies for scaling a law firm efficientlyThe role of marketing and brand differentiation in legal industry successBalancing multiple roles and responsibilities within a growing practice Key Takeaways:A customized CRM system is essential for tracking key metrics, enabling predictive analytics, improving budgeting, and preventing lawyers from running practices without measurable results.Scaling a law firm effectively requires standard operating procedures (SOPs) to ensure consistent case outcomes, allowing firms to handle more cases successfully as they grow.A unique brand name like "Sweet James" helped Steve’s firm stand out in a competitive legal market by attracting clients through a distinctive identity while reducing the focus on ego.Regular short team meetings that address daily priorities, obstacles, and urgent issues keep everyone aligned, enhancing both efficiency and clarity for the team. "If you're not tracking the data, that means you can't measure it, and if you're not measuring your data, then you're probably in law as a hobby." —  Steve Mehr Join Steve on November 15th for an exclusive 60-minute session focused on actionable strategies for business growth. Register now—seats are limited to the first 20 attorneys! Sign up here: https://www.fretzin.com/blog/category/events/ Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: Scaling Up: How a Few Companies Make It...and Why the Rest Don't by Verne Harnish: https://www.amazon.com/Scaling-Up-Companies-Rockefeller-Habits/dp/0986019526 About Steve Mehr: Steve Mehr is the founding partner of Sweet James, a leading personal injury law firm in the U.S. With over 20 years of experience, he specializes in catastrophic injuries, product liability, vehicle accidents, and medical malpractice, overseeing hundreds of millions in client recoveries. As a business leader, Steve is passionate about helping businesses grow and used his proprietary CRM software to drive rapid growth at his firm, which he sold for multiple seven figures. He now shares unique insights into scaling businesses and is dedicated to mentorship and philanthropy, supporting local charities. Connect with Steve Mehr:  Website: https://sweetjames.com/Email: [email protected]: https://www.linkedin.com/company/sweetjames/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: 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 Eido Walny discuss:Entrepreneurial mindset in lawBalancing personal and professional lifeClient experience and relationship managementMentorship and professional growth Key Takeaways:A singular focus on achieving business goals ensures that all efforts are dedicated to success, with no fallback plan to divert attention.Focusing on doing what’s best for the business and clients will naturally lead to financial rewards, rather than chasing short-term gains.Ensuring clients leave just as satisfied as they were when they arrived (‘Smiles In, Smiles Out’ policy) by maintaining clear, timely communication and proactively managing expectations throughout the relationship.Setting aside a portion of earnings for profit ensures the business stays financially healthy while rewarding those taking the risk, without jeopardizing operations. "We all have personalities, cultures, and other things that explain why we're where we are and why we're happy. And if we're just chasing dollars, it leads to a path of unhappiness." —  Eido Walny Read Steve's past episodes as Blogcasts—visit now: https://www.fretzin.com/blog/ Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: Profit First For Lawyers by RJon Robins (book)Profit First For Lawyers by RJon Robins (podcast) About Eido Walny: Eido M. Walny received his J.D. from Boston University School of Law in 2001, where he was Executive Articles Editor of the Boston University International Law Journal. He earned a B.A. in Political Science, with honors, from The University of Chicago. His practice focuses on estate planning, asset protection, business succession, probate, and trust administration, with additional experience in business, tax, and real estate law. He is also a national speaker, author, and expert witness on estate planning, charitable giving, and business issues. Eido founded Walny Legal Group LLC in 2011 to offer clients both high-level legal care and excellent customer service. Connect with Eido Walny:  Website: https://walnylegal.com/Phone: 414-751-7531LinkedIn: https://www.linkedin.com/in/eido-walny-jd-aep-epls-2756a5/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: 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 Jonathan Baum discuss:Transitioning from a big law firm to independent practiceCultivating strong client relationships for career sustainability in lawThe evolving dynamics of legal workPersonal branding and positioning oneself in a competitive legal environment Key Takeaways:Independent lawyers can effectively compete with large firms by assembling specialized teams for specific projects, which allows them to deliver high-quality services while remaining flexible and responsive to client needs.The financial advantages of independent practice are substantial, as independent lawyers can retain up to 99.7% of their billed income, a stark contrast to the lower take-home pay typically seen in large law firms.For lawyers transitioning from big firms, conducting a thorough risk assessment and leveraging existing client relationships can help establish a sustainable practice without relying on a large firm's reputation.The belief that clients require a big law firm's name can be countered by demonstrating that hiring based on a lawyer’s individual expertise and client relationships is far more crucial for achieving favorable outcomes. "If you really think that leaving that firm is going to cause you to lose all those clients, I would ask you, are they really your clients in the first place?" —  Jonathan Baum Read Steve's past episodes as Blogcasts—visit now: https://www.fretzin.com/blog/ Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: The Ezra Klein Show: https://podcasts.apple.com/us/podcast/the-ezra-klein-show/id1548604447 About Jonathan Baum: Jonathan Baum has more than 40 years of experience as a corporate, securities, and finance lawyer, including many years organizing and managing legal teams. He considers himself to be a big law and big city escapee and spends time supporting the overall well-being and success of the legal community through Avenir Guild, an online portal where legal professionals can access resources and a community that empowers their legal career at every stage. Connect with Jonathan Baum:  Website: https://avenirguild.com/Email: [email protected] LinkedIn: https://www.linkedin.com/in/jobaum/Company LinkedIn: https://www.linkedin.com/company/avenirguild/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: 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 RJon Robins discuss:Understanding the business side of law firmsCommon challenges in growing a law firmOvercoming financial and operational hurdles in law practicePersonal development and mindset in law firm success Key Takeaways:Law schools fail to teach essential business skills, leaving lawyers unprepared for running a firm, particularly in areas like marketing and financial management.Law firm success depends on mastering key fundamentals such as marketing, sales, staffing, and financial controls, rather than using overcomplicated strategies.Inconsistent marketing leads to major issues like cash flow problems and bar grievances, making continuous marketing crucial for a stable practice.Profit goes beyond money and includes value gained in decisions, relationships, and time management, encouraging a holistic approach to firm management. "The job of the lawyer is to perform legal services......The business of a law firm, however, is to market legal services, sell legal services, deliver the legal services, and get paid." —  RJon Robins Read Steve's past episodes as Blogcasts—visit now: https://www.fretzin.com/blog/ Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: The Four Agreements: A Practical Guide to Personal Freedom by Don Miguel Ruiz: https://www.amazon.com/Four-Agreements-Practical-Personal-Freedom/dp/1878424319About RJon Robins: RJon Robins is an 8-figure entrepreneur, licensed attorney, and bestselling author. He founded How To Manage A Small Law Firm in 2009 while flat broke. Since then, he has achieved 8,000% revenue growth and now has over 600 members. Operating in multiple countries, RJon works about 90 days a year and spends the rest launching new ventures. He speaks to thousands of law firm owners annually, helping them redefine profit and break free from the belief that suffering is necessary for success. Connect with RJon Robins:  Website: https://howtomanageasmalllawfirm.com/Show: RJon Robins: From The Vault: https://podcasts.apple.com/us/podcast/rjon-robins-from-the-vault/id1635177206LinkedIn: https://www.linkedin.com/in/rjonrobins/ & https://www.linkedin.com/company/how-to-manage-a-small-law-firm-comFacebook: https://www.facebook.com/rjonrobins2 & https://www.facebook.com/HowToManageASmallLawFirmInstagram: https://www.instagram.com/rjonrobins/ & https://www.instagram.com/howtomanageasmalllawfirm/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: 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 Ben Paul discuss:AI in modern business development for legal professionalsBuilding and sustaining client relationships in a competitive legal marketEnhancing personal branding and marketingNavigating economic challenges and their impact on legal services Key Takeaways:AI tools like ChatGPT can assist lawyers in creating business development strategies and optimizing content, but human review is essential to ensure accuracy and relevance to the legal context.Lawyers should track their market share rather than just focusing on revenue fluctuations, as maintaining or increasing market share during a downturn can still lead to business growth.AI can greatly enhance the efficiency of content creation and client outreach, but all outputs should be carefully checked to ensure they align with legal regulations and client expectations.Consistent use of AI-powered personal branding, such as automated LinkedIn posting, can significantly increase a lawyer's digital presence and client engagement, as shown by a case study where impressions jumped from 800 to 4,000 per week. "[AI is] a habitual liar. It wants to please you. It wants to give you the answer. It will always give you an answer, whether it's factually based or not. So it's on you to fact-check that." —  Ben Paul Read Steve's past episodes as Blogcasts—visit now: https://www.fretzin.com/blog/ Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: This Legal Life: NOT Another Legal Podcast: https://podcasts.apple.com/us/podcast/this-legal-life-not-another-legal-podcast/id1679451845 About Ben Paul: Ben Paul is a leading Business Development coach for lawyers. He provides practical sales and marketing training and coaching services to individuals and law firms of all sizes. Having held senior BD positions within major law firms and with experience working in different countries, Ben is well-placed to help lawyers increase their revenue and enjoy the benefits of a healthy practice. Connect with Ben Paul:  Website: https://bdladder.com/Email: [email protected] LinkedIn: https://www.linkedin.com/in/benpaulbdm/Company LinkedIn: https://www.linkedin.com/company/18110718YouTube: https://www.youtube.com/@thebdladderPersonal X (Twitter): https://x.com/BenPaul_NZFacebook: https://www.facebook.com/BDLadderInstagram: https://www.instagram.com/bd_ladder/Company X (Twitter): https://x.com/BdLadder Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911  Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and David Telisman discuss:The role of content in business growthChallenges professionals face in content creationAI's impact on marketing strategiesDelegating marketing efforts effectively Key Takeaways:Blogging remains the second most effective form of content marketing after video, but many attorneys fail to utilize it consistently, missing out on a powerful tool for brand visibility and client engagement.Repurposing content, such as turning podcasts into articles or short videos, allows businesses to maximize their exposure across multiple platforms without constantly creating new material, which saves time and effort.AI, like ChatGPT, has revolutionized content marketing by helping professionals organize and optimize their content creation processes, but it must be carefully monitored to avoid factual errors and ensure originality.A common issue for small business owners is the discrepancy between their in-person presence and their online branding, which often leads to a lack of trust or missed connections with potential clients. "As a practitioner, I could smell rubber-stamped AI that hasn't gotten through QC from a mile away. I mean, it's just used to the format, the formula of the words." —  David Telisman Read Steve's past episodes as Blogcasts—visit now: https://www.fretzin.com/blog/ Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: Club Random with Bill Maher: https://podcasts.apple.com/us/podcast/club-random-with-bill-maher/id1613459129 About David Telisman: David Telisman is the founder of David Telisman Communications, LLC, a leading content writing and marketing company. With 26 years of experience in writing, marketing communications, and education, David partners with businesses across various industries to create powerful content that drives customer engagement and boosts sales. David’s strategic content creation helps brands stand out, elevate their reputation, and achieve sustained growth in competitive markets. Connect with David Telisman:  Website: https://davidtelisman.com/Email: [email protected]: 224-645-2748LinkedIn: https://www.linkedin.com/in/davidtelisman/Facebook: https://www.facebook.com/david.telisman & https://www.facebook.com/davidtelismancommunications/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911  Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Michael Oberther discuss:Effective networking for attorneysCommunicating complex legal concepts in a relatable mannerUnderstanding your target audience in networking effortsBuilding strong referral relationships within professional networks Key Takeaways:Attorneys should prepare to explain their services in simple terms, akin to explaining to a high schooler, to ensure clarity and recognition of referral opportunities.Sharing specific stories about past client interactions can help others understand the value of your services and identify potential referrals.Networking should be targeted; lawyers should focus on connecting with professionals who have clients that may need their legal services.Engaging others in conversation about their industries first can create a tailored networking approach that resonates more effectively with potential referral sources. "I want to get them talking first... That gives me the opportunity, when it is my turn to share, to tailor my conversation directly back to the industries that they serve." —  Michael Oberther Read Steve's past episodes as Blogcasts—visit now: https://www.fretzin.com/blog/ Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: REAL AF with Andy Frisella: https://podcasts.apple.com/us/podcast/real-af-with-andy-frisella/id1012570406 About Michael Oberther: In 2014, Michael Oberther moved to New York City and, as a seasoned salesperson, aimed to build a professional network from scratch. He engaged with the NYC networking community and met the owner of ArcLedge Accounting, an outsourced bookkeeping firm, leading to his role as Director of Business Development. He developed a 100% referral-driven sales process and continues to drive growth through the referral network he built.With 20 years in business development and client relations, Michael focuses on outsourced business service sales and effective relationship building, skills honed during seven years in the Air National Guard. His success comes from connecting with people, understanding their needs, and delivering solutions. Outside work, he enjoys Jiu Jitsu, rock climbing, and strength training. Connect with Michael Oberther:  Website: https://www.arcledge.com/LinkedIn: https://www.linkedin.com/in/michaeloberther/ & https://www.linkedin.com/company/arcledge/mycompany/Instagram: https://www.instagram.com/moberther/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911  Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Chris Ruzicka discuss:Networking and relationship buildingThe role of business development in law firmsWhy many lawyers struggle with sales and networkingMaking the most out of networking opportunities Key Takeaways:Building strong relationships is key to business development by focusing on genuine connections over immediate sales and starting with familiar, comfortable contacts.Non-lawyers add significant value in law firms by handling networking, generating referrals, and guiding attorneys in business development strategies that drive firm growth.Effective networking relies on thorough preparation through researching contacts, utilizing LinkedIn, and planning conversations to establish rapport.Consistent follow-up strengthens professional relationships by maintaining regular communication and making strategic introductions to turn connections into business opportunities. "[Business development people] can provide attorneys with additional ammo, additional help, and additional support to not only recruit but also retain." —  Chris Ruzicka Read Steve's past episodes as Blogcasts—visit now: https://www.fretzin.com/blog/ Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ About Chris Ruzicka: Chris Ruzicka, Director of Business Development at the Carmody MacDonald law firm in St. Louis, Missouri, provides attorneys, clients, referral partners, and network connections with ideas and resources to improve their sales and marketing efforts. Chris’ primary objective is to market the firm and its attorneys while securing weekly referrals for the law firm.His extensive business development and marketing experience, ranging from start-ups to large organizations such as Anheuser-Busch and Sara Lee, enables him to bring innovative ideas and best practices to the firm and his connections. Chris regularly presents to groups on the topics of effective networking for business and how to develop a simplified, sensible marketing plan. Connect with Chris Ruzicka:  Website: https://carmodymacdonald.com/Phone: 314-854-8603LinkedIn: https://www.linkedin.com/in/christopherruzicka/ & https://www.linkedin.com/company/carmody-macdonald-p-c-/mycompany/Facebook: https://www.facebook.com/carmodymacdonaldpc/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: 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 Robert Hanna discuss:Podcasting as a business development toolBuilding and engaging a legal communityStrategies for growing a personal or firm brandLeveraging LinkedIn and legal technology for career advancement Key Takeaways:Launching a podcast differentiates a business, builds client relationships, and establishes a brand by offering valuable content over direct sales approaches.Consistent content creation and social media engagement, especially on LinkedIn, enhances professional visibility and opens doors to opportunities and collaborations.Mistakes in podcasting, like generic episode titles or ineffective video strategies, limit growth potential, highlighting the need for strategic digital marketing efforts.Focusing on long-term benefits of building a community or brand is essential, as the cost of inaction (missing key opportunities) outweighs immediate return on investment. "We were the first legal recruitment firm in the world to launch a podcast, and that was a great way to build thought leadership, produce content, and utilize social where certain people were behind." —  Robert Hanna Read Steve's past episodes as Blogcasts—visit now: https://www.fretzin.com/blog/ Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: Legal Operations in the Age of AI and Data (edited by Olga Mack, Humira Noorestani, and Memme Onwudiwe): https://www.amazon.com/Legal-Operations-Age-AI-Data/dp/1837230099/ About Robert Hanna: Robert Hanna is the Founder & Managing Director of KC Partners, a UK-based global leader in legal talent solutions and content creation. He helps legal professionals secure roles across the UK, Europe, the Middle East, Far East, and the US, and has been featured in leading publications like The Lawyer and Law.com. Rob is a LinkedIn Top Voice, host of the Legally Speaking Podcast, and co-founder of the Great Big Legal Offsite. He advises legal tech startups, mentors, and advocates for mental health, diversity, and inclusion, drawing inspiration from his grandfather's legacy in law. Connect with Robert Hanna:  Website: https://legallyspeakingpodcast.com/Legally Speaking Podcast: https://podcasts.apple.com/us/podcast/legally-speaking-podcast/id1485892170LinkedIn: https://www.linkedin.com/in/roberthanna/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: 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 Ron Latz discuss:Challenges in business development and marketing for lawyersAligning marketing strategies with law firm goalsChoosing the right marketing vendors for law firmsPersonal branding and networking in law firm success Key Takeaways:Lawyers often struggle with marketing due to a lack of business development education and being overwhelmed by running their practices.When selecting marketing vendors, firms should assess cultural fit, business alignment, scope of work, track record of success, and trust.Small law firms with limited budgets can achieve growth by focusing on community involvement, referral marketing, and low-cost marketing channels like social media.Law firms should base their marketing investments on specific goals, competition analysis, and available budget, as certain markets may be cost-prohibitive. "[Lawyers] don't necessarily know what they don't know... there just not as many hours as we all want in each of these days to become a specialist at everything." —  Ron Latz Read Steve's past episodes as Blogcasts—visit now: https://www.fretzin.com/blog/ Thank you to our Sponsors!Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: Obviously Awesome by April Dunford: https://www.amazon.com/Obviously-Awesome-Product-Positioning-Customers/dp/1999023005Positioning with April Dunford: https://podcasts.apple.com/us/podcast/positioning-with-april-dunford/id1690104435 About Ron Latz: Ron Latz is a seasoned legal marketing consultant and the founder of LegalFenix, a consultancy dedicated to providing industry-leading marketing consulting and fractional CMO services to the legal community. With a deep understanding of the unique challenges lawyers face with their legal marketing, Ron has helped numerous law firms enhance their market presence, attract more clients, and transform their marketing results. His strategic approach and industry expertise make him a sought-after consultant and fractional CMO in the legal space. Connect with Ron Latz:  Website: www.legalfenix.comEmail: [email protected]: https://www.linkedin.com/in/ronlatz/ & https://www.linkedin.com/company/legalfenix/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: 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 Merry Neitlich discuss:Challenges in legal marketingImportance of branding in law firmsEvolving marketing techniquesIntegration of branding with business development Key Takeaways:Lawyers often misunderstand branding as a tagline, but effective branding requires a deep dive into what makes their services unique and meaningful to clients.Without integrating marketing and business development efforts, even the best branding will not drive results, as lawyers must raise visibility through thought leadership and client engagement.Short-form videos and data-driven social media strategies are increasingly important, with platforms like LinkedIn promoting interactive content that boosts engagement.One of the major obstacles to effective marketing and branding is lawyers' lack of time, which can be mitigated by using outsourcing and automation for content creation and promotion. "A lot of lawyers think having a tagline like 'excellent experience wisdom' would be great, but that doesn't differentiate them from the person who cleans your pool or the plumber." —  Merry Neitlich Read Steve's past episodes as Blogcasts—visit now: https://www.fretzin.com/blog/ Thank you to our Sponsors!Ready to go from good to GOAT? Attend PIMCOM the inaugural personal injury mastermind conference Sept 15-17, 2024. Use promo code BeThatLawyer to get $200.00 off at https://www.pimcon.org/Rankings.io: https://rankings.io/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: The Ultimate Sales Revolution by Steve Lishansky: https://www.amazon.com/Ultimate-Sales-Revolution-Differently-Change/dp/1599325519 About Merry Neitlich: For 25 years, Merry Neitlich has been assisting law firms to drive revenue by creating unique brands with unusual and deep differentiation. She then applies this clearly branded messaging to each client's website and social media platforms. Once the brand essence is clearly created, Merry develops unique and sustainable business development opportunities for her clients.Merry, a founding partner of EM Consulting, frequent speaker, and author, was inducted into the Legal Marketing Association Hall of Fame in 2017 and is also an accomplished figure skater with multiple national titles. Connect with Merry Neitlich:  Website: https://emconsults.org/Email: [email protected]: 949-260-0936LinkedIn: https://www.linkedin.com/in/merryneitlich/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911  Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

In this episode, Steve Fretzin and Justin Krane discuss:Challenges lawyers face with managing their financesThe importance of automating financial systemsThe connection between lifestyle choices and financial healthStrategies for building a financially secure law practice Key Takeaways:Automating the transfer of funds between business and personal accounts helps remove emotion from financial decisions and ensures steady savings.Lawyers often struggle with personal finances because they lack clarity on their business model and revenue generation strategies.Over-spending on luxury items like vacations and yachts while neglecting long-term savings can disrupt financial stability.A reframe from thinking of business expenses as "spending" to viewing them as "investing" helps ensure lawyers prioritize sustainable growth and ROI. "You have to be a prosperity thinker. You have to be able to believe that you can create and manifest the financial life that you want and make things happen." —  Justin Krane Read Steve's past episodes as Blogcasts—visit now: https://www.fretzin.com/blog/ Thank you to our Sponsors!Ready to go from good to GOAT? Attend PIMCOM the inaugural personal injury mastermind conference Sept 15-17, 2024. Use promo code BeThatLawyer to get $200.00 off at https://www.pimcon.org/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: INspired INsider Podcast: https://podcasts.apple.com/us/podcast/inspired-insider-podcast/id729464589The Psychology of Money by Morgan Housel: https://www.amazon.com/Psychology-Money-Timeless-lessons-happiness/dp/0857197681 About Justin Krane: Justin Krane, a Certified Financial Planner™ professional, is the founder of Krane Financial Solutions. Known for his savvy, holistic approach to financial planning, he advises his clients on how to unite their business and personal money with their lives. Justin works with his clients to create purpose-driven financial plans, aiming for a "return on life." He manages his clients’ investment portfolios for their long-term goals, such as retirement. Justin is the author of the book Money. You Got This. It’s a book about everyday crazy, funny life experiences that we all have – with lessons for all of us. Connect with Justin Krane:  Website: https://kranefinancialsolutions.com/Personal LinkedIn: https://www.linkedin.com/in/justinkrane/Company LinkedIn: https://www.linkedin.com/company/krane-financial-solutions/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: 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 Melanie Herschorn discuss:Book writing for lawyersChallenges in book publishingBooks as marketing toolsRole of technology and AI in publishing Key Takeaways:Lawyers can streamline book creation by repurposing existing content instead of writing new material daily.Carefully vet publishers to avoid rights loss or financial exploitation by selecting those with transparency and industry expertise.Successful book marketing involves pre-launch planning, continual promotion, and leveraging various channels like media and podcasts.AI can assist with editing and formatting but should not be heavily relied upon for writing due to potential quality and copyright issues. "You just want to remember that it isn't about book sales. It's really about leveraging the book for client retention, client acquisition, and visibility opportunities." —  Melanie Herschorn Read more from Steve at Above the Law: AboveTheLaw.com/tag/Steve-Fretzin/ Thank you to our Sponsors!Ready to go from good to GOAT? Attend PIMCOM the inaugural personal injury mastermind conference Sept 15-17, 2024. Use promo code BeThatLawyer to get $200.00 off at https://www.pimcon.org/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References:The Jamie Kern Lima Show: https://podcasts.apple.com/us/podcast/the-jamie-kern-lima-show/id1728723635 About Melanie Herschorn: Melanie Herschorn is dedicated to helping you step into the spotlight as an authority. As a publisher and book marketing expert for attorneys and business owners worldwide, she empowers authors to share their message with the world while leveraging their book for impact, influence, and income. With over 20 years of experience as a celebrity publicist, award-winning journalist in radio, print, and TV, as well as a clothing designer and entrepreneur, Melanie is uniquely positioned to support authors in becoming thought leaders and making a significant impact with their books. Her latest book, Make a Big Impact with Your Book, is now available. Transform your expertise into a powerful book—download The Ultimate Publishing Guide now: https://yourbigimpactbook.info/attorneyguide Connect with Melanie Herschorn:  Website: https://vipbookmarketing.com/Books: https://www.amazon.com/stores/Melanie-Herschorn/author/B09X9HQXLTLinkedIn: https://www.linkedin.com/in/melanie-herschorn/Facebook: https://www.facebook.com/melherschornInstagram: https://www.instagram.com/bigimpactbooks/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: 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 Gregg Goldfarb discuss:Evolving legal marketing strategiesNon-lawyer ownership in law firmsRevenue growth through referrals and partnershipsNetworking and education for lawyers Key Takeaways:Lawyers can expand their revenue streams by engaging in referral marketing, where they identify cases outside their expertise and refer them to other firms, earning a fee for the referral​.Non-lawyer owned firms are now possible in states like Arizona, allowing lawyers to partner with marketers or business professionals to focus on legal work while leveraging external business expertise for growth.Legal professionals should invest in their personal growth through education, coaching, and attending legal conferences to learn new strategies for marketing, networking, and expanding their business horizons.The legal industry is seeing increased involvement from financial entities like Wall Street, which is providing capital to law firms for mass tort cases, highlighting the growing intersection of finance and law. "The legal conferences now are much better... it’s entertainment, it’s information, it’s connections." —  Gregg Goldfarb Read more from Steve at Above the Law: AboveTheLaw.com/tag/Steve-Fretzin/ Thank you to our Sponsors!Ready to go from good to GOAT? Attend PIMCOM the inaugural personal injury mastermind conference Sept 15-17, 2024. Use promo code BeThatLawyer to get $200.00 off at https://www.pimcon.org/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: The Daily Podcast: https://podcasts.apple.com/us/podcast/the-daily/id1200361736 About Gregg Goldfarb: Gregg Goldfarb is a trial lawyer with over 30 years of experience, focusing on, among other things, mass torts. Gregg also hosts his own podcast called Cut to the Chase, which covers public interest issues ranging from law, the environment, and anti-Semitism to the arts. Connect with Gregg Goldfarb:  Website: https://gregggoldfarb.com/Phone: 305-374-7000Show: Cut To The Chase Podcast: https://podcasts.apple.com/us/podcast/cut-to-the-chase-podcast-hosted-by-gregg-goldfarb/id1551362164LinkedIn: https://www.linkedin.com/in/gregggoldfarb/Instagram: https://www.instagram.com/masstortguy/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: 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 Douglas Wood discuss:Career transition planning for lawyersEffective planning and execution in law firmsChallenges for senior lawyers in staying relevantLeveraging senior lawyers' expertise in law firms Key Takeaways:Lawyers should self-assess to identify their strengths, weaknesses, and opportunities early to make informed career decisions and avoid unwanted retirement.Law firms can create cohorts for senior lawyers to share knowledge and discuss transitioning their practices, similar to support provided for other groups like veterans or LGBTQ+ professionals.Solo practitioners and small firm owners benefit from planning the transfer of their client base well before retirement to ensure service continuity and maximize the value of client relationships.A robust book of business greatly impacts a lawyer's career longevity and retirement options. "Lawyers can get very lucky at times, but more often than not, if you're planning it, you're going to see the success that you need." —  Douglas Wood Read more from Steve at Above the Law: AboveTheLaw.com/tag/Steve-Fretzin/ Thank you to our Sponsors!Ready to go from good to GOAT? Attend PIMCOM the inaugural personal injury mastermind conference Sept 15-17, 2024. Use promo code BeThatLawyer to get $200.00 off at https://www.pimcon.org/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: The Power of Positive Thinking: https://www.amazon.com/Power-Positive-Thinking-Norman-Vincent/dp/0743234804 About Douglas Wood: Douglas Wood, author of From Dawn to Dusk: How to Build a Multimillion Dollar Law Practice and Then Give It Away, offers guidance on building a multimillion-dollar law practice and transitioning to retirement or other pursuits. With nearly fifty years of legal experience, including over twenty in Big Law, Doug retired to mentor young attorneys and those preparing to leave the profession. A novelist with ten books—seven fiction and three non-fiction—he is currently writing his eighth novel. Doug holds a BA from the University of Rhode Island, a JD from Franklin Pierce Law Center, an LLM from NYU, an Honorary Doctor of Laws from the University of New Hampshire, and has taught at UNH and University College Cork in Ireland. Connect with Douglas Wood:  Website: https://douglasjwood.com/Books: https://www.amazon.com/stores/Douglas-J.-Wood/author/B00BCJRTV6LinkedIn: https://www.linkedin.com/in/djwood1976 Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: 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 Paige Fox discuss:The importance of mindfulness and wellness in professional lifeThe challenges lawyers face with time management and stressThe impact of meditation on mental health and productivityStrategies for lawyers to maintain a balanced lifestyle Key Takeaways:Chronic stress and long work hours often lead to burnout, highlighting the need to integrate mindfulness and wellness into daily routines to maintain mental health and job performance.Managing time through delegation, automation, and prioritization is crucial for professionals, especially lawyers, to allocate time for self-care practices like meditation and exercise.Incorporating a brief daily meditation practice, even if only for five minutes, can offer substantial benefits by significantly reducing stress levels and enhancing overall emotional resilience and clarity.The focus on billable hours and client demands often causes lawyers to neglect their wellness, leading to long-term health issues unless they balance professional and personal well-being. "Be the energy you want to attract." —  Paige Fox Read more from Steve at Above the Law: AboveTheLaw.com/tag/Steve-Fretzin/ Thank you to our Sponsors!Ready to go from good to GOAT? Attend PIMCOM the inaugural personal injury mastermind conference Sept 15-17, 2024. Use promo code BeThatLawyer to get $200.00 off at https://www.pimcon.org/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/ Episode References: Bledsoe Said So podcast: https://podcasts.apple.com/us/podcast/bledsoe-said-so/id1573038290 About Paige Fox: Paige N. Fox is the founder of Fox Law, LLC, a remote law firm in Illinois, and does of-counsel work for Erwin Law, LLC, and DentCoulson Elder Law. She specializes in estate planning, special needs planning, and elder law. As President of the Illinois Chapter of NAELA and Chair of the CBA’s Young Lawyers Section Serving Our Seniors Committee, Paige is committed to professional development and community service. Recognized as a Rising Star by Super Lawyers since 2022, she received the David C. Hilliard Award in 2023. Paige earned her JD from Chicago-Kent College of Law and enjoys pro bono work, flying trapeze, sports, and dance. Connect with Paige Fox:  Email: [email protected]: https://www.linkedin.com/in/attorneypaigefox/Linktree: https://linktr.ee/paigefox_attorney Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: 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 Frank Rekas discuss:Effectively managing and growing a law practiceCommon challenges in professional practice operationsThe role of delegation in business efficiencyBuilding connections for business development Key Takeaways:Lawyers often struggle with financial management because they aren't taught business skills in law school, leading them to handle finances disorganized, resulting in missed opportunities and inefficiencies.Many law firm owners wear too many hats, such as managing finances, marketing, and administrative tasks, distracting from legal work and hindering productivity and success.Successful law firms should delegate by hiring specialists, like fractional CFOs for oversight and marketers for development, ensuring each business aspect is managed by experts, letting lawyers focus on their best work.Building a strong network, particularly through social media and direct engagement with potential clients or partners, can greatly enhance a lawyer’s ability to grow their practice and establish themselves as experts. "You need to be organized, and by getting organized, that means you need to have a financial plan." —  Frank Rekas Read more from Steve at Above the Law: AboveTheLaw.com/tag/Steve-Fretzin/ Thank you to our Sponsors!Ready to go from good to GOAT? Attend PIMCOM the inaugural personal injury mastermind conference Sept 15-17, 2024. Use promo code BeThatLawyer to get $200.00 off at https://www.pimcon.org/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Lawmatics: https://www.lawmatics.com/bethatlawyer/ Episode References: The Power Of Zero Show: https://podcasts.apple.com/us/podcast/the-power-of-zero-show/id1441026169 About Frank Rekas: Frank Rekas is a seasoned financial professional with over 30 years of experience in financial services. Based in South Florida, Frank has been with Equitable Advisors since 2014, focusing on helping attorneys, business owners, and individuals navigate complex financial planning, particularly through divorce. He holds multiple FINRA registrations and is actively involved in his community as a board member of the American Hellenic Education Philanthropic Association (AHEPA). Frank is known for his personalized approach, building strong, lifelong relationships with his clients. Connect with Frank Rekas:  Email: [email protected]: https://www.linkedin.com/in/frankrekas/Phone: 954-253-5508 (Mobile) and 561-961-9312 (Office) Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: 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 Dr. Sharon Meit Abrahams discuss:Teaching and mentoring in professional growthDeveloping people skills in lawLeadership and management training for legal professionalsAddressing underperformance in legal settings Key Takeaways:Teaching involves not only imparting knowledge but also inspiring professionals, particularly in law, to develop essential life skills beyond technical expertise.Lawyers often struggle with business development due to a lack of training in people skills, which are vital for client relationships and practice growth.Effective supervision and leadership in law firms require more than delegation; they need clear communication, constructive feedback, and support to help junior staff succeed.Addressing the root causes of underperformance in associates or partners can lead to major improvements in productivity and professional growth. "Success isn't always about money. It can be just about being happy every day." —  Dr. Sharon Meit Abrahams Read more from Steve at Above the Law: AboveTheLaw.com/tag/Steve-Fretzin/ Thank you to our Sponsors!Ready to go from good to GOAT? Attend PIMCOM the inaugural personal injury mastermind conference Sept 15-17, 2024. Use promo code BeThatLawyer to get $200.00 off at https://www.pimcon.org/Unlock essential skills for your upcoming promotion at the Young Partner Accelerator event in Chicago on Sept 27-28, 2024 and save with code FRETZIN24 at ypaccelerator.comGet Staffed Up: https://getstaffedup.com/bethatlawyer/Lawmatics: https://www.lawmatics.com/bethatlawyer/ Episode References: The Leadership Challenge by James Kouzes and Barry Posner: https://www.amazon.com/Leadership-Challenge-Extraordinary-Things-Organizations/dp/1119278961 About Dr. Sharon Meit Abrahams: Dr. Sharon Meit Abrahams is an international legal talent development expert with 30 years of experience helping lawyers and law firms improve productivity and profitability. She has authored three books for the American Bar Association and written over 150 articles on professional and business development. Dr. Abrahams has conducted over 300 seminars at prestigious institutions like Harvard, Yale, and Duke Law Schools and has taught at Florida International University and Nova Southeastern University. Connect with Dr. Sharon Meit Abrahams:  Website: https://www.legaltalentadvisors.com/LinkedIn: https://www.linkedin.com/in/drsharonmeitabrahams/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: 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 Phil Gafka discuss:The impact of cultural shifts on workplace harmonyThe role of clear expectations in boosting employee morale and productivityHow inclusive leadership practices improve job satisfactionLeveraging unique team experiences and backgrounds Key Takeaways:Embracing cultural changes, valuing diverse perspectives, and fostering collaboration create a more inclusive and harmonious workplace for all employees.Clear communication of organizational goals and work-life balance boosts employee loyalty, satisfaction, retention, and productivity.Emphasizing collaborative and inclusive leadership over top-down management enhances job satisfaction and career fulfillment, making employees feel valued and heard.Leveraging unique backgrounds and experiences fosters a respectful, innovative environment that strengthens the community and boosts overall performance and satisfaction. "Culture is everything. How you do what you do is the biggest indicator of whether you're going to be successful." —  Phil Gafka Read more from Steve at Above the Law: AboveTheLaw.com/tag/Steve-Fretzin/ Thank you to our Sponsors!Ready to go from good to GOAT? Attend PIMCOM the inaugural personal injury mastermind conference Sept 15-17, 2024. Use promo code BeThatLawyer to get $200.00 off at https://www.pimcon.org/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Lawmatics: https://www.lawmatics.com/bethatlawyer/ Episode References: The Infinite Game by Simon Sinek: https://www.amazon.com/Infinite-Game-Simon-Sinek/dp/073521350X About Phil Gafka: Phil Gafka is a Certified Business Coach and the Founder of LEAP Associates, Inc., a premier executive coaching and business development firm. With four decades of leadership and business development experience, Phil excels in helping clients, including business owners, executives, and entrepreneurs, unlock their potential for elevated performance. He specializes in executive coaching, strategic planning, and team leadership, using his extensive experience and certifications in tools like DISC and the TriMetrix Legacy Profile to guide clients toward their goals. Phil’s unique insights and practical approach stem from his own journey from corporate executive to successful business owner. Connect with Phil Gafka:  Website: https://www.leapcoaching.com/Email: [email protected]: linkedin.com/in/philgafka/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: 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 Nanette Fridman discuss:Expanding professional networks through board serviceThe role of lawyers in board settingsEnhancing board effectiveness through diverse skillsStrategic relationship-building in nonprofit organizations Key Takeaways:Serving on boards lets lawyers contribute to meaningful causes while boosting their skills and network, making their careers more fulfilling.Lawyers should assess board members for a diverse skill mix before joining to ensure the position offers personal growth and enrichment.Engaging with board members outside formal meetings helps build stronger relationships, increases collaboration, and generates referrals, benefiting both the lawyer and the organization.Lawyers’ leadership skills are highly valued in board settings, providing effective governance and offering increased visibility and networking opportunities. "Lawyers are great board members. People love having them on the board, and they often are natural leaders. And so, they become board chairs." —  Nanette Fridman Read more from Steve at Above the Law: AboveTheLaw.com/tag/Steve-Fretzin/ Thank you to our Sponsors!Ready to go from good to GOAT? Attend PIMCOM the inaugural personal injury mastermind conference Sept 15-17, 2024. Use promo code BeThatLawyer to get $200.00 off at https://www.pimcon.org/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Lawmatics: https://www.lawmatics.com/bethatlawyer/ Episode References: ReThinking Podcast by Adam Grant: https://podcasts.apple.com/us/podcast/rethinking/id1554567118About Nanette Fridman: Nanette Fridman is an organizational strategist, facilitator, and executive coach known for her dynamic and empowering approach. As the founder of Effect Collective and the author of On Board and Holding the Gavel, she excels in helping organizations and leaders optimize resources, strategize for the future, and enhance governance. With a background in corporate law and advocacy, Nanette brings a wealth of experience and high energy to her work as a national speaker, trainer, and facilitator for diverse audiences, including management teams, boards, and emerging leaders. Connect with Nanette Fridman:  Website: https://www.effect-collective.comOn Board: What Current and Aspiring Board Members Must Know About Nonprofits and Board ServiceHolding the Gavel: What Nonprofit Board Leaders Need to Know  LinkedIn: https://www.linkedin.com/in/nanettefridmanIs This Board For Me? Questions to ask: https://shorturl.at/3TilQ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: 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 Arthur Levitan discuss:Importance of knowing when to stop workingImpact of remote work on stress and productivityTechniques for managing stress and maintaining mental healthRole of deep breathing in stress reduction and performanceHumility and adaptability in success and professional growth Key Takeaways:Establish clear boundaries for your work hours to prevent burnout and improve productivity by stopping when your brain is no longer functioning at its best.Incorporate regular deep breathing exercises into your daily routine to reduce stress and promote mental clarity.Prioritize social interactions and physical movement to counteract the isolation and sedentary nature of remote work.Embrace a balanced approach to work and rest, recognizing the value of recuperation periods to maintain high performance and prevent long-term fatigue.Cultivate humility and adaptability by acknowledging your knowledge limits and staying open to new information and challenges. "Understanding when to stop is one of the highest forms of spirituality." —  Arthur LevitanRead more from Steve at Above the Law: AboveTheLaw.com/tag/Steve-Fretzin/ Thank you to our Sponsors!Ready to go from good to GOAT? Attend PIMCOM the inaugural personal injury mastermind conference Sept 15-17, 2024. Use promo code BeThatLawyer to get $200.00 off at https://www.pimcon.org/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Lawmatics: https://www.lawmatics.com/bethatlawyer/ Episode References: Dan Carlin's Hardcore History: https://www.dancarlin.com/hardcore-history-series/ About Arthur Levitan: Master Arthur Levitan is the Founder and current Master of Quantum Tao, a non-profit community dedicated to studying Taoism's ancient practices under his guidance. As one of the few Taoist Masters in the Western world, Master Levitan, who was recognized and ordained by the High Priestess of the Qingcheng Mountain Taoist temple in China in 2016, brings a unique perspective to his teachings. His school, California Tao, established in 2009, emphasizes practical daily applications of Tao and Qigong, making these ancient principles accessible to modern Americans. His book, "Outlast," provides practical methods for managing internal energies through life’s challenges. Connect with Arthur Levitan:  Website: https://quantumtao.org/Email: [email protected] Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: 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 Eduardo Paiz discuss:When most lawyers feel discontent with their jobs. How business development is different between the US and Latin America. Cultural differences in business communication. How the Young Partners Accelerator is helping lawyers in transition and changing their mentality.  Key Takeaways:Most lawyers feel discontent when they don’t feel in control of their careers. Business culture is the biggest difference when doing business development in other parts of the world. In the US, relationships tend to take a backseat to direct business matters. In Latin America, the relationships are driving more of the work. In Latin America, you are unlikely to receive a direct “no” in business. It also usually takes a couple of meetings before you speak directly about business after the relationships are established.Becoming a partnership will, and should, change your job dynamics.  "The dynamics are the same. If you have clients, you have the ability to bring in clients, you are going to be better compensated. You are going to have more power at the table. The dynamics of the legal market are the same." —  Eduardo Paiz Read more from Steve at Above the Law: AboveTheLaw.com/tag/Steve-Fretzin/ Thank you to our Sponsors!Ready to go from good to GOAT? Attend PIMCOM the inaugural personal injury mastermind conference Sept 15-17, 2024. Use promo code BeThatLawyer to get $200.00 off at https://www.pimcon.org/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Lawmatics: https://www.lawmatics.com/bethatlawyer/ Episode References: The New Strategic Selling: The Unique Sales System Proves Successful by the World’s Best Companies by Robert B. Miller and Stephen E. Heiman - https://www.amazon.com/New-Strategic-Selling-Successful-Companies/dp/044669519XFind out more about the Young Partners Accelerator at: https://ypaccelerator.com/ use Steve’s code for a discount! FRETZIN24 About Eduardo Paiz: Eduardo Paiz is one of the founding partners of the Young Partners Accelerator, a unique program designed to train attorneys as they transition into partnership roles. As a consultant, he specializes in business development in the Latin American market, where, for the last 10 years, he has helped hundreds of attorneys build and grow their books of business. Additionally, he has assisted several law firms in establishing the processes and culture needed to promote cross-collaboration in their business development efforts. He is a two-time author, speaker, proud father of two daughters, and avid traveler.  Connect with Eduardo Paiz:  Website: https://bolderconsulting.legal/Website: https://ypaccelerator.com/LinkedIn: https://www.linkedin.com/in/eduardo-paiz/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: 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 Ryan Kimler discuss:Understanding the amount of money you need to keep your law firm and your personal finances healthy.Reinvesting money into your firm. What a typical comp plan looks like for small firms.A breakdown of what minimums a financially healthy law firm looks like by the numbers. Key Takeaways:As a law firm, when you’re paying hire salaries, you need to look at your bonus plans because those can eat into your firm’s profitability. You have to have enough cash to keep the law firm running and financially healthy.Don’t be afraid to do the math or raise fees when needed. If your attorney cannot bring in the right amount to keep the firm on secure financial footing when working their hours, consider raising fees. Even small amounts add up over the year.Retirement is the biggest financial piece most law firm owners miss.  "Salaries are definitely continuing to grow, and they're on the higher end. And I think when that's the case, as a law firm, when we're talking about financial health here, you have to pay attention to and really look at your bonus plans. Because when you have a higher payroll cost, those bonus plans can really cut into profitability. So you have to be careful with those." —  Ryan Kimler Read more from Steve at Above the Law: AboveTheLaw.com/tag/Steve-Fretzin/ Thank you to our Sponsors!Ready to go from good to GOAT? Attend PIMCOM the inaugural personal injury mastermind conference Sept 15-17, 2024. Use promo code BeThatLawyer to get $200.00 off at https://www.pimcon.org/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Lawmatics: https://www.lawmatics.com/bethatlawyer/ Episode References: The Money Guy Show: https://moneyguy.com/show/ About Ryan Kimler: Ryan Kimler is the Founder of Net Profit CFO, and he is the host of the Net Profit Podcast. At Net Profit CFO, Ryan and his team use their background in Accounting and Finance to help law firm owners do one thing; have a growing and more profitable business. Helping law firm owners have a growing and more profitable business means two things. One, your law firm has enough cash to grow and maintain a strong financial health. And two, your law firm produces enough cash for you as the owner to fulfill your wants and needs. Connect with Ryan Kimler:  Website: https://netprofitcfo.com/LinkedIn: https://www.linkedin.com/in/ryankfinancialclarityllc/  Show: https://podcasts.apple.com/us/podcast/net-profit-podcast-accelerate-your-profits-with-ryan/id1661941437 Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: 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 Molly McGrath discuss:Approaching hiring from a different perspective. Training your employees to be intrapreneurs and take control of their jobs.How recruiting and communication are changing in the legal industry. Making it about steps in the process, not dollars and hours. Key Takeaways:Before strategy, you have to have the courage to take the first step and move forward. Hiring changes your ROI for yourself and for the new hire. Hiring doesn’t mean paying their yearly salary upfront. Look at the ROIs and see how things will change.The days of putting up an ad and waiting for people to interview are over - you need to be recruiting.When you hire, it’s not just the attorney. Everybody’s KPIs shift. Follow the model of: teach, show, do, go, grow. If you do it right, you can on board and be hands-off within 30 days. "If you're doing it yourself, you're better off not even doing it at all. It is shark-infested waters out there, and by and large, my most successful plate placements are all poaching." —  Molly McGrath Read more from Steve at Above the Law: AboveTheLaw.com/tag/Steve-Fretzin/ Thank you to our Sponsors!Ready to go from good to GOAT? Attend PIMCOM the inaugural personal injury mastermind conference Sept 15-17, 2024. Use promo code BeThatLawyer to get $200.00 off at https://www.pimcon.org/ Get Staffed Up: https://getstaffedup.com/bethatlawyer/Lawmatics: https://www.lawmatics.com/bethatlawyer/ Episode References: 10x Is Easier Than 2x: How World-Class Entrepreneurs Achieve More by Doing Less by Dan Sullivan: https://www.amazon.com/10x-Easier-Than-World-Class-Entrepreneurs/dp/140196995X About Molly McGrath: Molly McGrath, founder of Hiring & Empowering Solutions, LLC committed to serving the legal community in, Staffing, Employee Engagement, intrapreneurship, and employee retention initiatives. Proudly delivering results for 5K+ law firms over the past 27 years across the country. Podcaster, blogger, #1 Amazon Best Seller Author; “Fix My Boss: The Simple Plan to Cultivate Respect, Risk Courageous Conversations, and Increase the Bottom Line,” “Intrapreneurs in an Entrepreneur’s World – How to Empower Your Employees to Step Up and Lead,” and “Don’t Be a Yes Chick: How to Stop Babysitting Your Boss, Transform Your Job and Work with a Dream Team Without Losing Your Sanity or Spirit in the Process.” Connect with Molly McGrath:  Website: https://hiringandempowering.com/  Books: https://hiringandempowering.com/business-development-books/Show: https://hiringandempowering.com/podcast/LinkedIn: https://www.linkedin.com/in/molly-hallmcgrath/Twitter: https://twitter.com/HireAndEmpowerFacebook: https://www.facebook.com/hiringandempowering/Instagram: https://www.instagram.com/hiringandempowering/Instagram: https://www.instagram.com/molly_mcgrath_co/  Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: 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 Chris Dreyer discuss:Search engine marketing and SEO for lawyers. Some of the main changes in content marketing. Changing up how you write content. Getting the most out of legal conferences.  Key Takeaways:Leaning into SEO will look different depending on your field as well as your location. The top-of-the-page marketing has changed because of the AI Overview on Google. Google likes brands, they like signals and clicks to resources such as videos.The best conferences to go to are the ones that you put the most into and make a plan for.PIMCon has been curated for the conferencegoers. They are bringing in some of the top people in the PI space to speak and they were invited to do so. "In the search engine marketing side, one of the most challenging things is link building. And link building, by and large, is relationships. It's the hardest thing to do." —  Chris Dreyer Read more from Steve at Above the Law: AboveTheLaw.com/tag/Steve-Fretzin/ Thank you to our Sponsors!Ready to go from good to GOAT? Attend PIMCOM the inaugural personal injury mastermind conference Sept 15-17, 2024. Use promo code BeThatLawyer to get $200.00 off at https://www.pimcon.org/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Lawmatics: https://www.lawmatics.com/bethatlawyer/ Episode References: Alex Hormozi: https://www.youtube.com/alexhormoziRankings.io: https://rankings.io/Michael Mogill: https://michaelmogill.com/ProVisors: https://provisors.com/Ready, Fire, Aim by Michael Masterson: https://www.amazon.com/Ready-Fire-Aim-Zero-Million/dp/0470182024 About Chris Dreyer: Chris Dreyer is the CEO and Founder of Rankings.io, an SEO agency that helps elite law firms and personal injury lawyers obtain cases through Google’s organic search results. His company has the distinction of making the Inc. 5000 list seven years in a row.In addition to owning and operating Rankings, Chris is the Wall Street Journal and USA Today best-selling author of “Niching Up: The Narrower the Market, the Bigger the Prize”, a real estate investor, and podcast host (Personal Injury Mastermind), as well as a member of the Forbes Agency Council, the Rolling Stone Culture Council, Business Journals Leadership Trust, Fast Company Executive Board, and Newsweek Expert Forum.Chris’s journey in legal marketing has been a saga, to say the least. A world-ranked collectible card game player in his youth, Chris began his “grown up” career with a History Education degree and landed a job out of college as a detention room supervisor. The surplus of free time in that job allowed him to develop a side hustle in affiliate marketing, where (at his apex) he managed over 100 affiliate sites simultaneously, allowing him to turn his side gig into a full-time one. When his time in affiliate marketing came to an end, he segued into SEO for attorneys, while also having time to become a top-ranked online poker player. Connect with Chris Dreyer:  Website: https://www.pimcon.org/Email: [email protected]: https://chrisdreyer.co/podcast/YouTube: https://www.youtube.com/channel/UCiRS7BCssVkGrxcNsxCCa6QLinkedIn: https://www.linkedin.com/in/chrisdreyerco/Facebook: https://www.facebook.com/chrisdreyerco/Instagram: https://www.instagram.com/chrisdreyerco/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: 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 Steven Dimitt discuss:Why you need to niche down in order to grow and succeed. Transitioning your practice area and successfully rebranding. Focusing on relationships during a transition in your career. Broadening your business development.  Key Takeaways:When you focus on a niche, it brings credibility to you as a lawyer and comfort to your clients because they know you’re the best. Maintaining relationships and having conversations with people over time, making a transition is not going to be a surprise. Work with people you trust and it will allow you to maintain relationships, even as you focus only on the areas of law you want to focus on. As you maintain your business development, you’re going to be planting seeds and getting yourself into a position of freedom in your career.  "People are in different transitions in different times, whether it's switching practice areas or the lifecycle of your career. We have some clients who used the same attorney for 40 years and he's about to retire and now they need to find somebody else. You never know, so you just keep the contacts and it might be the right place at the right time." —  Steven Dimitt Read more from Steve at Above the Law: AboveTheLaw.com/tag/Steve-Fretzin/ Thank you to our Sponsors!Ready to go from good to GOAT? Attend PIMCOM the inaugural personal injury mastermind conference Sept 15-17, 2024. Use promo code BeThatLawyer to get $200.00 off at https://www.pimcon.org/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Lawmatics: https://www.lawmatics.com/bethatlawyer/ Episode References: Charles Gillis: https://www.linkedin.com/in/gillis/Seven Year Trap by Charles Gillis: https://www.amazon.com/Seven-Year-Trap-Observations-Partnership/dp/0692195661The Game by Alex Hormozi: https://www.youtube.com/playlist?list=PLjkaUn6QNTZTd2rKxXdy-_I0JDHlwdy6j About Steven Dimitt: Steven focuses on representing local, regional, and national commercial clients on matters relating to real estate, land use/zoning, and construction. Beginning with site selection and continuing throughout the construction, lease-up, and ultimate sale of the project after final completion, Steven deals heavily with all aspects of real estate development. Steven was previously a partner at one of the largest law firms in Texas. However, he moved to Platt Richmond to partner with other ex-big law attorneys to continue to provide high-quality service while being more cost-effective for his clients.  Connect with Steven Dimitt:   Website: https://plattrichmond.com/LinkedIn: https://www.linkedin.com/in/steven-dimitt-52a13916/LinkedIn: https://www.linkedin.com/company/plattrichmond/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: 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 Eddie Dabdoub discuss:Falling in love with your practice area but remembering it is a business.Transitioning from general law practice to a niche law practice.Getting buy-in from your team for the law firm growth.Taking care of your team to stop the turnover. Key Takeaways:There is a barrier of entry for those transitioning from a PI practice to a Disability Insurance practice.If you structure your practice like a well oiled machine, even less lucrative niches will pay off financially.Build a core team that allows your firm to grow together. Even when you’re in different rolls, you want the core team to all be focused on the same business goals.Your firm does not need to be built like everyone else’s. You are different, build your firm to reflect what is important to you. "My big advice is, if you want to scale a law firm, breakaway from the traditional model of assigning assistants and paralegals to attorneys. Instead, create different departments (even if they’re tiny), train your folks to be experts in that department, and have cases go through those departments as the lifecycle of the case carries it through the firm." —  Eddie Dabdoub Read more from Steve at Above the Law: AboveTheLaw.com/tag/Steve-Fretzin/ Thank you to our Sponsors!Ready to go from good to GOAT? Attend PIMCOM the inaugural personal injury mastermind conference Sept 15-17, 2024. Use promo code BeThatLawyer to get $200.00 off at https://www.pimcon.org/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Lawmatics: https://www.lawmatics.com/bethatlawyer/ Episode References:Rules of the Road: A Plaintiff Lawyer’s Guide to Proving Liability by Rick Friedman - https://www.amazon.com/Rules-Plaintiff-Lawyers-Proving-Liability/dp/1934833177 About Eddie Dabdoub: Edward Dabdoub is a nationally-known disability insurance lawyer. He is the founder of Dabdoub Law Firm, a firm that specializes in disability and life insurance claims for claimants.Born and raised in Kingston, Jamaica, he is one of five attorneys in his immediate family. Since becoming a lawyer, he has focused his law practice on representing people in this niche practice area and has grown his law firm from less than a handful of employees to a nationwide practice.With Eddie at the helm, Dabdoub Law Firm has litigated and won significant disability and life insurance cases in federal courts. Some notable victories include a win against the NFL Disability Plan for a former pro-football player who was denied disability benefits and recent victory for a liver transplant surgeon who could no longer perform transplant surgeries after sustaining a career-ending injury.Eddie has participated as a guest speaker at law conferences both on local and national stages, discussing disability insurance, life insurance, and ERISA for legal organizations such as the American Association for Justice and the Florida Association for Justice.Eddie is a double-Canes, having obtained an undergraduate degree in Economics and a juris doctor degree at the University of Miami. Before law school, he obtained a Masters in Business Administration from Florida International University. Connect with Eddie Dabdoub:Website: https://www.longtermdisability.net/Email: [email protected]: https://www.linkedin.com/in/edwarddabdoubLinkedIn: https://www.linkedin.com/company/dabdoub-disability-insurance-erisa-law-firm/Twitter: https://x.com/disabilitylawsInstagram: https://www.instagram.com/dabdoublawfirm Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: 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 Mark Silverman discuss:Building client relationships from the start of your career.Bringing your full, authentic self to your client relationships. Being forward with those you’ve served when asking for referrals. The art of bringing in new work from current clients.  Key Takeaways:Even when you’re crazy busy, it is key to reach out to a client or post on LinkedIn or send a text to connect with those in your network. Everybody wins in referrals when there is a transferral of trust. Be honest about where you can add value and where, perhaps, you aren’t the best fit for your clients.Find what works for you and stay consistent with it. You are running a business and want to maintain that forward momentum.  "The worst thing you can do, and what will tank your relationship and career quickly, is to sell something that you have no business doing." —  Mark Silverman Read more from Steve at Above the Law: AboveTheLaw.com/tag/Steve-Fretzin/ Thank you to our Sponsors!Ready to go from good to GOAT? Attend PIMCOM the inaugural personal injury mastermind conference Sept 15-17, 2024. Use promo code BeThatLawyer to get $200.00 off at https://www.pimcon.org/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Lawmatics: https://www.lawmatics.com/bethatlawyer/ Episode References: Matt Campobasso: https://www.linkedin.com/in/mrc1921/Sales Free Selling Audiobook: https://www.amazon.com/Sales-Free-Selling-Death-Sales-Methodology/dp/B0D9HWPX6W About Mark Silverman: Mark serves as Locke Lord’s CMBS Special Servicer Team Leader. When borrowers and guarantors fail to meet their obligations, financial institutions, commercial mortgage-backed securities (CMBS) special servicers and other companies look to Mark to enforce those commitments, in or out of the courtroom. Mark frames and resolves issues involving creditors’ rights, loan workouts, bankruptcy and loan enforcement. He advises large, midsized, and small banks; financial institutions; and financial technology companies across the country, as well as the nation’s largest CMBS special servicers. Connect with Mark Silverman:  Website: https://www.lockelord.com/professionals/s/silverman-mark-aLinkedIn: https://www.linkedin.com/in/marksilverman3/ :  Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: 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 Ray Koenig discuss:Developing a successful practice while remaining authentic to yourself. Integrating your charitable and civic pursuits into your successful private practice. Picking your extracurricular organizations intentionally and meaningfully. Benefiting from bar association participation and leadership.  Key Takeaways:Try things you’re afraid of - they’re never as bad as you think they will be.You don’t always need to tell people what type of lawyer you are - for the general public you can build yourself up as a trusted advisor who solves problems. Being part of organizations is not enough - you should be building relationships and participating actively in those organizations. It’s not all about you. Be authentic, but also spotlight other people’s successes too.  "Pick a board, pick an organization, that's doing the things that you're really interested in, but at the same time, has kind of the audience - the donors, the board members - that are people that you want to get to know for professional reasons as well." —  Ray Koenig Take the BE THAT LAWYER challenge at Fretzin.com/BTLChallenge! Thank you to our Sponsors!Ready to go from good to GOAT? Attend PIMCOM, the inaugural personal injury mastermind conference Sept 15-17, 2024. Use promo code BeThatLawyer to get $200.00 off at https://www.pimcon.org/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Lawmatics: https://www.lawmatics.com/bethatlawyer/Rankings: https://rankings.io/ Episode References: Roy Sexton: https://www.linkedin.com/in/royesexton/@theBar Podcast: https://www.chicagobar.org/CBA/YLS_Law_Students/_theBar_Podcast.aspx About Ray Koenig: Ray Koenig represents individuals, families, financial and medical institutions, charities and governmental agencies in probate, trust, and guardianship controversies, including complex matters which require practical solutions. Ray continually provides quality, responsive, and efficient representation to his clients. Ray is dedicated to the needs of his clients, whether that requires aggressive advocacy in a courtroom, skilled negotiations to prevent or conclude litigation, or effective counseling to avoid future trust and estate controversies. Ray seeks ways to resolve difficult issues in the most effective manner possible. His success has resulted in appointments by judges as Guardian Ad Litem and defense counsel by judges in complicated guardianship matters, and as Special Administrator in problematic probate matters. Ray has decades of experience in a variety of aspects of controversies involving trusts, probate, guardianships and related fiduciary issues including will and trust contests, will and trust construction and reformation actions, citations to recover, breach of fiduciary duty claims, charitable disputes, and guardianship litigation. His years of practice have also resulted in his retention as an expert witness in matters involving guardianship and probate issues. His depth of knowledge has been informed by and led to many speaking engagements and publications. Ray serves as Co-Chair of the firm’s global Litigation practice, and as an elected member of the firm’s Executive Committee. Ray proudly served as Managing Member of the firm’s Chicago office from 2011 to 2023. Connect with Ray Koenig:  Website: https://www.clarkhill.com/people/ray-j-koenig-iii/Email: [email protected]: https://www.linkedin.com/in/raykoenig/LinkedIn: https://www.linkedin.com/company/clark-hill-law/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: 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 Randa Predergast discuss:Committing to your processes no matter how busy or slow your firm is. Why many lawyers struggle with billing and accounts receivable. Perceived value in your costs with your clients and setting expectations around billing with them. Handling difficult AR and collections with clients.  Key Takeaways:Lack of processes, lack of time, and thinking emotionally about your costs are three of the biggest issues around lawyers receiving their proper payments. Lawyers make exceptions more than any other professional industry leading to higher levels of AR. You are not being exceptional when you make exceptions.You can have your clients on ACH and autopay as long as it is kept securely. This will nearly eliminate your AR. Book keeping and collections should not be done by the attorney. They are delegatable to other professionals. "We want to remove the attorney from this process as much as possible. I only like to bring them in on making decisions about stopping work because of non-payment. So all the tasks up until that point should really go to a legal assistant, admin, billing clerk, or something of that sort, not even a paralegal." —  Randa Predergast Take the BE THAT LAWYER challenge at Fretzin.com/BTLChallenge! Thank you to our Sponsors!Ready to go from good to GOAT? Attend PIMCOM, the inaugural personal injury mastermind conference Sept 15-17, 2024. Use promo code BeThatLawyer to get $200.00 off at https://www.pimcon.org/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Lawmatics: https://www.lawmatics.com/bethatlawyer/Rankings: https://rankings.io/ Episode References: The Go-Giver by Bob Burg & John David Mann: https://thegogiver.com/ About Randa Predergast: Providing expert services in law firm and case processes (including implementation and training), paralegal support, and billing clerk services on a 1099 basis. Connect with Randa Predergast:  Website: https://mrsjunelegal.com/LinkedIn: https://www.linkedin.com/company/mrs-june-legal-llc/LinkedIn: https://www.linkedin.com/in/attorneywhisperer/TikTok: https://www.tiktok.com/@attorneywhisperer Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: 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 Phil Fornaro discuss:Following the flow of everything in the industry. Understanding who your community is leveraging them. Core mistakes people make when networking. Building trust and providing value to clients in legal services. Key Takeaways:People are interested in talking about what they do, but if you’re not listening, you can’t figure out what their problem is, and you can’t help them. Being a giver is great, but making it reciprocal with networking partners is even better. Giving your card at an event is like 1/10 for making something out of it. Making a connection and writing down information on their card with a follow-up later increases that drastically. The key to conversion is to provide a solution.  "Client development and business development have resulted in my best and most fulfilling relationships." —  Phil Fornaro Take the BE THAT LAWYER challenge at Fretzin.com/BTLChallenge! Thank you to our Sponsors!Ready to go from good to GOAT? Attend PIMCOM, the inaugural personal injury mastermind conference Sept 15-17, 2024. Use promo code BeThatLawyer to get $200.00 off at https://www.pimcon.org/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Lawmatics: https://www.lawmatics.com/bethatlawyer/Rankings: https://rankings.io/ Episode References: Phil Fulton: https://www.linkedin.com/in/philipfulton/Doug Sandler: https://www.linkedin.com/in/doug-sandlerKen Levinson: https://www.linkedin.com/in/kenlevinsonatty/Buy Back Your Time by Dan Martell: https://www.buybackyourtime.com/ About Phil Fornaro: Philip M. Fornaro, a seasoned legal professional with 29 years of experience, serves as the Managing Attorney at Fornaro Law. His commitment extends beyond the practice of law; it's about delivering comprehensive solutions, fostering structure, and forging meaningful connections. Philip's ultimate aim is to enhance and optimize every situation, ensuring that everyone involved experiences profound satisfaction throughout the entire process and embraces the end result. Connect with Phil Fornaro:  Website: https://www.fornarolaw.com/LinkedIn: https://www.linkedin.com/in/fornarolaw/Light Bulb Moments Podcast: https://podcasts.apple.com/it/podcast/light-bulb-moments-its-all-about-the-energy/id1748362429 Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: 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 MerriLyn Gibbs discuss:Staying focused on your goals.How Assistants 4 Hire works differently from a recruiting firm to help your law firm succeed.The art of delegation.Business lessons from the game of golf.How you show up every day will determine the results you get. Key Takeaways:Delegation starts slow - you don’t have to delegate and forget, you can start with smaller tasks and check the work before the trust is built and you can truly let go of those tasks.If you’re looking for easy lead generation, start with your existing clients - reach out to them first, that’s where the low-hanging fruit is.Recognize the value in the bad shots - it’s not about how good your good shots are, it’s how quickly you can recover from the mistakes.Making mistakes is important. The key is not to keep making the same mistakes over and over. "There's so much more learning in the errant shots. And that is what makes you a better golfer. Because the next time you see that, it's easier and easier and easier. And it's really fun when you pull off those impossible shots." —  MerriLyn GibbsTake the BE THAT LAWYER challenge at Fretzin.com/BTLChallenge! Thank you to our Sponsors!Ready to go from good to GOAT? Attend PIMCOM, the inaugural personal injury mastermind conference Sept 15-17, 2024. Use promo code BeThatLawyer to get $200.00 off at https://www.pimcon.org/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Lawmatics: https://www.lawmatics.com/bethatlawyer/ Episode References: You Are a Badass at Making Money: Master the Mindset of Wealth by Jen SinceroAbout MerriLyn Gibbs: MerriLyn’s passion is simple: she is driven to help her fellow business owners thrive by empowering them to focus on what they love. As founder and owner of Assistants 4 Hire, MerriLyn has plenty of experience with managing her team and assessing the needs of her clients - but it doesn’t stop there! She also offers business seminars and productivity coaching for those not in need of outside assistance. Her know-how and unrelenting attention to detail make MerriLyn a pro at setting others up for success. Connect with MerriLyn Gibbs:  Website: https://www.assistants4hire.net/LinkedIn: https://www.linkedin.com/in/merrilyn-gibbs-50283642/LinkedIn: https://www.linkedin.com/company/assistants-4-hire/Facebook: https://www.facebook.com/merrilyn.gibbsFacebook: https://www.facebook.com/Assistants4hireInstagram: https://www.instagram.com/assistants4hire/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: 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 Nathan Ohler discuss:Moving past the status quo to something different.Saving yourself pain and frustration by crowdsourcing your problems with peer advisory groups.Topics that come up frequently in lawyer peer advisor groups.Top benefits of peer advisor groups for the members. Key Takeaways:In peer groups, you can realize that your firm’s problems are not unique to you and those problems are solvable.Goals and tactical plans are related but are not the same thing. You need to have a tactical plan in place to achieve your goals. It is 2% about the goal and 98% about the tactics and habits.Finding and retaining talent now, both young attorneys and support staff, is different than it was in the past.There are many different ways that peer groups or masterminds - not every type will work for every person, but there is a benefit in actively participating in these groups. "It is just linking back to these problems, and getting solutions to them. Hearing what is working from my peers who are living something similar to what I'm living. And I want to hear a diversity of solutions. So then I can go internalize which of those I want to test out. That environment of being able to hear not just one example, but maybe 10 is really powerful." —  Nathan Ohler Take the BE THAT LAWYER challenge at Fretzin.com/BTLChallenge! Thank you to our Sponsors!Ready to go from good to GOAT? Attend PIMCOM, the inaugural personal injury mastermind conference Sept 15-17, 2024. Use promo code BeThatLawyer to get $200.00 off at https://www.pimcon.org/Get Staffed Up: https://getstaffedup.com/bethatlawyer/Lawmatics: https://www.lawmatics.com/bethatlawyer/ Episode References: Atomic Habits by James ClearGetting Things Done by David AllenProVisors: https://provisors.com/Sleep: Redefine Your Rest, for Success in Work, Sport and Life by Nick Littlehales About Nathan Ohler: Nathan Ohler is the President/COO of Nuooly, an exclusive Community for experienced independent/small firm professionals, such as attorneys and accountants. With prior experience on Wall Street and as an executive of multi-billion dollar businesses, he now focuses on enabling Nuooly member success by facilitating peer connections and providing business assistance. Connect with Nathan Ohler:  Website: https://www.nuooly.com/Email: [email protected]: https://www.linkedin.com/in/nathan-ohler/LinkedIn: https://www.linkedin.com/company/nuooly/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: 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 Karl Seelbach discuss:The way you do one thing is the one way you do everything.Building out and being consistent with expectations through SOPs and accountability charts.Setting aside time specifically to work on your business, not just in it.Hiring a coach to remove your blinders. Key Takeaways:Focus on the solutions - if something goes wrong, look at why and see how it can be fixed.Everyone and every firm is a work in progress. The little things that are sometimes forgotten are the things that need the most attention because they will make the biggest results.You don’t have to be the one to wear every hat. You don’t have to execute on every idea. Delegate what you can’t (or don’t want to) do.Attorneys are responsible for the work they file with the court. If you utilize AI the same way you would utilize a paralegal or law assistant, you can let the tech work for you."You can't just keep doing the same thing, it's not going to change, and you're going to burn out and end up in a bad spot. You have to hit the brakes and say, ‘Okay, look, I've got to figure out how to solve this.’" —  Karl SeelbachTake the BE THAT LAWYER challenge at Fretzin.com/BTLChallenge! Thank you to our Sponsors!Ready to go from good to GOAT? Attend PIMCOM, the inaugural personal injury mastermind conference Sept 15-17, 2024. Use promo code BeThatLawyer to get $200.00 off at https://www.pimcon.org/ Get Staffed Up: https://getstaffedup.com/bethatlawyer/Lawmatics: https://www.lawmatics.com/bethatlawyer/ Episode References: Traction: https://www.eosworldwide.com/traction-bookeMyth: https://www.emyth.com/Who Not How: https://whonothow.com/ChatGPT Enterprise: https://openai.com/chatgpt/enterprise/Casetext: https://casetext.com/Lexis+ AI: https://www.lexisnexis.com/en-us/products/lexis-plus-ai.pageUnreasonable Hospitality by Will Guidara: https://www.amazon.com/Unreasonable-Hospitality-Remarkable-Giving-People/dp/0593418573Mention Steve’s name and get $500 off your first deposition or upload at Skribe: https://skribe.ai/ About Karl Seelbach: Karl Seelbach is a LegalTech founder and seasoned litigation attorney with over 17 years of experience in the courtroom, representing clients in personal injury, business, and employment litigation. He is a skilled advocate and a tenacious fighter who handles cases with precision and an eye toward trial from day one. His adversaries describe him as "skilled" and "whip-smart." But Karl's legal expertise doesn't stop there - he's also the founder of Skribe.ai, a software platform for capturing testimony that's changing the game for attorneys and their clients. Prior to launching his own law firm in 2015, Karl worked as a litigation partner at one of Texas' largest law firms, Winstead PC, where he was mentored by some of the state's top litigators, including former appellate judges and veteran trial lawyers. Karl received his law degree from South Texas College of Law in Houston and his undergraduate degree from Stephen F. Austin State University. In his free time, Karl enjoys spending time with his wife and daughters in Dripping Springs, Texas as a #GirlDad who proudly cheers on his kids in volleyball, basketball, and more!  Connect with Karl Seelbach:  Website: https://skribe.ai/Email: [email protected]: https://www.linkedin.com/in/kwseelbach/LinkedIn: https://www.linkedin.com/company/skribe-ai/Twitter: https://x.com/KarlSeelbach Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: 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 Chelsea Williams discuss:Why personal finance is so key to living a healthy, balanced life. The formulas for success at your firm and as an individual.The most common mistakes lawyers make around money. Tips for taking control of your money today. How to stay on top of your finances.  Key Takeaways:Watch out for lifestyle creep. It doesn’t matter how much you make if you keep spending more than you bring in. Track your money. Having a personal budget is not restricting, it is setting a financial boundary. There are only two ways to change how much money you spend: you can trim the fat (even if it is just a rogue subscription) or through negotiating your expenses. It is the small things that bite into your spending. The biggest takers are Amazon, software, and subscriptions.  "It doesn’t just stop at the money story, we have to hold all of our numbers accountable." —  Chelsea Williams Take the BE THAT LAWYER challenge at Fretzin.com/BTLChallenge! Thank you to our Sponsors!Get Staffed Up: https://getstaffedup.com/bethatlawyer/Lawmatics: https://www.lawmatics.com/bethatlawyer/ Episode References: Rocket Money: https://www.rocketmoney.com/Profit First by Mike Michalowicz: https://mikemichalowicz.com/profit-first/Justin Krane: https://www.linkedin.com/in/justinkrane/Mindvalley: https://podcast.mindvalley.com/ About Chelsea Williams: Chelsea has invested ten years of expertise into understanding law firm finance in order to create a framework that any law firm owner can follow to achieve time and money freedom. She's uncovered the common mistakes and struggles law firm owners face that keep them from profitability. Her company partners with law firms to establish a solid financial foundation and works with them to build the framework that gets them to a place of financial clarity, direction, and freedom. Connect with Chelsea Williams:  Instagram: https://www.instagram.com/the_money_whisper/Website: https://www.yourcoresolution.com/LinkedIn: https://www.linkedin.com/in/chelseamwilliams-themoneywhisperer/LinkedIn: https://www.linkedin.com/company/core-solutions-group-inc/Facebook: https://www.facebook.com/chelsea.zeschkeFacebook: https://www.facebook.com/yourcoresolutionInstagram: https://www.instagram.com/core_solutions_group/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: 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 Dennis Kennedy discuss:The intersection of the legal system and technology. Utilizing technology in ways that enhance the customer experience.Recognizing where you can free up time to do higher-level legal work. Why every lawyer should have a good, well-utilized CRM.  Key Takeaways:Using technology for things like scheduling meetings, paying invoices, receiving payments, and other things not specific to the legal field is a great place to start if you’re unsure of where to begin. There are technology applications that can make your life easier and free up time to do the creative legal work that you want to do. Legal students and younger lawyers are used to using more technology and when they start working, at many law firms, it feels like taking a step back in their use of technology. Don’t let the fear of the unknown around technology stop you from leaning into and using it.  "Figure out some problem that you have - something or some way you'd like to make your life easier that you think a technology might be to help you - then decide that you're not going to learn all of the technology, you're just going to learn one thing." —  Dennis Kennedy Take the BE THAT LAWYER challenge at Fretzin.com/BTLChallenge! Thank you to our Sponsors!Get Staffed Up: https://getstaffedup.com/bethatlawyer/Lawmatics: https://www.lawmatics.com/bethatlawyer/ Episode References: Chuki Obiyo: https://www.linkedin.com/in/chukiobiyo/Co-Intelligence: Living and Working with AI by Ethan Mollick - https://www.amazon.com/Co-Intelligence-Living-Working-Ethan-Mollick/dp/059371671X About Dennis Kennedy: Dennis Kennedy is the Director of the Center for Law, Technology & Innovation at Michigan State University and a widely-known expert on law and technology. He teaches AI and the Law and other technology and innovation classes at MSU, and also teaches a legal technology literacy class at the University of Michigan Law School. Dennis has co-hosted The KennedyMighell Report podcast since 2006, wrote the book Successful Innovation Outcomes in Law and many other publications, and, before joining MSU, retired as Senior Counsel at Mastercard, where he focused on technology law. Connect with Dennis Kennedy:  Website: https://www.denniskennedy.com/LinkedIn: https://www.linkedin.com/in/dennismkennedyBlog: https://denniskennedy.blog/Podcast: https://legaltalknetwork.com/podcasts/kennedy-mighell-report/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: 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 Sciaccotta discuss:Building relationships everywhere you go. Connecting authentically and building trust in the community. The time of building relationships and expected outcomes. Breaking out of the billable hour hampster wheel. Controlling your destiny.  Key Takeaways:Get active, get involved, and maintain friendships within the legal practice. Wherever you have a relationship, give them a business card and tell them what you do. Tell them to think of you first. Make significant touches every single day - social media will allow you to do that easier than ever before. Step one is to be a great lawyer. But that’s not all there is to building your own business. You will need to understand more about business and sales than law school has led you to believe. It is never too early to start learning networking, relationships, and non-verbal communication. They are the ingredients to success as a human being, as well as in your law firm.  "Life is about needs. If you can identify the need of a potential client or a referral source, and you can fulfill that need, you’re going to get what you want." —  John Sciaccotta Take the BE THAT LAWYER challenge at Fretzin.com/BTLChallenge! Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/ Episode References: Start with Why Series by Simon Sinek - https://www.amazon.com/dp/B07VVJF819 About John Sciaccotta: John C. Sciaccotta has more than 37 years of trial and litigation experience advocating for clients in complex civil litigation, arbitration, mediation and business counseling matters with a special emphasis on complex civil trial and appellate cases brought in federal and state courts and tribunals throughout the United States. John represents publicly and privately held domestic and foreign business entities, business owners, lenders, employers, municipalities, government bodies and individuals in transactional matters and disputes, which include: Counseling and advocating for business entities and their owners in disputes involving Business Divorce issues, including corporate control, valuation, corporate squeeze-outs, minority oppression, dissolution actions and breaches of fiduciary duty and business tort claims. In addition, John has been appointed as a Neutral Arbitrator and Mediator for many years to resolve and arbitrate business-related disputes. He serves on the Commercial Panel of the American Arbitration Association's National Roster of Arbitrators. Connect with John Sciaccotta:  Website: https://www.agdglaw.com/LinkedIn: https://www.linkedin.com/in/john-c-sciaccotta-7472535Twitter: https://x.com/ScilawFacebook: https://facebook.com/JohncsciaccottaInstagram: https://instagram.com/jcscilaw   Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: 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 Erin Andersen discuss:Why lawyers have a hard time finding and retaining great talent.Hiring for personality and culture, not just skills.Hybrid work, salary transparency, and why you should be using LinkedIn to hire your next talent.Seeing hiring as an investment, not just an expense. Key Takeaways:Don’t just hire to fill a seat - understand your culture, understand your needs, and hire the right person for that right position.If a firm is open to training in certain areas, a personality fit may be a better hire option for longevity and retention as the person will be the right fit for your firm.Use LinkedIn (and other social media platforms) to scan your hiring candidates. You can learn things that they may not include on their resume, application, or cover letter.Many recruiting firms, like Erin’s, have a 90-day guarantee on your hires. Working with a recruiting firm can help you to find the right fit for your law firm. "I think it's actually better to look where you want to be in 10 years, and then backtrack and figure out how to get there." —  Erin Andersen Take the BE THAT LAWYER challenge at Fretzin.com/BTLChallenge! Episode References: Breaking the Habit of Being Yourself: How to Lose Your Mind and Create a New One by Dr. Joe Dispenza - https://www.amazon.com/Breaking-Habit-Being-Yourself-Dispenza-ebook/dp/B006M7A8JI/ Thank you to our Sponsors!Lawmatics: https://www.lawmatics.com/bethatlawyer/Get Staffed Up: https://getstaffedup.com/bethatlawyer/ Episode References: Breaking the Habit of Being Yourself: How to Lose Your Mind and Create a New One by Dr. Joe Dispenza - https://www.amazon.com/Breaking-Habit-Being-Yourself-Dispenza-ebook/dp/B006M7A8JI/ About Erin Andersen: Erin Andersen is a hiring specialist for law and accounting firms. She specializes in hiring both support staff and Associate Attorneys on a flat-rate basis to make hiring more accessible for law firms which in return lets them scale more efficiently. In addition, she is certified in workplace culture and therefore makes this a part of her hiring process. Erin offers free consultations which can be booked by emailing: [email protected] Connect with Erin Andersen: Email: [email protected]: https://www.linkedin.com/in/yourbrandnetworker/Instagram: https://www.instagram.com/yourbrandnetworker Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: 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 Matt Campobasso discuss:Preventing problems before they have a chance to happen repeatedly. Assessing the risks you want to take when your company is growing and evolving. Pros and cons of private practice versus an in-house career. How to successfully network with a general counsel.  Key Takeaways:Good prevention doesn’t eradicate all risks but stops many unnecessary risks. All risks aren’t bad, but you want to have the option of which risks you want to take. Working at a larger law firm right out of school allows you to learn from many other lawyers and can give you a broader perspective on different aspects of legal. In your own practice (or in a law firm in general) you want to be working on and building your book of business - rarely are clients going to fall into your lap with no relationship building on your end. When reaching out to a potential client, do your homework first. Try to understand where they are at and what their pain points are.  "I've said this for a long time, the best lawyers know the best way to protect their clients is to know their clients, and there's no better way to know your client from the inside." —  Matt Campobasso 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: Upstream: The Quest to Solve Problems Before They Happen by Dan Heath - https://www.amazon.com/Upstream-Quest-Problems-Before-Happen/dp/1982134720 About Matt Campobasso: Matt Campobasso is the General Counsel and Corporate Secretary of Enfusion, Inc., a publicly traded fintech company headquartered in Chicago. He also serves as a member of Enfusion’s Executive Committee and as Co-Chair of its Operating Committee. Campobasso joined Enfusion in September 2020 as Deputy General Counsel and assumed the role of General Counsel in November 2022. During his time with Enfusion, the company went public via an October 2021 IPO and is traded on the New York Stock Exchange. As General Counsel, Campobasso oversees a team of nine lawyers who manage Enfusion’s legal operations and risk for a global organization with offices in eight countries. The team prioritizes a business-first approach that combines “range” and “upstream thinking” aimed at solving problems before they arise and employing legal strategies that safeguard and advance business strategy. In addition to Enfusion, Campobasso’s 18 years of legal experience include time spent as a government prosecutor, as an associate and then partner with Freeborn & Peters (now Smith, Gambrell & Russell, LLP), and, most recently, as general counsel for TruQua Enterprises (acquired by IBM in 2020). Campobasso earned a J.D. from the University of Illinois Chicago School of Law and an undergraduate degree in psychology from the University of Illinois Urbana-Champaign. Connect with Matt Campobasso:  Website: https://www.enfusion.com/LinkedIn: https://www.linkedin.com/in/mrc1921/LinkedIn: https://www.linkedin.com/company/enfusion-llc/ Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: 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.